Podcast appearances and mentions of Jeb Blount

In this episode of Grow a Small Business, host Troy Trewin interviews Jason Kramer from Cultivate discusses his entrepreneurial journey, starting with a graphic design business before founding his current CRM strategy consultancy. He highlights the impressive growth of Cultivate, averaging 15 to 30% annually and expanding his team. Jason shares valuable insights into CRM strategy for nurturing leads and demonstrating marketing ROI, emphasising the importance of understanding your target audience. He also offers advice on key aspects of business growth, including hiring, the significance of work-life balance, and lessons learned from his experiences. Jason also touches upon the importance of good financial management and the "Profit First" methodology.   Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.   And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Jason Kramer, the hardest things in growing a small business are finding quality people who are reliable, dependable experts with good communication skills. He also notes that juggling all the different aspects of the business can be difficult for some, though less so for him due to his organised approach. Reflecting on his early days, Jason would advise himself to seek out those who have experience and made mistakes to learn from them and accelerate success. What's your favorite business book that has helped you the most? Jason Kramer's favourite business book is "Profit First" by Mike Michalowicz. He states that this book has significantly impacted how they manage cash flow in their business using a system of multiple bank accounts. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Jason Kramer recommends Donald C Kelly's podcast, "The Sales Evangelist", for valuable techniques and ideas. He also finds Jeff Blanto's "Sales Gravy" sometimes interesting. Additionally, Jason's company, Cultivate, offers "Profit Path", a tool with coaching and ebooks for tracking leads and marketing ROI. The "Grow Small Business Podcast" itself, hosted by Troy Trewin, who interviewed Jason, is also a relevant resource, with a past episode featuring Mike Michalowicz, author of "Profit First". What tool or resource would you recommend to grow a small business? Jason Kramer recommends The Sales Evangelist podcast by Donald C. Kelly for practical, actionable sales techniques and Sales Gravy by Jeb Blount for insightful tips on business and selling. He also highlights the importance of mixing in some non-business content for balance, like Conan O'Brien's podcast, which he enjoys for its humor and engaging interviews​. What advice would you give yourself on day one of starting out in business? Jason Kramer's advice to his day-one self would be: “It's going to be a hell of a ride, unexpected but worth it.” He emphasizes the importance of learning from those who've gone before — seeking out people who've made mistakes and grown from them, so you can fast-track your own success by avoiding common pitfalls​. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.   Quotable quotes from our special Grow A Small Business podcast guest: When uncertain, seek out those who have walked the path before, learned from their mistakes, and use their experiences to accelerate your journey to success – Jason Kramer Technology alone doesn't solve problems; having the right people in place is key to effectively addressing those challenges  – Jason Kramer I believe it begins with understanding who you're helping and the problems they face – Jason Kramer  

Jesse shares ideas for how you can become a more fierce competitor in your deals.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Mutual Action Plan: https://docs.google.com/presentation/d/1br4CrpdOq-3ToypxCTWQ75Ea9DbKtpWSU_bTcKK_TiE/edit#slide=id.p• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap, Rachit Kataria© Sales Players, LLC

Rachit Kataria is the Co-Founder & CEO of Centralize (https://www.usecentralize.com/) an all-in-one deal collaboration platform for enterprise revenue teams backed by Y Combinator. In this episode, Rachit shares his career story, the origins of Centralize, and the AI opportunity for Enterprise Sales. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS: • Website: https://www.usecentralize.com/ • LinkedIn: https://www.linkedin.com/in/rachitkataria/CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Jesse shares how he is planning to navigate the uncertain times ahead and asks for feedback on what direction to take the show. Please reach out on Slack, InMail, or email jesse@salesplayers.co to share: #1 What keeps you coming back to the show? #2 What topics would you like to hear more about? For a few of you, I'll pay you for your time giving me feedback on how I can make Sales Players better. Thank you!SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Mutual Action Plan: https://docs.google.com/presentation/d/1br4CrpdOq-3ToypxCTWQ75Ea9DbKtpWSU_bTcKK_TiE/edit#slide=id.p• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap

Jesse shares the 10k play for developing a PoV when reaching out to executives at public companies.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Jesse shares thoughts on the current state of the market and some insights on the importance of finding a niche or specialization in your tech sales career. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Join Matt and Jason Gullett, Director of Client Success at guHRoo, as they break down their biggest takeaways from the 2025 Independent Payroll Providers Association (IPPA) Spring Summit. From leadership lessons and first payroll stress to AI adoption, offboarding best practices, and real-world insights from industry legends like Farsheed Ferdowsi and Jeb Blount—this episode is packed with tactical gems for payroll pros, HR leaders, and growth-minded firms. Whether you missed the summit or just want a deeper recap of the sessions, you'll get an unfiltered, behind-the-scenes look at what actually resonated, what surprised them, and how they're applying the takeaways in their own business.Jason shares what impacted him most—from the frontline management training to the sales-to-ops roundtable and leadership mindset shifts that can change a company from the inside out. They cover real talk about AI, culture, offboarding mistakes, rev-per-FTE benchmarks, and even how to define a “perfect first payroll.” Plus, they get a little raw and a little real as they unpack what it's like to lead, grow, and navigate the changing payroll landscape in 2025. If you're a payroll leader, sales pro, or team builder—you'll walk away with insights you can actually use.

Great advice is everywhere, but most of it is fluff. In sales, you don't need clichés—you need real strategies that help you win more deals. We've pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.  These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. If you want to crush your numbers, start here.  The Grind Gets You Gold You won't become a sales expert overnight.  But you can practice your way to excellence and then—one day—reach elite levels of selling. As sales guru Tony Morris said, “You get out what you put in. … You don't have to be the greatest; you've got to be the hardest [worker].” In other words, be ready to roll up your sleeves and get in the trenches. Everyone sees the skills of great athletes, but not everyone considers all the consistent work it took to hit that home run or make that perfect golf swing. Sales success is no different—it's the result of countless daily reps, not just the big wins. Top performers make it all look fluid—like a dance that should be easy to learn. But it's not. Developing sales acumen takes time and massive effort, plus dedication to the grind. You have to dedicate time every day to getting better—no matter what. Practice is an integral part of the grind. Drill your frameworks. Roleplay with mentors. Ask for feedback. You have to pick up the phone and make calls no one else will—that's how you win. Don't give up before you see results.  You Must Learn to Sell Once you've learned the basics, the grind perfects them. But you better start with some solid foundational skills. Sales strategist Dawnna St. Louis puts it this way: “The first thing you need to do is learn to sell.” Because trying to sell without knowing how to sell is an uphill climb that most never finish. Learn to sell, or risk losing everything. It's an ultimatum that no sales rep can afford to ignore. Even the best subject matter experts fail without sales skills.  Take courses and identify a mentor—a seasoned veteran who can provide feedback on your calls and negotiation techniques. Find a personal sales coach to teach you the ropes.  Perfect Your Digital Profile Stick to the simple; nix the jargon. As Breaking B2B Founder Sam Dunning says, “Does it pass the Caveman Grunt test?”  Given a few seconds, could a caveman successfully grunt what you do based on your website—or your social media presence—alone? If not, you're in trouble. No one is going to buy from you if they don't understand what you do or your expertise.  A website is the online lobby of a business—the introduction to your service or product for potential digital customers.  But take Dunning's advice one step further and apply it to your Linkedin profile and social media accounts that are your lobby to your potential customers. Lean into the basics: Who are you? What do you do? Why should a customer pick you? The quality of your messaging can encourage prospects to reach out to you or establish you as a trustworthy source of business. Create content that positions you as a thought leader and advisor.  Otherwise? Your social presence is useless. Wasted Time is the Enemy Time is the one commodity that you can't replenish. Once it's gone, it's gone. That's why you must dedicate time to filling your pipeline every week. Protect your Golden Hours at all costs and then use that time wisely to make as many calls as you can. Whether you're in the same building or your team includes remote workers, pick a mutual time and start dialing numbers. As best-selling author and sales expert Jeb Blount put it in a recent Ask Jeb, “Pick a period of time and say ‘We're going to run call blocks.' … Be ready with your list and we're going to chop wood.”  Eat the frog—carve out specific time to focus on your hardest task of the day.

In this episode, Brian and Justin dive deep into the evolution of a successful sales rep, tackling the all-too-familiar “Sunday Scaries” in logistics sales. They share insights on building a book of business from scratch, the hustle mentality required in the early years, and how to create consistency in revenue. The conversation highlights the importance of availability, responsiveness, and continuous prospecting—even for veteran sales reps. They discuss industry-specific challenges like market fluctuations, the role of seasonality in pricing, and the necessity of a strong sales pipeline. Throughout the episode, they reference past experiences, lessons from top performers, and valuable sales training resources, including Fanatical Prospecting by Jeb Blount. Whether you're just starting or a seasoned logistics professional, this episode is packed with actionable insights.The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.Timestamps:(00:00) - Introduction(00:24) - Overcoming the "Sunday Scaries"(01:00) - The evolution of a logistics sales rep(01:30) - Building a book of business from zero(02:56) - Creating consistency in revenue(04:48) - The hustle mentality: Availability and effort(07:08) - Work-life balance in sales(08:36) - Staying competitive in different life phases(11:04) - The importance of maintaining a sales pipeline(12:24) - Continuous prospecting and top-performer habits(14:02) - Key sales strategies from Fanatical Prospecting(16:23) - Understanding seasonality and market shifts(17:06) - Final thoughts & episode recommendationsConnect with us! ▶️ Website | LinkedIn | Brian's LinkedIn | Justin's LinkedIn▶️ Get our newsletter for more logistics insights▶️ Send us your questions!! ask@go-veritas.comWatch the pod on: YouTube

Jesse shares a checklist of ideas for de-risking your deals to increase your close rate and drive more predictability in your pipeline and deals.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Jesse shares some ideas for choosing a winning startup by drawing from his own experience working in early startups as a seller. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Books Mentioned: Play Bigger, Crossing the ChasmCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Jesse shares insights on the current state of tech sales hiring with ideas for how to ace your next interview. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Prospecting—it's the one thing that every business needs, but few people truly enjoy. Whether you're a seasoned sales professional or just getting started, chances are you've had moments where you dreaded making that next call or sending that next message. In aviation, where relationships last decades and deals can take years to close, prospecting [...]

Amanda Crooks is the Founding Director of BlinkMetrics. In this episode, she joins Jesse to share lessons from selling software in a bootstrapped startup. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Connect with Amanda: https://www.linkedin.com/in/amandamcrooks/• BlinkMetrics: https://blinkmetrics.com/• From Chaos to Clarity: https://youtube.com/playlist?list=PLeVK0fSurSGX9V65blWffe3B1HGEq9Fpf&si=afRV-sS6Y3eKXMbfCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Brynne Tillman is the CEO of Social Sales Link and The Modern Banker and the new personalized AI platform askSSL.ai. She teaches professionals how to leverage LinkedIn and AI to start trust-based conversation without being salesy. She is also the co-author, with Jeb Blount, of the upcoming book The LinkedIn Edge.

Si alguna vez has sentido que tu negocio o tus ventas son una montaña rusa—meses en los que todo parece fluir y otros en los que no vendes ni un lápiz—este episodio es para ti. No se trata de mala suerte, ni de crisis económicas. Se trata de algo mucho más simple: dejaste de prospectar.En este episodio analizo Más Clientes Más Ventas (Fanatical Prospecting, 2015) de Jeb Blount, en el que te explicamos cómo romper el ciclo negativo y construir un negocio estable.

Si alguna vez has sentido que tu negocio o tus ventas son una montaña rusa—meses en los que todo parece fluir y otros en los que no vendes ni un lápiz—este episodio es para ti. No se trata de mala suerte, ni de crisis económicas. Se trata de algo mucho más simple: dejaste de prospectar.En este episodio analizo Más Clientes Más Ventas (Fanatical Prospecting, 2015) de Jeb Blount, en el que te explicamos cómo romper el ciclo negativo y construir un negocio estable.

Jesse shares some tips for getting the most out of your sales meeting recordings tool (Gong, Chorus etc.)SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Discount link: https://www.surfe.com/?kfl_ln=jesse-woodburyEPISODE LINKS: • Get Fathom: Get Fathom: https://fathom.partnerlinks.io/salesplayersCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Neste episódio, recebemos Jeb Blount, CEO da Sales Gravy e autor de 15 best-sellers globais, e Joel Victorian, Diretor de Vendas da Zoho na América do Norte, para uma conversa imperdível sobre o impacto da Inteligência Artificial no futuro da profissão e como os vendedores podem se adaptar para se manterem relevantes e estratégicos no mercado.

On the surface, you'd think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they're afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of the Sales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris  Every salesperson starts somewhere. Tony Morris started turning a profit buying 10 pounds of sweets from a shop and selling them for 20 pounds. Before that, he sold car washing door to door. But before all that, he spent hours watching his father prep for sales calls in the mirror, honing his language and mastering his message. It drove home one idea for a young Tony: To be a sales success, you have to practice, practice, practice learning how to ask for the sale.  The Fear Factor That Holds Salespeople Back From Asking for the Sale There's an underlying, deeply human factor that derails many capable sales professionals: The fear of asking for the sale. Rejection stings, whether it's a “no” from a potential client or crickets after your presented a proposal you believed was bulletproof.  We fear hearing “no” because we interpret it, consciously or not, as a sign that our competence or worth is lacking. Ironically, the more empathetic and relationship-focused a salesperson is, the more they tend to shy away from scenarios that might lead to an uncomfortable refusal. When you allow the fear of rejection for creep in when attempting to close the sales it often leads to: Hesitation: You wait for the buyer to “signal” readiness, rather than proactively closing. Defensiveness: If a conversation veers toward potential objections, you steer away or gloss over critical next steps. Over-Explaining: To avoid a direct ask, you bury the buyer in details, hoping they'll volunteer a “yes.” Practice Is the Key to Asking Confidently for the Sale Watch any top performer in any field—a pro golfer, a concert pianist, or an elite salesperson—and they often make it look effortless. People assume they were simply “born with it.” In truth, consistent practice is usually the reason they're able to operate at such a high level without appearing scripted or nervous. One reason salespeople hesitate to ask for the sale is that they don't feel comfortable with what to say—or how to say it—when the conversation reaches its critical moment. Practice, especially under realistic conditions, engrains talk tracks, responses to objections, and emotional composure. Practice allows you to lean on muscle memory rather than fumbling for words or panicking at a curveball question or objection. The more you prepare, the more comfortable you are in the moment. When you are well-prepared you come across as “unscripted” and fluid because you're not scrambling to find the right words. You've internalized the dialogue, so it sounds like a calm, authentic conversation rather than a memorized monologue. Make Peace with the Word “No” Time and again, top sales performers cite a simple truth: a fast “no” can be better than a lingering “maybe.” It allows you to save time, refocus energy, and cultivate a pipeline of engaged prospects. Learning to handle “no” as a data point—rather than personal rejection—keeps you in motion. Categorize the “Nos”: Some are “not now,” others are “not a fit,” and a few are “never.” Understanding which type of no you're dealing with can shape follow-up strategies. Seek Feedback: If appropriate, ask, “I respect your decision. May I ask what caused you to decline?” That insight can sharpen future presentations. Stay Professional: Burn no bridges. A gracious exit can leave the door cracked open; circumstances often change. Shift Your Mindset About What Asking for the Sale Really Means Whether you're selling software,

Chris Dankowski is a Sales Strategy Consultant and Coach to Sellers and Founders in tech. Based in Austin, Texas, Chris has previously sold at top companies like: Evernote, Outreach and HubSpot. In this episode, Chris shares insights on managing your tech sales career.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Discount link: https://www.surfe.com/?kfl_ln=jesse-woodburyEPISODE LINKS: • Connect with Chris: https://www.linkedin.com/in/chrisdankowski/ • Website: https://www.dankow.ski/CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

Jesse shares an update on the future of Sales Players, re-introduces his background and shares an important mindset shift that will help your buyers take you more seriously. SPONSORS: • Surfe (LinkedIn Prospecting Streamlined) - SP Discount link: https://www.surfe.com/?kfl_ln=jesse-woodbury CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ HELP GROW SP: • Join: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show GUEST HIGHLIGHTS: Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players, LLC

Zack in Defiance, Ohio faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. In other words, they must “sell” a project to their own clients before Zack's solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. Welcome to another Ask Jeb segment on the Sales Gravy Podcast! I'm Jeb Blount—bestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In each of these special episodes, we shine a spotlight on your questions, challenges, and roadblocks—offering real-world advice from sales pros who are in the trenches every single day. 1. Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. While it's easy to be frustrated by this extra layer, it's crucial to acknowledge a few realities: Your Customer's Motivation: They're laser-focused on winning their own deal. Your product or service is secondary—important, but not top of mind until they're assured of a win. Lead Time: Deals can stretch out because you're waiting on an entire chain of approvals or external decisions. Competition: If your customers finally land the big deal, they might still shop around to find the best supplier, leaving you in a second round of competition. Understanding these pressures helps you empathize with your buyer. It also positions you to offer support in ways that make them want to stick with you—rather than jumping to a competitor at the eleventh hour. 2. Be a Genuine Partner, Not a Peddler It's tempting to keep nudging your buyers with hard-closing tactics, but that rarely works when they haven't secured their own contract. Instead, pivot to a mindset of partnership: Build Real Relationships Invest time getting to know your buyer on a personal level. Talk about local sports teams, industry news, or shared hobbies. Real rapport fosters loyalty. When your customer finally wins their deal, they'll feel comfortable turning to a friend—you—for the solution they need. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant. For instance, share best practices on how to optimize a design, or explain how to streamline a process. By helping them present stronger bids or more compelling proposals, you become integral to their success. Stay Responsive If they're scrambling to nail down specifics for a bid, be the easiest person on their call list. Quick turnaround times and thorough answers showcase that you're a reliable partner. Nobody wants a vendor who goes dark when the pressure is on. 3. Avoid Becoming a “Quote Factory” One of the biggest pitfalls in this scenario is turning into a “quote factory” that does piles of work for prospects who never buy. While it's true you miss 100% of the shots you don't take, you also waste valuable hours if you keep shooting at targets that never pan out. Track Buying History Look at your records: are there customers or accounts for which you consistently provide proposals and never see a sale? Identify these patterns. Have Candid Conversations Let them know your time and expertise aren't free. You're happy to help, but if they continually choose other suppliers or undercut your prices, you need to reevaluate the partnership. Sometimes, a direct discussion is enough to shift their approach and earn you real business. If not, you can focus on more promising leads. Prioritize Strategic Deals If you're caught up producing endless quotes for “long-shot” clients,

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast,  Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership. Key Takeaways: - Team Collaboration Creates Wins: Focusing on the team rather than individual achievements builds a culture of collaboration and shared purpose. Sales leaders who emphasize collective success foster environments where everyone contributes, elevating overall performance and morale. - Energizing Through Friendly Competition: Workplace challenges—like those inspired by sports or creative competitions—inject energy into teams. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity. - Reflection Drives Growth: Reviewing past results and analyzing setbacks is essential for improvement. Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward. - Sales Is a Skill-Based Craft: Sales isn't just about personality; it's a disciplined profession requiring constant development. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge. - The Power of Fundamentals: When performance dips, returning to the basics can help sales teams regain their footing. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence. - Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams' success by offering real-time coaching and feedback. By identifying blind spots, providing encouragement, and correcting missteps, leaders can significantly impact their team's performance and professional growth. - Self-Awareness Is Key: Encouraging sales reps to recognize and address performance dips is crucial. Leaders should teach their teams to pause, assess their approach, and implement small adjustments to get back on track. Building this habit can prevent minor issues from becoming major roadblocks.  - Discovery Conversations Open Doors: Strong sales leaders emphasize the importance of discovery—asking thoughtful questions and listening carefully to uncover client needs. This approach not only builds trust but also reveals opportunities that can lead to larger, more impactful deals. - Consistency Beats the Rollercoaster: The “desperation rollercoaster” can plague sales teams—periods of intense effort followed by complacency. Leaders should emphasize the importance of consistent daily effort, reminding teams that resilience and steady focus yield long-term results. - Celebrate Hard Work and Achievements: Acknowledging milestones, whether through personal rewards or team recognition, reinforces the value of persistence. Sales leaders should celebrate wins to inspire continued effort and show their teams the tangible benefits of dedication. https://youtu.be/3SOtxMRWpmA Team Success Over Individual Glory Prioritizing team achievement fosters collaboration and a sense of unity. Sales environments that emphasize collective wins over individual accolades create a culture where everyone thrives. Collaboration fuels creativity, encourages accountability, and leads to stronger overall performance. In sales, success often hinges on the strength of the team rather than the brilliance of a single contributor. Energizing with Friendly Competition Healthy competition sparks energy and enthusiasm within teams.

*Pod Swap - Jesse's interview on the How the Deal Was Done podcast: Jesse Woodbury shares his journey of converting a small proof of concept into a seven-figure deal with a B2C Home Services Company. A deal so impactful it raised the buying company's share price. This deal is a perfect example of the power of internal champions and genuine customer relationships. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb ⁠- SP fans use this link for an extended, 21-day free trial • Salesblazers (Free Sales Networking Community) - https://www.salesforce.com/blog/sales/salesblazer-community-sign-up/?utm_campaign=amer_sfpartners&utm_medium=offline_promo&utm_source=podcast&utm_content=salesblazer_thesalesplayers EPISODE LINKS: • How the Deal Was Done Podcast: https://www.dealstoriespodcast.com/episodes/ep-29-outcome-of-7-figure-deal CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ HELP US GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success. Key Takeaways - Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges. - Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success. - Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership. - Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies. - Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals. - Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions. - Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader's strengths and values, driving sustainable growth. - Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth. - Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities. - Building for the Future: Involving teams in planning for the business's future creates shared success and loyalty. https://youtu.be/CPYTTet0CUM The Importance of Resilience in Entrepreneurship Entrepreneurship demands resilience. It's a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact. Balancing Grief and Professional Responsibilities Personal loss doesn't pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles. Turning Challenges into Opportunities Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It's often the toughest moments that forge the strongest connections. Adapting to New Realities Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business's focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success. Aligning Business with Personal Values Success without alignment can feel hollow. When one entrepreneur's wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships. Leading with Responsibility True leadership shines in tough times.

Kaela Altman is the Community Manager for the Salesforce, Salesblazers sales networking community. Based in New York, she brings 15+ years of building, managing, and growing communities for enterprise tech. She joins the Sales Players to share details about growing and managing the Salesblazers Slack community. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial • Salesblazers (Free Sales Networking Community) - https://www.salesforce.com/blog/sales/salesblazer-community-sign-up/?utm_campaign=amer_sfpartners&utm_medium=offline_promo&utm_source=podcast&utm_content=salesblazer_thesalesplayers EPISODE LINKS: • Connect with Kaela: https://www.linkedin.com/in/kaelaaltman/ • Join Salesblazers: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sforce.co/thesalesplayers⁠ CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Morgan J. Ingram is the Founder & CEO of AMP Creative. Morgan is a force to be reckoned with in the B2B Sales Community. He initially gained traction as the creator and host of The SDR Chronicles and has since gone on to build an amazing career as a subject matter expert, keynote speaker and advisor. He joins the Sales Players to share how sellers and leaders can build their subject matter expertise and turn expertise into pipeline. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial EPISODE LINKS: • Connect with Morgan: https://www.linkedin.com/in/morganjingramamp/ • Commish Newsletter: https://www.ampcreative.io/email-sign-up-1 CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: – Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-scale breweries. – Significance of Hops: Hops, a core ingredient in beer, play a vital role in flavor, aroma, and shelf life. Varieties include aroma, bittering, and dual-purpose hops, each contributing to unique brewing profiles. – Historical Roots of Sours: Sour beers trace their origins to Belgium, where open fermentation with wild yeast created distinctive flavors, making them one of the oldest beer styles still enjoyed today. – Seasonal Beer Preferences: Beer choices often align with the seasons, with lighter options like sours and lagers favored by many in warmer months and darker stouts and porters during colder seasons. – Challenging Stereotypes: While there is often some misconception around craft beer enthusiasts, the craft beer experience is accessible and welcoming, offering something for everyone regardless of expertise. – Cultural Significance of Brewing: Brewing dates back thousands of years, with craft beer continuing traditions like those of ancient Egypt, where beer was used as both sustenance and currency. – Breweries as Social Hubs: Breweries cater to diverse personalities, providing spaces for extroverts to socialize and introverts to enjoy solitude, fostering connections and memorable experiences. – Storytelling in Craft Beer: The industry thrives on the stories of its people, from the challenges of sourcing ingredients to the inspirations behind unique brews, enriching the craft beer community. – Navigating Supply Challenges: Craft brewers often face supply chain hurdles, particularly in sourcing specific hops, yet their creativity and adaptability in dealing with these issues are often what drive the industry forward. – Craft Beer's Universal Appeal: With its wide range of styles and flavors, craft beer continues to bring people together, celebrating diversity in taste and creating lasting bonds through shared experiences. https://youtu.be/r_7XsernY7Y?feature=shared The Role of Craft Beer in Modern Culture Craft beer holds a unique place in today's beverage market, offering a blend of tradition, innovation, and community. With its roots deeply embedded in history and its appeal growing across diverse audiences, craft beer has become more of a cultural experience than just a drink. Craft Beer's Market Growth and Resilience The beer industry has faced significant challenges in recent years, from shifts in consumer preferences to economic pressures. Despite this, craft beer has demonstrated resilience, gaining a 13% increase in market share in 2023. While larger breweries have struggled, craft beer's ability to innovate and connect with its audience has allowed it to thrive. The Essential Role of Hops Hops, one of beer's four primary ingredients, are integral to the brewing process. They contribute to the beer's flavor, aroma, and longevity. Brewers use different types of hops (ex. aroma, bittering, and dual-purpose) to craft a wide range of styles. However, the supply chain for hops can be unpredictable, with shortages and oversupply cycles creating challenges for brewers. A Historical Perspective on Sour Beers Sour beers, one of the oldest styles of beer, have a storied history dating back to Belgium. These beers were traditionally made through open fermentation, allowing wild yeast to develop their signature tart flavor. Today, sours remain popular for their unique taste and connection to brewing's historical roots,

Dustin Beaudoin is the Founder of ChatAE, a copilot built for pre- and post-call tasks. Built to prep for calls, write recap emails, and plan next steps while coaching you to become an elite seller. Dustin joins SP to share ideas for leveraging AI in your sales process. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠ - SP fans use this link for an extended, 21-day free trial EPISODE LINKS: • Connect with Dustin: https://www.linkedin.com/in/dustinbeaudoin/ • Get ChatAE: https://www.chatae.ai/ • POV on AI in Sales: https://www.chatae.ai/pov CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities. Key Takeaways: – Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology. It is essential to understand a prospect's business strategy and align solutions with their key initiatives. – Effective Discovery is More Important than the Demo: Sales success hinges on understanding what the prospect cares about and tailoring the conversation around their needs. – Vetting Opportunities Saves Time and Resources: It's not enough to have an excited champion. The real question is whether the solution aligns with the company's strategic goals and can gain executive buy-in. – Develop a Point of View (POV) Before Outreach: Instead of waiting for a meeting, develop a POV on why a prospect needs your solution and use that to guide outbound efforts. – Human Relationships Still Matter Most: AI can accelerate research and help craft messaging, but building trust and making prospects feel understood and valued remain the most consistent predictors of sales success. – Outbound Prospecting Must Be Consultative: Hunting effectively requires approaching prospects with a well-researched, consultative mindset rather than relying solely on automated, impersonal outreach. – Over-automation Leads to Diminished Trust: Prospects can easily detect AI-generated emails, and overuse of automation can lead to being blocked by potential clients. – Sequencing Tools Must Be Used Thoughtfully: Sequencing tools are valuable when used for multi-touch, multi-channel strategies, but they should complement, not replace genuine human outreach. These tools can be effective if used for synchronous and strategic touches, like personalized emails, calls, and handwritten notes. – Slow Prospecting Wins: AI has accelerated email prospecting, but the resulting automation flood has led to blocking and decreased trust. Personalized, thoughtful prospecting, where each touchpoint is meaningful, stands out, and builds credibility. – Sales Leaders Are Banning AI-Generated Emails: Sales leaders are increasingly banning AI email tools and automated SDR platforms due to the damage they cause to domain reputation and customer trust. Thoughtful, human-crafted communication is becoming a necessity. https://www.youtube.com/watch?v=nIsMpNvHYqo The Balance Between Technology and Human Connection The sales industry has evolved significantly over the past few years, and a major driver of this change is artificial intelligence (AI). Tools that automate prospecting, communication, and customer insights have become a standard part of the sales process. While AI offers immense advantages, it's not a magic bullet. Success in sales still requires a balance between leveraging technology and maintaining human connection. As companies race to adopt AI-powered tools, many salespeople have fallen into a common trap: over-automation. The temptation to let AI handle everything, from prospecting to follow-ups, is strong. After all, these tools can send hundreds of emails, automate responses, and even draft messages that mimic human speech. However, over-reliance on automation has led to new challenges. The Pitfalls of Over-Automation One of the biggest issues with over-automation is the flood of generic, AI-generated emails and messages. These communications often lack personalization and fail to connect with prospects on a meaningful level. The result? Prospects are increasingly blocking or ignoring automated outreach. In some cases, entire domains are being flagged as spam, cutting off communication entirely. Sales leaders are starting to recognize the dangers of this trend. Many have banned the use of AI-generated emails and automated outreach tools altogether.

Kevin McIntyre is the CRO of Dealfront. In this episode he joins the Sales Players to share insights from his career journey to CRO. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial EPISODE LINKS: • Connect with Kevin: https://www.linkedin.com/in/kfmcintyre/ • Get Dealfront/Leadfeeder: https://leadfeeder.partnerlinks.io/rsscjriylqgb CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Paul M. Caffrey is a Dublin-based Author, Speaker & Sales Performance Coach. He joins the Sales Players to share insights from his work as an AE coach and author of the book: The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial EPISODE LINKS: • Connect with Paul: https://www.linkedin.com/in/paulcaffrey/ • Website: https://www.paulcaffrey.com/ • Book: https://a.co/d/2UBA3Eh CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagement and Word-of-Mouth: The interactive and educational nature of DrinkCurious's tastings fostered memorable experiences that spurred word-of-mouth promotion, leading to increased client requests. – Holiday and Retention Use: Drink tastings are popular not only for prospecting but also for employee rewards, client retention, and holiday gifting, with options for virtual events that clients can record and revisit. – Bourbon as Cultural and Historical Icon: DrinkCurious incorporates bourbon's cultural history into tastings, educating participants on bourbon's evolution, production, and how it has influenced American culture over decades.  – Gamification in Tastings: To increase engagement, DrinkCurious includes gamified elements where clients guess the bourbon or earn rewards, which can further connect the tasting to the client's sales objectives. – Event Flexibility: DrinkCurious provides both virtual and in-person tastings, including options for trade shows, private gatherings, and post-conference events, accommodating various client needs. – Building Client Connections: Tastings help establish rapport between clients and sales teams, providing a memorable, relationship-building experience that offers a strong foundation for ongoing conversations. – VIP and Exclusive Gatherings: DrinkCurious organizes exclusive, high-end tastings for VIP clients, offering a tailored, premium experience that enhances client relations and creates unique business opportunities. https://www.youtube.com/watch?v=XdxWUVM0fDE The Power of Experience Sales teams today face an ever-increasing challenge to capture the attention of their clients and prospects. In a world filled with automated emails, digital advertising, and competing messages, it's easy for outreach to get lost in the noise. DrinkCurious, a unique company specializing in bourbon tastings and whiskey experiences, has found a way to break through this clutter. Founded in early 2021, DrinkCurious uses virtual and in-person bourbon tastings to help sales teams engage with clients in a memorable, personal way. By blending education, entertainment, and a bit of gamification, DrinkCurious provides a creative, impactful solution to the challenges of modern sales outreach. Origins of DrinkCurious DrinkCurious originated as a bold step from its founder, who left a traditional advertising career to pursue something he was passionate about: whiskey. With a mission to create deeper, more meaningful interactions between companies and clients, he developed a strategy to use bourbon tastings as a hook to draw in clients and keep them engaged. These tastings are more than just sampling different spirits—they're interactive experiences that teach clients about the history, culture, and science behind bourbon. By helping people understand the product, DrinkCurious creates a shared experience that builds rapport and leaves a lasting impression. The Virtual Tasting Solution One of DrinkCurious's primary offerings is the virtual tasting, which became a popular option during the pandemic. Many companies were looking for new ways to engage clients when in-person meetings and events weren't possible. The virtual tasting quickly became a solution to this problem. By offering clients and prospects a fun, interactive experience that could be enjoyed from anywhere, DrinkCurious helped sales teams keep relationships strong even during a time when in-person interactions were limited.

In This Episode:  Ryan Taft interviews sales expert Jeb Blount, who shares his journey into sales training and the founding of Sales Gravy. Jeb discusses the transformative impact of AI on the sales profession, emphasizing the importance of adapting to new technologies to remain relevant. He highlights the need for sales professionals to leverage AI to enhance human relationships rather than replace them, and shares insights from his new book, The AI Edge, on the subject. In this conversation, Jeb Blount and Ryan Taft discuss the transformative role of AI in B2B sales, particularly in the home building industry. They emphasize the importance of adapting AI tools to fit specific business needs, the necessity of personalized follow-up strategies, and the value of human effort in sales interactions. The discussion also covers practical applications of AI for sales leaders to enhance efficiency and improve customer relationships.   Timestamps: 00:00 Prioritizing Tasks with AI 07:00 The Impact of Team Culture 09:50 Introducing Jeb Blount 14:04 The Passion for Sales 16:46 The AI Edge: Embracing Technology in Sales 26:35 The Awakening of AI Creativity 29:24 The Three A's of AI Adoption 32:15 Transforming Follow-Up Strategies with AI 36:51 Personalization in Sales Follow-Up 41:58 The Importance of Human Touch in AI Communication 46:29 Leadership and AI: Enhancing Team Efficiency   About Jeb: Jeb Blount is a bestselling author, renowned speaker, and one of the world's leading experts on sales and leadership. With a dynamic career that spans over two decades, Jeb has transformed the way companies think about sales, providing innovative, actionable strategies to help sales professionals and leaders excel. His latest book, The AI Edge, explores how artificial intelligence is reshaping the sales landscape, equipping professionals with the tools to boost productivity, enhance customer relationships, and gain a competitive edge.    Acknowledgments:  Builder365 is powered by Opendoor for Builders. For easy sales and smooth moves, visit www.opendoor.com/builder365 

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales. Key Takeaways: – Early success in sales can be attributed to a strong work ethic, with long hours and dedication playing a significant role in career growth from sales contributor to leadership roles. – Competitiveness and resilience are essential traits in both sales and personal life, helping individuals push through challenges and setbacks. – The staffing industry presents unique challenges, as selling intangible services such as staffing solutions requires resilience and the ability to manage client skepticism. – Transitioning from an individual contributor to a leadership position often involves a shift in focus, prioritizing team success and development over personal financial gain. – Successful leadership requires setting aside personal ego and prioritizing the success of the team, with the focus on empowering others rather than seeking individual recognition. – A strong sales team culture is built around humility and mutual respect, where talented individuals support one another and work collaboratively toward shared goals. – Cold calling and consistent outreach are crucial strategies for success in sales, helping to gather information about decision-makers and open doors to larger deals. – Securing large accounts is often the result of thorough groundwork, including mapping out stakeholders and targeting the right individuals through persistent outreach. – Trust in the sales process and discipline in following proven methods are critical factors for long-term success in sales, especially for those new to the field. https://www.youtube.com/watch?v=8KVaLlF-UbE The Importance of Hard Work in Sales Success in sales often begins with hard work. Putting in long hours and demonstrating a strong work ethic can lay the foundation for career growth. Early in a sales career, working weekends, making countless cold calls, and attending numerous meetings is essential. Hard work helps develop resilience and stamina, which are critical in the competitive nature of sales. In many cases, individuals who start as contributors in sales work their way up to leadership roles by consistently showing dedication to their work. The early success they achieve is often a result of their tireless efforts, setting the stage for future career advancements. Resilience and Competitiveness Drive Success Sales is not an easy field. There are frequent setbacks, rejections, and obstacles to overcome. A key factor that helps individuals succeed is their resilience and competitiveness. In both personal and professional life, being able to handle challenges and bounce back after failures is essential. Resilience allows sales professionals to learn from their experiences and adjust their strategies. It helps them stay focused and motivated, even when facing tough markets or challenging clients. Competitiveness pushes individuals to keep improving, always striving for better results. Navigating the Challenges of Selling Services In certain sectors, such as the staffing industry, selling services can present unique challenges. Unlike tangible products, services like staffing solutions can be harder to sell. Potential clients may be skeptical about the value of intangible offerings, and building trust becomes a critical part of the sales process. This requires a combination of patience, persistence, and the ability to manage client expectations. Understanding the specific needs of each client and effectively communicating how a service can solve their problems is crucial. Success in these industries comes from learning how to sell the intangible.

Jeb Blount is the author of 15 books, including Fanatical Prospecting, a staple in the modern tech sales world. Jeb is a coach and advisor and founded Sales Gravy to help sales organizations, sales leaders, and sales professionals sell more. Jeb joins the Sales Players to share ideas for mastering sales conversations, building discipline in prospecting and using AI to enhance productivity. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠⁠⁠⁠⁠⁠⁠ - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://evyai.com/?via=salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ EPISODE LINKS: • Connect with Jeb: https://www.linkedin.com/in/jebblount/ • Sales Gravy: https://salesgravy.com/ • Get Jeb's Newest Book "The AI Edge" - https://a.co/d/e4yi5r4 • Text Jeb: 1-706-397-4599 CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • X: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • X: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Mike Simmons is the Founder of Catalyst A.C.T.S which helps technical SaaS founders and team leaders scale their organizations from $2M - $80M ARR using design thinking. Mike is based in Phoenix, AZ and joins the Sales Players to share insights around process, people, communication and leadership. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠⁠⁠⁠⁠⁠ - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://evyai.com/?via=salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ • Lemlist ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠(The only cold outreach tool that helps you reach inboxes and get replies) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.lemlist.com/?utm_source=podcast&utm_medium=social&utm_campaign=influ_salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ EPISODE LINKS: • Connect with Mike: https://www.linkedin.com/in/mikesimmons/ • Catalyst Website: https://www.findmycatalyst.com/ CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Twitter: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players for Free: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Egan Montgomery is the Co-Founder of Backstroke, a GenAI email platform marketers. Based in Indy, Egan joins the Sales Players to share lessons learned from his career journey from Intern to Founder. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠⁠⁠⁠⁠ - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://evyai.com/?via=salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ • Lemlist ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠(The only cold outreach tool that helps you reach inboxes and get replies) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.lemlist.com/?utm_source=podcast&utm_medium=social&utm_campaign=influ_salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ EPISODE LINKS: • Connect with Egan: https://www.linkedin.com/in/egan-montgomery/ • Backstroke Website: https://www.backstroke.com/ CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Twitter: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players for Free: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Corey Kossack is the Founder & CEO of Aspireship a career acceleration platform built for the modern workforce. Corey's based in Scottsdale, Arizona and he joins the Sales Players to share his perspective on the current state of the job market while sharing lessons on career growth, transition and re-invention. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠⁠⁠⁠ - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://evyai.com/?via=salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ • Lemlist ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠(The only cold outreach tool that helps you reach inboxes and get replies) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.lemlist.com/?utm_source=podcast&utm_medium=social&utm_campaign=influ_salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ EPISODE LINKS: • Connect with Corey: https://www.linkedin.com/in/coreykossack/ • Aspireship Website: https://aspireship.com/ • Startup Skills Podcast: https://aspireship.com/startupskills/ CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Twitter: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players for Free: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Join us for a special episode of the REDX Podcast with Lars Hedenborg, founder of Real Estate B-School.Known for his strategic and tactical approach, he has thrived as a leader in building and scaling real estate businesses, particularly excelling in challenging market conditions. This episode dives into critical strategies for thriving in the current market, focusing on actionable steps agents can implement immediately. With a high percentage of agents struggling to get listings, Lars sheds light on how to create a consistent pipeline. Here's what you will discover... • How to create a consistent strategy to ensure you always have listings. • The tools you need to use to set more appointments. • Where to find high-intent lead opportunities right now. JUMP TO THESE TOPICS

Shimmy Savitsky is the Founder of Esek, an automation consulting agency that specializes in helping salespeople. Shimmy joins the Sales Players to share some ideas for incorporating more automation into the sales process. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb⁠⁠⁠ - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://evyai.com/?via=salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠ • Lemlist ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠(The only cold outreach tool that helps you reach inboxes and get replies) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.lemlist.com/?utm_source=podcast&utm_medium=social&utm_campaign=influ_salesplayers⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ EPISODE LINKS: • Connect with Shimmy: https://www.linkedin.com/in/shimmy-savitsky-435729109/ • Website: https://esek.tech/ CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Twitter: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players for Free: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that's often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch. Key Takeaways – Importance of Posture: Maintaining a "proud posture" is crucial for both physical health and psychological confidence during workouts and daily activities. – Habit Formation: Developing a consistent awareness of posture and practicing corrective habits over time can help shift one's natural stance to a more aligned position. – Physical and Mental Energy: Maintaining a proud posture can reduce fatigue and boost energy levels, leading to increased confidence over time. Deep diaphragmatic breathing, facilitated by good posture, can boost energy and reduce fatigue, impacting both physical and mental performance. – Long-term Muscle Growth Strategies: Prioritizing recovery, nutrition, and consistent resistance training, while focusing on proper form, is essential for sustainable muscle growth and overall fitness improvement. – Proper Posture Enhances Breathing and Communication: Maintaining proud posture expands the chest, improving breathing and vocal projection, which is especially important for professionals like salespeople who rely on strong communication. – Sleep and Recovery: Adequate sleep and nutrition, particularly protein intake, are vital for muscle recovery and growth, especially as one ages. – Mindset and Stoicism: Emphasizing control over actions and reactions, rather than focusing on external outcomes, can improve mindset, productivity, and overall well-being. – Regular Posture Self-Checks: Developing good posture habits requires consistent self-checks throughout the day. Simple reminders can combat the effects of prolonged sedentary activities like desk work. Instead of pulling the shoulder blades back unnaturally, focusing on lowering the shoulders can alleviate tightness and promote better posture. – Tempo Training for Muscle Control: Slowing down the eccentric phase of exercises like squats enhances muscle stabilization, control, and strength, supporting better posture and overall fitness. – Muscle Strengthening: Strengthening the posterior muscles is essential for supporting good posture. Recommended exercises include rows, lat pulldowns, and hip flexor stretches. – Core Engagement: Exercises like planks are emphasized for their role in core stabilization, essential for maintaining proper posture and functional strength. – Resistance Band Training: Resistance bands are effective tools for muscle building, especially when access to traditional gym equipment is limited. Compound exercises are preferred over isolation movements. https://www.youtube.com/watch?v=VlJdAEZ86cI A Path to Better Health and Confidence Many people struggle with maintaining proper posture. Whether sitting at a desk, driving, or working out, poor posture can lead to discomfort and fatigue. The concept of "proud posture" plays a crucial role in both fitness and daily activities. Understanding how to achieve and maintain this posture can significantly enhance physical well-being and confidence. Understanding Proud Posture Proud posture involves standing tall with shoulders back and chest open. This position not only makes a person appear more confident but also contributes to better physical health. Unfortunately, many individuals often find themselves hunching over, especially when engaged in everyday tasks. This common issue can lead to energy loss and discomfort, making it essential to focus on posture throughout the day. Common Posture Mistakes It is important to have correct shoulder positioning to achieve proud posture. Many people mistakenly pull their shoulder blades back too much,

On Episode 407 of The No Limits Selling Podcast, we have Jeb Blount, a well-known sales trainer, speaker, and author specializing in sales leadership, prospecting, and customer engagement. He is the founder of Sales Gravy, a global sales training and development platform, and has written several best-selling books on sales and business, including: Fanatical Prospecting – One of his most famous books, which focuses on the importance of maintaining a consistent pipeline through effective prospecting. Sales EQ – A book that delves into the emotional intelligence aspect of selling, focusing on building relationships and trust with clients. Objections – Focuses on how salespeople can overcome common objections and rejection to close more deals. Jeb is recognized for his expertise in helping organizations improve their sales teams' performance through better sales tactics, leadership strategies, and emotional intelligence. He also speaks at conferences and hosts a podcast where he shares insights on sales strategies.   Jeb Blount discussed his book "Fanatical Prospecting," which sold over a million copies globally and half a million in the U.S. He emphasized the importance of prospecting and the role of AI in sales, highlighting his new book "The AI Edge" co-authored with Anthony Iannarino. Blount noted the rapid changes in AI, the need for sales leaders to leverage AI for better prospecting lists, and the importance of human interaction in sales. He warned against over-reliance on AI, which can erode trust, and stressed the necessity of coaching salespeople to overcome psychological barriers and enhance their performance.   Find Jeb Blount: Website: https://jebblount.com/ Dionne: https://www.linkedin.com/in/jebblount/   [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: https://nolimitsselling.com/ Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: https://mindsetboosters.com/ Find us on Social Media:   LinkedIn:  https://www.linkedin.com/in/umarhameed Facebook Community:  https://www.facebook.com/groups/mindsetboosters/ Instagram:  https://instagram.com/coachumar.co Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar:  https://link.agent-crm.com/widget/appointment/meetumar

Now is the perfect time for you to re-focus and finish this year off strong! The final four months of any year present a tremendous opportunity to reset your mind and increase your productivity. It's easy to lose sight of the goals you set back in January, but now is not the time to beat yourself up if you didn't stick with your original plan. Now is the time to get re-focused and make the most of the months remaining in 2024.   In this episode, Jeremy Couch discusses three key concepts to help you with your mindset: Mental Toughness Power of One More Desire   Dive into this episode and be inspired to take action today!     Resources:   Fanatical Prospecting, Jeb Blount: https://fanaticalprospecting.com/   Mel Robbins, How to get ahead of 99% of people (in 4 months): https://www.melrobbins.com/podcasts/episode-209

On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away from price and towards value, helping salespeople overcome objections and close more deals. Key Takeaways: - Understanding Communication Styles: Everyone has their own unique communication style, whether direct, indirect, consensus-building, or energizing. Tailoring communication to these styles is essential to engage the prospect effectively. - Importance of Questions Over Solutions: Instead of focusing on presenting solutions and features, salespeople should prioritize asking the right questions. This approach differentiates them and drives the conversation forward. - Multi-directional Listening: Listening is not just about hearing words but involves observing body language, tone, and using intuition. Salespeople should engage all senses to truly understand the prospect's needs. - Detachment from the Outcome: Salespeople should detach from the outcome of a deal by maintaining a full pipeline. This mindset reduces pressure, allowing them to focus on the conversation rather than the result. - Ego Management: Ego can be a significant barrier in sales. Salespeople need to manage their ego, especially when they feel the urge to impress or react defensively. - Precision and Eloquence in Communication: Words should be simple yet precise. Overcomplicating language can alienate prospects, while clarity and simplicity enhance understanding and trust. - Observing Behavioral Cues: Salespeople can learn a lot from observing behaviors and body language. These cues offer insights into how a prospect prefers to communicate and consume information. - Redirection in Responses: Instead of immediately responding to a prospect's questions or concerns, salespeople should redirect the conversation to uncover the underlying pain or challenge, leading to more meaningful dialogue. - Intentional Language: Being intentional with words, especially in text or written communication, is crucial. The impact of words goes beyond their meaning; it's about how they are perceived by the prospect. https://www.youtube.com/watch?v=T_lLkJtC1aM Mastering the Human Connection In sales, one thing is clear: communication is key. But it's not just about what you say—it's about how you say it, how you listen, and how you adapt to the unique styles of the people you're engaging with. Every person you interact with has their own communication style. Whether they're direct, indirect, focused on building consensus, or full of energy, understanding these styles is crucial for any salesperson. But here's the catch: your communication style doesn't matter if you're not speaking the language of your prospect. It's only when you start talking and really connecting with them that your style becomes important. If you jump straight into talking about your product's features and benefits, you're just like every other salesperson out there. What sets you apart isn't your product, but the questions you ask and how you communicate. The Power of Questions One of the biggest mistakes salespeople make is focusing too much on their solution. They think that if they just explain how great their product is, the prospect will automatically see the value. But the truth is, it's the questions you ask that drive the conversation forward. Instead of talking about your solution, ask questions that uncover the prospect's needs, challenges, and goals. This approach not only differentiates you but also builds trust and rapport. Listening with All Your Senses We often talk about the importance of listening in sales, but listening is more than just hearing the words someone says. It's about observing their body language, paying attention to their tone of voice,

On this episode of The Sales Gravy Podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss how she used skills like resilience, empathy, adaptability, relationship-building, continuous learning, and goal-setting to enhance sales performance. You'll learn how to turn every experience into an opportunity for growth and success. Key Takeaways:  - Resilience is Crucial: Use rejection as a learning opportunity rather than a setback. Analyze what went wrong and apply those lessons to improve your future pitches. View each experience, whether successful or not, as a chance to grow. - Adaptability is Key: Stay flexible and open to change. New trends and shifts in the market require you to adjust your strategies to remain competitive. Be willing to experiment with new approaches and adjust based on results. - Build Strong Relationships: Invest time in fostering positive relationships with clients and colleagues. Trust and rapport can lead to repeat business and valuable referrals. - Set Clear Goals: Establish specific, measurable sales goals. Breaking them into smaller targets can help you stay focused and motivated. - Be Persistent: Stay committed to your goals, even when faced with challenges. Persistence is often the key to long-term success in sales. - Value Relationships Beyond Sales: Show genuine interest in your clients' success and provide value beyond just closing deals. Active listening and empathetic responses can help you offer the right solutions. Building lasting relationships can lead to sustained success and growth. - Using Breaks for Inspiration: Taking breaks and engaging in activities like walking or listening to music can help reset the brain and inspire new ideas, particularly when facing creative blocks. - Mindset Shifts: Focus on changing your mindset, especially when overcoming shyness and self-doubt, by assessing your reactions and using affirmations such as “be your excellent best.” https://www.youtube.com/watch?v=6tlmtfE9fPQ Unlock the Power of Experience Life is full of lessons. We learn some in school, others at work, and many through the ups and downs of daily living. These lessons shape who we are and how we interact with the world. But have you ever thought about how these life lessons can translate into sales success? It turns out that some of the most valuable sales skills aren't taught in a textbook but are developed through life's experiences. Here's how you can turn these life lessons into powerful tools for sales success. Resilience in the Face of Rejection One of the most universal lessons we learn in life is that rejection is inevitable. Whether it's a job application, a proposal, or a personal relationship, we've all faced rejection at some point. The key to overcoming rejection is resilience—and this is just as important in sales. In sales, rejection is a common experience. For every successful pitch, there are countless "no's." However, it's not the rejection that defines us; it's how we handle it. Viewing rejection as a step towards success rather than a failure can turn a "no" into a motivator. Rejection teaches us resilience, and resilience leads to persistence. In sales, persistence is often what separates the winners from the losers. Instead of dwelling on a lost deal, take a moment to analyze what went wrong. Learn from the experience and apply those lessons to your next pitch. Use rejection as a tool for growth rather than a setback. Empathy and Understanding Empathy is another vital lesson that can greatly benefit your sales career. Throughout our lives, we learn to understand and connect with others by putting ourselves in their shoes. This ability to relate to others is invaluable in sales. In sales, it's crucial to understand your customer's needs, desires, and pain points. Selling isn't just about pushing a product or service; it's about solving a problem for your customer. The better you understand them,

On this episode of the Sales Gravy podcast, Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal in an increasingly automated world. You'll listen to their engaging discussions and thought-provoking perspectives on the intersection of sales and artificial intelligence (AI). Key Takeaways: - AI and Buying Windows: The conversation highlights the potential of AI in identifying buying windows by analyzing customer behavior across multiple data sources, including websites and databases. - List-Building Challenges: Despite advancements in sales techniques, Victor and Jeb  agree that list-building remains a significant challenge for sales teams. - Future of AI in CRMs: There's a strong belief that AI will become integral to CRM systems, consolidating various tools and data to create a hub essential for sales operations. - Automated Data Integration: The future of sales will involve AI automatically gathering and analyzing data from emails, calendars, social media, PR, and more, without the need for manual input. - Personalization by AI: AI will eventually tailor sales processes to individual companies, with larger companies likely adopting these technologies sooner due to their complexity and resources. - Evolving Sales Engagement Platforms: The conversation anticipates the development of comprehensive sales engagement platforms that integrate all business data, including operations and manufacturing, analyzed by AI. - AI vs. Human Interaction: While AI will handle more straightforward sales tasks, human interaction will remain crucial for complex sales, especially when trust and personalized service are needed. - AI-Driven Marketing and Operations: AI will not only influence sales but will also impact marketing and operational decisions by analyzing patterns and suggesting actions to optimize business processes. - Long-Term AI Development: Victor and Jeb foresee that some aspects of AI integration in sales might become operational within five years, particularly in large companies, but acknowledge that widespread, seamless AI use is still a decade or more away.     Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition         The Future of Sales: AI, CRM, and the Evolving Landscape The intersection of AI and sales is rapidly transforming how businesses approach prospecting, lead generation, and customer relationship management (CRM). We're standing on the brink of a major shift that promises to reshape the sales landscape, and understanding these changes can give us a competitive edge. The Power of AI in Sales One of the most exciting advancements in sales technology is the ability of AI to identify a buying window. Imagine AI systems capable of analyzing vast amounts of data from websites, search engines, and various databases to determine when a potential customer is in the market for a product or service. This capability promises to refine our targeting strategies, making the sales process more efficient and effective. We predict that in the future, AI will likely consolidate into CRMs, becoming the central hub for sales teams. This evolution will make CRM systems indispensable, offering insights into buying patterns, competitor activity, and customer behavior. AI will pull in data from emails, calendars, and social media, alerting sales teams to key changes, such as a new decision-maker at a company or shifts in customer needs. The Evolution of CRM Systems Historically, CRM systems have been underutilized. Sales teams often struggle with lead generation and list building, operating with outdated methods that don't leverage the full potential of their CRM tools. But as AI integrates more deeply with CRM platforms, this will change. The future CRM will be more than a repository of customer info...

On this episode of the Sales Gravy podcast, Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a One Funnel Strategy. Sales and marketing strategies come and go, but one approach has been gaining traction for its simplicity and effectiveness: The One Funnel Mindset. This powerful concept challenges the traditional notion that more is better, instead focusing on perfecting a single, highly optimized sales funnel. At its core, the one funnel mindset is about streamlining your sales process. Instead of creating multiple funnels for different products or customer segments, you concentrate on building and refining one comprehensive funnel that guides potential customers from initial awareness to final purchase. Key Takeaways: - Unified Revenue Goals: Aligning marketing and sales under a single One Funnel Customer Journey and revenue goal eliminates internal competition and focuses on overall business growth. - Avoiding Complacency: Maintaining a focus on growth and continuous improvement is crucial to avoid stagnation in sales. - Customer Experience: Enhancing customer experience by providing a more unified customer journey. - Human Connection: Despite advancements in AI, human-to-human interaction remains vital in sales, especially for high-value deals. - Preparation and Investment: Sales success often depends on thorough preparation and continuous investment in personal development and training. - Shorter Sales Cycles: Buyers are increasingly making quicker decisions due to more readily available information, making each sales interaction critical. - Manager's Role: Effective frontline managers are essential in motivating sales teams by understanding and aligning individual goals with One Funnel goals and providing tailored support. - Big Pull Concept: Identifying and leveraging what drives each salesperson is key to maintaining their motivation and focus. The One Funnel Mindset: Unifying Marketing and Sales Yarborough introduced the concept of the "One Funnel Mindset," a unified approach where marketing and sales teams work together seamlessly towards common revenue goals. Traditional models often create a divide between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs), leading to misalignment and inefficiencies. The One Funnel Mindset eliminates these silos, ensuring that both teams are aligned and focused on the same objectives. In this approach, leads are simply "qualified leads," with no distinction between marketing and sales. This unified perspective fosters collaboration, reduces friction, and ensures a smoother customer journey from awareness to purchase. By sharing goals, metrics, and strategies, marketing and sales teams can create a more cohesive and effective revenue engine. Enhancing Customer Experience: The Human Touch Despite the rise of artificial intelligence and automation, Yarborough emphasized the irreplaceable value of human interaction in sales. High-value deals, in particular, require a personal touch to build trust and rapport with customers. While AI can enhance the sales process by automating routine tasks and providing data-driven insights, it cannot replicate the nuances of human connection. Sales professionals must prioritize building strong relationships with their customers. This involves active listening, understanding their pain points, and offering tailored solutions. By focusing on the human element, salespeople can create lasting impressions and foster long-term customer loyalty. Shortening Sales Cycles: The Impact of Preparedness Another significant trend discussed in the podcast is the shortening of sales cycles. With buyers conducting extensive research before engaging with sales representatives, decisions are being made faster than ever. This shift places a premium on preparedness.

On this episode of the Sales Gravy podcast, Jeb Blount sits down with author and speaker, Carole Mahoney, to discuss her path to becoming an entrepreneur by using a buyer first approach. Carole teaches us that when it comes to sales, you've gotta get out of your own head. It's not about you, your quota, or even how great your product is. It's all about the customer. You have to put yourself in their shoes and understand what they are really after. Ditch the rehearsed pitch and have a real conversation. When you genuinely care about helping people, not just closing deals, that's when the magic happens. Key Takeaways: - Mission to Change Perception of Sales: Carole is dedicated to changing how sales is perceived. She wants to shift the view of sales from being seen as pushy to being a respected and collaborative profession. - Reconnect for New Opportunities: Reaching out to past prospects who initially said no can uncover new opportunities. Many former prospects may reconsider and become interested in your services again. - Revive Closed Lost Deals: Revisiting deals that were previously closed lost can be fruitful. This approach can re-engage customers who have since realized their initial choice wasn't the best fit. - Re-engage Former Clients: Don't overlook former clients who stopped working with you. They may be ready to come back, especially if their current solution isn't meeting their needs. - Leverage Anchor Clients for Growth: Securing a key client can provide a strong foundation for expanding your business. Use this anchor client to build credibility and grow your sales practice. - Embrace Public Speaking: Use public speaking and keynotes to amplify your message and reshape industry perceptions. Listening to others insights can significantly broaden your impact. How Carole Mahoney Crushed Her Business Goals Carole Mahoney's story is one of determination, innovation, and resilience. Her journey from struggling entrepreneur to a successful speaker and author offers valuable lessons for anyone looking to crush their business goals. Turning Challenges into Opportunities Every entrepreneur faces obstacles, and Carole Mahoney was no exception. She encountered financial constraints and doubts about her ability to succeed. But rather than letting these challenges hold her back, Carole used them as stepping stones. When things didn't go as planned, she adapted her strategies and pushed forward. This mindset of turning setbacks into opportunities was crucial for her success. Instead of seeing a closed door, Carole saw a chance to find a new path. The Power of Persistence Persistence was a key factor in Carole's success. Early in her career, she faced rejection from potential clients. Instead of giving up, she followed up with them even after they had said no. Her persistence paid off when these clients returned, eager to work with her once again. This demonstrates the power of follow-up and how it can turn past rejections into new opportunities. Leveraging Past Opportunities One of Carole's smart strategies involved revisiting past opportunities that hadn't worked out. She called up former prospects who had initially been interested but couldn't proceed. Many of these prospects were still interested in her services and were willing to re-engage. By revisiting these past opportunities, Carole was able to generate new business and build stronger relationships. This approach highlights the value of maintaining connections and the potential of second chances. Embracing Public Speaking Another significant shift in Carole's career was her move into public speaking. She began speaking at conferences and giving keynote addresses, sharing her insights and experiences with larger audiences. This new focus allowed her to spread her message about sales and its collaborative nature. Carole's public speaking efforts not only broadened her influence but also helped change the perception of sales.