• Sales Gravy: Jeb Blount

  • 著者： Jeb Blount
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Sales Gravy: Jeb Blount

著者： Jeb Blount
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  • 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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  • Boosting Sales with Pipeline Velocity feat. Amy Franko

    Boosting Sales with Pipeline Velocity feat. Amy Franko
    2024/10/24
    On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance. Key Takeaways: – Pipeline Velocity as a Critical Metric: Pipeline velocity is essential for sales success, particularly in the mid-market segment where businesses are reaching for ambitious goals. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes. – Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity. Moving deals through the pipeline quickly while maintaining high standards, avoiding the pitfall of focusing solely on speed without closing quality deals. – Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close. – Adapting to New Products: Sales teams can face difficulties when launching new products. Adoption often picks up once new products become measurable within the sales compensation plan, highlighting the importance of aligning comp plans with product priorities. – Coaching Through Adversity: Amy talks about how mindset plays a critical role in sales success. Coaching sellers to handle adversity effectively, particularly when deals stall or face internal resistance from stakeholders, can make a significant difference in closing deals. – The Importance of Ongoing Training: Continuous learning and training are vital for improving sales performance, especially in qualifying deals. The OutBound Conference provides an excellent opportunity for sales professionals to refine their skills, interact with industry leaders, and learn new strategies to enhance their pipeline management. https://www.youtube.com/watch?v=fuBcg1JB2yE Understanding Pipeline Velocity Pipeline velocity is a crucial metric for sales teams, especially for those operating in the mid-market. Many companies in this space have dedicated sales teams and hefty goals, and pipeline velocity can be the difference between meeting targets or falling short. At its core, pipeline velocity measures how quickly deals move through the sales pipeline. It’s not just about the number of deals in the pipeline but also how fast they progress from one stage to the next. If deals are moving too slowly, there’s a risk of losing momentum, and opportunities may slip away. On the other hand, moving deals too quickly without considering quality can result in low win rates or deals that aren’t truly solid. In many mid-market organizations, sales teams find themselves in a balancing act. They want to move deals through quickly to meet their goals, but at the same time, they need to maintain a high level of quality. This balance is tricky, and many teams either rush deals that aren’t ready or slow down too much, risking missed opportunities. The Challenge of New Products One of the challenges sales teams often face is launching new products or services. Salespeople who are comfortable selling established products may be hesitant to push new offerings, even if they know those products are key to the company’s growth. Without the right level of comfort and confidence, sellers may not focus on the new product, preferring to stick with what they know. However, when new products become part of a measurable sales goal or compensation plan, things can change. Sellers are more motivated to include the new product in their conversations with prospects. This shift can lead to increased pipeline velocity, as salespeople become more confident in discussing and selling the new product.
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    31 分
  • Building Relationships on LinkedIn: Engage, Don’t Pitch feat. Brynne Tillman

    Building Relationships on LinkedIn: Engage, Don’t Pitch feat. Brynne Tillman
    2024/10/22
    In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool: Approach LinkedIn interactions like networking at an event. Your first conversation should not be a pitch but rather meaningful engagement with others' content, showing genuine interest and adding value. – The Power of Engagement: Engaging with someone's content purposefully, by reading and leaving thoughtful comments, is a better strategy than sending unsolicited pitches. It creates a connection by making the interaction about them, not you. – Avoiding the "Pitch Slap": Sending unsolicited, impersonal sales pitches (referred to as a "pitch slap") is ineffective and can be perceived as obnoxious. Personalized, relationship-driven outreach is far more impactful. – Personalization vs. Automation: When using sales automation, it's crucial to remain authentic. Don't try to appear personalized if your outreach is automated. Authenticity in personalization makes a big difference in building genuine connections. – The Importance of OutBound Conference: OutBound is a key event for sales professionals, offering insights into improving pipeline productivity and performance. It's described as a must-attend for those wanting a competitive edge in sales. – Sales Gravy University Resources: Sales Gravy University offers valuable courses, taught by top experts like Brynne, providing resources to improve skills in sales and LinkedIn prospecting. https://www.youtube.com/watch?v=2LFShEROylY Avoiding Common Mistakes on LinkedIn LinkedIn is a powerful platform for sales professionals, but many people miss its potential by using the wrong approach. While it can seem like a place to make a quick pitch, the real strength of LinkedIn lies in how it mirrors a networking event. Building relationships and establishing trust are far more valuable than rushing to sell. LinkedIn is Like a Networking Event When thinking about LinkedIn, it’s important to compare it to how you act at a networking event. At an event, your first conversation with someone isn’t about immediately selling a product or service. Instead, it’s about making connections, learning about the other person, and finding common ground. This same concept applies to LinkedIn. The first step should be to engage with someone's content in a meaningful way. By commenting mindfully on their posts, you show interest in what they care about. This approach gets you noticed in a more positive light than jumping straight into a pitch. Engage, Don’t Pitch A common mistake that salespeople make on LinkedIn is pitching too early. Sending a message that dives right into selling feels impersonal and can be easily ignored. However, if you take the time to engage with someone’s posts by leaving thoughtful comments, you build a connection. These comments should clearly relate to the content, showing that you took the time to read and understand it. This makes your interactions feel more genuine and builds trust over time. For instance, instead of sending a cold pitch, you should be liking their posts and sharing insightful comments about them. This can make a huge difference. Over time, these kinds of interactions can naturally lead to a conversation about sales without feeling forced. Avoid the “Pitch Slap” One of the most disliked tactics on LinkedIn is what’s known as the "pitch slap"—a sudden, unsolicited sales message that appears right after connecting with someone. This method often leads to frustration. People receiving these messages view them as intrusive and, in most cases, simply delete them.
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    17 分
  • Gain Strategies, Behavioral Change, and Insights from Outbound 2024

    Gain Strategies, Behavioral Change, and Insights from Outbound 2024
    2024/10/17
    Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasized as key to long-term success. – Economic Outlook: Economic headwinds suggest a potential recession, and sales teams should be proactive by focusing on activity, knowledge, and behavioral adjustments to stay competitive. – Sales as Self-Competition: Sales is often a competition with oneself. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. – Sales Leadership in Challenging Times: Sales leaders should focus on guiding their teams through tough economic conditions by emphasizing activity, skill development, and adapting behaviors to maintain a competitive edge. – Value of OutBound Conference: Attendees of the OutBound Conference will gain insights and strategies to enhance their sales performance, especially as the year-end approaches, making it a valuable opportunity for those looking to improve their results. https://www.youtube.com/watch?v=jBWwl_fLFmM Unlock Sales Success at the OutBound Conference The OutBound Conference, happening from November 6th to the 8th in San Antonio, Texas, is set to be one of the most impactful sales events of the year. Salespeople, sales leaders, and executives are encouraged to attend to gain valuable insights that can help them elevate their sales performance. This event is designed for anyone in the sales field who wants to sharpen their skills and learn from top industry experts. Stay Ahead of the Competition One of the key benefits of attending OutBound is the opportunity to stay ahead of the competition. With economic uncertainty on the horizon, many companies are coming out of some of their most successful years but now face challenges in maintaining growth. By attending OutBound 2024, sales professionals can learn strategies that will help them navigate these tough times, adapt their behavior, and position themselves for success, no matter what the market brings. Guiding Sales Teams Through Tough Times As companies face economic headwinds, staying active, increasing knowledge, and adapting behaviors will be essential for continued growth. OutBound offers key strategies on how to guide teams through tough economic periods. Encouraging a culture of continuous improvement, focusing on daily activities that lead to success, and fostering a positive mindset within the team will be critical to maintaining high performance. The Power of Behavioral Change Behavioral change is a critical theme that sales professionals need to focus on if they want to succeed. Consistent, incremental improvements can make all the difference in a competitive market. Success doesn’t happen overnight. Instead, it comes from daily actions, like prospecting, following up with leads, and continuously refining one’s approach. Attendees of OutBound 2024 will learn how to apply these small changes in a way that leads to significant long-term results. Positivity Fuels Sales Success In addition to learning actionable sales techniques, attendees can benefit from insights on personal development. One key takeaway is the importance of reducing negativity in everyday life. Just like the phrase “crap in, crap out,” the idea is to reduce negative influences to create a more positive mindset. In sales, having the right mindset is often the difference between hitting goals and falling short. Learning how to maintain positivity, even in challenging situations, will give sales professionals an edge in their careers.
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    17 分

あらすじ・解説

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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