『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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  • 4 Strategies to Make Prospects Want What You’re Selling

    4 Strategies to Make Prospects Want What You’re Selling
    2025/07/24
    You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoralizing, and it's killing your close rate. But what if you didn’t have to push so hard? What if you could create the kind of pull where prospects actually leaned in and said, “How do I get started?” In this episode of the Sales Gravy podcast, high-performance coach Kristin Andree shared her perspective: "If we put ourselves out there and let people know who we're looking for and be excited about it and excited about helping them, we attract them." The difference between top performers and everyone else isn't talent—it's their prospecting approach. Elite salespeople don't convince prospects to buy. They make prospects want to buy. The Exhaustion of the Old Way If you feel like you’re always running uphill, you’re not imagining it. Most salespeople are stuck in a reactive mindset—constantly pursuing leads who haven’t shown real interest. This is where the exhaustion creeps in. You follow up relentlessly, only to get ignored. You worry about being too aggressive. Your outreach starts to feel desperate instead of helpful. Prospects can feel that energy shift. When you’re trying to close anyone, instead of helping the right ones, you come across as transactional. You sound like a pitch, not a person. You become just another vendor fighting for attention and pricing leverage. 4 Ways to Make Prospects Come to You Attraction in sales is about relevance and resonance. You stop pushing your solution on people who don’t care and start showing up in a way that makes the right people take notice. That’s the core of value-based selling. It's not about feature dumps, aggressive closes, or chasing "maybe" prospects. It’s about clearly communicating how your solution solves urgent problems, accelerates outcomes, and makes your buyer’s life easier or better. When done right, it flips the dynamic entirely. You move from interrupting to inviting. From being just another sales rep to someone your prospect actually wants to hear from. Here’s how to put that into action: 1. Lead With Curiosity, Not Pitch Decks Before you ever think about pitching, dedicate time to genuinely understanding your prospect's world. Research their industry, their company, and their specific role. Ask insightful, open-ended questions that uncover their true challenges, not just surface-level issues. Listen for the underlying pain, unspoken frustrations, and desired outcomes. When you truly listen, you gather the knowledge to position yourself not as a salesperson, but as an informed resource. Imagine a software sales rep for a project management tool. Instead of immediately launching into features, they might start by asking, "What are the biggest bottlenecks your team faces in project delivery right now?" As the prospect describes disorganized communication or missed deadlines, the rep then offers to share a related article. This positions the rep as knowledgeable and helpful, building rapport and trust before ever mentioning their product. 2. Use Content as a Sales Magnet You don’t need to be an influencer to build credibility. Every rep can become a curator of insight—and that’s often more valuable than always trying to create original content. Share relevant articles: Find industry news, research, or thought leadership pieces that address your ideal client's pain points and share them on LinkedIn with your own insightful commentary. LinkedIn Posts & Videos: Craft short, valuable posts offering tips, insights, or asking thought-provoking questions related to your niche. Short video tips addressing common challenges can be very impactful. Intelligent Commentary: Engage thoughtfully in industry discussions online. Your informed perspective demonstrates expertise and attracts like-minded professionals. Every time you share something helpful, you reinforce your value.
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    29 分
  • Why Sales Confidence Disappears (And What Actually Brings It Back) [Ask Jeb]

    Why Sales Confidence Disappears (And What Actually Brings It Back) [Ask Jeb]
    2025/07/22
    Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter? That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence. If you're nodding your head right now, you're not alone. Every sales professional faces these valleys, and how you respond determines whether you bounce back stronger or spiral further down. The Confidence Crisis: When Success Breeds Complacency Dhruv's story reveals a pattern I see constantly in sales organizations. After a strong Q1, he got comfortable. His dials dropped. He thought he had it all figured out. Sound familiar? Here's the brutal truth: Success without discipline is temporary. The moment you stop following the process that got you there, you're setting yourself up for a fall. When things started going sideways in April, Dhruv did what most salespeople do—he panicked. He started questioning everything, looking for new scripts on LinkedIn, using AI to find the "perfect" approach. Everything except the one thing that would actually help: going back to basics. The Fundamentals Never Go Out of Style I told Dhruv about John Smoltz, the Cy Young Award-winning pitcher who spoke at an event I attended. Smoltz explained that when baseball players get into a slump, they start changing everything—looking for magic pills, new techniques, secret solutions. But here's what champions do differently: They go back to the fundamentals. Take Kobe Bryant. Every morning at 4 AM, he'd spend three to four hours working on the same basic skills he learned as a kid. The fundamentals that made him great in the first place. The same principle applies to fanatical prospecting. When you're in a slump, you don't need new techniques—you need to execute the proven process with precision and discipline. Process Goals vs. Outcome Goals: The Confidence Builder When your confidence is shaken, outcome goals become your enemy. Focusing on "I need to close three deals this week" when you're struggling just adds pressure and anxiety. Instead, shift to process goals: How many calls will you make today? Are you using your five-step framework consistently? Are you delivering your ledge statements with conviction? Are you following up with discipline? I shared with Dhruv my own experience from when I was 24 and going through a terrible quarter. I was so down I didn't want to come to work. Here's how I climbed out: I started with 10-minute call blocks. Call for 10 minutes, then read three pages of an inspirational sales book as a reward. Rinse and repeat. Within 30 days, I was performing well. Within 90 days, I was the number one rep in my region. The key wasn't finding a secret technique. It was trusting the process in shorter, manageable increments. The Economic Reality: When Markets Tighten, Double Down Dhruv's slump coincided with companies pulling back on spending. But here's what most reps get wrong: When markets tighten, you need to make more calls, not fewer. The prospects with budget and urgency are still out there, they're just harder to find. That means more activity, not less. More discipline, not shortcuts. This is exactly what I cover in Selling in a Crisis—when economic conditions get tough, the fundamentals become even more critical. Your Confidence Comeback Action Plan If you're in a confidence slump right now, here's your roadmap back: Stop Looking for Magic Solutions Get off LinkedIn. Stop asking AI for the perfect script. The answer isn't out there—it's in the process you already know works. Break It Down When confidence is low, work in shorter blocks. Fifteen-minute call sessions with quick wins and self-recognition for executing the p...
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    14 分
  • How Agentic AI Will Amplify Your Sales Team

    How Agentic AI Will Amplify Your Sales Team
    2025/07/17
    Will AI steal your sales team's jobs? It's the question haunting every sales floor conversation and keeping leaders up at night. But here's the crucial insight: The biggest threat to your team’s sales careers lies in misinterpreting AI's role. While the debate rages over robots replacing salespeople, forward-thinking organizations are already embracing "Agentic AI." This isn't your typical automation that just speeds up email sequences. It's a completely different approach that turns AI into your sales team's secret weapon, not their replacement. The companies getting this right aren't asking "How do we cut costs with AI?" They're asking, "How do we make our best salespeople unstoppable?" The answer is reshaping the entire profession, and it's happening faster than you think. Agentic AI is Far From Old-School Automation Most sales leaders think AI is about efficiency, and they’re wrong. They think teams will only send more emails, make more calls, and process more leads. That's old-school automation thinking, not agentic AI Agentic AI refers to artificial intelligence systems that can independently make choices and take actions while working toward complicated objectives—all without needing constant human oversight or guidance. As Outreach CEO Abhijit Mitra puts it: Agentic AI engines focus on giving salespeople tools that enhance their strengths and simplify their daily tasks. Agentic AI enhances human judgment. Instead of automating relationships, it deepens them. Your top performers are successful because they make better decisions, read situations more accurately, and build stronger connections. Agentic AI amplifies gives your salespeople superhuman pattern recognition, instant access to contextual insights, and the ability to predict customer needs before prospects even realize them. Your best rep's intuition, backed by AI's analytical power, becomes an unstoppable combination. The Best AI is Custom Built Too many organizations buy the same generic solution their competitors are using and wonder why they're not seeing breakthrough results. Your sales process, market, and customers are unique. Your AI should be, too. Despite often being an expensive investment, custom AI solutions adapt to your specific industry terminology, recognize your unique buying patterns, and align with your particular sales methodology. If your team can't find ways to use generative AI effectively, then they need to read The AI Edge by best-selling author Jeb Blount. If they still struggle to use generative AI effectively, it might be time to invest in custom AI that captures and amplifies your unique competitive advantages. Why Most AI Implementations Fail From the Start Before you get excited about AI magic, be warned: Most AI implementations fail spectacularly. Not because the technology is flawed, but because companies skip the unglamorous groundwork. Your AI is only as good as your data. Garbage in, garbage out is both a tech cliché and the undeniable reason your CRM feels like a digital junk drawer and your sales forecasts are glorified guesswork. Companies that invest in data cleanup before implementing AI see immediate, measurable improvements. It’s more than removing duplicate contacts. It’s about creating a foundation where AI can learn meaningful patterns about your customers, your market, and your sales process. Poor data quality limits AI performance and makes it downright dangerous. When AI systems learn from incomplete or incorrect data, they amplify those errors across your entire sales process. Your reps start making decisions based on flawed insights, potentially damaging customer relationships and missing opportunities. The lesson? AI transformation is a data governance initiative. Get it right, and everything else becomes possible. How to Manage Your Team's Resistance to Change Picture this: You announce your AI initiative in Monday's sales meeting. Instead of excitement,
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    23 分

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