Sales Gravy: Jeb Blount
Summary: Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.
On this episode I disucss cold email prospecting techniques with Kendra Lee, author of The Sales Magnet and one of the top experts on email prospecting.
In sales and life thre will always be adversity, always be impossible mountains to climb, always be roadblocks that solw you down or hold you back, always be that little voice inside your head telling you what you can't do. When faced with these adversaries to success only one question matters. How will you choose to answer it?
The CRM is arguably the most powerful tool in the sales arsenal. Yet most sales people treat it like a trashcan rather than a goldmine. There are a number of reasons why salespeople don't leverage the CRM to their advantage. In this video I discuss those reasons - and what to do about it - with Mark Hunter (http://www.thesaleshunter.com) author of High Profit Prospecting.
Success in sales leads to a high income, flexible lifestyle, and the attainment of goals that most people only dream of accomplishing. If you look around you, top earners make it look easy. I've even overheard average salespeople describe the consistent high performance of top earners as "magical." They say, "Everything she touches just turns to gold." Like so many other people, they simply cannot understand the amount of hard work and personal sacrifice it takes to perform at that level.
In this replay of one of my most popular podcasts ever you'll learn why an attitude of gratitude is the foundation of success.
In this episode I go into the studio with Jen Gluckow from Sales in a New York Minute. We discuss why lessons learned selling in the Big Apple can help you close more deals where ever you are. There is so much in this episode you will just have to listen for yourself to get all the goods. Be sure to get your free test drive of Cirrus Insight at https://www.cirrusinsight.com/salesgravy and the 2016 Goal Planning Guide at http://www.FreeGoalSheet.com
Yogi Berra quipped that if you do not know where you are going you might end up someplace else. This quote describes how many people aimlessly walk through life. No plan, no direction, no idea where they are going. Here is a brutal reality. If you do not have a plan, you will become a part of another persons plan. You can either take control of your life or allow someone else to control you to enhance their life. It is your choice.
In this episode Jeb Blount and Conrad Bayer (Founder and CEO of Tellwise) discuss specific strategies that salespeople should be leveraging now to become fanatical about filling their pipeline with qualified prospects.
When managed poorly the holidays wreck sales productivity and in many cases, with all of the many distractions, your head isn't in the game. With all of these variables, more than ever, it is critical to have a concrete plan in advance for sales activity. The brutal fact is it is harder to sell during the holidays and you basically have two choices: give up or get focused. Download the new eBook Winning Sales Performance Management free at http://manage.salesgravy.com
In this episode I discuss why salespeople feel so much fear and the keys to overcoming fear with the publisher of The Sales Blog, Anthony Iannarino (http://www.thesalesblog.com)
Far too many account managers operate without a systematic process for developing new opportunities within their accounts and maintaining relationships with customers to retain their accounts. Their approach is often random and chaotic. Far too often they spend their time in the weeds focused on individual opportunities while losing sight of the big picture and overall account strategy. In the absence of a disciplined account management process, they have the tendency to focus on low ROI activities while neglecting more important customer touch points that shape customer experience and buying decisions. Though the account management process and elements will differ based on the size and strategic importance of the account, the importance of following a disciplined, structured, and systematic process for managing your accounts remains the same. Your account management process is where all the touch points that impact customer experience, retention, and growth intersect. Get a free copy of Account Planning for SalesForce at http://freebook.salesgravy.com
Problem solving is a character trait. It is an internal belief and value system that manifests itself outwardly through your actions. Of course, like many human relationship skills, the process of solving problems is simple. Actually doing it is the hard part. It begins with internalizing problem solving as your core philosophy adopting the belief that problem solvers are the champions of the business world. This is a conscious decision that only you can make. It is a decision to let go of your agenda, your needs and wants, and instead focus your time, attention, and emotion on serving others. It is a decision to put your customer first. Download the unabridged eBook, Account Planning in Salesforce free at http://freebook.salesgravy.com
In this special episode I discuss how to leverage social media to keep your pipeline full and close more deals with John Patrick from Buzz on Biz. Get a copy of my new book Fanatical Prospecting here: http://amzn.to/1NL8Xq2
Account Managers and Sales Professionals have two basic goals with the customers they serve: 1) Retain the business 2) Grow the business. It is easier to to acheive both of these goals when you move from a transactional relationship where you are viewed as just another vendor, to a strategic relationhip in which you are pulled in as a partner. In this podcast we discuss the three levels of customer relationships and how to become a partner your customer trusts and values. Download Don Daly's free book Account Planning in Salesforce here: http://freebook.salesgravy.com
To leave a voice mail or not to leave a voice mail? This is a question that salespeople everywhere are asking in an age when it seems like nobody actually returns voicemail. In this episode you'll get a secret technique that guarantees that you will double your call backs. For more free sales tips go to http://www.JEB123.com