Sales Gravy: Jeb Blount

Cindy dives into the challenges of cold calling in her new home services role, facing objections with confidence. The discussion emphasizes the emotional dynamics of sales, urging callers to project assurance. Strategies to adjust call timing to suit busy contractors are explored, encouraging new approaches to engaging clients. Personalizing meetings based on client needs emerges as a key tactic for overcoming cost-related objections while aiming for increased profitability. The importance of understanding client goals and ongoing learning is also highlighted.

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week, I delivered a keynote at a large company's President’s club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success. And frankly, I love hanging out with ultra-high performers. It’s so energizing to be with winners. The challenge though was figuring out exactly what I was going to say to them.  Think about it. These sales professionals are the best of the best. Cream of the crop. The Bee’s Knees in the words of their VP of Sales. They’ve proven that they know what to do. They already are motivated. The last thing I wanted to do was bore them to tears or cause them to feel that I was talking down to them. So I spent several weeks nervously working on my keynote speech for this group of winners. I went around and around in circles unable to nail down the perfect message until it hit me that these sales professionals were in a very vulnerable position for the very fact that they were winners. Welcome to the Sales Graveyard The sales graveyard is full of former President’s Club winners who: Came home with a trophy and were fired because they quit selling.  Were one hit wonders—winning once and never getting back into the club again.  Came back with so much promise and potential only to drift along in mediocrity because they stopped doing the things that got them to the podium in the first place.  Too often when we win, we see it as an opportunity to take our foot off of the accelerator and coast for a while. It happens to President’s club winners and everyday sales reps. Have a good month, take a break from prospecting. Close a big deal. Start taking shortcuts. Win the big trip, celebrate a little too long. Some winners spend a little too much time reading their own press clippings. After working hard and doing all of the right things, they no longer believe that the rules of physics apply to them. Rather than going back home and honoring the basics and fundamentals of selling that brought them to the dance in the first place, they become undisciplined—delusional that they possess some sales superpower that guarantees their success.  Maintain your edge by taking courses on Sales Gravy University—the world’s most powerful sales training engine featuring more than 1500 hours of classes from over 40 of the world’s top sales experts and authors. plus live workshops each week and mastermind group coaching sessions. There is nothing else like it in the sales world.  You Cannot Be Delusional and Successful at the Same Time We’ve all been there in big and little ways. It happened to me just yesterday. While playing golf I hit a screaming drive—one of my longest ever—right down the middle of the fairway to within 50 yards of the hole. On that drive, I’d done everything right. I slowed down, followed my routine, focused myself on the fundamentals, and executed. It was an incredible feeling. I celebrated with a big fist pump and high fives all around.  Confident, I walked right up to my second shot—a short pitch into the green—tasting a birdie and then…I chunked it. For those of you who play golf you know exactly how this feels. It’s awful. But what was the difference between the first shot—the winner —and the second shot—the loser? It was me! Instead of running through my routine and being disciplined and intentional with my approach to that crucial shot, I became lazy. Rather focusing my mind on the basics and fundamentals, I believed that after that beautiful drive, the basics no longer applied to me. Trust me on this, gravity is a bitch. I walked away with a sad double-bogey proving once again that you cannot be delusional and successful at the same time.

You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself out of it? The answer: invest in yourself. https://youtu.be/odBObaiywlg?feature=shared The Power of Personal Development In sales, it's easy to get caught up in the grind—calls to make and deals to close. But if you don’t make time to invest in yourself, sooner or later, you’ll hit a wall and fall into a rut.  As Sales Gravy Podcast guest Robert Herbst points out, one of the key reasons that sales people stagnate is a lack of personal development. The reason top performers prioritize learning new skills and pushing their boundaries is because it makes them better and helps them sell more. When you choose to prioritize yourself and your professional development you are choosing a better and happier you. Personal development isn’t a ‘nice-to-have’—it’s the backbone of sustained success.  Cultivating a Growth Mindset A growth mindset is essential for embracing personal development. This is the process of cultivating the belief that your abilities and talents can be improved through effort, learning, and perseverance. Developing a growth mindset leads to higher achievement, resilience, adaptability, and a more positive approach to self-improvement. It helps you grow from setbacks and adversity, rather than being defined by them—driving you to reach further and achieve goals others might think are impossible. Read a Book Everything you want to know about anything can be found in a book.  Reading isn’t just a habit—it’s a weapon that keeps you ahead of your competition. Seriously, if you want to grow and develop, start by reading books. An author spends a lifetime accumulating knowledge that they put into a book you can buy for only $20. That’s a massive value for the investment.  A best practice of top performers is to carve out 15-30 minutes each morning specifically for professional reading. Listen to Learn If you have a hard time reading or finding time, listen to an audiobook, a podcast, or an audio course.  Many top performers listen to learn while they workout, walk the dog, or do chores around the house. It’s also a great way to turn your commute or drivetime in the field on sales calls into Automobile University.  The point is: audio resources are so convenient you never have to stop learning.  Take Online Courses One of the key traits of top performers is that they invest in online training from sources like Sales Gravy University and their own company learning management systems.  E-learning offers the opportunity to gain and sustain winning sales skills anywhere, anytime and on any device, making it easy for on-the-go sales professionals to invest in themselves. These days, it’s easy to gain access to the top trainers and thought leaders in sales through affordable, on-demand training modules. From virtual training to in-person workshops, there’s no greater investment than in yourself and your sales game. It’s even worth traveling to get to transformational conferences that lift you to new heights.  In-Person Training and Conferences Seek out every opportunity to attend in-person training. Start by reaching out to your sales leader for information on in-house training offered by your company. Then look for external training events and industry conferences that fit your professional development plan.  Beyond the training and skill development gained from these events, you’ll spend time with peers, build your network and share best practices that will often boost your income. Level Up Every Day — Never Stop Growing Level up or lose out.  Personal development doesn’t work if you don’t make time for it. This means setting time aside that’s blocked specifically for learning every single day—whether it’s an audiobook, reading, online learning or a training event.

Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions. The Problem: Too Many Hats, Too Little Time Matt’s role covers operations, customer support, escalations, and sales. That’s a lot of hats for one head. Between urgent issues (like system outages) and everyday distractions (Slack messages, emails, ticket follow-ups), his cold-calling efforts often get pushed to the back burner. If urgent tasks always overshadow your pipeline-building activities, you’ll end up with a dangerously thin pipeline. Remember: “The Pipe is life.” The longer you allow other priorities to get in the way, the more your sales (and stress levels) suffer down the road. Triage “Urgent vs. Non-Urgent” Tasks Yes, certain crises truly are urgent. If your client’s phones are down, you can’t ignore that. But not everything that feels urgent is urgent. Often, we treat every Slack ping or email notification like a five-alarm fire. Identify Real Emergencies: A system outage that halts business? Absolutely that requires immediate action. A non-critical support request? Schedule it for later. Set boundaries so routine tasks don’t hijack your entire day. Use Focus Blocks Turn Off Notifications: Close Slack, kill your email window, silence your phone—whatever it takes to create an uninterrupted block. Leverage High-Intensity Sprints: Prospect in short bursts (15–30 minutes) where all you do is dial. Make notes on a physical list to avoid toggling between multiple browser tabs. Delegate If you’re not the only one who can handle support tickets, let others take them. Own the customer relationship; let your team own the problem resolution. The Art of Owning the Customer, Not the Problem One of the biggest time-sucks for salespeople is diving headfirst into problem-solving. If you’re an empathetic type, you might be tempted to fix every issue yourself. But that drains your time and divides your focus. Own the Relationship When a customer meltdown looms, they want reassurance. You’re the friendly face they trust. Let them know you’re on it, but don’t dive into the technical fix if there’s someone else better equipped. Set Expectations and Follow Up Get a clear commitment from your support team: “Can you resolve this by 3 p.m.?” Check in before the deadline, not after. That way, you can give the customer a timely update. Balance Accountability You, as the salesperson, remain responsible for the customer’s happiness. Your support or operations team, however, is responsible for execution. Keep close tabs on them, but don’t do their job for them. Sharpen Targeting To Build Better Prospecting Lists Matt’s telecom company has a strong base of medical practices—mostly gained through referrals. Now he wants to proactively call into that same niche. But how do you successfully cold call a vertical you’ve never actively prospected before? Define Your Ideal Customer Profile (ICP) Look at your existing medical clients. How big are they? What specialties do they serve? Who handles IT decisions? Notice any patterns in the types of practices or roles you consistently serve. Craft a Relevant Message Medical offices might not realize they’re missing features that could improve patient flow. Translate “telecom upgrades” into benefits that matter—like reducing patient wait times, integrating scheduling, or enabling secure remote access. If you offer advanced AI features (like intelligent call routing or sentiment analysis), frame it around operational efficiency and cost savings. Focus on the Conversation,

Salespeople are losing touch by relying on email, which is becoming less effective. Recent data shows a staggering increase in email volume but a drastic drop in response rates. The 'great ignore' phenomenon highlights how potential clients overlook emails entirely. Instead, the podcast emphasizes the importance of real conversations—whether on the phone or in person—to rebuild connections and trust. The fear of rejection shouldn’t deter salespeople from engaging meaningfully, as genuine human interaction is key to boosting sales.

Why do deals go cold despite a great pitch? Often, it's about your professional presence. First impressions are crucial; a polished appearance breeds credibility. Confidence, built through preparation, is contagious, but beware of arrogance. Discover how being new in sales can spark creativity and growth, and the essential collaboration between sales and marketing. Plus, enjoy a humorous networking mishap that turns into a golden opportunity, showcasing the power of confidence in unexpected scenarios.

Struggling to break free from a winter sales slump? Discover practical strategies to reignite your motivation after the holidays. Surround yourself with positive vibes while avoiding negativity. Turn your car rides into learning opportunities with uplifting podcasts and audiobooks. Celebrate small wins to build momentum, and remember that consistent action can lead to significant results. Get those sales back on track with practical tips and the power of persistence!

The podcast delves into the importance of persistence in sales, illustrating how giving up too soon can limit opportunities. A humorous golf anecdote highlights the unpredictability of technology and its impact on communication. Listeners are inspired to embrace resilience, discipline, and effective time management as keys to success. The discussion emphasizes that follow-ups are essential in building meaningful connections, and overcoming emotional barriers leads to greater achievements. Continuous learning and determination are celebrated as crucial for thriving in the competitive sales landscape.

Discover the art of listening in sales and how it can transform your approach. One insightful journey chronicles overcoming adversity to thrive in business. The discussion highlights turning sales conversations into meaningful connections, with a nod to the unique strengths women bring. Embracing silence can unveil valuable insights from prospects. Plus, learn a methodical approach to disqualifying leads for efficiency, emphasizing the importance of focusing on benefits rather than just processes. Equip yourself with tools to amplify your sales success!

Listeners dive into the transformative role of AI in sales, discovering how it streamlines tasks and enhances data management. Despite the rise of technology, the importance of human connection remains paramount in consultative selling. Key skills like curiosity, creativity, and emotional intelligence are essential for success in this evolving landscape. The impact of generational shifts on business strategies is also highlighted, stressing the need for sales professionals to adapt to the expectations of younger decision-makers.