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Sales Gravy: PowerPrinciples

  1. Red Herring Objections2018/07/05
    Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this episode Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.
  2. SPECIAL- The 4 Titans Talk About Objections2018/06/16
    In this special episode, The 4 Titans - Anthony Iannarino, Mike Weinberg, Mark Hunter, and Jeb Blount - discuss Jebs new book Objections - The Ultimate Guide to Mastering the Art and Science of Getting Past NO
  3. PART FIVE - Unlocking Yes - Sales Negotiation Strategies2018/06/16
    In the final installment of Unlocking Yes, Jeb Blount and Patrick Tinney discuss negotiating culture, setting parameters, and getting prepared to negotiate.
  4. PART FOUR - Unlocking Yes - Sales Negotiation Strategies2018/06/10
    In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become an more effective negotiator.
  5. PART THREE - Unlocking YES - Sales Negotiation Strategies2018/06/02
    Jeb Blount and Patrick Tinney continue their conversation on Sales Negotiation and examine specific tactics that will make you a more effective negotiator.
  6. PART TWO - Unlocking YES - Sales Negotiation Strategies2018/06/02
    In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better and more effective negotiator.
  7. PART ONE - Unlocking Yes - Sales Negotiation Strategies2018/06/02
    Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, a negotiation expert and author of Unlocking Yes.
  8. Virtual Sales Kickoff 20182018/05/25
    On this episode you get the compete, uncut replay of Virtual Sales Kickoff 2018 with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter, This year the Four Titans focus on Produtivity and how you manage your sales day.
  9. Battle Objections2018/05/05
    On this episode Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.
  10. The Relentless Pursuit of Yes2018/04/28
    Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you when you are on to something big!
  11. 4 Questions You Must Answer Before Your Next Sales Meeting2018/04/22
    Winging it in sales is stupid. For this reason you must always plan for each sales call. On this episode Jeb gives you the 4 pre-call questions you must answer before every call.
  12. Sales-O-Nomics - The Science Behind Sales Rep ROI2018/02/18
    On this episode Jeb Blount spends time with Chris Beall (CEO of ConnectAndSell) discussing the keys to getting real ROI from your sales organization. For more tips go to https://www.SalesGravy.com
  13. How Stakeholder Mapping Can Help You Crush Your Competitors2018/02/14
    Building relationships with the stakeholders who make and influence buying decisions in your deals is one of the keys to standing out and gaining a decided competitive advantage. For more sales tips visit https://www.SalesGravy.com
  14. Psyched Up for Sales2018/01/30
    In this episode Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. Get more tips at https://www.SalesGravy.com
  15. Mastering the Sales Pipeline2018/01/20
    In this episode Jeb Blount (Sales Gravy) and Izabella Bray (ClearSlide) discuss the keys to engaging prospects and accelerating piepline velocity with with powerful messaging.
  16. A Powerful Technique for Getting Past Objections2018/01/14
    On this episode you learn why the Social Proof Heuristic is a powerful way to minimize fear and how to leverage it to make it easy for your buyer to move forward. Get more sales tips at https://www.SalesGravy.com
  17. Activating the Self Disclosure Loop2018/01/09
    When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything. For more sales tips go to https://www.salesgravy.com
  18. 3 Keys to Your Best Year Ever2018/01/01
    As you look ahead into the new year, your future is unwritten. At this pivot point you have the opportunity to shape your future. In this episode Jeb gives you tthe 3 keys to making this your best year ever. For more tips go to https://www.salesgravy.com
  19. How to Build Your Pipeline With Referrals2017/12/28
    Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this episode you learn the keys to building a high-yield pipeline with referrals. For more sales tips go to: https://www.salesgravy.com
  20. Do Not Allow Losers and Haters to Keep You From Your Dreams2017/11/26
    Whenever you have a dream or goal there will always be someone there to steal your joy or put up road blocks. It is crucial that you learn to use these haters as fuel and never allow them to get in your way. Get more free tips and advice at https://www.salesgravy.com
  21. Selling to the Invisible Stranger2017/11/15
    On this episode Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the reasons why salespeople are afraid of the phone.
  22. Shed Your Wishbone and Grow a Backbone2017/10/30
    The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you fail. Get more tips at https://www.salesgravy.com
  23. Pick Up the Damn Phone!2017/10/24
    In one our most intense episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone. Download the Sales Hack ebook at https://free.salesgravy.com/hacks
  24. Crushing Q42017/10/15
    The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year. Get more free sales tips at https://www.salesgravy.com
  25. Trust is Built One Brick at a Time2017/10/08
    For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you. Get more free tips at https://www.salesgravy.com
  26. Leading and Coaching Ultra-High Performing Sales Teams2017/10/01
    On this episode learn the keys to leading and coaching ultra-high performance from respected sales thought leader, Alice Heiman. Get more free tips at https://www.SalesGravy.com/
  27. The 3 Words You Should Never Use in Sales2017/09/13
    If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe. Get more free sales tips at https://www.salesgravy.com
  28. Challenges and Roadblocks Facing Modern Sales Leaders2017/09/05
    On this episode, Jeb discusses how and why modern sales management has changed with author and sales leadership guru, Ken Thoreson.
  29. The Only Question that Really Matters in Life2017/08/27
    When it comes right down to it, there is only one question that matters in life. On the episode you'll learn how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.
  30. How to Gain Control of the Sales Process and Avoid Becoming a Puppet2017/08/21
    In sales, its easy to become a puppet - you dance while your prospect pulls the strings. In this episode you will learn how to use engagement tests, take aways, and emotional dettachment to flip the script and gain control of the sales process.
  31. Emotional Engagement Matters2017/08/13
    When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.
  32. PART FIVE - Jeb Blount and Tom Hopkins - Professionalism in Sales2017/08/06
    On this final installement, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.
  33. PART FOUR - Jeb Blount and Tom Hopkins Discuss When Buyers Say No2017/07/10
    For many salespeople, the fear of getting a no is real and holds them back. In part four of my interview with Tom Hopkins, we discuss what to do when buyers say no.
  34. PART THREE - Jeb Blount and Tom Hopkins on the Power of Follow Up2017/06/22
    In part three of my conversation with the legendary Tom Hopkins, we discuss the power of follow up and why you need to prospect so that you no longer need to prospect.
  35. PART TWO - Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams2017/06/18
    In part two of my interview with the legendary Tom Hopkins, we disucss the power of setting and writing down goals and, why you should never give up on your dreams.
  36. PART ONE - Jeb Blount and Tom Hopkins on the Fear of Rejection2017/06/11
    Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.
  37. How to Avoid Wasting Time on Bad Deals2017/06/03
    Walking away from a bad deal is one of the hardest things to do in sales. Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close.
  38. Making the Shift From Sales Rep to Sales Leader2017/05/22
    As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work.
  39. You Cannot Build Relationships Inside a CRM2017/05/17
    On this episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.
  40. Let's Play 21 Questions2017/05/15
    Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure.
  41. Your CRM - Trashcan or Goldmine2017/05/10
    Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on how you treat it and your mindset about it. In this episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.
  42. How Those Other Guys Make You Better2017/05/07
    It often feels like life would be better without competitors. But more often than not, our hated competitors make us better, stronger, faster, and more agile,
  43. The Real Secret to Leveraging Social Media in Sales2017/04/29
    In this episode Sales Gravy's Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.
  44. Bad Sales Habits Die Hard2017/04/10
    Many salespeople become so comfortable with bad habits that they continue to repeat these behaviors even when faced with overwhelming evidence that a habit is causing them to fail.
  45. Poetry and Probability - How Ultra-High Performers Bend the Odds in their Favor2017/03/25
    Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.
  46. The One Question Ultra-High Sales Performers NEVER Ask2017/03/19
    You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequnces-which almost always turn out badly. This is why, ultra-high performing sales professionals never ask this question.
  47. Virtual Sales Kickoff 2017 - Un-Cut2017/03/02
    The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, & Productivity. In this exclusive re-broadcast of VSKO17, four of the world's most cutting edge thought leaders, shatter modern day sales productivity myths that are holding you back and give you their secrets for making 2017 (and beyond) your best year ever.
  48. Eat the Frog - The Real Secret to Timing Prospecting Calls2017/02/18
    On this episode I answer the number one question I get about prospecting and give you the secret to timing your telephone prospecting calls. Be sure to pick up my new book - Sales EQ - today.
  49. Next Steps and Micro-Commitments2017/02/11
    Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this episode, Anthony Iannarino and I discuss the keys to getting micro-commitments and to the next step.
  50. To Buy is Human2017/01/31
    People buy on emotion and justify with logic. To reach ultra-high levels of performance, it is incumbent on salespeople to understand how emotion impacts buying decisions.
  51. Influencing and Persuading With Stories2017/01/21
    What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? I answer these questions and more on this episode when I speak with my Paul Smith, the author of Sell With a Story.
  52. Sales Drive and Ultra-High Performance2017/01/07
    On this episode I discuss how Sales Drive, and the components of Sales Drive - optimism, competitiveness, and need for achievement - separates ultra-high sales performers from average salespeople.
  53. Accelerating Sales with LinkedIn2016/12/21
    On this episode I discuss LinkedIn tips and techniques that will help you find better leads and close more deals with social selling expert, Kurt Shaver.
  54. 4 Keys to Engaging Prospects With Cold Email2016/12/12
    On this episode I disucss cold email prospecting techniques with Kendra Lee, author of The Sales Magnet and one of the top experts on email prospecting.
Sales Gravy: Jeb Blount
http://www.salesgravy.com/alittlebiteveryday1.xml
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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