• Sales Gravy: Jeb Blount

  • 著者： Jeb Blount
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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
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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
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  • Don’t Blow It All: A Personal Finance Wake-Up Call for Sales Pros

    Don’t Blow It All: A Personal Finance Wake-Up Call for Sales Pros
    2025/04/17
    You crushed your quota. Commission check hits the account. Your first instinct? Celebrate! You earned it, right? Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you’re just renting a lifestyle. Here’s the truth: Top sales pros don’t just sell like professionals—they manage their money like professionals. They know the high of a commission check can’t replace long-term financial freedom. I’ve got the financial low-down. 1. Don’t Spend It All in One Place—Or All at Once When a big check hits, it’s tempting to splurge. New watch. Fancy dinner. Extra drinks on you. But here’s the catch: commission highs come and go. Quarters fluctuate. Markets shift. Now more than ever, you can’t treat every paycheck like a lottery win. Try this instead: Split your check. A solid money rule: 50% to lifestyle, 30% to savings/investments, 20% to debt. Set auto-transfers. Remove temptation. Have a percentage automatically move to savings or investments the minute you get paid. Living below your means is how you avoid feeling broke—even during dry spells. 2. Build the "Oh Crap" Fund Sales is high-risk, high-reward. One quarter, you're crushing it, the next you're staring down a dry pipeline and a mortgage payment. Enter your emergency fund. This isn’t optional—it’s survival. Ideally, you want 3–6 months of living expenses saved in a separate account, untouched unless it’s a true money emergency. Having this cushion keeps you from making desperate decisions when things get tight—and keeps your mind clear to prospect fanatically. 3. Debt Doesn’t Care About Your Commission Credit cards. Car payments. Student loans. Debt is a silent killer of long-term wealth. And the more you make, the more it sneaks in. Why? Because it’s easy to think, “I’ll just pay it off with my next check.” Then the check comes. And goes. Start taking control: List your debts. Highest interest first. Choose a strategy. Snowball (smallest balance first) or Avalanche (highest interest first). Stick to it. Automate payments. No missed due dates. No excuses. Pay with cash. And stick to it. If you can’t afford to pay for it all now. You can’t afford it, period. Freedom means having money that belongs to you—not a credit card company. 4. Your Future Self is Counting on You It’s easy to feel invincible when you’re 25, 30, 35—closing deals, stacking checks. But time moves fast. And if you don’t start investing for the long haul, future-you will be making cold calls at 70. Start with your 401(k) if your company offers one—especially if there’s a match (that’s free money). If not, look into IRAs or Roth IRAs. Even small monthly contributions grow massively over time thanks to compounding interest. The earlier you start, the easier it is. The later you start, the harder it gets. 5. Plan, Don’t Wing It You wouldn’t wing a sales call with a high-value prospect, right? The same goes for your finances. You need a plan. Set financial goals. Pay off $10K in debt. Save $20K this year. Max out your Roth IRA. Track your spending. Use an app or spreadsheet. Know where every dollar goes. Meet with a financial advisor. Let a pro help map the path. Sales success without financial structure is just noise. You work too hard to have nothing to show for it in the end. 6. Discipline is Freedom This isn’t about deprivation. It’s about choice. When your money’s right, you can: Stop chasing bad deals. Invest in coaching, property, or your own business. Sleep well, knowing you're not one missed quota away from panic. The people who look rich often aren’t. The people who stay rich? They play the long game. Protect the Bank Account You already know how to grind. You already know how to win. Now it’s time to build a life where that effort creates lasting freedom—not just fleeting dopamine hits.
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    53 分
  • How to Use “Pull Through” to Sell More Through Distributors and Channel Partners (Ask Jeb)

    How to Use “Pull Through” to Sell More Through Distributors and Channel Partners (Ask Jeb)
    2025/04/16
    Ross from Houston, Texas, joined the Ask Jeb Podcast faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines? Ross’s company builds industrial dust-collection equipment and ducting, but they don’t sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives. Below, you’ll find key insights on how to drive more “pull-through” sales to your channel partners and convince every stakeholder—from engineers to installers—to pick your product. Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Your product is on the shelf (literally or figuratively) alongside competitors, and the distributor or contractor can often steer buyers toward any brand they choose. Pull-through happens when the end user, contractor, or engineer specifically requests your brand—making your distributor the middleman who fulfills the preference you created. Educate & Collaborate With Specifiers Ross’s sales team already does lunch-and-learn sessions with engineering firms. Those engineers create the specs that contractors must follow, so if your product is “baked in” early, that’s a massive advantage later when the contractor goes shopping. But the real test comes when the contractor or installer sees a cheaper alternative on the distributor’s line card. Key Steps: Educate engineers on the deeper value and functionality of your product, so they’ll insist on it in their specs. Collaborate with contractors. Even if they’re not the final decision-maker, they can heavily influence whether your premium line is chosen or a cheaper knockoff. Brand Preference vs. Price Objections The toughest hurdle for a premium brand is the classic price objection. If the competitor’s line undercuts you, how do you prove your extra value? Unearth the Real Cost of Going Cheap. Show specifiers and end users the Total Cost of Ownership - that cheaper or less-robust solutions can lead to higher maintenance, safety issues, or inefficiencies down the line. Highlight Success Stories. Gather testimonials or case studies from buyers who saved time, boosted reliability, or lowered total cost of ownership by choosing your brand. Create Tools and Guides. Develop clear documentation or ROI calculators that help buyers see beyond sticker price—especially useful if the distributor’s rep isn’t fully equipped to present your value. Dealing with the Distributor as a Gatekeeper You can do all the contractor or engineer training you want, but if the distributor’s inside salesperson steers a buyer to a cheaper product, you still lose. That’s why building the distributor relationship is non-negotiable. Action Items: Train the Distributor’s Sales Reps. Show them exactly how to pitch your brand’s advantages, from installation ease to long-term reliability. Reward Them for Advocacy. If possible, offer spiffs or incentives when they successfully sell your line. In some cases, highlight how your product can reduce their support headaches and returns, making their life easier. Co-Sell on Big Deals. Bring major opportunities to the distributor, or volunteer to go on key calls together. When you help them close deals, they become more loyal to you. Get Proactive and Strategic One pitfall in channel sales is that your rep can become just a “help desk” for the distributor—always fixing problems instead of actively driving new deals. But a proactive approach can turn that support into a competitive edge: Offer On-Site or Virtual Coaching. Whenever the distributor or contractor hits a snag, your rep steps in, demonstrating expertise. This builds trust and brand loyalty. Balance Support with Hunting. While your reps should help,
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    17 分
  • How to Handle Decision Deferment Objections (Money Monday)

    How to Handle Decision Deferment Objections (Money Monday)
    2025/04/14
    There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals —Decision Deferment Objections. If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” we're going to dive into why this is happening and, more importantly, how you can handle these sales objections confidence and skill. Turbulent Times Breed Buyer Fear The market is swinging like a pendulum on steroids, and it’s making everyone skittish. You’ve got tariffs, trade wars, and a spike in economic uncertainty. Buyers read The Wall Street Journal or check their news feeds, and the headlines scream “Turmoil!” They panic. So they defer decisions, walk away from deals, or play the “wait and see” game. Decision deferment objections are a natural consequence of fear. People want to avoid making the wrong move. It’s easier to hit the pause button than to commit to something they’re not 100% sure about. That fear, in many ways, is irrational. But it’s a brick wall that will shut down your deal if you let it. So how do you avoid letting hesitation, stalling, and decision deferment kill your deals during market uncertainty? It starts with a fundamental truth: to succeed in this environment, you must sell better. Because when people are fearful, indecisive, or uncertain, how you sell matters far more than what you sell. Why Buyers Pull Back and Defer Decisions In uncertain and volatile times, mistakes come with severe penalties. A stakeholder who chooses the wrong vendor, invests in the wrong technology, or commits resources too soon might put their entire business or career at risk. So they freeze. They put it off. They say, “We’ll need a little more time to think about it more,” or “We need to run the numbers again,” or “Let me talk to my boss.” If you haven’t uncovered real fears, addressed them, and methodically advanced the deal, you’ll hit a wall of deferment objections at maximum force. That’s why I often sound like a broken record—but repetition is the mother of skill. The basic steps to closing in an uncertain market are fundamental: Execute your sales process flawlessly Consistently ask for micro-commitments to advance the sale Present a compelling, airtight case for change Ask your stakeholders to make a decision confidently and without hesitation Handle objections with empathy Closing Is Not a Single Moment in Time A lot of sales reps treat the close as one magic moment—like flicking a switch. But in reality, closing is a series of micro-commitments that happen throughout the sales process. Every time you get a commitment to a next step your buyer to leans in just a bit more, and you set the stage for a final “yes.” When times are normal, a halfway-decent rep can skip a few steps and still get deals across the finish line. But in a crisis or uncertain market, that sloppy approach falls apart. You must consistently get micro-commitments and keep advancing—because if you let the ball drop even once, you’ll give your stakeholders an opening to stall or back out with objections like “We going to hold off,” or “We’re just going to stick with what we have until the economy gets better.” Tough Objections? Check Your Upstream Sales Process For this reason, if you are getting hammered at the close with brutal objections, it usually means you made mistakes earlier in the process. So instead of obsessing over how to wordsmith your objection rebuttals, you might need to re-examine how you qualified and sold from the get-go. Tough objections at the eleventh hour are typically a symptom of an earlier problem. So, what do you do? Qualify better upfront—Are these the right prospects? Are you sure they have a budget, authority, need, and timeline? Is there a compelling reason for them to change. Ensure you’re dealing with real decision makers—If you’re stuck with “influencers” who keep p...
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    12 分

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