Sales Gravy: Jeb Blount

Text messaging is one of the fastest tools in a salesperson's toolkit, but it can also destroy the relationships it's supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
📱 Read Blending Text Messaging Into Your Account Management Process
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Most reps aren't losing deals because they're lazy. They're losing deals because they're busy with the wrong ones. Mark Hunter joins Jeb Blount Jr. to call out the habits wrecking pipelines everywhere, and hands over the one move that flips a stalled deal into a closed one.
Mark also talks about the OutBound Conference, where he’s been a speaker since the very first event in 2018. He explains why he still shows up every year to challenge his own limiting beliefs alongside other top performers. 

🎟️ Grab your tickets for OutBound Conference
📝 Download the FREE A.C.E.D. Buyer Style Playbook for Sales Professionals
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If you're moving into sales from a completely different industry, you're probably wondering which matters more: how likable you are or how well you run your process.
In this Ask Jeb, Andrew, a former manufacturing supervisor from Manhattan, Kansas now building a sales career, asks Jeb Blount to settle the debate between people skills and sales mechanics.
Jeb breaks sales down into two forces that both matter: the poetry of messaging and relationship building, and the probability of running a consistent process. He explains why he'll bet on a process person over a "gift of gab" person almost every time, why tricks and tactics fail the moment a prospect sees through them, and why the one metric he tracks above all else is qualified first time appointments, the Moneyball number that predicts everything downstream.
What You'll Learn:
How to diagnose whether a slump is a targeting problem or a skills problem
How to build a qualification process around the are the one metric that matters most in your business
Why Jeb bets on a process-driven salesperson over a naturally charming one
Why sales is both an art and a science
How the "alternatives equal power" principle plays out in every deal you're chasing
How a mindset from manufacturing applies directly to building a sales system
Why relationship building matters, but never at the expense of running your process

If you're new to sales and trying to figure out where to focus first, this episode gives you the framework to build your foundation the right way.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

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What does it really take to build something great? It’s grind and refusing to stay down when you hit a wall. In this week’s Money Monday, Jeb Blount Jr. shares the story behind Sales Gravy’s early Everest and how the company scaled it instead of giving in. From the COVID-era studio investment that turned into a global advantage, to a strategic hire who walked away three weeks in, Jeb reveals that there really is no secret formula. You just have to get back up, again and again.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Business Owner’s Guide to Hiring Salespeople
🔗 Follow us on LinkedIn!

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Ask a top performer what makes them successful, and they will often tell you, "I've just got great relationships." But that's not something a sales leader can coach or teach to the rest of the team. 
In this episode, sales advisor and author Jeff Bajorek joins Jeb Blount Jr. to break down how leaders can push past that response and uncover the specific, repeatable behaviors, from always picking up the phone to making one more call at the end of the day. He also covers why relationship-building looks different for every rep, and how leaders can coach to a process without forcing everyone into the same exact playbook.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Want to become a better sales coach? Check out our C.L.E.A.R. Coach™ Training
🔗 Follow us on LinkedIn!

Our Sponsors:
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