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Sales Gravy: Jeb Blount

Sales Professionals are the Elite Athletes of the Business World. The Sales Gravy Podcast has been described as “passionate, motivating and essential for Sales Professionals and leaders who want to win and win big!” Jeb Blount is the bestselling author of People Buy You.

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Networking Tips and Tactics for Introverts

On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts.One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact, introverts often make the best networkers. You just need a plan, system, and authenticity.On this paradigm-shifting podcast episode, you learn tips and tactics for leveraging your innate introvert superpowers to target prospects and influencers, engage in networking conversations, and turn networking into a repeatable system that helps you build your business and pipeline.Join Jeb Blount's Insider Group. Text "insider" to 1-706-397-4599 or HEREMatthew: The Inspiration Behind The Introvert’s Edge to NetworkingA lot of people don't like networking and I think it's because they don't understand what networking really is. They go to networking events and they see these people that do transactional networking. They have these surface-level conversations with people and they walk out with all these business cards without having a real conversation with anyone.The cards sit on their desk and they think, “If they call me, then I'll work with them.” And of course, they never do. So they had this mindset that networking just doesn't work. People need to be more strategic when they’re networking. Secondly, networking doesn't just take place in a networking room.People assume you have to be face to face because it doesn't work virtually. And now people are realizing they can actually sell more if they stay at home. Networking is the same way. Most people don't even know how to articulate the value of what they offer in three minutes when someone is politely listening.What chance do they have when someone gives them half a second online?Jeb: What to Do With That Stack of Business CardsI was working with a group of CPAs who were going to networking events, but they weren't really getting anything out of them. When I asked about their process, they said, “We talk to people, collect their business cards, and then we come back and wait for them to call us.”I asked why they don’t call them, and they said, “Well, we do call them, but sometimes we'll call them like three or four weeks later. We don’t want to bother them right after the networking event.” This is not hard. Why don't you try calling them 24 hours after the networking event? Because they're probably going to remember you right away. They won’t remember you in a month from now.The advice I gave them was this: The next networking event you go to, when you get their business card, write down something about the person on the back of the business card. As I walk away, I go to my LinkedIn app on my phone and I send them a connection request.The probability that they accept my request goes up exponentially. They also gave me a business card that usually has their cell phone number on it. So I send them a text message that says, “It was so nice meeting you, thank you so much for the conversation. I'll give you a call tomorrow.”And then I call them the next day. If you do that, appointments go up exponentially. We followed up with this group a couple of weeks later, and sure enough, it was working for them. Suddenly they were meeting people, calling them, and getting meetings.What’s your take on starting conversations, following up, and making connections online?Matthew: Follow-Up Doesn’t Have To Be AwkwardIf I take a sales mindset, maybe with people on social media, after I walking out of the room means that we are starting to foster that relationship. I'll connect with them on LinkedIn. Depending on your relationship, why not connect with them on Facebook? Check them out on Instagram.One of the things I tell people is to look people up on LinkedIn beforehand who you kno...

59mins

8 Jan 2021

Rank #1

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Coronavirus Talk #1 – On Prospecting

On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during the Coronavirus shutdown. Listen to Coronavirus Talk #2 - On Excuses Listen to Coronavirus Talk #3 - On Time Listen to Coronavirus Talk #4 - On Excuses

7mins

15 Mar 2020

Rank #2

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3 Keys to Your Best Year Ever

As you look ahead into the new year, your future is unwritten. At this pivot point you have the opportunity to shape your future. In this podcast, Jeb gives you the 3 keys to making this your best year ever.

6mins

31 Dec 2019

Rank #3

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Sales Productivity and Time Management Strategies

On this podcast, you get the uncut replay of Virtual Sales Kickoff with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter. The Four Titans focus on productivity and time management strategies.

1hr 17mins

19 Jan 2020

Rank #4

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Coronavirus Talk #2 – On Excuses

On this special unscripted and uncut podcast, Jeb Blount discusses why it is is so easy to make excuses during the unprecedented Coronavirus crisis. Excuses though can be addicting, like a drug, the more excuses you make the easier it is to keep making them. Instead of excuses, you should double down on discipline and focus on the only three things you can control. Listen to Coronavirus Talk #1 - On Prospecting Listen to Coronavirus Talk #3 - On the Gift of Time Listen to Coronavirus Talk #4 - On Confusion

5mins

16 Mar 2020

Rank #5

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PART ONE: The Art of Competitive Displacement

Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch) discuss why getting in the door in the first place is the most crucial step of eating their lunch.

11mins

23 Dec 2019

Rank #6

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Why Salespeople Need to View Themselves as Self-Reliant Entrepreneurs

On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur.

33mins

23 Apr 2020

Rank #7

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Part One: Introverts Can Sell | Developing a Sales System

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

13mins

20 Jan 2020

Rank #8

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Rain Makers vs Rain Barrels

There are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss what it takes to become a Rain Maker.

1hr 9mins

14 Jan 2020

Rank #9

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5 LinkedIn Mistakes That Kill Your Sales and Reputation

Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman.

1hr 3mins

29 Dec 2019

Rank #10

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Quick Tip 10: 7 Keys to Effective Listening

For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening.

2mins

23 Dec 2019

Rank #11

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How to Manage Sales Task Saturation

On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be productive and on this episode you'll learn tips and tactics for organizing your sales day so that you can focus on selling.

36mins

13 Apr 2020

Rank #12

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Why Salespeople Must Embrace Marketing Now

On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to engage more prospects, build a bigger pipeline, and close more sales, then you'll want to pay attention to and heed Jeb's and Darryl's advice.There are new rules for sales and marketing. Sales professionals who embrace these rules will thrive. Those who don't may soon go extinct.

36mins

8 Mar 2020

Rank #13

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Leading Sales Teams in Hyper-Growth and Rapidly Changing Environments

On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.

39mins

23 Dec 2019

Rank #14

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Listening is Where Effective Sales Negotiators Earn Their Stripes

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the DealAt the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. The parties hide their emotions behind poker faces in an attempt to obscure the strength of their real hand - keeping their cards close to the vest.The most effective way to get a peek at those cards is to keep your ears open and your mouth shut.Listening builds deep emotional connections with other people. The more you listen, the more connected your stakeholder will feel to you. As this emotional connection deepens, emotional walls crumble. As the walls come down, they talk more. The more they talk, the more they reveal. This gets you below the surface and lets you access their cards.Listening is where effective sales negotiators earn their stripes.

8mins

1 Mar 2020

Rank #15