Channel Title: Sales Gravy Channel Description: Jeb Blount is the bestselling author of fifteen of the popular books on sales and leadership including: Virtual Training, Virtual Selling, Inked, Sales EQ, Fanatical Prospecting, People Buy You, and People Follow You. We train thousands of salespeople and their leaders at meetings and events across the globe. Our focus is helping you and others accelerate to peak performance, fast. In 2006, Jeb Blount founded Sales Gravy. Today we are an internationally recognized sales training and acceleration company that caters to the career development needs of salespeople and sales leaders. Whether face to face or virtually, we create and deliver memorable, engaging training customized to your organization's needs. <video> Best of 2024 Sales Gravy Podcast Description: 🎧 Relive the Best Moments of 2024! From SEAL stories of grit to lessons in discipline and the great AI debate, this episode is packed with inspiration and actionable sales tips! Join Jeb Blount Jr. as he revisits top interviews featuring industry legends, including Jessica Stokes, Steve Drumm, Josh Hulsebosch, and more. Ready to crush 2025? Tune in for strategies, motivation, and a sneak peek into what’s coming next on the Sales Gravy Podcast! Submit your questions for next season at SalesGravy.com/ask. Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: LinkedIn: https://www.linkedin.com/in/jebblount/ Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy and the author of eleven books. He is among the world’s most respected thought leaders in sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> Making Sales Connections with Craft Beer feat. Kirk Richardson Description: In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: – Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-scale breweries. – Significance of Hops: Hops, a core ingredient in beer, play a vital role in flavor, aroma, and shelf life. Varieties include aroma, bittering, and dual-purpose hops, each contributing to unique brewing profiles. – Historical Roots of Sours: Sour beers trace their origins to Belgium, where open fermentation with wild yeast created distinctive flavors, making them one of the oldest beer styles still enjoyed today. – Seasonal Beer Preferences: Beer choices often align with the seasons, with lighter options like sours and lagers favored by many in warmer months and darker stouts and porters during colder seasons. – Challenging Stereotypes: While there is often some misconception around craft beer enthusiasts, the craft beer experience is accessible and welcoming, offering something for everyone regardless of expertise. – Cultural Significance of Brewing: Brewing dates back thousands of years, with craft beer continuing traditions like those of ancient Egypt, where beer was used as both sustenance and currency. – Breweries as Social Hubs: Breweries cater to diverse personalities, providing spaces for extroverts to socialize and introverts to enjoy solitude, fostering connections and memorable experiences. – Storytelling in Craft Beer: The industry thrives on the stories of its people, from the challenges of sourcing ingredients to the inspirations behind unique brews, enriching the craft beer community. – Navigating Supply Challenges: Craft brewers often face supply chain hurdles, particularly in sourcing specific hops, yet their creativity and adaptability in dealing with these issues are often what drive the industry forward. – Craft Beer’s Universal Appeal: With its wide range of styles and flavors, craft beer continues to bring people together, celebrating diversity in taste and creating lasting bonds through shared experiences. https://youtu.be/r_7XsernY7Y?feature=shared The Role of Craft Beer in Modern Culture Craft beer holds a unique place in today’s beverage market, offering a blend of tradition, innovation, and community. With its roots deeply embedded in history and its appeal growing across diverse audiences, craft beer has become more of a cultural experience than just a drink. Craft Beer’s Market Growth and Resilience The beer industry has faced significant challenges in recent years, from shifts in consumer preferences to economic pressures. Despite this, craft beer has demonstrated resilience, gaining a 13% increase in market share in 2023. While larger breweries have struggled, craft beer’s ability to innovate and connect with its audience has allowed it to thrive. The Essential Role of Hops Hops, one of beer’s four primary ingredients, are integral to the brewing process. They contribute to the beer’s flavor, aroma, and longevity. Brewers use different types of hops (ex. aroma, bittering, and dual-purpose) to craft a wide range of styles. However, the supply chain for hops can be unpredictable, with shortages and oversupply cycles creating challenges for brewers. A Historical Perspective on Sour Beers Sour beers, one of the oldest styles of beer, have a storied history dating back to Belgium. These beers were traditionally made through open fermentation, allowing wild yeast to develop their signature tart flavor. Today, sours remain popular for their unique taste and connection to brewing’s historical roots, </video> <video> Sell More With a Personal Business Plan Description: Over the past two months the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there.  We’re not leaving our fate to chance. Our business plan is compass that helps us navigate and stay on track to reach our goals.   Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for your upcoming sales year? Without a plan, it’s easy to drift and fall into randomness—just waking up every day and hoping something good happens.  But here’s the deal: Randomness is the enemy of effectiveness.  If you don’t set a clear direction, you’ll never hit the target you’re aiming for. You’ll be like a boat without a rudder—drifting and, eventually, ending up someplace you never intended to go.  Yogi Berra said it best: “If you don’t know where you’re going, you’ll end up someplace else.”  Trust me, “someplace else” isn’t where you want to be at the end of next year. Adopt a CEO Mindset The difference between average salespeople and top performers often comes down to one key mindset: top performers don’t act like employees; they think like entrepreneurs. The moment you start treating your territory as if it’s your own business, your mindset changes. You stop feeling like a cog in the wheel and start seeing yourself as the driver, not the passenger. Your company shoulders the big financial risks—providing you with the product, the brand, the support. But you own your market, solve the problems, and build relationships that turn into revenue. You own your time and results. That’s the entrepreneurial mindset.  Creating Your Personal Buisness Plan Starts With A Vision To create your personal business plan, you start your vision.  Where do you want to be a year from now?  What do you want to accomplish in your territory or area of responsibility? What income do you want you earn? What awards do you want to win?  What does winning look like?  Define it. Get crystal clear. Then think about your values.  What do you stand for?  What kind of impact do you want to make? What kind of relationships do you want to build?  How will you show up for your clients, team members, and company every single day? Once you’ve nailed this down, put your strategy in place.  Break your territory into logical quadrants so that you know where you’ll be investing time each day.  Identify the industry verticals that have the highest potential. Pinpoint your ideal customers.  Segment your prospects and customers into High Potential, Medium Potential, and Low Potential.  Create a list of your top ten dream accounts, 25-50 conquest accounts, and 100-500 high potential and medium potential targeted accounts. This will help you attack your territory with a targeted vs random approach.  Identify your key competitors and do an analysis of each of their strengths, weaknesses, opportunities and threats. Then do the same for yourself. Define your daily battle rhythm, disciplines, and activities that drive pipeline growth.  Get intentional about your priorities and how you manage your calendar. After all, time is your greatest asset and as the CEO of you, your time is money.  Once you have clarity on your vision and strategy, get granular. A vision without action is just a fantasy.  Break Your Personal Business Plan Into Small Steps to Success Break your plan down into achievable goals. I’m a fan of activity-based metrics because you can control them. This is about setting standards that become non-negotiable habits. The key is to choose metrics that move the needle on revenue and are fully within your contro You can’t always control who picks up the phone or who says yes, but you can control how many doors you knock on, how many calls you make, </video> <video> There are 3 things every salesperson should be doing: #sellmore #salestips #salespeople #3things Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> 283 Nights On The Road! Headed Home! #sellmore #homebound #salestrainer #goinghome Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> Reflection vs Regret | Money Monday Description: For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by unpacking regret. Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down. Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it. In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction. Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again.   Stuck in the Endless Loop of Regret   I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ." "made that call,” “handled that prospect differently,” “taken that chance,” “been there or done that.” Those “if onlys” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward. On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes. On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.” But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year. Reflection Reflection, on the other hand, is entirely different—and far more productive. When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year. You’re asking the questions, “What went well? What didn’t go so well? What did I learn?” You consider the wins that made you proud and the moments you’d rather forget. You figure out why you won so you can repeat those winning behaviors. You extract value from the lessons of failure. Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time. Reflection Creates Awareness Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life. It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them. Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform. The bottom line is that reflection is about learning, growing and transforming. Regret is stagnation. Why Reflection Matters at Year End The reason I’m talking about the impact of reflection as we close out this year is because for most of us, the slate really does feel clean come January 1st. In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think, “This year is going to be different. “This year, I’m going to crush my numbers.” “Hit my income targets.” “Make it to President’s club.” </video> <video> Avocado's or Beer??? #sellmore #newepisode #podcast #salestips #author #holidayseason #sales101 Description: Don't miss out on this brand-new episode dropping on Thursday! Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> Use Your Because Statements! #sellmore #because #salesprocess #podcast #sales101 #prospecting Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> From Tech Support to Top Sales: Alex Niswander's Journey Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos In this episode of the Sales Gravy Podcast, Jeb Blount Jr. sits down with Alex Niswander to dive deep into the art of sales and the transformative power of Fanatical Prospecting. Alex shares his journey from tech support to becoming a sales leader, revealing how persistence, discipline, and strategic communication can drive remarkable results. Learn actionable tips for cold calling, prospecting, and building a sustainable sales pipeline. Whether you're a seasoned professional or just starting, Alex's insights will inspire and equip you to elevate your sales game. Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> The Power of Community Over a Pint – feat. Kirk Richardson Description: Listen to every episode of the Sales Gravy Podcast here: https://salesgravy.com/podcasts Join host Jeb Blount Jr. on the Sales Gravy Podcast as he sits down with Kirk Richardson for a heartwarming conversation about the timeless power of community, the magic of the holiday season, and how shared experiences like enjoying a pint can bring people together. This episode offers a unique break from traditional sales topics, diving into the essence of human connection. Don't miss this inspiring discussion with a touch of festive cheer! 🎄🍺 To learn more about Kirk, visit his website at https://craftbeercountry.com/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> The Art of Outreach: Strategies for Modern Sales Prospecting feat. Alex Niswander Description: In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects. – Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately. – Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach. – Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach. – The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities. – Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson. – Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively. – Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time.  – Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions. The Power of Multiple Touchpoints When it comes to prospecting, repetition and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement. Using Text Messaging Effectively Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive. Video Messaging for a Human Touch Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting. Expanding Communication Channels Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small, personalized gift demonstrates effort and creativity. </video> <video> Your 2025 Sales Playbook: Highlights from This Year’s Best Conversations Description: In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Here’s what stood out from our conversations this year: – Objections Are Opportunities: Objections aren’t something to avoid, they’re invitations to build trust. When a buyer pushes back, it’s a sign they’re engaged. Instead of sidestepping concerns, lean into them. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs. – Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether it’s calls, emails, or social touches, keeping your pipeline full is the foundation of success. – Empathy Drives Connection: In a crowded marketplace, standing out often comes down to how well you connect with your prospects. Leading with empathy and emotional intelligence helps uncover the real problems you can solve. Listening, not just to respond, but to understand, creates trust and sets you apart from competitors. – Simplify the Process: A complicated sales process creates unnecessary barriers for your buyers. Instead, focus on making every step clear and straightforward. Simplify presentations, eliminate unnecessary details, and provide actionable next steps. Buyers are more likely to move forward when it feels easy to do so. – Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips. https://www.youtube.com/watch?v=9k2hJ3pyNBU Thriving Under Pressure with a SEAL’s Strategy In high-stakes sales situations, maintaining composure is crucial. Drawing from his extensive military experience, retired Navy SEAL Master Chief Stephen Drum emphasizes the importance of preparation, adaptability, and mental resilience. By implementing a structured approach—commit, prepare, execute, and reflect—sales professionals can enhance their performance under pressure. This method enables individuals to stay focused, adjust to changing circumstances, and continuously improve their strategies. Physical Fitness Fuels Sales Success Josh Hulsebosch dives into how physical fitness directly impacts sales performance by enhancing energy levels, mental clarity, and resilience. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling. Prioritizing regular exercise, proper nutrition, and adequate sleep equips sales professionals to handle the demands of their role, leading to increased productivity and success. It’s Not About You—It’s About Them The moment you realize sales isn’t about you is the moment you start winning. Too many salespeople and entrepreneurs fall into the trap of making their pitch the center of the conversation, focusing on their product, their needs, or their numbers. But here’s the truth: your prospects don’t care about you—they care about themselves. Success comes when you shift your mindset and make everything about the customer. Carole Mahoney discusses how to ask better questions, listen deeply, and focus on their pain points, goals, and dreams. When you solve their problems and make them the hero of the ... </video> <video> What you say, and how you say it is important! #sellmore #relaxed #assertive #confidence #salestips Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> Beer Business: It's More Than Just a Hobby #sellmore #beer #business #hobby #marketing #sales #b2b Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video> <video> Are Your Emails Going In The Trash?? #sellmore #emailing #salestips #prospecting #sales101 #podcast Description: Find all of our latest podcast videos here: https://www.youtube.com/@salesgravy/videos Listen to every episode of The Sales Gravy Podcast here: https://salesgravy.com/podcasts/ You can find my best-selling books here: The AI Edge: https://www.amazon.com/AI-Edge-Strategies-Unleashing-Competition/dp/1394244479 Sales EQ: https://amzn.to/2O5TmH1 Fanatical Prospecting: https://amzn.to/2Y2e3rW Objections: https://amzn.to/2u7RnJ5 All Jeb Blount Guides: https://amzn.to/2UJ6zrR For more free sales training tips go here: https://www.salesgravy.com — Thank you for watching this video. Subscribe now to up your sales game. I post new training videos almost every day. I love your comments, so please take a second and say hello. — Subscribe to my channel here: http://www.youtube.com/subscription_center?add_user=SalesGravy — Follow Me Online Here: Instagram: https://instagram.com/salesgravy Facebook: https://www.facebook.com/jebondemand LinkedIn: https://www.linkedin.com/in/jebblount/ Website: https://www.salesgravy.com Twitter: https://twitter.com/salesgravy Podcast: https://www.salesgravy.com/jeb-blount-sales-podcast Blog: https://www.JebBlount.com — Jeb Blount is the founder and CEO of Sales Gravy, and the author of eleven books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, 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. Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–888–360–2249 or visit https://www.jebblount.com. </video>

Contacts and Links

Description

Jeb Blount is the bestselling author of fifteen of the popular books on sales and leadership including: Virtual Training, Virtual Selling, Inked, Sales EQ, Fanatical Prospecting, People Buy You, and People Follow You. We train thousands of salespeople and their leaders at meetings and events across the globe. Our focus is helping you and others accelerate to peak performance, fast.

In 2006, Jeb Blount founded Sales Gravy. Today we are an internationally recognized sales training and acceleration company that caters to the career development needs of salespeople and sales leaders. Whether face to face or virtually, we create and deliver memorable, engaging training customized to your organization's needs.

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