Episode #067: Jeb Blount

Sales is a Language of Questions

MEET

Jeb Blount

Jeb Blount is an author, a speaker and a sales acceleration specialist. Jeb has written a number of best-selling sales books including notably Fanatical Prospecting the ultimate guide to opening sales conversations and filling the pipeline as well as Sales EQ, how ultra high performers leverage emotional intelligence to close complex deals. Jeb is also the host of the Sales Gravy Podcast.

Key Takeaways From This Episode

[01.00] Jeb shares his journey into sales – Jeb shared his journey from aspiring Lawyer to Sales Professional

[02.11] How Has Selling Changed  – Sales has gotten easier over Jeb’s career.

[09.59] The Key Attributes of a Modern Successful Sales Professional – Great sales people are fanatical prospectors, have great time discipline, they are really good with people, they have sales drive (mental toughness).

[12.25] Jeb’s Top Three Sales Do’s and Don’ts – Prospect, prospect, prospect Don’t pitch, don’t push, don’t sell. Sales is a language of questions

[14.00] Jeb’s Most Satisfying Sales Pursuit and Lesson – Jeb shares one of his sales pursuits from his new book Sales EQ.  BBQ on Paper Plates vs Private Jets.

[16.38] Jeb’s Advice to His Younger Self – Take the time to appreciate your sales roles and the people that you work with.

More About Jeb

What is your all time favourite sales-related movie?
The Pursuit Of Happyness

Favourite sales related quote?
“The probable is what usually happens.” – Aristotle

Which sales book has had the most positive impact on you?
How to Win Friends and Influence People by Dale Carnegie

Who / What inspires you?
First Responders who put their lives on the line to keep us safe

What aspect of your own personal development are you most focussed on improving at the moment?
Time Blocking and Attention to Details

Hobbies, Interests?
I love spending time with my horses on our farm