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Sales Gravy: Jeb Blount

Updated about 1 month ago

Rank #56 in Careers category

Business
Careers
Marketing
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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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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.

iTunes Ratings

365 Ratings
Average Ratings
311
25
16
6
7

Inspiring and Eye Opening

By Princess Monaco - Mar 21 2018
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Jeb always adds value to my sales day. His information and partners can transform your career.

Perfect!

By Wordy up - Jan 02 2018
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This is a perfect listen to start off the year. Sent it to my entire team!

iTunes Ratings

365 Ratings
Average Ratings
311
25
16
6
7

Inspiring and Eye Opening

By Princess Monaco - Mar 21 2018
Read more
Jeb always adds value to my sales day. His information and partners can transform your career.

Perfect!

By Wordy up - Jan 02 2018
Read more
This is a perfect listen to start off the year. Sent it to my entire team!
Cover image of Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

Latest release on Jul 09, 2020

All 100 episodes from oldest to newest

4 Reasons Salespeople Should Conduct Initial Meetings on Video Sales Calls

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One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead.

The objective of the initial sales meeting (often the first step in the discovery process) is three-fold:

Make a great first impression and develop an early emotional connection with the stakeholder(s)
Fully qualify the opportunity to determine if it makes sense for you to move to the next step with the prospect.
Generate enough interest with the stakeholder(s) to motivate them to advance to the next step in the sales process.

Effective Initial Meetings
An effective initial meeting should be about 30 minutes in length and no more than sixty. Your primary goal is to close for the next meeting (based on the complexity and length of your sales cycle).

discovery
demo
presentation

In situations where the opportunity is not a good fit, poorly qualified, or the timing is wrong, you’ll want to walk away.

Sometimes the stakeholders will not have enough interest to move forward and won’t set the next meeting with you.

I disqualify between 30% and 50% of prospects on initial meetings and never move forward with the next step.

For example: If you conduct ten initial meetings over the course of a week, about half will advance to the next step. Depending on your closing ratio, 1-2 of those will move on to closed/won.

Of course, some delusional salespeople throw proposals at every prospect, regardless of qualification. This is a terrible drain on productivity and a waste of resources.
Video Sales Calls are More Efficient for Initial Meetings
A good field rep can handle no more than ten face to face, initial meetings per week and still have time for other important sales activities such as prospecting, discovery calls, follow-ups, and presentations.

Most reps never even get close to ten a week. There just isn’t enough time in the day to do more. Driving to initial meetings, and other sales calls eats up the day.

But, that all changes when sales reps cut out the windshield time and shift initial meetings from in-person to video.

There are four benefits to shifting initial meetings to video sales calls:

You’ll increase the number of initial meetings you can conduct a week, which increases the number of new opportunities advancing through your pipeline, which in turn increases the number of deals you close.
Because video sales calls tend to be shorter than in-person calls and you eliminate drive time, you immediately become more efficient.
You’ll face fewer prospecting objections. More prospects will agree to meet with you because a short video call (to determine if it makes sense to work together) is easier for them consume and lowers their risk of wasting time with you.
Reduced travel costs.

In Modern Sales, Speed Matters
For many field salespeople, the idea of conducting initial meetings via video, rather than in-person, seems un-imaginable. There is no doubt that in-person communication is more effective.

However, the efficiency you gain by shifting initial meetings to video sales calls more than makes up for not being there face to face. You’ll be able to conduct far more initial meetings, resulting in a bigger pipeline, and more sales.

The good news is video sales calls, are the closest facsimile to being there in person. Done well, they open the door to deeper relationships, understanding, emotional connections and trust.

In modern sales, speed matters. Blending virtual selling into your sales process makes you more agile. This allows you to move faster, become more productive, and shorten the sales cycle.
Learn more about virtual selling and improve your virtual sales skills with Jeb Blount’s blockbuster bestseller: Virtual Selling: A Quick-Start ...

Jul 09 2020

5mins

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Part Five | Sleep and Sales Performance | Better Sales Presentations [Podcast]

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On part five 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 can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance.
More Episodes of Sleep and Sales Performance

Listen to Part One of Sleep and Sales Performance
Listen to Part Two of Sleep and Sales Performance
Listen to Part Three of Sleep and Sales Performance
Listen to Part Four of Sleep and Sales Performance

Jun 25 2020

7mins

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Part Four | Sleep and Sales Performance | The Two Laws of Sleep [Podcast]

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On part four 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 two laws of sleep.

Jeb and Jeff explore:

Sleep Debt
Circadian Rhythm
Sleep Procrastination
Techniques for battling insomnia

More Episodes of Sleep and Sales Performance

Listen to Part One of Sleep and Sales Performance
Listen to Part Two of Sleep and Sales Performance
Listen to Part Three of Sleep and Sales Performance

Jun 22 2020

16mins

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Part Three | Sleep & Sales Performance | Bad Things Happen Without Sleep [Podcast]

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On part three 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 bad things that happen to you when you don't get enough sleep.

Scientists have been studying sleep and health for over 100 years. They have proven that without enough sleep your health, motivation, passion, and cognitive abilities deteriorate. The good news is you can instantly feel and perform better by simply getting enough sleep.

Listen to Part One of Sleep and Sales Performance
Listen to Part Two of Sleep and Sales Performance

Jun 19 2020

9mins

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Part Two | Sleep and Sales Performance | Emotional Intelligence [Podcast]

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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

Jun 15 2020

10mins

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Part One | Sleep & Sales Performance

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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

May 29 2020

13mins

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Why Emotional Discipline Matters | Daily Sales Briefing #11 [Podcast]

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In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.

Apr 28 2020

12mins

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Jeffrey Gitomer & Jeb Blount on Getting Ahead of the Coronavirus Recovery Curve [Podcast]

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On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.

Apr 24 2020

15mins

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Why Salespeople Need to View Themselves as Self-Reliant Entrepreneurs [Podcast]

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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.

Apr 23 2020

33mins

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Preparing For Recovery | Daily Sales Briefing #10

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On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins.

Apr 22 2020

9mins

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