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2 episodes with sales eq
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2 episodes with sales eq
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Frederik Maris, CRO at Atoss Software SE. Frederik shares how he interviews, assesses, and hires elite enterprise sales talent by focusing on EQ, character, and curiosity over resumes alone. Learn the power of the ICE criteria and how seasoned leaders spot top performers by blending science, gut instinct, and situational awareness.KEY TAKEAWAYS[00:01:00] The ICE criteria: Intelligence, Character, Coachability, and Experience—what it means and how to apply it in hiring[00:02:00] How “Spin Selling” still applies to modern interviews and what it reveals about candidates[00:03:00] Why understanding hiring criteria is a test of a rep's customer empathy[00:04:00] EQ as a deal accelerator—how top reps build champions both internally and externally[00:05:00] The role of self-awareness, curiosity, and integrity in elite salespeople[00:06:00] How to spot emotional intelligence in subtle cues during interviews[00:07:00] Why gut feel, not just metrics, is a critical part of hiring decisions[00:08:00] Frederik's favorite interview question that reveals a rep's self-awareness instantlyQUOTES[00:01:00] "If they don't ask what I'm looking for in this interview, how are they going to understand what a customer wants?"[00:04:00] "EQ is about the ability to build champions—internally and externally."[00:05:00] "I'm looking for people who do what's right for the customer, the partner, the company—and hopefully, the world."[00:06:00] "You can feel EQ—how they interact with the receptionist, how they carry warmth in a conversation."[00:08:00] "How do you think you're doing in this interview?" That one question shows me their self-awareness instantly."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/training-your-teams-for-complex-enterprise-sales-with-frederik-marisEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook:https://www.forcemanagement.com/roi-of-sales-messaging
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,
"How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal"
Episode Summary Randy Welch talks about mission-driven sales in the education sector. He discusses his background in school psychology and administration, and how it led him to a career in education technology focused on school safety solutions. He emphasizes the importance of truly understanding customer needs through active listening. Randy also provides insights into navigating the challenges of the education market by prioritizing safety over sales numbers. The interview covers Randy's vision for developing a holistic safety ecosystem and recommendations for incorporating learning into a sales mindset. About the guest Randy Welch is an educator at heart but found his way into the technology sector through his passion to ensure the safety and security of school students and staff. At Motorola Solutions, Randy oversees the education focused Sales efforts for the North America region and highlights the technology, safety, and security solutions schools need to solve their biggest safety challenges. Prior to Motorola Solutions, Randy served for more than 20 years as a school psychologist, special education director, Chief Program Officer, and board member for multiple public and charter schools. Randy has also spoken nationally and internationally about a variety of education topics. Connect with Randy Welch Key takeaways- Understand customer needs through active listening, not just hearing what they say - Prioritize solving customer problems and mission over making sales numbers - Develop a holistic, integrated ecosystem approach to school safety rather than isolated systems - Keep focus on the mission of keeping students safe even during budget cuts or challenges - Incorporate continuous learning into sales through recommended books and shared learning - Bring an educator's passion for learning to the sales field Quotes"Someone has a problem, your job is not to solve their problem, your job is to help them find a solution to that problem." - Randy Welch on drawing connections between education and sales. Recommended Resource Books-"New Sales. Simplified." by Mike Weinberg. -"Sales Management. Simplified." by Mike Weinberg. -"Selling in a Crisis" by Jeb Blount. -"Sales EQ" by Jeb Blount -"The Little Red Book of Selling" by Jeffrey Gitomer. Connect with Randy Welch | Follow us on LinkedIn | Website
Season 3 - Episode 15 Emotions in Sales with Jeb Blount (expert episode) Joining us on The Other Side of The Mann this week is Jeb Blount, author of “Sales EQ” along with 15 other incredible books. We are so honored to have Jeb on this week, be sure to stay tuned to hear the five decisions consumers have to make to buy from you. Episode resources: “Sales EQ” by Jeb Blount Antonio Damasio's Somatic Marker Study “How to win friends and Influence People” by Dale Carnegie If you have enjoyed this episode and it inspired you in some way, or if you have suggestions on making this podcast work better for you, email me at lcunningham@manngroup.net and tell me what you want to hear next. Be sure to follow The Other Side of The Mann on Instagram! Haven't left a rating or review yet? It makes a huge difference, and all you have to do is click here. We are so grateful for your support of The Other Side of The Mann! If you want to take the assessment to see where your EQ falls click here. Interested in the classes The Mann Group offers? Please click here. Editing and Production: Charlie Freedman Instagram: @charliefreedmanmusic Email: charlie@charliefreedmanmusic.com Music: Will Collante and Amanda Garrigues Instagram: @willcollante Email: will.collante@gmail.com
Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Key Takeaways: Salespeople can successfully navigate the transition from a red hot market to a stagnant down market, but it requires grit, discipline, and creativity. In uncertain economic times and a world increasingly influenced by the power of AI, sales-specific emotional intelligence and human-to-human communication are the most important skills a salesperson can have when establishing trust and building relationships with buyers. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate. Transitioning From A Red Hot Market To A Stagnant Down Market Many salespeople today are struggling to make the transition from taking advantage of a red hot market to navigating the doldrums of volatile economic times. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit. Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling. Salespeople who know how to get creative, grind it out, and prioritize the fundamentals will see the most success in times like these. However, it's not easy to make that mindset shift and truly rise to the moment. The One Thing That Will Always Guarantee Your Success in Sales For the individual salesperson, the most important thing that you can have in your arsenal to make it out on top in volatile economic times is not above-average intellect or a winning personality— it's grit. This is this ability to dig deep and take your career, your future, and your life into your own hands when things are difficult and it seems like there is very little in your control. Getting up, getting yourself ready for the day, protecting your time and your energy, and making sure that you are putting yourself in front of the right people at the right time with the right message. Nothing Compares to Real Human Connection Another strength that will set you apart from other salespeople and allow you to break through the noise and truly connect with the right customers is sales-specific emotional intelligence— Sales EQ. Salespeople aren't the only ones experiencing tough times. Real human connection matters today more than ever. You must have the ability to see eye to eye with your customers, meet them where they are, and make them comfortable enough to open up and share their toughest business challenges. When you connect the dots between their biggest problems and how you can help solve them, you build the foundation for trust and create lasting business relationships as a result. Conducting deep discovery is the key to helping your customers close the gaps and see positive change from your solutions. The Only Communication You Can Trust is Human-to-Human In today's world, human-to-human communication is the only trustworthy form of communication. With more AI tools and services than any one person could take full advantage of, it's not secret that we rely heavily on automation to maintain productivity and be maximally effective. The downside of this is that written communication can easily be created and distributed by AI, which is often seen as inauthentic or untrustworthy. So has the role of the salesperson changed in the expanding world of automatic and artificial intelligence? The short answer is yes. The rise and mass adoption of automation has certainly chan...
Jeb Blount is sales royalty. He's published 15 books on selling, including Sales EQ, Fanatical Prospecting, and Objections, and he's been top of my Pitch Masters hit list since the show began. In this episode we cover a huge amount of ground: qualifying deals, closing deals, relationships, stories, 'the ledge', 'murder boarding' the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales. You can find out more about Jeb on his website salesgravy.com and I'd highly recommend you go buy one of his books on Amazon - Sales EQ is my all-time favourite. I'm also pleased to announce that this is Pitch Master's first full VIDEO EPISODE, available on Apple and Youtube - just search for Pitch Masters. If you enjoy the show, please leave a review and share it with someone else who might. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/
Jeb Blount is sales royalty. He's published 15 books on selling, including Sales EQ, Fanatical Prospecting, and Objections, and he's been top of my Pitch Masters hit list since the show began. In this episode we cover a huge amount of ground: qualifying deals, closing deals, relationships, stories, 'the ledge', 'murder boarding' the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales. You can find out more about Jeb on his website salesgravy.com and I'd highly recommend you go buy one of his books on Amazon - Sales EQ is my all-time favourite. I'm also pleased to announce that this is Pitch Master's first full VIDEO EPISODE, available on Apple and Youtube - just search for Pitch Masters. If you enjoy the show, please leave a review and share it with someone else who might. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/
Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Virtual Selling, and his latest book, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times - which is the topic of today's discussion. Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. In this podcast for managers, Audrey, Lee and Jeb discuss: · The real secrets to selling more in a crisis · Why you need more than charm and a great personality to close sales in a crisis · Why you must stop swimming naked and put your bathing suit on · Why you don't get into buckets with crabs "We assume we are succeeding because we are so awesome at what we do. But as the saying goes, don't confuse a bull market with brains. During cycles of abundance, even the weak can succeed.”– Jeb Blount Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Jeb Blount https://jebblount.com/ https://www.linkedin.com/in/jebblount/ https://www.facebook.com/SalesGravy https://www.youtube.com/channel/UCUVoyyL3KRtiXFXdcWwN8bA https://www.instagram.com/salesgravy/ https://salesgravy.com/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C. Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers by Jeb Blount About the Book: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives, whether broad-based or targeted to specific accounts, strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You'll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. About the Author: Jeb Blount is the author of 14 of the most definitive books ever written on sales and sales leadership and is among the world's most respected thought leaders on sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb and his team train and advise a who's who of the world's most prestigious organizations. His flagship website, salesgravy.com is the most visited sales-specific website on the planet. And, interesting fact -Jeb Blount is now a member of a very exclusive club: The Marketing Book Podcast 6-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-price-increase-jeb-blount
In this episode of the Duct Tape Marketing Podcast, I interview Jeb Blount. Jeb is the CEO of Sales Gravy and the author of 14 books including Fanatical Prospecting, Sales EQ, Objections, Virtual Selling, and his brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. More About Jeb Blount: His brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. JebBlount.com Salesgravy.com Take The Marketing Assessment: Marketingassessment.co This episode of the Duct Tape Marketing Podcast is brought to you by the HubSpot Podcast Network and SEMRush.
► Is it OK to up your pricing? Jeb Blout is CEO @ Sales Gravy, he's also the author of thirteen books including Fanatical Prospecting, Sales EQ, Inked, Virtual Selling, and his latest: Selling The Price Increase. That's right, he's a true Sales Legend!
Objections can strike fear into the hearts of salespeople everywhere. But what if there's a simple formula to handle objections with confidence? In today's episode of The Sales Evangelist, our guest Ryann Dowdy explains how we can integrate this sales strategy into our sales methodology. Ryann's feelings on objections: It's about asking questions - focusing on the human to human connection and seeing the value in that connection We think of a “closing problem,” but the “opening problem” can be just as essential to overcome. Help people get what they want by using information they've already shared. Overcome objections from the beginning: It's a simple philosophy: Jeb Blunt's book Sales EQ explains that we have a physiological response (like increased heart rate) when someone raises an objection. When you get an objection, have a script to follow immediately after the objection to have time to collect yourself. For Ryann, she likes to empathize and understand more about the objection to determine where it's coming from and how to handle it. Asking questions indicates where to speak further: Strictly following a script reduces the human-to-human connection and might prevent you from understanding key information. A short post-objection script can be helpful, but think critically and have a loose framework ready to dial in on the prospect's specific needs. When asking questions, don't let your emotions take control. Take a breath before speaking to think. Often, the prospect will start talking instead and give you more information. Make conversations based on humanity: If you focus on serving that prospect, you'll strengthen the relationship and the trust alongside it. It takes practice to avoid taking objections personally. Remember, you and your job are two different things - you bring value and are worthy, regardless of people saying no to a product or service. The first time you sit in front of a buyer might not be the right time for the buyer - it's all about how you handle the rejection. Ryann's major takeaway? Ask more questions and never assume you understand a prospect's objection. For more content from Ryann, check out her book, The 100k Sales Method, on Amazon and connect with her on LinkedIn and Instagram. This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Also, leave us a rating and reviews on Apple Podcast. Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, People Follow You, Virtual Selling, and his latest book, Virtual Training. Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience.
Whether you are starting up or you're already a sales person, having sales management coaching is a must. How can you find the best mentor for your needs? In today's first episode of the year, Walter welcomes Tim Chapman. Tim is the Vice President of Elliptic and also the Managing Partner of Sales EQ. Together, they talked about how Tim started with sales coaching and what gets him going. He also discusses the different factors of hiring a new employee and the effects of KPI in a business. Tim also cites the most challenging aspects of his coaching job and the realistic expectations of those undergoing the sessions. Highlights Who is Tim Chapman? - 0:15 How much training and coaching he received when he was starting and how it helped him. - 4:50 The desire to prove somebody wrong and come back from failure. - 9:04 What gets him going? - 9:26 When hiring, what is he looking for? - 10:48 The big difference. - 18:36 Viewing it from the sales perspective: Is it a challenge? - 25:19 The purpose of KPI. - 28:23 Giving feedback without freaking people out. - 31:24 Words of wisdom for sales people. - 36:26 In a coaching session, you just need them to walk away with one solid thing. - 39:56 Is it a realistic expectation? How long does it usually take? - 41:32 Not everybody is in the right seat on the bus. - 46:16 Sometimes you have to call it out with your team and with your prospect. - 50:19 What's the most challenging aspect? - 52:38 Here's the theory and understanding of the Why and How. - 53:44 Restriction of cigar smoking in public in England. - 55:57 How Tim's relationship with cigars happened. - 56:11 What he's doing today and how to get in touch with Tim. - 59:28 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Tim Chapman https://uk.linkedin.com/in/tichapman https://podcasts.apple.com/ie/podcast/crypto-decoded/id1568661759 https://www.listennotes.com/podcasts/crypto-decoded-elliptic-e1nAJKHD7k0/ https://open.spotify.com/show/4vq1aoasPpj47IkebfqgTi https://www.elliptic.co/meet-the-team Crypto Decoded
What You'll Learn From This Episode: Importance of sales training Why you shouldn't over complicate things Always 'simplify, simplify' Related Links and Resources: Go get one of the free sales training courses of the Sales Gravy University. These are high-quality courses taught by trainers really across the spectrum. Get any course you want from our website, just go to www.learn.salesgravy.com (still needs to reconfirm from assistant because the link doesn't work) and when you checkout, put in the coupon code “FREE COURSE” and you can get any course on our system in which we have thousands of hours of courses to choose from and it will be absolutely FREE. Summary: Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Objections, Inked, People Follow You, Virtual Selling, and his latest book, Virtual Training. As Sales Gravy founder and CEO, Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. Here are the highlights of this episode: Jeb has shared with us that their ideal clients would be B2B. However, they are industry and size agnostic, therefore he also works with companies who would be in the Fotune100 and even with small companies that's just getting started. Sales training itself is about teaching anyone how to sell and win in sales. Every organization have sales people, and Jeb's company got various programs that fit any of those companies depending on where they are in their life cycle. He helps primarily these team on how to accelerate sales growth, because growth has the tendency to smooth out everything else. If you are not growing, you got a lot more problems. Jeb helps them accelerate growth, build revenue, and do it fast without a whole lot of complications. Everybody wants to win, and today's fast-phase market place, everything is moving too quickly and a lot of competitors are moving in. What Jeb sees is that people tend to over complicate solving problems; difficult for them to take complex things and simplify them. Something as simple as pick-up the phone and have a conversation. If you really want to grow your business then talk to people, the more people you talk to the more your business will grow. A lot of businesses today are spread out; therefore, Jeb would like you to grab his latest book "Virtual Training". It tells you everything on what you need to know on how Jeb's organization scale their business. They triple the size of their business in 12 months using the techniques and even the technology they use. Jeb's Valuable Free Action (VFA): Just pick up the phone and call somebody. The number one problem I see in the marketplace is that they're using email or social media, and they're not making conversations. Call one of your customers and have a conversation.
What You'll Learn From This Episode: Importance of sales training Why you shouldn't over complicate things Always 'simplify, simplify' Related Links and Resources: Go get one of the free sales training courses of the Sales Gravy University. These are high-quality courses taught by trainers really across the spectrum. Get any course you want from our website, just go to www.learn.salesgravy.com (still needs to reconfirm from assistant because the link doesn't work) and when you checkout, put in the coupon code “FREE COURSE” and you can get any course on our system in which we have thousands of hours of courses to choose from and it will be absolutely FREE. Summary: Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Objections, Inked, People Follow You, Virtual Selling, and his latest book, Virtual Training. As Sales Gravy founder and CEO, Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. Here are the highlights of this episode: Jeb has shared with us that their ideal clients would be B2B. However, they are industry and size agnostic, therefore he also works with companies who would be in the Fotune100 and even with small companies that's just getting started. Sales training itself is about teaching anyone how to sell and win in sales. Every organization have sales people, and Jeb's company got various programs that fit any of those companies depending on where they are in their life cycle. He helps primarily these team on how to accelerate sales growth, because growth has the tendency to smooth out everything else. If you are not growing, you got a lot more problems. Jeb helps them accelerate growth, build revenue, and do it fast without a whole lot of complications. Everybody wants to win, and today's fast-phase market place, everything is moving too quickly and a lot of competitors are moving in. What Jeb sees is that people tend to over complicate solving problems; difficult for them to take complex things and simplify them. Something as simple as pick-up the phone and have a conversation. If you really want to grow your business then talk to people, the more people you talk to the more your business will grow. A lot of businesses today are spread out; therefore, Jeb would like you to grab his latest book "Virtual Training". It tells you everything on what you need to know on how Jeb's organization scale their business. They triple the size of their business in 12 months using the techniques and even the technology they use. Jeb's Valuable Free Action (VFA): Just pick up the phone and call somebody. The number one problem I see in the marketplace is that they're using email or social media, and they're not making conversations. Call one of your customers and have a conversation.
What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team. On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leader. Download your FREE leaders guide to Sales Incentive Programs from Blueboard HERE
Hello and welcome to Kick-Ass Brands Show.I'm Andrei Mincov, the founder of Trademark Factory. Today, I have an amazing guest for you.Jeb Blount, who is a Sales Acceleration Specialist and the author of twelve books including FANATICAL PROSPECTING, SALES EQ, OBJECTIONS, and his latest best-seller VIRTUAL SELLING. He's among the world's most respected thought leaders on prospecting sales, leadership, and customer experience. Through his global training organizations Sales Gravy, Jeb advises who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing-activities.
Want to know how to have better EQ? In this episode, I'll teach you a small sales adjustment you can start using in your sales calls, demos, and follow-ups. Questions? Connect with me on LinkedIn and let me know!
Listen to Lance Tyson, the most sought after coach & trainer of sales leaders, who has also authored two best selling books; Igniting sales EQ: Driving Sales Confidence During Uncertainty & Selling is an Away Game: Close Business and Compete in a Complex World, talk about how to motivate sales teams and the enterprise to keep winning business in the uncertain times of Pandemic. Lance addresses the so desired role of EQ in such times.
Listen to Lance Tyson, the most sought after coach & trainer of sales leaders, who has also authored two best selling books; Igniting sales EQ: Driving Sales Confidence During Uncertainty & Selling is an Away Game: Close Business and Compete in a Complex World, talk about how to motivate sales teams and the enterprise to keep winning business in the uncertain times of Pandemic. Lance addresses the so desired role of EQ in such times.
Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast by Jeb Blount And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back. Virtual Selling can be challenging. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction. It’s natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast. Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you. Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You’ll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation. Jeb teaches you: How to choose the right technology stack for your unique situation The five elements of effective virtual sales calls The seven keys to making a lasting impression on video How to make the camera your best friend Why you must be video ready (BVR) all the time How to leverage virtual tools to get more done, in less time, with better outcomes Seven virtual communication strategies you must never forget How to conduct multi-stakeholder virtual sales calls The B.O.N.D. virtual engagement framework How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor The five questions stakeholders are always asking on every virtual call The S.C.O.R.E. Discovery Method for virtual sales calls How to deliver effective virtual demos and presentations that grab attention and seal the deal Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity How to ask for what you want, get past objections, and close the deal on virtual sales calls How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients¯a who's who of the world's most prestigious organizations¯right into your hands. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/virtual-selling-jeb-blount
Jeb Blount is a best selling author including Fanatical Prospecting, Sales EQ, Objections and most recently Virtual Selling. He's published hundreds of articles and is among the world's most respected thought leaders on sales, leadership, and customer experience. He is the leader and CEO of Sales Gravy. Sales Gravy is the #1 most trafficked website in the world.
On part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional intelligence and positive mindset. You will be surprised to learn that the lack of sleep makes it more difficult: to control your emotions perceive the emotions of others effectively manage sales meetings build relationships Jeff says that walking into a sales meeting without enough sleep is the same as going in drunk. You'll learn that the sleep you get tonight is the beginning of your performance tomorrow. Listen to Part One of Sleep and Sales Performance
On part one of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep impacts sales performance. Listen to Part Two of Sleep and Sales Performance
Learn to Run Your I.T. Business Hosted by Jeff Halash from TechNutPC.com Paco Lebron from ProdigyTeks John Fazio from Zorus Jennifer Bleam from MSP Sales Revolution MSP Unplugged Video Live Show and Chat every Sunday at 7:30pm EST Email: Jeff@MSPUnplugged.com Support This Show Patreon.com/MSPUnplugged BuyMeACoffee,com/MSPUnplugged PayPal.Me/MSPUnplugged Main Topic: How to be better at sales Join us for the 2020 ANNUAL – TECHCON UNPLUGGED BRINGING COMMUNITY TOGETHER Get away from your business, for a weekend of learning, fun and some new relationships in a getaway retreat Join like-minded business owners to help your IT business thrive! Hear from experts and get one-on-one time with peers facing the same challenges. Walk away with concrete action items to take your business to the next level. Sept 25th-27th 2020 Grand Rapids MI TechConUnplugged.com Instant Housecall Remote support that is easy to use. FREE Auto PC Repair to track down and kill unwanted viruses FREE subaccounts to let your customers control their own PCs from home Special Discount for Listening to MSP Unplugged: Half price for the first three months, or 2 additional months free on a yearly Subscription To claim your discount, Go to InstantHousecall.com sign up for your Free 15 Day Trial Then e-mail Corey@instantHousecall.com and tell him you're an MSP Unplugged listener Links: Instant Housecall Kickstarter is a free program designed to help new entrepreneurs who were impacted by layoff due to coronavirus. If you are starting a new computer repair, MSP, IT service, or IT consulting business, Instant Housecall Kickstarter is for you. PARTICIPANTS RECEIVE 6 months free Instant Housecall Remote Support Software (Entrepreneur Edition) 6 months free mentoring from an industry advisor, 1 hour each month for 6 months Join Instant Housecall Kickstarter Paycheck Protection Program Google Alerts The Little Red Book of Selling Response Block Selling The Law of Success Prospect the Sandler Way: A 30-Day Program for Mastering Stress-Free Lead Development Sales EQ Psycho Cybernetics Think and Grow Rich The Richest Man in Babylon Free 30-Day Cybersecurity Success Roadmap DISCLAIMER: This description contains affiliate links, which means that if you click on one of the product links, we’ll receive a small commission. Music By Jim Holley
Can introverts sell? Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert's Edge, break down the myths about introverts and selling. In part one of this series, you'll learn why successful introverts employ a consistent, repeatable sales system. Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Four of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell
Curt interviews sales superstar and bestselling author, Jeb Blount. Jeb is one of the “godfathers” of the Outbound sales conference, and the bestselling author of books including, Fanatical Prospecting, Sales EQ, and Objections. He hosts an ever-growing treasure trove of sales resources and content at SalesGravy.com. For more: https://jebblount.com/ https://outboundconference.com/
"In sales your job is to go out and find some rejection and bring it home." That's the blunt, profound sales truth you can expect from our guest today Jeb Blount, best-selling author of Sales EQ and Fanatical Prospecting. Rejection is not only a part of sales it lays at the very foundation. If you're giving up on the first rejection you are missing out on sales opportunities. Dealing with objections and rejection begins with your mindset. Knowing how to control your own emotions is essential to being able to influence the decisions of the people you need to say, "Yes!" This is an episode full of actionable advice that you can use on your very next sales call. Don't say, "No," to this episode. You've been warned! About Today’s Guest Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. Continue the conversation online with Jeb Blount @salesgravy. On today’s podcast... 1:29 - Gina is a Jeb Blount fan girl 10:17 - What was the tipping point that got Jeb Blount on the show while he's on the road? 13:49 - How does Jeb deal with generic, boring pitches that he gets? 16:39 - Prospects want to see you earn it 20:26 - Jeb Blount's Groundhog Day strategy 23:09 - A 4-step framework for sending effective prospecting messages 27:21 - Sending a Dear Kathy letter....to a Gina 30:45 - The phone is still king. Field level sales is making a comeback. 34:29 - The Katy Perry Paradigm 37:55 - The way we communicate changes but the way our brain works doesn't change 41:48 - "In sales, your job is to go out and find some rejection and bring it home." 43:30 - Jeb coaches his son to change his approach when selling CFO's 46:33 - "If you can't manage your own emotions, how are you going to be able to influence the emotions and behaviors of other people?" 51:55 - The reasons your prospects object 56:22 - Overcoming the "think about it" objection For more Gina, Rachel and Women Your Mother Warned You About visit our website! More about Gina Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets. More about Rachel Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts. Sell or Die The Why and The Buy Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits
Gina and Rachel are all up in their feelings. Well really, they're just talking about emotions, specifically emotional intelligence. As our sales worlds get faster, more complex and communication face to face becomes less prevalent it's more important than ever to make everything we say COUNT...and not count against us. There are so many challenges to face with prospects and customers that controlling our emotions can be very difficult. Gina and Rachel discuss their own struggles with clients and how they deal with them constructively instead of destructively. There are tons of suggestions for further study in this episode so make sure to click the links below for more. On today’s podcast... :56 - Rachel will sell you your piece of paradise 3:26 - Clients who can't deal with reality 7:44 - In any selling process, people are going to purchase based on how they value something. 13:35 - Gina's controversial definition of emotional intelligence 17:39 - Three Toxic Phrases to Avoid 23:28 - Perception is reality for all people 29:19 - It's never a bad idea to just keep your mouth shut 36:50 - Books to read for your emotional intelligence: Sales EQ by Jeb Blount 36:50 - Books to read for your emotional intelligence: Emotional Intelligence 2.0 by Travis Bradberry 36:50 - Blogs to read for your emotional intelligence - Gina's blog For more Gina, Rachel and Women Your Mother Warned You About visit our website! More about Gina Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets. More about Rachel Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts. Sell or Die The Why and The Buy Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits
This is a Sell or Die classic episode. Maybe you missed it the first time around. If you didn't, listen again. Repetition is the mother of mastery. Original Release Date: May 18th, 2017 Jeb Blount is the author of Fanatical Prospecting and has devoted his life to help people make more sales through the art and science of prospecting. His new book Sales EQ explores the new psychology of selling. In this interview he'll explain how ultra high performers are leveraging emotional intelligence to close more deals. Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy FREE EBOOK: GET GOOD, BETTER, BEST! Learn the six elements that you must master in order to uncover the secret of personal achievement. Good. Better. Best. Which one are you? http://bit.ly/GOOD-BETTER-BEST
Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience.Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities.
Jeb Blount is a world-class thought leader in B2B sales and new business. He has written 9 wonderful books. If you haven’t read Fanatical prospecting and Sales EQ and you’re wondering why you aren’t winning more new business, I suggest you pick up a copy. Fanatical Prospecting is the most comprehensive guide ever on prospecting. Essential reading for anyone involved in generating new business. Essentially, we discuss everything from….using emotional intelligence to make more of an impact when selling. The best prospecting strategies to use for marketing agencies, issues with the Challenger Sales methodology which I had never heard anyone criticise at least publicly before, and I have to say I agree with him. we'll have to get Mathew Dixon and Brent Adamson on the show to defend themselves. If you are at all interested in how to fill your pipeline with sales ready prospects and how to improve your ability to convert them into customers, I think you’re going to find this conversation fascinating.
In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’ Neil shares his experience in handling objections… and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be challenging when confronted with a “That’s too expensive” response. However, after rereading one of his favourite books, “Sales EQ” by Jeb Blount, Neil remembered and shares in this episode, a fantastic story from the book titled ‘TheMysterious Brown Bag.’ He goes on to explain how the story can help you understand the principle of repositioning yourself, so that price becomes less of a consideration. The principle of this story will get you thinking about how you can reposition yourself, your brand and your company during that critical moment when the buyer tries to negotiate on price. In this episode you’ll learn: How a lot of sales people move into ‘fight or flight’ when confronted with an objection Price can be a difficult objection to handle, if you’re only focusing on price The principles of how to reposition you and your offer, to counter the “That’s too expensive” objection That a price objection is a buying signal in disguise An important point is a price objection is not always about price, it’s about value – what they get for the price.
Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson. Here are some of the topics covered in this episode: Organize your calendar to optimize certain activities Prioritize the most important sales tasks Use Golden Hours to their full advantage How to coach your team on time management You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast! About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. Website: Salesgravy.com Youtube: www.youtube.com/user/salesgravy LinkedIn: www.linkedin.com/in/jebblount Twitter: @SalesGravy Facebook: @SalesGravy Instagram: @SalesGravy Listen to more episodes of the Outside Sales Talk here and watch the video here.
Jeb Blount is the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb's leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. He has been named one of the top 50 Most Influential Sales and Marketing Leaders (Top Sales Magazine), a Top 30 Social Selling Influencer (Forbes), a Top 10 Sales Experts to Follow on Twitter (Evan Carmichael), a Top 100 Most Innovative Sales Blogger (iSEEIT), a Top 20 must read author (Yes Magazine & Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. His flagship website, SalesGravy.com, is the most visited sales specific website on the planet.
Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Karen and Jeb discuss: Success Story of Jeb. Commit to Get Leads o Creating a pipeline is the key to success. Make sure you always make time to create that pipeline and put it into motion. Consult to Sell o You must approach everything with confidence that you can and will succeed. Connect to Build and Grow o ‘Yes’ has a number, and that number and knowing it will create the process to a successful business model with in the micro and macro levels. Success Thinking, Activities and Vision o Always be prospecting for opportunities. Don’t procrastinate and miss a chance to be proactive. Sweet Spot of Success "The key is doing it."- Jeb Blount *5 Minute Success - Listener Giveaway* Go to goals.salvygracy.com to get a full video course on goal planning. Connect with Jeb Blount: Twitter: @salesgravy Facebook: @jebondemand Website: www.salesgravy.com YouTube: @salesgravy LinkedIn: @jebblount About the Podcast Join host Karen Briscoe each week to learn how you can achieve success at a higher level by investing just 5 minutes a day! Tune in to hear powerful, inspirational success stories and expert insights from entrepreneurs, business owners, industry leaders, and real estate agents that will transform your business and life. Karen shares a-ha moments that have shaped her career and discusses key concepts from her book Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed. Here’s to your success in business and in life! Connect with Karen Briscoe: Twitter: @5MinuteSuccess Facebook: 5MinuteSuccess Website: 5MinuteSuccess.com Email: Karen@5MinuteSuccess.com 5 Minute Success Links Learn more about Karen’s book, Real Estate Success in 5 Minutes a Day Subscribe to 5 Minute Success Podcast Spread the love and share the secrets of 5 Minute Success with your friends and colleagues! Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
To celebrate our 50th episode, we have a fantastic podcast for you. Jeb Blount, is the author of fanatical prospecting, Sales EQ, Objections and many more as well as the CEO of SalesGravy. Sales Gravy is a global leader in sales acceleration and customer experience enablement solutions. This is a must listen for anyone with a sales team whether small business or corporate.
Chad’s beginnings With over 20 years of broad based experience from global marketing to enterprise sales, Chad learned what he is passionate about. Mentoring, coaching other sales professionals and organizations to get better excite him. The key to his sales success was his training in the ValueSelling Framework 17 years ago where he has stayed in contact with the individuals who did the training and the business they were running. That opportunity influenced him to be a franchisee for the organization. He wants to make sure that he is doing something that he is passionate about - helping other individuals with subject matter that he has some expertise in. Chad’s solution of choice (02:38) Chad’s training 17 years ago, gave him tools that’s not just focused on sales or marketing. The training enlightened him how to do it, how to have value based conversations whether it be for internal alignment in the organization I was in or with prospects or as a way to create personas. He explains that the framework and the methodology that they teach is simple, very easy to understand, very pragmatic and very easy to adopt, that he could coach to it, mentor to it and inspire teams with it. At the same time he could do data analytics from it which made it really his solution of choice. As he became an executive, he thinks that the challenge is to make sure, if you're investing in training your sales or marketing teams, that it's something they're actually going to use and will provide them value. Chad shares that in sales, they want to make sure they're having as many conversations as possible structured in a way that is going to provide the most value to both parties. Their sales framework does not only focus on sales, but also on organizational alignment, marketing, and sales enablement. Breaking down walls in smaller companies (06:02) According to Chad, they provide tool set that gives marketing and sales a common language and a common framework. It enables them to clearly understand each other’s needs. They can get to a point where they understand each other's vision and acknowledge what each party has to bring to the table in order to optimize the revenue generation results. It may take a little while sometimes to master, but it does provide huge dividends for sales and marketing teams, especially when you know there's aggressive growth. Through their value prompter tool, it's very easy for everybody to be on the same page and generate impressive results. Communication within the team (07:48) Chad talks about the people in the team and their differences. Older and more experienced ones have a lot of perspective through which they view the current marketplace, their current employer, the current sales and marketing landscape. He thinks that people that have been around a little bit longer are struggling at times with the speed at which multichannels evolve and which channels are okay to use. It’s more of the decorum. On the other hand, Chad thinks that millenials or the younger end are very comfortable with technology. For them those touchpoints can stimulate the sense of connectedness that may not be necessary at all times. In order for them to interact more effectively with other people in a business environment, they are equipped with tools the close that age gap and help them, regardless of industry expertise, have more effective conversations with people. Chad mentions that sometimes they need to tweak the tool a little and introduce some technology and how that works. They teach the tools and the frameworks leveraging that technology. He says that at the end of the day, it's all about getting into that common language and framework. Chad discusses a challenge that a lot of their larger global customers have - mix of people. Internally, there may need to be some understanding of what's the standard operating procedure for communications. When people in a team have a framework where they can have a consistent type of conversation, there will be increases in efficiencies and impacts because everybody does their part well. Everybody's on the same page. Building an inner team communication (12:52) Chad says that to be able to facilitate that inner team communication, his team typically uses an online class to give everybody that kind of introduction. Then, they do classroom training where they practice the conversations, the behaviors that are necessary to make it work. The training is participant centered. They engage in activities so that as they're going through the process of implementing the framework, they're starting to see the advantages of it. After the workshop, Chad’s team puts up together some type of reinforcement, coaching or mentoring to make sure the learner has access to the information and the support when and how he needs it. Chad’s team has an extremely integrated learning management system that allows them to pull in video, audio, podcast, content quizzes, gamification, etc., designed in such a way that it's going to be optimal for the team that they will work with. Applying the system in own business (14:20) Chad affirms that they use their sales methodology to sell it. It's a living, breathing approach based on proven formulas and tools that they then are able to bring a timely context too as they implement with clients. For Chad, there's no better way to prove that you really believe in your product unless you apply it in your own business. Dealing with shifts in the market (16:44) As an entrepreneur, Chad always looks for ways to make their team more present when somebody wants them to be where they want them to be, when they want them to be there. He shares that there are new tools and new approaches coming out all the time. Every three to four months, Chad and his team dedicate two or three hours in the afternoon to get together as a group. They share ideas that could be utilized to drive more value for the customer. The goal of their team is to make sure that everything they do provides value for their prospects and customers. Although at times, it’s a little more challenging for the team, they've gotten great feedback from clients on how much they appreciate the availability. Book recommendation (23:00) Creativity, Inc. by Ed Catmull - It's about how the team at Pixar came up with some of their stories like the process they go through to pressure test and brainstorm some of the creative ideas that they come up with. Sales EQ by Jeb Blount - Chad thinks that the concept of being more human and having the ability to increase your emotional awareness is key for anybody, not just in sales. Unfu*k Yourself: Get Out of Your Head and Into Your Life by Gary John Bishop - It’s a self help book for self empowerment and self accountability. So those are the three that when I'm asked, those are the ones I typically will point to because I think they provide a great deal of value in multiple facets of what's required today to be an effective human being.
On this weeks show, I speak to Jeb Blount,Jeb is the best-selling author of nine books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You, and Objections available in the Spring 2018. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb’s leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. Do you want toSubscribe to Joe Dalton podcastsDiscover the top ten tips that Joe has discovered from the 100s of people he has interviewed on is radio shows CLICK HERE See acast.com/privacy for privacy and opt-out information.
Nothing Brings About Success Like Walking Through The Right DoorsThose close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It is an opportunity to expand your horizons. I'm flabbergasted by the amount of people who simply fail to ask for help.I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales sameness.I believe every single sales rep must articulate a strong value proposition and tailor them to different stakeholders. They must be able to devote a tremendous amount of effort to understanding the customer, their needs, their wants, their issues; packaging all of this up by focusing on adding value every step of the way.I spent 27 years inside an extremely old school sales channel, laggard in nature and slow to adopt to modern ways of growing business; the copier channel. I've directed many pointed blogs at the industry such as, Sales Transformation... The Key To Success As A Copier Sales Rep I speak loudly to how copier sales reps must transform themselves. They must take it upon themselves to innovative inside a very slow to adapt sales channel.I now direct this same message to every sales channel out there... How are you innovating? How are you adapting to what is happening around you? What's standing in your way?EVOLVE OR FACE THE CONSEQUENCESIn life, shit happens! The spring of 2015, I found myself in a position where life took a massive turn. We all face challenging times in life. We can either let it consume us as we fade into a downward life spiral or we can use it as a launching pad to reinvent, reinvigorate and reignite passion; a passion to challenge ones mindset and skill set to start something new.A special shout out to my close friend and mentor who started his journey at the same time Scott MacGregor, at SomethingNew.I've had the fortunate experience of meeting many amazing people throughout my lifetime. A special thank you to my dear friend, Darrell Amy. Without a doubt, the most genuine, authentic and caring individuals I know. His belief in me and more importantly his ability to push me out of my comfort zone has changed me for the better, and I am forever grateful!THE LAUNCH OF SOMETHING SPECIALEvolve or perish! Two words being thrown at sales reps all over the world. Evolve to me means trying something new, adapting and adopting; constantly being on the look out to improve everything about what you do.With the heartfelt support of Darrell Amy, my business baby was launched to the sales world! The Social Sales Academy is fully committed to helping B2B sales teams integrate social into their sales process to ignite and fuel sales growth. We want you to get results. We're passionate about doing this the right way, the genuine way, the authentic way! Straight from the heart!ARE YOU CREATING VISIBILITY"How do you expect to get noticed in a marketplace when nobody knows you exist?"In a highly digitally business world, how do sales people get noticed? How do they rise above all others to stand out?You have to be willing to put yourself out there. Integrating social is jet fuel to anybody in sales who uses it in conjunction with every other prospecting strategy. I threw myself out into the marketplace to get noticed. Combining a strict work ethic, I leveraged outbound strategies coupled with a commitment to social and marketed what I was all about inside the sales channel I grew up in, the copier channel.I pounded the phone. I drove emails. I spoke at industry events. I wrote articles in industry magazines. I started blogging. I leveraged every single business development tool available to get noticed. I made this a non-negotiable deal. In the span of two years, I've written over 135 blogs, over 40 published articles and have spoken at events all over the United States, Canada and Australia.I've worked with sales leaders and their teams throughout the United States, Australia and Canada. I've infused excitement and proof that social integrated into the sales process does work. I like to consider myself the biggest excuse remover out there!I'm in the process of publishing my first book, Selling From The Heart... How Your Authentic Self Sells You (to be released by the summer of 2018).I share this with all of you as you all have the capability of making this happen. We've all been giving the same sets of tools to use, it's how we choose to use them. The commitment I made to myself matters the most. My personal goal and commitment... I want to make a difference by helping sales people become the sales professionals I know they can become.SELLING FROM THE HEART PODCAST AND JEB BLOUNTApril of 2017, the Selling From The Heart Podcast was born. This was another avenue for Darrell Amy and I to get our message out to the sales world. Our podcast is all about being genuine, being real, being authentic and speaking from the heart as we help the sales community all over the world.The guests that come onto our podcast share our same mission and are advocates in selling from the heart.It was this podcast episode that changed my world... Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shared his research about curiosity as a core sales skill on our podcast. Here's where it takes a turn... later that same evening I hear my cell phone ringing, looking at it and not recognizing the number I almost didn't answer but I did."Hey Larry, it's Jeb... Just wanted to call to say thank you again for having me on the podcast". I'm saying to myself, "Wholly crap!" For the next hour and a half we had a phenomenal conversation. The turning point in the conversation came when Jeb mentions to me that in April of 2018 he along with Mark Hunter, Mike Weinberg and Anthony Iannarinoare putting on the Outbound Conference. Jeb mentions, I've been following what you've been doing, what you've been writing about and I like what you stand for; would you like to share your story, your journey and how you have tied outbound with social strategies to get to where you are and speak at Outbound? Oh my freaking bleep, bleep, bleep, "Hell yeah Jeb I would be honored!"Let me tell you this ... If you never put yourself out there, how do you plan on getting noticed? How do you plan on attracting new sales opportunities? How do you plan on rising above all others, your competitors? Become comfortable with who you are. Share the real you and not some facade in hopes this impresses others to help you get noticed. The path I chose and carved out for myself has be done my way! The authentic way! The genuine way! The human way by staying real and being real by saying things that need to be said.People will see, smell and sense B.S. a mile away! If you can't be the real you then who are you?MY STORY, MY WAY, THE WAY I KNOW HOWI share this with you all for one reason and one reason only - you all have the ability to change your lives. It is believing in yourself, staying true to yourself and not allowing the voices of others take you down.We all have stories to tell. We all have a voice and the message needs to be told our way, your way; your unique way as you help to change the lives of those around you.I encourage every sales leaders and every sales professional to create a plan. This plan revolves around and encompasses leveraging every single business development tool available to help you get noticed in crowded marketplace. Think of your clients, your future clients, your network, your inner circle and your fellow teammates... How can you help them become better versions of themselves? How can you help them all in doing better business?I know you have it in you. If a 53 year old guy can reinvent and repackage himself then I trust you can do it. Trust me it will change your life! I'm having the time of my life. I wish the same for you.I hope this inspires you to take action. You owe it yourself, your career and your family!I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.You can find more advanced training material inside the Social Sales Academy website.I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.
Colleen Stanley, founder and president of SalesLeadership, Inc., joins Smart Companies Thinking Bigger host Kelly Scanlon to discuss how to close more sales using Sales EQ. Among the points she addresses are: Sales EQ vs. Sales IQ and why the distinction is importantWhy we often lose prospects to our competitorsHow to use EQ for greater sales successThe difference between a nurturing culture and a caretaking cultureWhat organizations can start doing now to improve the sales success of their organization In addition to running her sales development firm, Stanley is the creator of the Ei Selling System®, a sales program that integrates emotional intelligence skills with consultative selling skills. She's also written two books on sales: Emotional Intelligence For Sales Success and Growing Great Sales Teams. Salesforce recently named Stanley one of the top sales influencers of the 21st century. She's also been named one of the Top 50 Sales & Marketing Influencers, Top 10 Women in Sales Experts to Follow and Top 30 Global Gurus. Before she launched SalesLeadership, Stanley was vice president of sales for Varsity Spirit Corporation. She grew sales from 8 million to 90 million during her 10 years with the company. During that time, Varsity Sprint Corporation was named by Forbes magazine as one of the 200 fastest growing companies in the United States. Learn more about your ad choices. Visit megaphone.fm/adchoices
This week we are joined by author, speaker, coach, thought leader, and all-around great guy, Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shares his research about curiosity as a core sales skill. Listen in as your hosts Darrell Amy and Larry Levine talk with Jeb about how to create a positive emotional experience for the buyer.
This week we are joined by author, speaker, coach, thought leader, and all-around great guy, Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shares his research about curiosity as a core sales skill. Listen in as your hosts Darrell Amy and Larry Levine talk with Jeb about how to create a positive emotional experience for the buyer.
Jeb Blount - Best Seller Author "Fanatical Prospecting" Jeb is a Sales Specialist who helps Organizations and Salespeople reach Peak Performance "Prospecting is not about building Rapport, its about getting an appointment." Jeb "Confidence comes from confident language. We teach people how to sound confident." - Jeb STEPS TO SUCCESS IN PROSPECTING Be ok interrupting people Be brief Be relevant Be gone Follow up systems Realize prospecting sucks About Jeb: Jeb Blount is the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the worlds leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. As a business leader, Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. Subscribe to this podcast in iTunes http://davidihill.com http://thesalesplaybook.net
A lot of people in real estate hate to be known as salespeople. How do you become a salesperson known for being caring not manipulative? Why is cold calling still alive and well? What is sales EQ and how is it effective when it comes to getting the results you desire? Why is tracking your time so powerful? On this episode, we are joined by author, speaker and sales expert Jeb Blount who shares insights from his books. Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount Takeaways + Tactics Track your time in 3 basic buckets: trivial things you do, important things you do and impactful things you do. When you walk up to someone who’s not expecting you to call them, it’s a cold call. Sales EQ is about managing your own emotions while influencing the emotions of other people. Track your numbers so you’re not delusional. At the start of the show, we talked about the basis of financial prospecting and the power of time blocking for prospecting. We also discussed the 3 things holding people back from prospecting and how desire trumps procrastination. Next, we talked about the 5 things a client will want to know about you before they hire you. Towards the end of the show, we discussed how not having people to sell to makes you desperate and lowers your likelihood of getting more clients. Jeb also shared on: Why tracking your time is so necessary The biggest predictor of a client’s propensity to do business with you How Sales EQ affects the consumer’s experience The power of managing your emotions Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door. For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you? The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s sales EQ. Remember, confidence and passion are the two greatest and most important emotions in sales. The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire. Ultimately, the sales EQ process enhances the customer’s experience. Guest Bio:Jeb is the founder of global training organizations including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. Go to https://jebblount.com/ for more information. Find Jeb on Youtube, follow Jeb on Demand on Facebook, and follow @salesgravy on Twitter and Instagram.
Emotional Intelligence, Sales, Business, Relationships, Influence 073 Sales EQ - Jeb Blount Summary Emotional intelligence might just be the ultimate difference-maker in terms of living a successful and influential life. We'll look at that in our Thought of the Day. And in our interview segment, one of the world's top sales authorities shows us why and how emotional intelligence is the difference-maker in sales as well. That and more on today's show. Bob's Thought of the Day You'll discover: Why talent and ability can now be considered more of an entry-level to success rather than an indicator of success. A definition of emotional intelligence. The key to long-term, sustainable influence. Why there's nothing more potentially dangerous than a bad person with good people skills. An insightful reminder from Dale Carnegie's classic How to Win Friends and Influence People. Interview with Jeb Blount You'll discover: How Jeb defines emotional intelligence, and why he wrote Sales EQ. Why the relationship between buyer and seller is different than any other relationship. Who has the greatest control in any sales conversation. The difference between ultra-high sales performers and others salespeople. Two stories from Sales EQ that illustrate how ultra-high performing salespeople distinguished themselves from their competitors. Why it's not about how you (the salesperson) are different from your competitors, it's about how your prospective client is different from their competitors. Click to Tweet When you speak someone's language, it causes them feel more connected to you. @SalesGravy The very best salespeople look at the relationship as an opportunity to serve another person rather than taking something from them. @SalesGravy When you speak your prospect's language, your probability to win the deal goes up. @SalesGravy Interview Links SalesGravy.com Sales EQ by Jeb Blount Fanatical Prospecting by Jeb Blount People Buy You by Jeb Blount Sales Gravy Podcast Jeb's Blog Connect with Jeb on Facebook Connect with Jeb on LinkedIn Follow Jeb on Twitter Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review
This week we officially kick off the celebration of two years of The Fitness Business Podcast and to mark the occasion, We've invited back some of our most popular guests, starting off with the bestselling author of eight books, one of the world’s most respected thought leaders on sales, leadership, and customer experience and a sales acceleration specialist - Jeb Blount. Jeb has just released a new book called Sales EQ and during todays show, you will learn • How a membership sales consultant best use Sales EQ in their role • Jeb shares his top tips on becoming an Ultra High Performer in your business • and we discuss 6 key tips to developing self-awareness. Also, to celebrate our second birthday we are introducing a new segment to the show called In The Trenches where we chat to owners, managers and staff across the globe who are doing cool stuff in their businesses. Todays guest for In the trenches is Program Development & Social Media Director for Brick Bodies – Gabriella Waters, and we chat about some great ways to get your team and members involved in creating social media content for you.
Jeb Blount is the author of Fanatical Prospecting and has devoted his life to help people make more sales through the art and science of prospecting. His new book Sales EQ explores the new psychology of selling. In this interview he'll explain how ultra high performers are leveraging emotional intelligence to close more deals. PLUS! This episode contain multiple giveaways. Listen to find out how you can win breakfast on us and more.
Future Squared with Steve Glaveski - Helping You Navigate a Brave New World
Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. His last book, Fanatical Prospecting, has been the number one ranked Sales and Marketing textbook on Amazon since its release two years ago. Through his companies Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. He is the author of seven books. Topics Covered: Jeb’s books Why emotional intelligence matters in sales Why the sales profession finds itself in the middle of a perfect storm What ultra-high performers - the top 1% of salespeople - are doing differently How to align your selling process with the buying process The 5 most important questions in sales How to decrease corporate sales cycles Aligning stakeholder expectations The power of micro-commitments and reciprocity How to measure and increase your sales EQ Show Notes: Sales Gravy website: www.salesgravy.com Jeb on Twitter: @salesgravy Jeb on Instagram: @salesgravy Jeb on Linkedin: www.linkedin.com/in/jebblount Sales Gravy podcast: www.salesgravy.com/jeb-blount-sales-podcast Jeb’s website: www.jebblunt.com Get Jeb's books on Amazon: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling - https://amzn.to/2pcdTOJ Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No - https://amzn.to/2xoho8a Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - https://amzn.to/2OoeGHa People Buy You: The Real Secret to what Matters Most in Business - https://amzn.to/2OxdRf6 People Follow You: The Real Secret to What Matters Most in Leadership - https://amzn.to/2OoeKqo People Love You: The Real Secret to Delivering Legendary Customer Experiences - https://amzn.to/2OolB33 Sales Guy's 7 Rules for Outselling the Recession (Quick & Dirty Tips) - https://amzn.to/2xlp5MG --- Join the conversation on Facebook: www.facebook.com/groups/futuresquared/where you can discuss episodes, request guests, propose questions for forthcoming guests and access exclusive content and special offers! Listen on iTunes @ goo.gl/sMnEa0 Listen on Spotify @ spoti.fi/2G2QsxV Listen on Stitcher @ www.stitcher.com/podcast/future Listen on Google Play @ bit.ly/FSGoog If you've got any questions on this podcast feel free to send an email to steve@collectivecamp.us or tweet me on Twitter @steveglaveski or @future_squared Follow me on Instagram: @thesteveglaveski Like us? It'd make our day if you took 1 minute to show some love on iTunes, Stitcher or Soundcloud by subscribing, sharing and giving us a 5 star rating. To sign up to our mailing list head to www.futuresquared.xyz For more information on Collective Campus, our innovation hub, school and consultancy based in Australia and Singapore check out www.collectivecampus.io
Matt's guest in this episode is Jeb Blount. Jeb Blount is a long time sales trainer, prospector and the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. When Matt asked how the salesforce looks today he suprised us with his answer, "It looks the same as it did three years ago, five years ago - the things sales people are doing are the same things they did then. But, there are more ways to fill your pipleline and channels - more opportunities than ever before. Older salespeople are benefitting, but can be overwhelmed with the addition of so many places to interupt the day of prospects and connect." Channels are being clogged, though, because they are so readily available. Matt asked, "How do you break through using these tools?" Jeb tells us, "It's always been hard to break through, even when we had email and door knocking, before social became core channels. Prior to that - doors, phones and networking events." Listen to this - the story of Richard from the UK and how he was persistent until he got through. He KNEW Jeb was a buyer, he KNEW. It's a great success story of knowing your target market and not giving up. Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb's leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. He has been named one of the top 50 Most Influential Sales and Marketing Leaders (Top Sales Magazine), a Top 30 Social Selling Influencer (Forbes), a Top 10 Sales Experts to Follow on Twitter (Evan Carmichael), a Top 100 Most Innovative Sales Blogger (iSEEIT), a Top 20 must read author (Yes Magazine & Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. His flagship website, SalesGravy.com, is the most visited sales specific website on the planet.
Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people? On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult. Episode Highlights: Jeb Blount’s inspiration for writing Sales EQ The fight or flight response in sales How to control your own fear and anxiety while on the phone with a prospect The Universal Law of Awareness in Sales Identifying the different types of intelligence and making them work for you Doing qualification the right way Walking away from a prospect that doesn’t value your time The differences between having discipline and having habits Jeb’s steps for continuing your education Resources: Books Mentioned: Insight Selling by Mike Schultz and John E. Doerr Challenger Sale by Matthew Dixon and Brent Adamson Thinking Fast and Thinking Slow by Daniel Kahneman Jeb Blount: Fanatical Prospecting Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal Visit SalesGravy for resources from top sales professionals Check out Jeb’s personal website for blog posts and other content Follow him on Instagram, Twitter, Facebook and Linkedin
With all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, all that tech, in combination with some well-known knee jerk emotions can be holding you back. Jeb Blount is a very busy speaker and author, and head of the sales consultancy Sales Gravy. He's also the author of the brand new book, Sales EQ. He’s joins host Dan Walker with some terrific insight in this 10-minute podcast.
"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal" by Jeb Blount Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Sales-EQ-Jeb-Blount
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