Sales Gravy: Jeb Blount

Art Munin, Ph.D. from Liaison International is the guest on this episode of the Sales Gravy Podcast, hosted by Sales Gravy Master Trainer, Gina Trimarco. They discussed Munin’s transition into a sales career. Munin debunked the myth that one must choose a lifelong career straight out of college, highlighting that more individuals are transitioning into different career paths, such as sales, later in life. Sales is presented as an exciting, dynamic career with opportunities for personal growth, financial success, and professional satisfaction. Various reasons for transitioning into sales later in life are discussed, including dissatisfaction with previous jobs, the desire for higher income, and the allure of competition inherent in sales. Professionals transitioning from non-sales careers bring valuable transferable skills. Examples include communication and people skills from educators, technical expertise from engineers, and analytical skills from financial professionals. The transition into sales can be challenging, particularly for those with no direct experience. Adapting to the performance-driven nature of sales and mastering Sales Specific Emotional Intelligence are key. It’s possible to transition into a sales career later in life and thrive with the right mindset, transferable skills, and a willingness to learn and adapt. On this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, to discuss how he made the transition into a career in sales. You’ll love the story of how Art talked his way onto the podcast by serenading Gina with a Bon Jovi tune. This episode is a must-listen for people who are interested in exploring new horizons and sales leaders who may be neglecting non-traditional talent in their recruitment strategies. Debunking Career Myths There’s a myth that continues to pervade the corporate landscape: you need to pick your lifelong career fresh out of college and stick to it. However, the modern work environment paints a more varied picture, with more people transitioning into entirely different career paths well into their professional lives. One such transition that’s gaining traction is the move into sales from non-sales careers. Sales is Exciting Sales is an exciting career, brimming with potential for personal growth, financial success, and professional satisfaction. It offers a dynamic work environment where no two days are alike. It is also a role where direct, tangible outcomes (like meeting quotas or securing contracts) can lead to immediate rewards. Furthermore, the advent of technology has made it possible for salespeople to work from diverse locations, offering both flexibility and freedom. Why Transition Later in Life? There are various reasons why people choose to transition into sales later in life. Some find their previous jobs unfulfilling or stagnant, some are driven by the desire for higher income potential, and others are enticed by the challenge and competitive spirit inherent in sales. Moreover, many skills acquired in other professions – such as communication, problem-solving, and relationship building – are directly transferrable to sales roles. Transferrable Skills from Non-Sales Careers Regardless of their previous career path, professionals transitioning into sales bring a wealth of transferable skills. For example, educators have exceptional communication and people skills, which are vital for engaging clients and building relationships. Likewise, engineers or technicians might have the technical expertise that’s invaluable for sales in the tech sector. Professionals from financial or consulting backgrounds bring analytical and problem-solving skills, enabling them to understand a customer’s needs and craft appropriate solutions. Building on these existing skills, many find that they already have the foundation necessary for sales success. The key is to identify these skills and learn how to apply them effectively in a sales context. Navigating the Transition Despite the potential advantages, transitioning into sales can also bring its share of challenges. One of the most significant hurdles is breaking into the field without direct experience. It’s crucial for individuals to leverage their transferable skills effectively during the application and interview process. Another challenge is adapting to the performance-driven nature of sales, which can be stressful and highly competitive. To overcome this, new salespeople should focus on building resilience and a growth mindset, viewing challenges as opportunities for learning and development. Finally, newcomers to sales will have to master soft skills and Sales EQ: Sales Specific Emotional Intelligence. This includes learning how to listen effectively, ask the right questions, and present products or services in a way that meets the needs of the potential customer. Make the Leap Into a Career in Sales Transitioning into a sales career later in life can be an enriching and rewarding experience. With the right mindset, transferable skills, and a willingness to learn and adapt, individuals from non-sales careers can thrive in the dynamic world of sales. It’s never too late to make the leap and embrace the opportunities that a sales career has to offer. Our Foundations in Selling on-demand learning path is designed to help new sales professionals gain the skills and confidence they need to launch a successful career in Sales. Learn More Here

On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You’ll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Key Takeaways: Salespeople can successfully navigate the transition from a red hot market to a stagnant down market, but it requires grit, discipline, and creativity. In uncertain economic times and a world increasingly influenced by the power of AI, sales-specific emotional intelligence and human-to-human communication are the most important skills a salesperson can have when establishing trust and building relationships with buyers. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate. Transitioning From A Red Hot Market To A Stagnant Down Market Many salespeople today are struggling to make the transition from taking advantage of a red hot market to navigating the doldrums of volatile economic times. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit. Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling. Salespeople who know how to get creative, grind it out, and prioritize the fundamentals will see the most success in times like these. However, it’s not easy to make that mindset shift and truly rise to the moment. The One Thing That Will Always Guarantee Your Success in Sales For the individual salesperson, the most important thing that you can have in your arsenal to make it out on top in volatile economic times is not above-average intellect or a winning personality— it’s grit. This is this ability to dig deep and take your career, your future, and your life into your own hands when things are difficult and it seems like there is very little in your control. Getting up, getting yourself ready for the day, protecting your time and your energy, and making sure that you are putting yourself in front of the right people at the right time with the right message. Nothing Compares to Real Human Connection Another strength that will set you apart from other salespeople and allow you to break through the noise and truly connect with the right customers is sales-specific emotional intelligence— Sales EQ. Salespeople aren’t the only ones experiencing tough times. Real human connection matters today more than ever. You must have the ability to see eye to eye with your customers, meet them where they are, and make them comfortable enough to open up and share their toughest business challenges. When you connect the dots between their biggest problems and how you can help solve them, you build the foundation for trust and create lasting business relationships as a result. Conducting deep discovery is the key to helping your customers close the gaps and see positive change from your solutions. The Only Communication You Can Trust is Human-to-Human In today’s world, human-to-human communication is the only trustworthy form of communication. With more AI tools and services than any one person could take full advantage of, it’s not secret that we rely heavily on automation to maintain productivity and be maximally effective. The downside of this is that written communication can easily be created and distributed by AI, which is often seen as inauthentic or untrustworthy. So has the role of the salesperson changed in the expanding world of automatic and artificial intelligence? The short answer is yes. The rise and mass adoption of automation has certainly changed the value and responsibility of salespeople to be effective communicators. In a world where robots are increasingly doing work for us, it is important for sales professionals to have strong communication skills, know how to build genuine trust, and establish close business relationships. Spend 80% of The Sales Process In Discovery That’s precisely why salespeople should invest about 80% of the time in the sales process in discovery. What are you learning about your buyer? What are you asking them? Discovery is where salespeople face the most heartache, because when buyers are holding back, sellers don’t have any ammunition to reduce fear because they didn’t ask great discovery questions and do the work upfront. In times of abundance and prosperity, salespeople skip that crucial step because buyers will decide to buy anyway. Salespeople often let their guard down and get transactional. Doing deep level discovery is the only way to stay afloat in a down market because buyers are vulnerable, hesitant, and hard to reach. The transactional sale will not get the job done in volatile times. You Need A Solid Business Case To Be Competitive It’s easy to be complacent when times are good. But things have changed, even in growing industries. The competitive landscape is now much more intense than it used to be. To succeed in this environment, you need to do your homework. You must have a solid business case for why your product is a good fit for the customer, and that requires a a great deal of research. Once you have a use case and understand the challenges of the industry, you need to address any concerns that are specific to your buyers’ unique situation, business, or sector and show proven ROI. Doing your homework is fundamental to success, and that homework is done in discovery. 4 Ways to Handle Buying Decision Deferment Objections Inevitably, buyers will present salespeople with decision deferment objections. It is imperative that salespeople handle these objections with tact, at both the emotional and rational level. Salespeople can prepare for these objections in a couple of ways. Ask “Why” Questions to Uncover Fears Ask questions that reveal their hesitation to buy, the perceived risk of purchase or adoption, and what is at stake for them in this relationship. This will allow you to understand the fundamental reason why they don’t want to buy, and give you insight into how you can help them move forward in their purchasing decision, and ultimately create a sense of trust that reassures your buyer that you know what is most important to them and their company. Get Creative With Soft Benefits Whether this is providing extra training, additional customer support, access to premium features, or other similar benefits, giving your buyer an improved experience at little to no additional cost to you, while drawing their focus away from pricing alone. Giving them some added benefits or bonus features helps them feel that they are getting value from your product or service that increases the return on their investment. Create a Sense of Urgency Sometimes it helps to instill a sense of urgency so that buyers are less likely to pull back from a purchasing decision. In this case, offer pricing that’s only available for a limited time, or offer an add-on that has limited availability. Target Companies That Hold Steady In Down Markets Of course, this isn’t always possible, but targeting larger companies with more flexible budgets, versus smaller companies that are on a feast or famine cycle will make it easier to prevent facing buying deferment objections in the first place. A Slow Market Is Not A Dead-End Salespeople can navigate the transition from a thriving market to a slow one by staying tough, focused, and innovative. In uncertain times, sales-specific emotional intelligence and authentic human-to-human communication are crucial skills to establish trust and build relationships with buyers. By dedicating 80% of the sales process to discovery, salespeople can make a compelling case for why their product is a good fit for their buyer and learn what matters most to them, so that decision deferment objections don’t clog up the pipeline. In this on-demand sales training on Sales Gravy University the world’s most sought-after sales trainer, Jeb Blount, delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. 

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee’s for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Podcast Takeaways The ability to listen actively and conduct effective discovery is the most important skill for salespeople. Authentic engagement is a direct result of great discovery, which is not possible without deep and active listening. Autopilot is the reason why many salespeople struggle to ask the right questions during the discovery call. Before every discovery call, salespeople should establish a clear desired outcome, create a list of criteria to frame questions, and prepare to lead prospects through the process. There are five questions that salespeople should ask in every discovery call, including tag on questions, statement questions, replay questions, clarification questions, and future questions. By seeing the world through customers’ eyes, salespeople can achieve authentic engagement and effective discovery. Great Discovery Is A Sales Superpower The two biggest priorities for salespeople are building pipeline through prospecting and discovery. Not expert negotiation, perfect presentation skills, or even closing. Those steps are integral to the sales process, but not as fundamentally critical as getting in front of as many potential clients as possible, and authentically engaging with as many of them as you can. Authentic engagement is the result of great discovery, and you can’t conduct bulletproof discovery without deep and active listening. The Biggest Mistake You Can Make In Sales Listening is one of the most vital skills that a salesperson can hone and develop. Failure to really listen to your prospect, especially on a discovery call, only sets you up to make more mistakes later on in the sales process, causing you to risk jeopardizing the opportunity. In discovery conversations, if you’re talking more than your prospect, you are reducing your likelihood of effectively connecting with and engaging them. Don’t just listen to respond, listen to learn. Additionally, it’s difficult to do effective discovery without the right questions, and without listening to your prospect, you will ask terrible questions. If there’s one thing that will doom an opportunity before it even picks up speed is wasting your and your prospect’s time on the wrong questions. Derailing the focus of the conversation with surface level questions, or misinterpreting your prospect’s answers because you’re too busy thinking of a response to actually listen, will only make your job harder and your prospect feel ignored. Autopilot Is Killing Your Discovery Process One of the reasons that many salespeople struggle to ask the right questions during the discovery call is that they run on autopilot. This is a serious problem because instead of approaching the discovery call with proper preparation, confidence, and awareness, they ask questions without thinking about what they’re asking. And as we know, asking bad questions will reap poor results. Luckily, the solution to this is preparing before every discovery call. Here are three steps you can take before your next conversation to ensure that you are ready to conduct great discovery. Establish a clear desired outcome. What are you aiming towards? Is it to set up a demo, meeting, presentation, or is it to make a sale? Have a clear, defined outcome for the conversation, before you even get started. This will help you to get the most value out of the conversation while staying on the right track. Create a list of criteria to frame your questions. What are the key criteria you need to know by the end of the conversation in order to set the deal up for success? Before a call, determine the right questions to ask to get the information you need. For example, you might want to know how many stakeholders are involved in the purchasing decision. Prepare questions in advance that will help you to specifically get to that answer. Prepare to lead them through the process. Every call discovery call should entail different information, but follow a similar path. You, as the salesperson, are in control of where you take the prospect during your conversation. It’s the salesperson’s job to lead, educate, and take them along the established process.  The Five Discovery Questions As you lead your prospect through the discovery process, take the time to really listen, and use the resources you’ve prepared in advance to guide your conversation, here are five questions you should be weaving into every discovery call. Tag On Question This one is very simple— when your prospect asks a question or shares some information, question them back or ask them about the information they provided. Tag on to what they’ve said to immerse yourself in the conversation and go deeper with them about what matters most. Statement Question When your prospect provides you with information related to their business or the problems they are facing, use a statement to imply an area of interest or curiosity. This will prompt them to share some details or context, and takes the interrogative pressure off of your end of the conversation. For example, they may share some information around a certain market trend they’re seeing. To which you could reply, “That’s interesting, I haven’t done a lot of research on that. Tell me what impact that’s had on your business.” Replay Question As you listen to their responses or the information they provide during your conversation, take note of a few details and circle back to them. This show that you’re not only listening to them, but what they’re saying is important enough for you to pay attention, make note, remember, and seek more information about the subject. It’s an amazing technique for bridging the connection between you and your prospect. Clarification Question Prospects will often say things like, “Look, we need this fixed quickly.” This is where you would ask a clarifying question like, “What does quickly mean to you in this case?” Or, they might say something along the lines of, “We are just looking for an easy to use software.” You might reply, “So I can understand a little bit more, what does easy to use look like in your world?” This allows you to get to the heart of what matters to them, why it matters, so you can demonstrate true value. Future Question Instead of asking what immediate outcome they want to see by using your solution, ask them a question like this one: “Let’s fast forward a year from today. How do you know my product/service has been successful for you?”  Why? Because it’s thought provoking and it’s a disruption. When you get your prospect thinking differently about their desired future state, you are forcing them to open up and be honest as opposed to firing off a canned response to a question that they already anticipated. See The World Through Your Customer’s Eyes 99% of salespeople see the world through their own eyes. The top 1% see it through their customer’s lens. The easiest way to connect with your prospect is to simply make them comfortable, match their tone, and use terms and language that they have previously referenced. Over the telephone, 83% of communication is how you sound. Listen to their tone, their pace, their timber, and their volume. Be a chameleon. Use those clues to inform how you speak and what information is most important to them. When you frame the conversation and mirror their tone, you show your prospect that you’re listening, you care, you’re like them, and you understand them. The more you do that, the more connected your prospect will be and the more likely they are to buy from you.   Sales Gravy University features the world’s most sought after sales & leadership trainers, authors, and thought leaders. Brad Adams and Tony Morris are instructors on Sales Gravy University where you can take their courses on prospecting, communication skills, closing, negotiation and more.  

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a “never take no for an answer” mindset helped her build a business empire. Southern Home Cook Turned Nationally Recognized Celebrity Chef Vera’s entrepreneurial journey started back in her undergrad days, baking cakes and pies for her chemistry professor just to get a passing grade. After graduating from the University of Georgia (Go Dawgs!) she taught school for four years before starting her family and becoming a stay at home mom.  But Vera missed the sense of self-reliance that having an income brought her, and started a catering business out of her home kitchen in Cartersville, Georgia. The rest of the story is legendary as she leveraged luck, chance meetings, relentless persistence, and an infectious competitive spirit to build a business empire and nationally known brand in hospitality and cooking.   Taking Risks Creates Opportunity for Success As her business grew, Vera took advantage of opportunities as they arose. What some might have considered a risk, Vera saw as an area of potential. From catering the governor’s luncheon, to appearing on Food Network, starting her own TV show, and writing amazing cookbooks, Vera always rose to the challenge, took advantage of every opportunity, and never took no for an answer. She was able to climb to the next level again and again at different points in her story because she held on to a simple, but powerful mantra: “All they can do is say no.” The VeryVera Show Origin Story Through a stroke of luck and the willingness to say yes in the face of uncertainty, Vera landed a spot on Throwdown With Bobby Flay. It was a pivot point that changed everything.  Following her appearance with Bobby Flay, a local Augusta, Georgia TV station offered to let Vera record six episodes for her own show. It was an instant hit and she wanted more. When she was told that it would take five years to get syndicated, Vera was undaunted. She approached a station in Savannah, GA with a pitch to syndicate her new show.  Value First Vera pitched her show to WSAV, with a crucial mindset—she led with value and focused on what was in it for them. She demonstrated exactly how she could help them sell more advertising. This is how The VeryVera Show landed its first syndicated market. Today, The VeryVera Show is in 40 markets with over 300 episodes to date and has never had a station cancel.  Resilience. Tenacity. Adversity. Vera’s entrepreneurial journey is as inspiring as it is informative. What we can learn from her story is that resilience, tenacity, and the willingness to face adversity are invaluable to paving the way to a successful business or career. Sales is a unique profession that affords salespeople the opportunity to essentially work as an entrepreneur within an organization to earn commission. In many respects, you are your own boss, call your own shots, and have an incredibly high earning potential compared to other lines of work. The only way to take advantage of that potential is to overcome obstacles, take risks, deal with rejection, and not take no for an answer. Sales professionals who adopt an entrepreneurial mindset can leverage their skills, knowledge, and experience to achieve remarkable success. Entrepreneurs are known for their ability to innovate, take risks, and seize opportunities, and salespeople who embody these traits can excel in their careers. Here are five ways that salespeople can harness an entrepreneurial mindset to be successful. 5 Ways Salespeople Can Harness An Entrepreneurial Spirit to Advance Their Career Approach Your Career With A Growth Mindset A growth mindset is the belief that one’s abilities can be developed through hard work and dedication. Salespeople who have a growth mindset are more likely to see challenges as opportunities to learn and grow. They are also more likely to embrace new technologies, methodologies, and sales techniques that can help them improve and achieve their goals. Take Initiative and Ownership of Your Future Entrepreneurs are known for their ability to take initiative and create their own opportunities. Similarly, salespeople who take ownership of their work are more likely to be successful. They should take the initiative to identify new prospects, develop new sales strategies, and take risks when necessary to close deals. Adapt and Pivot In The Face of Change Entrepreneurs are known for their ability to pivot when necessary and adapt to changing market conditions. Salespeople who can adapt to changing customer needs, new sales techniques, and market trends are more likely to succeed. They should be open to feedback, willing to try new approaches, and able to pivot quickly when circumstances change. Put Customers First— Always Entrepreneurs know that their customers are the key to their success, and salespeople should adopt the same mindset. They should focus on building strong relationships with their customers, understanding their needs and preferences, and delivering value in every interaction. Salespeople who prioritize the customer experience are more likely to build long-term relationships that lead to repeat business and referrals. Be Confidence Vera attributes much of her success to asking for what she wants with relaxed, assertive confidence. Confidence is key in both sales and the entertainment industry, and Vera’s story reinforces just how important assertiveness is in achieving success. People lean into relaxed confidence. Assertiveness demonstrates that you expect to win. When you want something— a meeting, a next step, a sale— ask in a way that shows you believe the answer will be yes, rather than in a way that suggests you already expect a no. Challenge Vera Stewart proved doubters wrong and built a food and hospitality empire because she wouldn’t take no for an answer. Take a moment to consider how you can break through barriers that are holding you back by adopting a “never take no for an answer” mindset.   

On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting. Alexander Zakharin’s Inspiring Real Estate Journey Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world. When he had visited NYC a few years before, it was love at first sight as he rode a greyhound bus all the way from Chicago into Midtown West. Drawn to the skyscrapers and beautiful buildings he would later rent and sell, Zakharin took the leap after attending college in the UK and moving back to Russia for work. He arrived in the states without a job or a plan and stumbled into real estate by pure chance— with no real estate experience. He had a background in oil and gas that provided him some sales experience, but he’d never sold real estate. He jokes that his first real estate transaction was renting out his apartment in St. Petersburg the day before he left Russia. Through a personal connection who rented apartments in Manhattan, Zakharin got an interview as a real estate agent. He then leveraged Fanatical Prospecting, grit, hard work and social media to climb the brutal real estate ladder in New York City. Since then, Zakharin has sold over 31 million dollars in real estate proving that anything is possible when you set your mind to it. His astronomical success illustrates how the power of relentless prospecting combined with savvy social media strategies have become keys to success in the real estate market, no matter the economic conditions. It Pays To Have An Entrepreneurial Mindset Real estate is a highly competitive industry that is constantly influenced by market fluctuations. As a real estate agent, you are essentially your own boss, which means that you have the freedom to control your own earning potential. This is ultimately what draws so many people into real estate, but it requires a significant mindset shift. You are responsible for your own success and income. In order to thrive in the real estate industry, you must be self-motivated and highly disciplined with a love for competition. As a real estate agent, you work for yourself, and you are a self-employed entity. You earn exactly what you work for, and it’s up to you to make it happen. This was one of the main reasons that Zakharin saw early success in real estate and decided to stay on that path. However, it’s important to remember that this success doesn’t come easily. Real estate agents must put in the time and effort to build their network, find leads, and close deals. What It Takes To Be Great In Real Estate Overwhelmingly, your ticket to success, regardless of what business or vertical you’re in (especially if it’s a service business), is meeting people and making connections. The more you focus on the human side of sales or service, the faster you close deals and the longer you hold onto relationships. High performing professionals understand the value of building networks. Likewise, in real estate, the most successful agents are those who focus on the human aspect of their work and prioritize personal connections with potential clients. Zakharin explains that the most successful new agents aren’t the one with the fanciest Excel sheets or the perfect messaging, they’re the ones who aren’t afraid to call up people in their network and say, “By the way, I’m doing real estate now. If you’re looking to rent or buy, reach out to me.” Having conversations with people helps any professional gain practical knowledge and experience through learning by doing. There is no substitute for having real conversations with people and maintaining that personal connection is the key to achieving excellence in any business, but particularly in sales and real estate. Why Shortcuts Don’t Work In Volatile Times During times of crisis, such as a recession or turbulence, it’s important to go back to basics and fundamentals. Top professionals in various industries practice fundamental skills regularly, regardless of any crisis. The problem is that many people quit doing the things that work once they start seeing success. This is human nature, and it’s why people struggle during tough times. In times of abundance, people start believing that they are the ones responsible for their success, and they hit cruise control. However, when the economy takes a downturn, they’re left wondering what happened and start looking for the next shortcut to success as they fall behind their competitors. So, during both times of crisis and times of abundance, it’s essential to focus on the basics and not wait for the next opportunity to come to you. How To Combat Market Fluctuations In Real Estate Zakharin discusses the real estate market in New York, mentioning the low inventory of resale apartments and the high demand for new developments. He suggests that developers are incentivized to sell their inventory and that buyers often try to take advantage of creative financing options like mortgage buyouts to get lower interest rates. He also notes that his agency is seeing more cash buyers and walkaways from contracts. Zakharin cold calls anywhere from 25 to 50 expired listings each morning, and this technique is highly effective as many people who previously listed their apartments are still trying to sell them. By building a prospecting routine into his day, Zakharin is able to combat the unpredictable market fluctuations that have been characteristic of the last several years. Fanatical Prospecting Fanatical Prospecting is a sales strategy that involves consistently and proactively reaching out to potential customers or clients. The goal of fanatical prospecting is to fill the sales pipeline with a steady stream of new leads, so that you can focus on building relationships and closing deals with those who are most likely to convert into customers. In terms of real estate, by consistently generating new leads and actively pursuing them, agents can create a steady stream of business and avoid the ups and downs of a feast-or-famine cycle. Fanatical prospecting involves a disciplined approach to identifying potential customers, reaching out to them through various channels – phone, email, social media, and in-person – and building relationships with them over time. This approach requires persistence, dedication, and a willingness to work through rejection and failure. Alexander Zakharin’s success in New York real estate correlates directly with his persistence in fanatical prospecting and never being afraid to pick up the phone or start a conversation with someone on the street. Instead of being at the mercy of a volatile economy, Zakharin leverages his connections and constantly seeks out new business so that there’s always another opportunity right around the corner. In his bestselling book, Fanatical Prospecting, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Download your FREE chapters of Fanatical Prospecting here.

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It’s a fascinating conversation in which you’ll learn about the challenges and rewards of building sales teams from diverse age groups. Challenges With Leading Multi-Generational Sales Team Leading a multi-generational sales team can be challenging. The differences in values, work styles, communication preferences, and technological competencies will stretch you as a leader. These challenges include: Different work values: Different generations may have varying work ethics and priorities, making it difficult to align everyone towards common goals. Communication differences: Younger generations may prefer digital communication, while older generations may prefer face-to-face or phone conversations. Technological competency: Younger generations may be more familiar with technology and digital tools, while older generations may require additional training and support. Different learning styles: Different generations may have different preferences for how they learn and receive information, making it challenging to provide training and development opportunities that accommodate everyone. Resistance to change: Some team members may resist new technologies, processes, or ways of working that are introduced to the team. To effectively lead a multi-generational sales team, you must adapt to these differences and foster collaboration, communication, and teamwork across generations. The Strengths of Multi-Generational Sales Teams The good news is that multi-generational sales teams bring a diverse range of skills, perspectives, and experiences to the table. This  leads to numerous strengths over teams that lack this level of diversity. Diversity of ideas: Team members from different generations can bring unique perspectives, experiences, and creative approaches to problem-solving and decision-making. Range of skills: Different generations bring different skill sets and competencies to the table, such as expertise in different technologies or a deep understanding of traditional sales techniques. Mentorship: Older team members can provide mentorship to younger team members, while younger team members can bring help their older team members embrace new ideas and tech. Flexibility: A multi-generational sales team can be more flexible and adaptable to changing market conditions, customer needs, and technological innovations. Increased customer understanding: Team members from different generations can help the team better understand and connect with customers from different age groups and backgrounds. By leveraging the strengths of multi-generational sales teams, you will quickly increase sales and deliver better numbers. Seven Keys to Leading and Coaching Multi-Generational Sales Teams Leading a multi-generational sales team requires understanding and accommodating the differences and unique strengths of each generation. It can be rewarding, but it’s not easy. Here are a few tips to effectively lead a multi-generational sales team: Communicate effectively: Use clear, concise, and consistent communication to ensure everyone understands their role, goals, and expectations. Provide opportunities for development: Offer ongoing training and professional development opportunities to help your team grow and meet their career aspirations. Foster a positive work environment: Encourage collaboration, teamwork, and open communication, and celebrate the successes of your team. Flexibility in work styles: Recognize and accommodate different work styles, preferences, and technological needs of each generation. Embrace diversity: Recognize and respect the diversity of backgrounds, perspectives, and experiences of each team member. Lead by example: Demonstrate the behaviors and values that you expect from your team, and maintain a positive and professional attitude at all times. Regular check-ins and feedback: Schedule regular one-on-one meetings to check in with each team member and provide constructive feedback. By being proactive and mindful of the different needs of your team members, you can create a positive, productive, and successful sales team. Better Hiring in an Evolving Sales Talent Landscape One of the key benefits of hiring a multi-generational sales team is the diversity of skills. For example, older salespeople may have years of experience in traditional sales techniques, while younger salespeople may be more familiar with leveraging digital sales tools. Leaders who are adept at leveraging this range of skills build more agile teams that are more responsive to changing market conditions and customer demands. Younger salespeople may bring fresh ideas and enthusiasm to the team, while veteran salespeople may bring a wealth of experience and knowledge. This combination of skills, perspectives, and energy is exactly why multi-generational teams are so strong. This also leads to cross-generational coaching. The veterans provide guidance to younger salespeople, helping them to develop their skills. At the same time, younger salespeople can bring energy, helping to keep the team motivated and engaged. Finally, being open to hiring multi-generational salespeople gives you access to a wider pool of candidates. This makes it easier to recruit and hire top talent. The more talented your sales team, the more likely you are to crush your competition. Download our FREE 25-page Interview and Hiring Guide that teaches you exactly how to conduct more effective interviews and engage sales candidates in deeper and more authentic conversations that allow you to make better sales hiring decisions.

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred’s latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You’ll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention is key, and how you can support anyone in your life who is battling a chronic illness. Living With Someone Who Has Chronic Lyme Disease Living with a loved one who has Chronic Lyme Disease can be emotionally and mentally challenging, as the condition can cause a wide range of symptoms that can affect the person’s physical, emotional, and mental well-being. Your loved one may experience depression, anxiety, and irritability as a result of their condition. Fred discusses how important it is to be supportive, patience, and understanding. He explains that everyone’s experience with Chronic Lyme Disease is different, so it’s important to be flexible and open to different approaches to treatment and care. One of the most difficult aspects of living with someone who has Chronic Lyme Disease is dealing with the person’s ongoing fatigue and pain. These symptoms can make it difficult for the person to perform daily tasks and can also affect their mood and ability to socialize. But, as Fred says, where there is love, there is hope. What is Lyme Disease Lyme disease is an infectious disease caused by a bacteria called Borrelia burgdorferi. It is primarily spread through the bite of infected black-legged ticks, also known as deer ticks. The black-legged tick is found in wooded, brushy, and grassy areas, and when it bites, it can transmit the bacteria to the person. The most common early symptoms of Lyme disease include fever, fatigue, headache, muscle and joint pain, and a bull’s-eye rash. The rash, called erythema migraines (EM), usually appears at the site of the tick bite and can expand to become a large red area. Chronic Lyme Disease Chronic Lyme disease, also known as post-treatment Lyme disease syndrome (PTLDS), is a condition that can occur after a person has been treated for an initial infection with the bacteria that causes Lyme disease. People with PTLDS may continue to experience symptoms, such as fatigue, pain, and cognitive difficulties, long after the bacteria have been cleared from their body. Fred explains that this is why it is difficult and frustrating for people who are living with Chronic Lyme disease to get physicians and loved ones to believe them. The cause of PTLDS is not fully understood, but it is thought that it may be related to ongoing inflammation or damage to tissues caused by the initial infection. Some researchers also believe that the bacteria may persist in the body, despite treatment, and continue to cause symptoms. Lyme Disease Symptoms The symptoms of Lyme disease can vary widely and may be different for each person. The most common symptoms include: Erythema migrans (EM) rash: A bull’s-eye rash that appears at the site of the tick bite, usually within 3 to 30 days after the tick bite. The rash can expand to become a large red area and may or may not be itchy or painful. Flu-like symptoms: fever, chills, fatigue, headache, muscle and joint aches, and swollen lymph nodes. Neurological symptoms: difficulty concentrating, memory problems, and headaches. Some people may also experience facial palsy, which is a temporary weakness or drooping of the facial muscles. Cardiovascular symptoms: irregular heartbeats, or chest pain. Arthritis: joint pain and swelling, especially in the knees. Bell’s palsy: It is a sudden weakness or paralysis of the muscles on one side of the face. Symptoms of Lyme disease can appear in stages. Early symptoms usually appear within days to weeks after a tick bite. However, if left untreated, the infection can become chronic Lyme disease. It can spread to other parts of the body and cause more serious symptoms such as neurological problems, heart problems, and joint inflammation. This is why it is important to seek medical attention immediately if you suspect you have been bitten by a tick and experience symptoms of Lyme disease. Symptoms of Chronic Lyme Disease can be similar to those of early Lyme disease, but they may also include: Fatigue Muscle and joint pain Cognitive difficulties (such as memory problems and difficulty concentrating) Sleep disturbances Depression Irritable bowel syndrome Headaches It is important to note that, diagnosis of PTLDS can be difficult, as there is no specific test for the condition, and symptoms are often non-specific. Due to lack of specific diagnostic criteria, treatment for PTLDS is also not well defined, often results in misdiagnose, and can be controversial. Treating Lyme Disease In most cases, Lyme disease is treated with antibiotics, such as doxycycline or amoxicillin, and symptoms usually improve within a few weeks. However, if left untreated, the infection can spread to other parts of the body and cause more serious symptoms such as neurological problems, heart problems, and joint inflammation. Treatment for Chronic Lyme Disease typically involves symptom management and may include medications to reduce pain and inflammation, and physical therapy to help manage joint pain. Some people may also benefit from cognitive behavioral therapy or counseling to help cope with the emotional and psychological effects of the condition. How to Protect Yourself from Tick Bites There are several steps you can take to avoid tick bites and reduce your risk of contracting Lyme disease: Wear protective clothing: When spending time in wooded or grassy areas, wear long sleeves and pants to cover your skin. Light-colored clothing makes it easier to spot ticks. Tuck pants in boots and shirts in pants to create barriers. Use tick repellent: There are many tick repellents available, including sprays, lotions, and permethrin-treated clothing. Check your body for ticks: After spending time in tick-infested areas, thoroughly check your body for ticks, paying close attention to the areas around your waist, armpits, and scalp. Keep ticks out of your yard: Keep your lawn trimmed and maintain a wood chip or gravel barrier between lawns and wooded areas. Avoid wooded and brushy areas with high grass, and walk in the center of trails to avoid contact with overgrown grass and bushes. Keep pets protected: Pets can bring ticks into your home, so be sure to keep them protected with tick repellents and by regularly checking them for ticks. Know the symptoms of Lyme disease and seek medical attention immediately if you suspect you have been bitten by a tick and experience symptoms such as fever, fatigue, headache, muscle and joint pain, and a bull’s-eye rash. It is important to note that, even if you take all the precautions, you may still get a tick bite. Therefore, it is important to check your body regularly for ticks, especially after spending time in tick-infested areas. What to Do If You’ve Been Bitten By a Tick If you have been bitten by a tick, it’s important to take the following steps to reduce your risk of contracting Lyme disease or other tick-borne illnesses: Remove the tick as soon as possible: Use fine-tipped tweezers to grasp the tick as close to the skin as possible, and pull it straight out. Do not twist or crush the tick, as this can cause the tick to release more bacteria into your skin. Clean the bite area: After removing the tick, clean the bite area with soap and water, and apply an antiseptic to the area to prevent infection. Save the tick: Put the tick in a small container with a moistened cotton ball, and store it in the refrigerator or freezer. This can be helpful for identifying the tick species and for testing for tick-borne diseases. Watch for symptoms: Symptoms of Lyme disease typically appear within 3 to 30 days of a tick bite and include fever, fatigue, headache, muscle and joint pain, and a bull’s-eye rash. If you experience any of these symptoms, contact your healthcare provider. Take preventative measures: Use tick repellent and wear protective clothing to reduce your risk of tick bites. Notify your doctor: Inform your doctor that you have been bitten by a tick and they may monitor you for the symptoms of Lyme disease or other tick-borne illnesses. They may also advise you to take antibiotics as a prophylactic treatment to prevent the disease. It’s important to note that not all ticks carry Lyme disease and not all tick bites result in infection. But if you have been bitten by a tick and you have symptoms of Lyme disease, it is important to seek medical attention right away because, untreated, it can become Chronic Lyme Disease.  

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It’s important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process. Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won’t win. Nor can you spend time with stakeholders who can’t or won’t buy. For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what’s in their pipeline.  The Problem With Confirmation Bias Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one’s preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear.  With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It’s the act of putting on rose colored lenses.  For example: When a buyer says, “I might be interested.” It is interpreted to mean, “I absolutely want to do business with you.” Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews. Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about – considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions.  Empty Pipeline Lead Confirmation Bias  Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you’ll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts. The culprit, in most cases though, is simple: Empty pipelines. When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn’t meet their win probability standards, they’ll walk away. In other words, a full pipeline begets clear judgement. On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close. Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full. Focus on Winnable Deals This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets. High-performing sales professionals are consistency reality testing on every deal to gauge win probability. When WP drops below a comfortable threshold, they walk away and focus their time and attention on winnable deals. Ideal Qualified Prospects Reality testing starts with getting clear on your ideal qualified prospect. An ideal qualified prospect is a potential customer that is a good fit for your company’s products or services; AND that is also likely to make a purchase. In other words, high win probability. In order to identify ideal qualified prospects, you’ll typically use criteria such as industry vertical, business size, demographics, geographic location, budget, purchasing habits, and other relevant characteristics. The best place to begin when developing your IQP is by building a detailed description of the characteristics of your best existing customers. Take time to analyze customers that are the best fit, easy to work with, generate the most profit, and view you as a long-term partner. Then, focus your time and attention on finding more of these types of customers.  Test Engagement and Commitment During sales conversations, be careful not to brush over signs that your prospect may not be committed to the process. Sometimes they are just not that into you or the process. Never forget that you cannot force someone to buy from you. When a buyer seems to be hedging their bet or hesitating ask them about it directly. Say: “I’m sensing some hesitance. It seems like you have a lot going on right now. I’m just curious, on a scale of 1-10, how committed are you to this project?” The objective of this question is to switch hats with your buyer and compel them to sell you on why you should invest more time with them. Likewise, test engagement by asking stakeholders to do things for you. If they are willing to give you information, lean in and answer questions honestly, willingly introduce you to other stakeholders, and agree to next steps, and show up to meetings it’s a good sign that they are engaged. Conduct Pipeline Opportunity Reality Testing With Your Team and Sales Leader No matter how hard you try, sometimes you are just too close to the deal. Sometimes confirmation bias is so strong you can’t break its gravitational force. This is where reviewing your deals with your sales team and leaders can help you get right with reality. One key objective a deal review is to help you make an informed decision about whether to continue to pursue a particular deal or not. The key is being open to hearing out the opinions of your sales team members no matter how bad the truth hurts. You’ll be surprised how often the members of your team can see through the BS story that you are telling yourself about the viability of the deal and cut right to the truth – your pipeline opportunity is never going to close. Additional Tips for Reality Testing Sales Pipeline Opportunities Review your pipeline regularly: Set aside time to review your pipeline opportunities on a regular basis, such as weekly or monthly. Identify any deals that are stuck in the pipeline and determine what action needs to be taken to move them forward. Verify the accuracy of your pipeline: Check that all of the deals in your pipeline are accurate and reflect the current status of each opportunity within the sales process and stages. Assess the likelihood of each deal closing: Evaluate the likelihood (win probability) of each deal closing and make adjustments to your pipeline accordingly. This could involve moving deals to a different stage or removing them from the pipeline if they are no longer viable. Identify any bottlenecks: Look for any bottlenecks in your sales process that may be stalling opportunity advancement. Collaborate with your team: Keep your sales team informed about the status of deals in your pipeline and encourage them to collaborate with you to find solutions to advance stalled pipeline opportunities. Reality testing sales pipeline opportunities on a regular basis, ensures that your sales efforts are prioritized on deals that you can win. Learn more about effective qualifying and reality testing in Jeb Blount’s bestselling audiobook Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection. In this wide ranging discussion on modern sales leadership you’ll learn: The language of sales coaching Why sales leadership is personal What you really get paid for as a sales leader Tactics for 1-2-1 meetings How to approach turn-around situations How to prepare for a future sales leadership role What to do when you meet your team for the first time And much more . . . In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. Pivotal means that your team’s performance rest squarely on your shoulders. To be successful you must be adept at both implementing and executing a system of sales management AND winning the hearts of your sellers. Hiring the right salespeople is a huge challenge for sales leaders. This is why we developed the Sales Managers Ultimate Interview Guide. This FREE 25 page guide walks you through a step-by-step process for hiring your next sales superstar: https://salesgravy.com/ultimate-sales-interview-guide/

They say you can’t make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. I want you to take a moment and think back to the early days of the pandemic. You were likely working at home because everything was locked down.  Then fast forward a couple of months to the summer of 2020. Sales teams were hitting all time records. Many individual sales professionals were selling more and earning more than ever before.  The secret to their success? They were suddenly more productive. Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone.  The Three Choices Each moment of your sales day you make one of three choices about time. You can do: Trivial things like watch cat videos.  Important things like entering data into the CRM or responding to e-mail. Impactful things that generate revenue growth. The most impactful thing you can do is put new opportunities into the pipeline and then advance those opportunities through the pipeline. If you’re an account manager, you make an impact by expanding and retaining your accounts.  Impact = Productivity The equation for productivity is: Efficiency + Effectiveness = Productivity Simply put, the key to productivity is getting more done, in less time, with better outcomes. That’s how you win in sales. It is also the key to making more time in your life for the things that really matter. Time Leakers I’m always shocked by just how much time sales professionals waste.  For example, a recent study demonstrated that salespeople leak two to three hours each day from distractions – little things like looking down at their phone when it buzzes, beeps, or the screen lights up.  At one point in my career, I was the number one sales professional in my company with a high six-figure income to show for it. I was able to accomplish this by working hard for about 10 hours a week because I allowed no leakage of time. I sold more more, in less time than my peers who wasted an extraordinary amount of time on superfluous activities. This afforded me time to invest with my family and in other pursuits.  If you take an honest look at your own day, you’re likely leaking time everywhere. When I’m working with sales professionals on productivity improvement initiatives, I’ll often break their day apart into blocks and demonstrate how they can get their normal eight to ten hours of work accomplished in five to six hours through time blocking, attention control, and work compression.  Veterans who have a good handle on their territories and pipeline, can do their job in about four hours a day once they learn how to compress work into short sprints.  Trade Productivity For More Time One of the big things that we learned during the pandemic is the importance of making more quality time in our lives for family, friends, and ourselves.  Yet, now that the pandemic has ended, the workplace is quickly snapping back from the days of work from home productivity to trading time for money. In other words, the boss or the company dictates an “8 hour day” or “5 day work week” and therefore we expand our work into those constructs regardless of how long it actually takes to get the work done.  In sales, at least in field sales, you have much more autonomy with how you manage your time than most employees. Because of this, you have the unique luxury to break free from the time for money handcuffs and begin trading productivity for more time. If you make the choice to become disciplined with time and your sales day, so that you accomplish more impactful work, in less time with greater outcomes, you’ll quickly make time to do the fun things in your life that really matter.  Protect Your Career It is also important to understand how crucial it is that you become more productive in this time of extreme economic volatility. Executives are already taking a microscope to their sales teams, and they’re starting to make cuts. The salespeople they’re cutting are the ones who are less productive. During an economic downturn, you must work harder, sometimes a lot harder to get the same results you were getting before the crisis began. If you’re more productive than other people, you can deliver the same results you were getting before the downturn, plus more. This high level of productivity allows you to win while everyone else is losing – protecting both your income and career.  The Work Compression Model The formula for becoming more productive is relatively simple. The first and most important step is blocking your sales day into high intensity sprints. During these short sprints, you’re going to focus on only one thing at a time. It’s all about attention control. Turn everything else off and remove all distractions.  High-intensity activity sprints can be 10 minutes, 30 minutes, an hour, or four hours depending on the activity or project. The key is concentrating all of your power on one thing with no leakage of time to distractions.  Territory Management If you’re a field sales representative, this also means managing your territory better. Map and segment your territory by day then develop the discipline to plan appointments and cold calling activity inside those segments. Driving is not an accomplishment. It is the often the biggest waste of time in your sales day.  For this reason, just like concentrating your focus within a time block, you should be concentrating the time you spend in your territory each day within one tight geographical area.  Homework Now some homework: Take an honest, transparent look at how you are using your time – monthly, weekly, and daily.  Identify where and how you are allowing distractions to usurp your attention and leak time – including how that device that you carry around in your pocket is negatively impacting your productivity. Consider how much time you waste each week driving around in your territory. Resolve to start breaking your sales day into the short high intensity sprints.  You won’t change everything at once. Habits and patterns are hard to break. So begin with small changes. For example, outbound prospecting blocks.  Tomorrow morning try running this sprint: 15 minutes, 15 dials, with a goal to set one appointment.  Run the sprint. Take a break to update your CRM. Run it again 2-3 more times. Then move on with the rest of your sales day. You will be stunned with how much prospecting you accomplish inside of these short sprints. Efficiency + effectiveness = productivity. In Jeb Blount’s hit NEW Book Selling In A Crisis you’ll learn 55 proven tips, techniques, and tactics to stay motivated and increase sales in volatile times. Download three free chapters here.