Sales Gravy: Jeb Blount

Kristie Jones, a sales expert and author of "Selling Your Way In," dives into how positivity fuels decision-making in sales. She stresses the importance of financial transparency for strategic money management and the long-term benefits of planning. Kristie also emphasizes self-awareness, urging listeners to discover their unique sales superpowers. By understanding personal strengths, individuals can maximize their potential. Plus, she shares methods for cultivating a winning mindset and the vital distinction between confidence and self-confidence.

In this conversation, Patrick “Pops” Garrett, Founder and CEO of DrinkCurious, shares inventive strategies for using bourbon tastings to enhance sales engagement. He delves into how virtual tastings can attract clients and improve word-of-mouth promotion. Pops highlights the cultural significance of bourbon and its renaissance in popularity, influenced by media. He also discusses gamification in tastings to deepen client connections and the flexibility of hosting both virtual and in-person events, making bourbon a unique tool for relationship building.

Andy Matheou, a Partner at RHM Staffing, shares his impressive journey from sales contributor to leadership in the staffing industry. He emphasizes the power of resilience and a strong work ethic as keys to success. The conversation highlights the unique challenges of selling staffing solutions, including managing client skepticism. Andy stresses the importance of a supportive team culture focused on humility and collaboration, along with effective strategies like cold calling to build relationships and ensure success.

Neil Cameron, a digital sales expert with over 15 years of experience working with giants like Google, shares insights into the shifting landscape of B2B sales. He emphasizes the need for sales professionals to embrace digital skills and adapt to millennial buyers. Neil discusses the buyer-driven process, highlighting that 68% prefer researching before engaging vendors. He also introduces his 'Virtual Persuasion Engagement and Psychology Pyramid,' offering strategies for connecting emotionally with buyers and leveraging data for predictive insights.

In this insightful conversation, legendary sales expert Mark Hunter shares his wisdom on outbound strategies and authentic selling. He stresses the importance of maintaining discipline and consistency to build a strong sales pipeline. Mark discusses the role of AI in sales, urging professionals to balance technology with genuine relationships. He emphasizes that selling for people fosters trust and highlights the need for effective prospecting during peak energy hours. Persistence in overcoming rejection is key to long-term success in sales.

In this episode, Amy Franko, a sales expert specializing in the mid-market, shares her secrets to enhancing pipeline velocity. She emphasizes the critical balance between speed and quality when moving deals through the pipeline. Amy discusses effective strategies for disengaging from unproductive prospects and the importance of aligning sales compensation with new product launches. Additionally, she highlights how asking the right questions can significantly improve deal qualification and overall sales performance, making this a must-listen for sales professionals.

Brynne Tillman, a LinkedIn expert and speaker specializing in sales strategy, reveals how to effectively engage on LinkedIn without resorting to the dreaded 'pitch slap.' She emphasizes the importance of personal interactions over automation, stressing that genuine engagement builds stronger relationships. Brynne also discusses common outreach mistakes, advocating for a networking mindset instead of pushy sales tactics. Plus, she highlights the significance of the OutBound conference as a pivotal opportunity for sales professionals to hone their skills.

Join Anthony Iannarino, a renowned speaker and author of "The AI Edge," as he shares insights on transforming sales strategies during challenging times. He discusses the importance of behavioral changes for lasting success and how self-competition can drive personal growth in sales. Anthony highlights the potential economic downturn and the necessity for proactive approaches, advocating for consistent prospecting. He also emphasizes the value of the OutBound Conference for enhancing skills and building a supportive network among sales professionals.

Victor Antonio, a renowned sales expert and author of "Sales Ex Machina," shares his insights on harnessing AI for sales success. He discusses how AI can streamline lead generation but emphasizes the need for human skills in closing deals. Antonio advocates for a mindset shift, encouraging salespeople to confront objections head-on. He stresses the importance of value-based selling, guiding prospects to focus on long-term benefits over short-term costs. Proactivity is key—addressing issues directly leads to better outcomes.

Jessica Stokes, a master sales trainer at Sales Gravy, shares her journey from cold calling to training top sales professionals. She emphasizes the power of perseverance and the importance of building relationships through personal touches like handwritten notes. Jessica reveals strategies for handling objections and offers tips for self-motivation, including setting specific goals and rewarding achievements. She also discusses engaging disengaged learners and the significance of preparation in navigating sales challenges.