Sales Gravy: Jeb Blount Podcast Por Jeb Blount arte de portada

Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

De: 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 Economía Exito Profesional Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • How Emotional Regulation Impacts Sales Performance (Ask Jeb)

    How Emotional Regulation Impacts Sales Performance (Ask Jeb)
    Sep 9 2025
    Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they're still underperforming because they can't regulate their emotions under pressure? That's exactly what Natalie Brooks from Charlotte discovered when she noticed how drastically emotions were impacting her team's performance during tough selling days. Meanwhile, salespeople like Jordan from San Diego are making decisions they later regret—pushing forward on deals they know are wrong just because they look good on paper. If you're nodding your head right now, you're witnessing one of the most overlooked aspects of sales performance: emotional regulation. And it's costing you deals, talent, and revenue. The Dysregulation Problem: When Emotions Hijack Performance Here's the brutal truth: When you're emotionally dysregulated or your nervous system is hijacked by stress, focusing on anything becomes nearly impossible. Your best discovery questions go out the window. Your qualifying discipline disappears. Your prospecting consistency evaporates. Think about it. You can have the perfect sales process, but if your rep is in fight-or-flight mode from a string of rejections, they're not executing that process effectively. They're just going through the motions while their emotional state sabotages their performance. This isn't just about "feeling better." This is about creating the mental and emotional foundation that allows elite sales performance to happen consistently. Why Most Sales Leaders Miss This Completely The reason most sales organizations ignore emotional regulation is the same reason they obsess over talk time metrics—it's easier to focus on activities than outcomes. It's much simpler to say "make more calls" than to create an environment where your team feels safe enough to regulate their emotions and perform at their peak. But here's what happens when you ignore the emotional component of sales: Your reps start making fear-based decisions. They chase deals they know are wrong fits because they're afraid of having an empty pipeline. They avoid difficult conversations because rejection feels personal. They burn out because they're running on adrenaline instead of sustainable energy. Meanwhile, your top performers aren't just skilled, they've learned to manage their emotional state in a way that supports peak performance. The Three Pillars of Emotional Regulation in Sales Personal Regulation: The Foundation Everything starts with personal habits that support emotional stability. Your "why" becomes your anchor during tough moments. When you're tired, exhausted, or questioning what you're doing, that purpose pulls you through. But purpose alone isn't enough. Your daily habits outside of work create the foundation for emotional regulation at work. Sleep, nutrition, exercise, stress management—these aren't "nice to haves." They're the infrastructure that supports your ability to stay sharp and focused when deals get challenging. Team Regulation: Creating Safety As a leader, you have a responsibility to create psychological safety where your team can regulate together. This might look like mid-day resets where everyone takes a few deep breaths or does a quick activity to release tension from difficult calls. The key is consistency. When emotional regulation becomes part of your team culture—not just something you talk about during tough times—it shows that peak performance includes emotional wellness. Process Regulation: Trusting Your System Here's where emotional regulation meets sales discipline. When you have clear qualifying standards and you trust your process, you don't have to make emotional decisions about which deals to pursue. Ultra-high performing salespeople have probability discipline because they recognize they only have so many hours in the day. They create rules they can live by rather than relying on gut feelings in the mo...
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    20 m
  • How to Turn Podcast Interviews Into a Sales Lead Machine

    How to Turn Podcast Interviews Into a Sales Lead Machine
    Sep 4 2025
    While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They've discovered how to stop chasing and start attracting, all by generating warm leads through podcast interviews. Not by starting their own shows, but by treating every podcast appearance as a lead generation machine built on conversation and credibility. As Molly Ruland, CEO of Heartcast Media, puts it, "You don't need a hundred new clients tomorrow. Two people who really like you and understand your business talking about you in rooms you're not in can change your pipeline." This mindset shift transforms how you approach every conversation so that it compounds into trust, referrals, and revenue. The Real Problem with Your Pipeline You’re sending out hundreds of emails, making dozens of cold calls, and hoping something sticks. It’s exhausting—and it rarely produces the kind of relationships that lead to real opportunities. Your prospects don't want to be sold to. They're sick of transactional relationships. They want genuine conversations and solutions from people they trust. This is where most salespeople fail to find a qualified sales lead. They're focused on the sale, not the connection. So what’s the alternative? It’s learning to treat every podcast appearance as more than just an interview. Done right, podcasts become a warm stage where you can demonstrate expertise, build credibility, and start relationships that turn into pipeline. To make this work, you need a simple, repeatable system—a four-step process that transforms a single podcast conversation into a flow of qualified leads. Step 1: Finding the Right Stage The process is about being smart, not getting famous. You don’t need to get on the biggest podcast in the world. You need to get on the right podcast. The right podcast is where your ideal customer profile (ICP) is already gathered, listening, and learning. A show with 50 listeners who are all in your target market is a thousand times more valuable than a show with 50,000 listeners who will never buy from you. How do you find the right podcasts? Ask your best clients what they listen to. Research key influencers in your space. Look for shows that specifically address the problems you solve. Your goal is simple: Find and get on shows hosted by industry connectors, aggregators, and experts who have already earned the trust of your prospects. This allows you to skip the cold outreach and get a warm introduction to your next qualified sales lead. Step 2: The Introduction That Doesn’t Sound Like a Pitch Once you’ve identified your target shows, the next step is getting invited. This is a crucial moment. A generic email won’t cut it. You have to craft a message that offers value, not asks for a favor. Your outreach needs to be personalized and direct. Don’t talk about how great you are. Talk about the host’s audience. Explain why your expertise, insights, or unique perspective will provide undeniable value to their listeners. Reference a specific episode or a past guest to prove you’ve done your homework. And don’t limit yourself to email. LinkedIn is one of the most effective platforms for securing podcast invitations. Sending a thoughtful, personalized LinkedIn message—paired with a strong profile that showcases your expertise—positions you as a credible guest. When a host sees you consistently sharing relevant insights on LinkedIn, your ask feels natural instead of opportunistic. When you offer to help them provide a great episode, you position yourself as a partner. You’re not begging for airtime. You’re offering a valuable conversation. This approach immediately sets you apart and begins the relationship-building process that is essential to finding a qualified sales lead. Step 3: Mastering the Conversation The interview itself is not a sales call. Your goal is to be a helpful,
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    32 m
  • How to Overcome Sales Burnout and Stop Crashing During Long Days (Ask Jeb)

    How to Overcome Sales Burnout and Stop Crashing During Long Days (Ask Jeb)
    Sep 2 2025
    A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between appointments, and by 2 p.m., you're mentally checked out, struggling to focus on that critical prospect meeting. That's the reality facing Angela Mendez from Austin and Marcus Taylor from Denver. Angela's crashing every afternoon when she skips meals or eats on the go. Marcus is burning out fast, juggling a packed pipeline and back-to-back Zoom meetings. If you're nodding your head right now, this article is your wake-up call. Because the energy crisis and burnout epidemic in sales isn't just about being tired—it's costing you deals, destroying your performance, and stealing your edge when you need it most. Why Sales Reps Experience Afternoon Energy Crashes and How to Fix Them Let's start with the key facts of energy management: Your brain is an engine, and like any engine, it needs the right fuel to perform. When you skip meals or grab whatever's convenient, you're essentially putting sugar water in a Ferrari and wondering why it's sputtering. Here's what happens when you don't fuel properly: Your blood sugar crashes, your focus evaporates, and your personality literally changes. You become irritable, indecisive, and ineffective—exactly when you need to be sharp, confident, and persuasive. The solution isn't complicated, but it requires preparation and discipline. Start with breakfast—period. This isn't negotiable. You need something that gives you a slow burn: oatmeal with fruit, protein like eggs, something that keeps you steady until lunch. If you don't eat protein in the morning, you'll be hungry by 10 a.m. and making poor food choices. Pack your day the night before. Get a cooler. Fill it with real food: apples and almond butter, walnuts, dried fruits without added sugar, vegetables and hummus. Keep fresh fruit and vegetable juices without added sugar in small bottles. This isn't about being a health fanatic—it's about maintaining peak performance when deals are on the line. Here's the game-changer: Don't wait for fatigue or extreme hunger. Stay ahead of it. The moment you feel your energy dipping, that's too late. You should be fueling consistently throughout the day, not rescuing yourself from a crash. And here's a pro tip that might sound simple but works: Carry apples everywhere. When you start getting hungry and your personality begins to shift, an apple gives you just enough sugar and energy without the crash that comes from processed snacks. It's your emergency reset button. How Back-to-Back Meetings Create Sales Burnout and What to Do Instead Now let's talk about Marcus's burnout problem, because this one hits close to home for every salesperson drowning in Zoom fatigue and calendar chaos. Being on camera wears you out way faster than face-to-face meetings. If you're scheduling yourself back-to-back-to-back without recovery time, you're your own worst enemy. There's no formula that's going to solve the problem of walking from one meeting directly into the next meeting into the next meeting. Your brain can't handle it, and your performance will suffer. Take control of your calendar. I know this sounds obvious, but how much of your scheduling nightmare did you do to yourself? How often do you say yes when you should say no? How many meetings do you accept because of FOMO—fear of missing out—when the meeting is actually superfluous? Audit your last 30 days of meetings. Really look at them. How many could you have declined? How many were necessary for moving deals forward versus just making you feel busy and important? Here's what's really happening: You're filling your calendar to prove your value and demonstrate how busy you are. But a packed calendar isn't a badge of honor—it's a recipe for burnout and poor performance. It takes confidence and self-ownership to say,
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    9 m
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I listen to this everyday on the way to work. Most engaging sales podcast I’ve found to date. Lots of great material in here from experienced sales professionals that have also experienced the grind day in and day out. Pick up the phone!

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