Discovery and the Art of the Close

FromSales Gravy: Jeb Blount

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Discovery and the Art of the Close

FromSales Gravy: Jeb Blount

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Length:

32 minutes

Released:

Dec 23, 2019

Format:

Podcast episode

Description

On this podcast, Jeb Blount and MixMax CRO - Don Erwin - discuss Discovery and why this crucial part of the sales process is the real key to closing the sale.

Released:

Dec 23, 2019

Format:

Podcast episode

Titles in the series (100)

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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Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams: In part two of Jeb Blount's interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams. by Sales Gravy: Jeb Blount
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Ultra-High Performers Are Fanatical Prospectors: The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline. - by Sales Gravy: Jeb Blount
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Leading and Coaching Ultra-High Performing Sales Teams: On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman. by Sales Gravy: Jeb Blount
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Virtual Sales Kickoff 17: Prospecting, Pipeline, and Productivity: The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, and Productivity. In this exclusive re-broadcast of VSKO17, four of the world's most cutting edge thought leaders, by Sales Gravy: Jeb Blount
77 min listen
How to Sell With A Story: 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? Jeb Blount answers these questions and more on this Sales Gravy podcast episode when he interview... by Sales Gravy: Jeb Blount
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Psyched Up for Sales: In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. - by Sales Gravy: Jeb Blount
34 min listen
Challenges and Roadblocks of Modern Sales Management: On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful. by Sales Gravy: Jeb Blount
20 min listen
Quick Tip 5: Life is Too Short to Spend it Doing Something You Hate: On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life. - by Sales Gravy: Jeb Blount
3 min listen
Competitors Make You Better, Faster, and Stronger: 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. Change your mindset. Change your game. by Sales Gravy: Jeb Blount
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Bad Sales Habits Die Hard: 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. by Sales Gravy: Jeb Blount
8 min listen
How Ultra-High Performers Bend the Odds in their Favor: 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. by Sales Gravy: Jeb Blount
8 min listen
How Stakeholder Mapping Helps Crush Your Competitors: Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage. - by Sales Gravy: Jeb Blount
5 min listen
Jeb Blount and Tom Hopkins on the Power of Follow Up: In part three of Jeb Blount's conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect. by Sales Gravy: Jeb Blount
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When You Master Time, You Master Your Success: Discipline with time means giving up what you want NOW for what you want MOST. When you master time, you reduce stress, make your number, and improve your quality of life. - by Sales Gravy: Jeb Blount
6 min listen
Jeb Blount and Tom Hopkins Discuss When Buyers Say No: For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount's interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no. by Sales Gravy: Jeb Blount
9 min listen
Unlocking Yes: Becoming A More Effective Sales Negotiator: In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator. - by Sales Gravy: Jeb Blount
16 min listen
Shed Your Wishbone and Grow a Backbone: 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 ... by Sales Gravy: Jeb Blount
9 min listen
Unlocking Yes: Sales Negotiation Strategies: In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better, more effective negotiator. - by Sales Gravy: Jeb Blount
19 min listen
PART FIVE: Sales Differentiation – Prospecting Strategies: On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects. - by Sales Gravy: Jeb Blount
9 min listen
Why You Suck at Prospecting and What to Do About It: In this podcast, Jeb Blount tells the real truth about why you suck at prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full. - by Sales Gravy: Jeb Blount
67 min listen
5 LinkedIn Mistakes That Kill Your Sales and Reputation: Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman. - by Sales Gravy: Jeb Blount
63 min listen
Coronavirus Talk #2 – On Excuses: On this special unscripted and uncut podcast, Jeb Blount discusses why it is is so easy to make excuses during the unprecedented Coronavirus crisis. Excuses though can be addicting, like a drug, the more excuses you make the easier it is to keep making... by Sales Gravy: Jeb Blount
5 min listen
7 Rules of Sales Negotiations: In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations. - by Sales Gravy: Jeb Blount
6 min listen
Do Not Allow Losers and Haters to Keep You From Your Dreams: 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 losers and haters as fuel and never allow them to get in your way. - by Sales Gravy: Jeb Blount
5 min listen
The Relentless Pursuit of Yes: 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! - by Sales Gravy: Jeb Blount
9 min listen
Outselling the Holidays: The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this podcast, Jeb Blount teaches you exactly what to do to outsell the holidays. - by Sales Gravy: Jeb Blount
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In Sales, Attitude is Everything: Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn sour. But doing so can sink your sales day and put your career in jeopardy. On this podcast, Jeb Blount gives you three tips for maintaining a strong an... by Sales Gravy: Jeb Blount
2 min listen
PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE: On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, by Sales Gravy: Jeb Blount
10 min listen
The Sales Rut: On this podcast, Jeb Blount shares the real secret to emerging from a sales rut. - by Sales Gravy: Jeb Blount
6 min listen
Quick Tip 6: Never Let Anyone Out Hustle You: There will always be people who are smarter than you, stronger than you, more talented than you, and more advantaged than you. But no one should ever be able to out hustle you. - by Sales Gravy: Jeb Blount
3 min listen

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You’re a New Sales Manager, Now What? Featuring Mike Weinberg: On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'l... by Sales Gravy: Jeb Blount
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Getting Started as a New Sales Manager (Part One) feat. Mike Weinberg: On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. - by Sales Gravy: Jeb Blount
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Account Management Excellence (feat.) Will Frattini: On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy ... by Sales Gravy: Jeb Blount
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Embracing the Pro Athlete Mindset for Sales Success: In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discus... by Sales Gravy: Jeb Blount
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The Surprising Power of Silence On Sales Calls: Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive e... by Sales Gravy: Jeb Blount
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3 Tips to Prevent Burnout and Build Your Mind-Body Connection: Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, by Sales Gravy: Jeb Blount
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Why Roleplay Is A Winning Sales Training Strategy: Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accoun... by Sales Gravy: Jeb Blount
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5 Critical Skill Sets For The Modern Seller: A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to exe... by Sales Gravy: Jeb Blount
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Helping Your Team Feel Seen, Valued, And Heard Through Vulnerable Leadership: Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, by Sales Gravy: Jeb Blount
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Discover this podcast and so much more

Discovery and the Art of the Close

Discovery and the Art of the Close

Description

Titles in the series (100)

More Episodes from Sales Gravy: Jeb Blount

Related podcast episodes