Sales Gravy: Jeb Blount By cover art

Sales Gravy: Jeb Blount

By: Jeb Blount
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  • Summary

  • From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
    2024 Jeb Blount, All Rights Reserved
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Episodes
  • Personal Finance Strategies For Sales Professionals

    Personal Finance Strategies For Sales Professionals
    May 31 2024
    On this important episode of the Sales Gravy Podcast, Jeb Blount, Jr a.k.a JBJ discusses personal finance for sales professionals Ben Lex, a former B2B sales superstar turned financial advisor. Ben shares game-changing insights tailored specifically for sales professionals. The Financial Fitness Mindset In sales, we're all about closing deals, hitting targets, and making more money. But what happens after you receive that hefty commission check? Too often, sales professionals fall into the trap of spending impulsively, only to face financial stress later. This is exactly why you need to adopt a financial fitness mindset which means making deliberate, strategic decisions about your money, just as you do with your sales strategy. Delayed Gratification: Your Secret Weapon One of the most powerful tools in your financial arsenal is the ability to delay gratification. True financial stability comes from resisting the urge to splurge on every big commission check. Instead, consider setting aside a portion of your earnings for future goals. This practice not only builds financial security but also reduces stress during lean months. Build An Emergency Fund An emergency fund is non-negotiable. Sales professionals, especially those with variable incomes, should have enough saved to cover six months to one year of living expenses. This safety net acts as a buffer, ensuring you’re not living paycheck to paycheck and allowing you to make decisions from a place of strength rather than desperation. Unload High-Interest Debt Carrying high-interest debt is like running a marathon with a backpack full of bricks. It slows you down and makes reaching your financial goals much harder. Paying off high-interest debt should be your top priority. This includes credit card balances and high-interest car loans. Eliminating this debt frees up your income and allows you to invest more effectively in your future. Smart Investing: The Path to Wealth Once your debt is under control and you have an emergency fund, it’s time to think about investing. Focus on diversification. This means spreading your investments across various asset classes to mitigate risk and ensure steady growth. If your company offers a 401(k) max it out before you make any other investments. If your company matches investments you make in your 401(k) make sure that you take full advantage of this free money. Leave nothing on the table. Remember, investing is a long-term game. It's about building wealth gradually, not getting rich overnight. Set Clear Financial Goals Just as you set sales targets, setting clear financial goals is essential. Whether you’re planning for retirement, saving for your child’s education, or aiming to buy a lake house, having specific goals will guide your financial decisions. Take the time to map out your goals. Consult with a financial advisor when possible. This process helps you stay focused and make informed choices about where to allocate your resources. Actionable Steps to Financial Mastery Assess Your Financial Health: Start by evaluating your current financial situation. Look at your income, expenses, and debts to get a clear picture of where you stand. Create a Budget: Develop a budget that tracks your earnings and expenditures. This will help you identify areas where you can cut back and save more. Prioritize Debt Repayment: Focus on paying off high-interest debt first. This will free up more of your income for savings and investments. Build Your Emergency Fund: Aim to save enough to cover at least six months of living expenses. This fund will provide financial stability during tough times. Maximize Retirement Contributions: Take full advantage of employer-sponsored retirement plans, especially if they offer matching contributions. This is essentially free money that can significantly boost your savings. Diversify Your Investments: Work with a financial advisor to create a diversified investment portfo...
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    Less than 1 minute
  • How to Become a Trusted Advisor in Sales

    How to Become a Trusted Advisor in Sales
    May 2 2024
    On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor. Key takeaways include: Business Acumen is Crucial: Sales professionals need to deepen their understanding of how businesses operate to effectively meet the needs of their clients. Building Trust: Trust is foundational in sales, emphasized through understanding customer needs and proving reliable over transactions. The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions. Authenticity in Sales: Authenticity isn't just a trait but a necessity in building long-term customer relationships where customers trust the salesperson's intentions and insights. Continuous Learning and Adaptation: Salespeople must continually update their industry knowledge and adapt to new market trends and technologies. Customer Insight Over Selling: The focus should shift from merely selling products to providing valuable insights that help customers understand their own needs better. Understanding Customer Outcomes: Sales professionals should know not just what they are selling, but how it helps the customer achieve specific business outcomes. The Role of Positivity and Energy: A positive outlook and high energy are infectious and can significantly impact customer interactions and outcomes. Personal Growth from Experiences: Personal experiences, such as overcoming shyness, can deeply influence one's approach to sales, emphasizing resilience and adaptability. Impact of Multithreading: Understanding and interacting with multiple stakeholders in a business can provide a more comprehensive view of the customer's needs and challenges, leading to better solutions. The Evolution of the Salesperson: Becoming a Trusted Advisor In today's rapidly changing business landscape, the role of the salesperson has undergone a profound transformation. Gone are the days when simply pitching a product or service was enough to seal the deal. Modern buyers are savvier than ever, armed with an abundance of information at their fingertips. They don't merely seek a transaction; they crave a meaningful relationship built on trust and expertise. This shift has given rise to a new breed of salespeople: the trusted advisors. The Human Connection Matters At the heart of this evolution lies a fundamental truth – authenticity cannot be faked. In a world dominated by AI, where everything can be replicated or automated, the one thing that remains irreplaceable is the human connection. Buyers yearn for authentic relationships with people they can trust to guide them through complex decisions. Trusted advisors understand this need and strive to be more than just salespeople; they become partners in their clients' success. But what does it take to earn the coveted title of "trusted advisor"? It starts with a mindset shift. Instead of solely focusing on closing the deal, trusted advisors adopt a "student and leader" mentality. They actively listen, asking insightful questions to uncover their clients' true needs and challenges. This curiosity not only demonstrates genuine interest but also helps advisors gain a deeper understanding of the client's industry and the broader context surrounding their decisions. Continuous Learning, Expertise, Critical Thinking and Business Acumen Trusted advisors also recognize the importance of continuous learning. They voraciously consume industry publications, follow relevant blogs, and stay abreast of the latest trends and terminologies.
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    35 mins
  • Sales Tactics You Can Learn From a Bartender

    Sales Tactics You Can Learn From a Bartender
    Apr 24 2024
    On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar. The Bartending Foundation of Sales Success Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and sales. In our conversation, Neil shared how the fast-paced, diverse interactions at the bar were his first lessons in customer relationship management. He learned to read body language and verbal cues, which later enabled him to tailor his sales approaches to different customer personalities effectively. "One of the most important lessons from bartending was the ability to establish rapport quickly," Neil explained. "In sales, just like in bartending, you don't have the luxury of time. You need to make a connection the moment you meet a potential client." Adapting on the Fly: The Bartender’s Edge in Sales Neil emphasized the critical importance of adaptability, a skill he refined during his time as a bartender. He explained how the fast-paced, unpredictable environment of a bar prepared him for the dynamic nature of sales. "Every customer who walks into a bar brings a unique set of expectations and even their mood can change the service dynamic. Adapting quickly to meet those expectations, or even to elevate the customer's mood, is something you learn to do almost instinctively," Neil shared. He continued to draw parallels between these experiences and his current role in sales. "In sales, just like in bartending, you're constantly on your toes. Each client presents a new set of challenges and goals. The ability to pivot and adapt your strategy not only helps in meeting their needs but often exceeds them, which is essential for closing deals and fostering long-term relationships." Neil detailed how adaptability in sales involves: Active Listening: Tuning into the client’s words for understanding their true needs. Flexibility in Problem Solving: Being prepared to offer multiple solutions tailored to the client’s specific challenges. Rapid Response: Adjusting your approach in real-time during client interactions to address emerging concerns or opportunities. "Adaptability also means staying up-to-date with market trends and continuously evolving your product knowledge," Neil pointed out. This ongoing learning process ensures that you can always bring fresh, relevant ideas to the table, which is particularly important in today's fast-paced business environments. He also discussed the importance of emotional adaptability in sales. "Just as a bartender might need to shift from being an entertainer to a confidant within minutes, a salesperson might need to shift their communication style based on the client's mood or the meeting's tone. Being emotionally intelligent and adaptable in these situations can make the difference between a successful sale and a missed opportunity." To illustrate his point, Neil shared a story from his bartending days: "I remember once I had to serve a couple who were clearly having a bad day. By recognizing their mood and adjusting my approach to be more subdued and respectful of their space, I was able to make them feel comfortable. Later,
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    51 mins
Leadership Marketing Career Success Economics
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