Episode 187: Jeb Blount – How To Never Have An Empty Pipeline (Fanatical Prospecting)

Jeb Blount is a speaker, executive advisor, consultant, and world-class trainer who inspires people to take massive action and reach peak performance, fast. As an internationally recognized speaker he wows audiences with his engaging and authentic enthusiasm and keeps them on the edge of their seats, begging for more.  He is recognized as  one of the world’s 50 Most Influential Sales and Marketing Leaders by Top Sales Magazine, a Top 30 Social Selling Influencer by Forbes, and one of the Top 5 Sales Experts to Follow on Twitter by Evan Carmichael. 

Jeb is the bestselling author of six books including People Buy YOU: The Real Secret to What Matters Most in Business and People Follow YOU: The Real Secret to What Matters Most in Leadership.

As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. Today Jeb serves as CEO of Sales Gravy, Inc. Under Jeb’s leadership Sales Gravy has become a global leader in sales and customer service enablement solutions. Sales Gravy’s flagship website, SalesGravy.com, is the most visited sales specific website on the planet.

Episode 187: Jeb Blount – How To Never Have An Empty Pipeline (Fanatical Prospecting)

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The Learning Leader Show

“Repetition is the mother of learning.”

In This Episode, You Will Learn:

  • Common themes of the best sales professionals:
    • They have high Emotional Intelligence AND
    • Sales Intelligence
    • A full pipeline
  • The #1 Reason for failure is an empty pipeline
  • Ultra High Performers:
    • They prospect constantly — driven to keep the pipeline full: it builds confidence
    • Focus on deals they can win — they are a good judge of win probability
    • Have the luxury to choose the deals they work on
    • High EQ — they have the ability to manage their emotions
  • Average sales people focus on a linear sales cycle… The ultra successful focus on the buying process, they shape the buying process, decision making process, and they are masters at influencing decision makers
  • You CAN move from great to ultra performer — with work
  • Hiring process:
    • The culture must support ultra high performers
    • Using Sales Drive — An assessment to learn if people will hunt. Must have intelligence/competitiveness, an optimism to hunt
  • 4 Parts — Interview process
    • 1) Intelligence – must be able to connect the dots that don’t seem connectable
    • 2) Acquired Knowledge – desire to build knowledge, growing, learning, curious
    • 3) Technology Intelligence – have to build new technology into your life
    • 4) Emotional Intelligence – management of emotions, situational awareness
  • Why the average sales person is good in an interview
  • Examples of great “Turnaround Statements”
  • A live discussion of the cold email I sent Jeb to get him on my show (really interesting part)
    • You have 2 seconds to get their attention
    • Hook in the subject line
    • 1st sentence — talk to them, not you. Relate to them. Don’t write “Hey Jeb,” write “Jeb”
    • Situation — bridge — connect the dots, then ask
  • Social selling
    • Must have a great social profile
    • Monitor what you say
    • DO NOT tweet about politics or religion
    • Connect with people in your industry on LinkedIn

Continue Learning:

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Episode 071: Nate Boyer – Green Beret, Texas Football, The NFL

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

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Episode edited by the great J Scott Donnell

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