Sales Gravy: Jeb Blount

Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 27-point sales call scorecard. Every criterion was valid, but the list was too long to remember, so the coaching never stuck. Jonny, founder and CEO of BridgeSelling and author of Fix Your Broken Sales Calls, joins Jeb Blount Jr. to break down how to rebuild the scorecard from your own calls. The moves that close deals are already in your best reps’ calls, waiting to be written down.👉 Download the free 7 Steps to Building Effective Prospecting Sequences📚 Learn how Sales Gravy can transform your sales organization🔗  Watch the full video on YouTubeOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Starting a sales career is hard, and the first year will test your confidence before it rewards your effort.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year one of his sales career over again, what would he tell himself?His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today.What You'll Learn:What to focus on in your first year in sales to avoid early burnoutWhy it takes months for a new sales rep to see resultsHow to set process goals that keep you focused on daily prospecting activity instead of quota anxietyHow to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindsetWhy career changers need to stop projecting past experience onto a new sales roleHow to build a sales pipeline one meaningful conversation at a timeWhat golf legend Ben Hogan's advice on process over outcome teaches salespeopleWhy following your sales manager's system pays off even when your instincts push back-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInFeatured Sponsor*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Some mornings you wake up ready to prospect. Most mornings you'd rather do anything else. Duff Tucker, filling in for Jeb Blount, explains why that feeling is exactly where freedom starts, and how top performers turn discipline into a pipeline full of options. It all comes back to a core principle: sacrifice what you want now for what you want most.👉 Download our Free Fanatical Prospecting Call Tracking Sheet📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills💻 Check out Duff Tucker's courses on Sales Gravy University🔗 Follow us on LinkedIn!Featured Sponsor*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of quota, and her self-sourced pipeline grew enough that marketing could spend less. The difference came down to which work she handed off and which old leads she went back after.👉 Download Belay's Free "5 Reasons You Aren't Hitting Quota" Guide🎤 Get your ticket to the OutBound Conference📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales SkillsOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

When prospects won't share their pain, pushing harder only raises the wall. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Laura, who sells advertising in a crowded local market. Jeb explains why pain-focused discovery sounds self-serving and walks through the five decisions buyers make before they give you money.What You'll Learn:Why pain point questions make prospects hold backThe real reasons people buy, from aspiration to ego to brand awarenessThe five decisions buyers make before they do business with youWhy first impressions are not the final word on likabilityWhy listening is the fastest way to become likableHow to ask about a prospect's world and let them tell their storyHow giving your time and attention makes buyers feel importantHow value bridging connects a buyer's goals to your solutionHow micro stories help you sell intangibles through other clients' resultsWhy earning trust turns one-time buyers into repeat customers-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInFeatured Sponsor*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy