『Sales Gravy: Jeb Blount』のカバーアート

Sales Gravy: Jeb Blount

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.2025 Jeb Blount, All Rights Reserved マネジメント・リーダーシップ マーケティング マーケティング・セールス リーダーシップ 出世 就職活動 経済学
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  • Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)

    Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)
    2025/09/16
    Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities with annoying prospecting sequences? That's exactly what Angie Anderson asked during a recent Ask Jeb session, and it's a problem that's plaguing salespeople everywhere. Angie subscribes to the buy or die mentality but doesn't want to destroy her odds of winning in the future by becoming the prospect's worst nightmare. If you're nodding your head right now, you're not alone. The tension between persistent prospecting and respectful relationship building is one of the biggest challenges facing modern sales professionals, and getting it wrong costs you deals—both now and in the future. The Buy or Die Misconception That's Killing Your Pipeline Here's the brutal truth: Most salespeople completely misunderstand what "buy or die" actually means. They think it's about hammering prospects until they crack, but that's not persistence—that's harassment. Real buy or die mentality recognizes that the prospect is never not a prospect, but sometimes now is not the right time. The key is knowing when to push and when to pull back. Your sequence length and touch frequency should be driven by one critical factor: deal complexity and account size. Short Cycle Sales Need Short, Aggressive Sequences Run 10-14 touch sequences over 10-30 days with touchpoints every 2-3 days. These prospects have buying windows that are typically always open, and the stakes are relatively low. Complex Accounts Require Long-Term Relationship Building For massive, high-value accounts, you could run sequences that extend up to two years. Touch them monthly or quarterly to stay top of mind, waiting for the right opportunity window to open. The magic happens when you track meaningful engagement. In any properly executed sequence, 30-50% of prospects will give you some form of signal—yes, no, or even "go away." All of these responses give you something to work with. But here's the critical part: When you get complete radio silence from the other 50%, you stop. Pull them out of your sequence, slot in fresh prospects, and circle back in 90 days or six months. You have infinite time to go after them—use it strategically. Why Generic Messages Get You Blocked Every Time This brings us to the second major challenge facing modern salespeople: crafting relevant messages that actually resonate with busy prospects. James Baldwin perfectly captured this struggle when he asked about leveraging tools like ZoomInfo to create relevant messaging. He sees tons of information but doesn't know what to use or how to use it effectively. This is where most reps completely miss the mark, and it's costing them relationships. The Research Failure That Destroys Credibility Want to know the fastest way to get permanently blocked? Send a message that screams "I know nothing about you or your business." This happened to me recently with a rep from a major software company. They did everything technically right—multi-channel approach, proper timing, professional voicemails—but they failed at the most critical element: relevance. They prospected Sales Gravy without doing even basic research. My LinkedIn profile was right there. My content was everywhere. I've literally said thousands of times that if you mention my books when prospecting me, I'll almost always respond. But they were too lazy to look. That's not persistence—that's sales malpractice. How to Turn Data Overload Into Relevant Conversations The problem isn't lack of information—it's information overwhelm. Modern tools give you access to massive amounts of data, but most reps freeze up trying to figure out what matters. The solution is asking better questions of your data. Instead of just building lists, use AI-powered tools to ask specific questions: "What are three conversation starters that would make this CEO interested in talking with us?
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    14 分
  • How Charlie Kirk Disagreed Is More Important Than What He Believed

    How Charlie Kirk Disagreed Is More Important Than What He Believed
    2025/09/15
    I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an amazing group of young salespeople with wide-open minds, I learned that Charlie Kirk had been assassinated. It disturbed me deeply and I feel compelled to deliver this message. The Assassination That Shook America On September 10, 2025, Charlie Kirk was fatally shot while addressing an audience at Utah Valley University in Orem, Utah. A young man, thirty-one years old with his whole life ahead of him, was killed for no other reason than someone disagreed with him. After learning about the assassination, I found myself incredibly disturbed that a person in the public square could just be shot and killed like that – murdered right in front of everyone. So I did what I always do when I want to understand something: I started learning. I watched hours and hours, dozens and dozens of Charlie Kirk's videos to learn more about the man, his message, and why someone would think it would be okay to assassinate him. I still haven't found the answer to that last question. This Isn't About Politics Before I go any further, let me be crystal clear: This is not a political message. This is not a religious message. It is about how we treat each other as human beings. If you know me, if you've been to my events or training, you know I never talk about politics or religion. If you look at my social media feeds on any channel, you won't find much that would help you understand what my politics or religion are. Do I have convictions? Yes. Do I believe certain things? Yes. But they're my beliefs, and I keep them to myself because my job is to train salespeople. I'm a sales author, trainer, expert, and consultant. That's my lane. I train salespeople no matter what they believe. I train salespeople no matter what their religion. I train salespeople and help salespeople no matter where they're from or what their walk of life is. I don't care where you come from because my entire purpose, my reason for being on earth, is to help you sell more, help you gain confidence, and be there to help you with your biggest sales questions and challenges. What Charlie Kirk's Example Taught Me What I discovered in watching those videos was something that transcends political beliefs. Charlie Kirk's example was his willingness to go sit down face-to-face with people who disagreed with him, sometimes vehemently, and just have a conversation. And do it respectfully. I noticed something remarkable in his videos: more than once, he said, "You know what, I stand corrected." Someone would come to him with a different set of facts, and he would say, "Okay, that sounds right. I agree with you." In many cases, he would shake the person's hand after a debate. He was respectful. It was never about the person. It wasn't personal. He didn't hate the person. He had conversations about their ideas. How Charlie Kirk disagreed mattered. That is what we need to get back to. Not someplace in the future – today, right now. The Human Cost I watched his wife Erica's message to the world, and I found myself on an airplane as a grown man with tears streaming down my face, trying not to let everyone see that I was crying. It was heartbreaking watching her pain. She has two kids – one is one year old, one is three. That assassin changed their lives forever. I can't imagine when one of them gets older and either finds the video of their daddy getting assassinated or someone puts it in front of them. If you step into that frame for just a moment with your human empathy, it will make you hurt. Charlie's children will be raised with stories instead of memories, photographs instead of laughter, and silence where their father's voice should have guided and loved them. The Conflict We All Face Everywhere in our lives with other people, we have disagreement.
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    12 分
  • The One-Question Revolution That Transforms Sales Discovery

    The One-Question Revolution That Transforms Sales Discovery
    2025/09/11
    What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee talked, debated, and worked their way toward their own clarity. By the end of the call, they had essentially closed the deal for me. I barely said a word. That’s not a fairy tale—it happened. And it proves why most sales discovery fails: reps focus on their checklist and pitch instead of helping the buyer gain clarity. The Certainty Crisis Killing Your Deals Dr. Lorenzo Bizzi joined The Sales Gravy Podcast and revealed a simple truth: Buyer uncertainty kills deals. Traditional sales discovery often increases that uncertainty. Rigid qualifying questions, seller-centric agendas, and shallow data gathering make buyers feel misunderstood and cautious. When you approach discovery this way, you’re eroding trust. Sure, buyers are evaluating your product—but they’re also evaluating whether you understand their world. And if you can’t help them gain clarity, even the best solution won’t move the deal forward. The Science of Deep Sales Discovery The most effective influence tactic isn't charm, rapport, or even product demos. It's clearly displaying the arguments and reasons why your solution works for their specific situation. But you can't build rational arguments until you truly understand the problem. And you can't understand the problem until you master deep discovery. Deep discovery operates on two levels: The Organizational Level: What metrics matter to the company? What are the measurable business outcomes they're trying to achieve? What's the cost of inaction? The Individual Level: What's at stake for each stakeholder personally? How will this decision impact their performance review, their standing with leadership, and their career trajectory? Remember: Organizations don't make decisions. People do. The Power of One Question The most powerful discovery conversations start with one well-crafted, open-ended question that invites the buyer to tell their story—not your story about how great your product is. The question I used—"Tell me what's going on with your team?"—worked because it was: Open-ended, with no leading assumptions. Centered on their world, not my product. Neutral, without judgment or bias. Broad enough to go anywhere. When you ask the right question and then listen, the buyer starts convincing themselves. They begin connecting the dots between their current situation and what they need to change. And here's the key: If the buyer says it, it's the truth. If you say it, you're just another salesperson spinning a pitch. Cognitive Empathy Is The Difference Maker Dr. Lorenzo Bizzi defines several types of empathy. But for salespeople, the distinction that matters is simple: affective empathy pulls you off course, while cognitive empathy keeps you sharp, connected, and in control. Affective empathy—actually feeling what your buyers feel—will drain your energy and cloud your judgment. When they're frustrated, you get frustrated. When they're uncertain, you become uncertain. Cognitive empathy is different. It’s the ability to recognize and understand what your buyer is feeling without taking it on yourself. You stay clear-headed and outcome-focused, while still connecting deeply with their situation. In discovery, cognitive empathy shows up in the emotional nuance most salespeople miss—a pause before they answer, a change in tone, or hesitation in their voice. That’s your cue to lean in, ask a clarifying question, and uncover what’s really driving their hesitation. "You paused when I asked about your current system. What's on your mind?" "I heard some frustration in your voice when you mentioned the timeline. Help me understand what's driving that." Deals get won in the emotional subtleties that surface-level discovery never uncovers.
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    37 分
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