Season 1, Episode 18
Jeb Blount, global sales guru, best-selling author, speaker, CEO and founder of Sales Gravy
Episode 18 of Pitch Masters features one of my all-time pitching heroes, Jeb Blount. In this episode, we cover a vast amount of ground: qualifying deals, closing deals, relationships, storytelling, ‘the ledge’, ‘murder boarding’, the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes, we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales.
Jeb Blount is a living legend in the world of sales. If you’re not familiar with his work, just google him and I would highly recommend jumping down any of the rabbit holes that you’ll find. He is a renowned author with 15 published books, a speaker, and an entrepreneur with over three decades of experience in sales, leadership, and customer experience. He is also the founder and CEO of Sales Gravy, a sales training and consulting firm that helps sales teams and individuals to increase their productivity, performance, and revenue – and he’s the host of the Sales Gravy Podcast which is the world’s most downloaded podcast. He’s also one of the friendliest, most helpful and most genuine people that I’ve ever met.
I first discovered Jeb when I read his book Sales EQ, and I’ve been a self-confessed fanboy ever since. Between us friends, when I pitched to Jeb, I wasn’t expecting a response – yet another piece of evidence for the ‘if you don’t ask, you don’t get’ philosophy. Jeb is awesome, and our time together on the podcast was, in my humble opinion, a discussion that is well worth listening to. And remember, if you want to speak to someone you think is ‘out of your league’, don’t hold back. Don’t let the potential rejection stop you – the worst that can happen is a no. It’s the same in sales, and I’ll echo what I’ve said many times before: feel the fear, and do it anyway.
I’m also pleased to announce that this is a historical episode: the first ever Pitch Masters podcast with a full and unabridged video of the show. You can find the episode on all the main platforms (links above) but this week you’ll also find the video on YouTube and Apple Podcasts. As always, let me know what you think, leave a review, and if you want to see more videos I’ll be working on releasing all future episodes like this as well as going through the back catalogue and doing the same with those. I’m here to give you what you want!
In this episode
In this episode of Pitch Masters, we will delve into Jeb’s life and the lessons he learned from being the son of an attorney, his philosophy on sales and leadership, and a whole host of practical tips on how we can connect with humans, make more sales, and deliver winning pitches. Amongst other things, we discuss:
- Listening: How do you focus on the person you’re communicating with at the same as steering the conversation in the way you need it to go?
- Murder boarding: How do you prepare for a pitch in the same ways that lawyers and attorneys prepare their witnesses before a trial?
- The Ledge: How can you create a moment in time so that your conscious brain has enough time to process information and come up with the right response?
- RFPs: How we should and shouldn’t respond to RFPs (Request for Proposal) and the story of how making a change at a children’s facilities organisation created hundreds of millions of dollars of revenue.
- Giving away too much: Why should we keep some information close to our chest in a sales pitch? And why giving up too much information can kill a deal.
- Pipeline: Why the only way you’ll ever get away from destructive emotions is through having a full pipeline.
And that’s just a small selection.
Jeb has authored several best-selling books on sales and business, including “Fanatical Prospecting,” “Sales EQ,” “People Follow You,” and “Objections.” He is known for his practical and results-driven approach to sales and leadership, which has helped thousands of sales professionals and business leaders to achieve their goals.
Jeb Blount is a New York Times best-selling author, sales expert, and keynote speaker. He is the founder and CEO of Sales Gravy, a sales training and consulting company. Blount has helped thousands of businesses increase their sales. He is also the author of several best-selling books including Fanatical Prospecting, Sales EQ, People Follow You, and Objections.
Jeb was born in a small town in Ohio and learned the value of hard work and determination from a young age. After high school, Blount attended the University of Cincinnati, where he studied business. After college, Blount worked in a variety of sales jobs. He quickly realised he had a knack for sales and began developing his unique sales style based on the idea that sales is all about relationships. He believes that the best way to close a deal is to build a strong relationship with the customer.
Jeb’s sales style was very successful. He quickly rose through the ranks of his sales organisations and became one of the top salesmen in the country. In 1994, Blount founded Sales Gravy, a sales training and consulting company. Sales Gravy helps businesses increase their sales by teaching them Blount’s unique sales style. Blount is a frequent speaker at sales conferences and events. He has been featured in The New York Times, The Wall Street Journal, Forbes, and Inc. magazine. Blount is a passionate advocate for sales professionals. He believes that sales is one of the most important professions in the world and that sales professionals can make a real difference in the world. He is committed to helping sales professionals succeed and to helping businesses increase their sales.
Blount is a family man. He is married and has two children. He lives in Cincinnati, Ohio.
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