• Sales Gravy: Jeb Blount

  • Auteur(s): Jeb Blount
  • Podcast
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Sales Gravy: Jeb Blount

Auteur(s): Jeb Blount
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  • Résumé

  • 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.
    2024 Jeb Blount, All Rights Reserved
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Épisodes
  • Sales Tactics You Can Learn From a Bartender

    Sales Tactics You Can Learn From a Bartender
    Apr 24 2024
    On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar. The Bartending Foundation of Sales Success Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and sales. In our conversation, Neil shared how the fast-paced, diverse interactions at the bar were his first lessons in customer relationship management. He learned to read body language and verbal cues, which later enabled him to tailor his sales approaches to different customer personalities effectively. "One of the most important lessons from bartending was the ability to establish rapport quickly," Neil explained. "In sales, just like in bartending, you don't have the luxury of time. You need to make a connection the moment you meet a potential client." Adapting on the Fly: The Bartender’s Edge in Sales Neil highlighted the adaptability required behind the bar, where every customer interaction can differ dramatically. This skill is directly applicable to sales, where understanding and adjusting to client needs is crucial for closing deals and maintaining relationships. "In both fields, you encounter an array of personalities and demands. The ability to adapt on the fly and offer solutions that resonate with the individual in front of you is what sets top performers apart," he stated. Deep Empathy and Understanding is the Cornerstone of Sales Success As our conversation delved deeper into the soft skills that elevate a salesperson's capabilities, Neil emphasized the profound role that empathy played in his career trajectory, a skill refined during his days behind the bar. "Bartending isn't just about mixing drinks," Neil shared. "It's about tuning into the customer's mood from the moment they walk through the door. You quickly learn to pick up on subtle cues that indicate what kind of day they've had, what they might need from you beyond a drink—whether it’s a quick joke to lift their spirits or just a listening ear." This nuanced understanding of human behavior is crucial in sales. Neil explained how this bartending-acquired empathy translates effectively into the sales domain. "When you’re dealing with clients, it’s similar. Each client comes to you with a different set of needs and expectations. Just as in a bar, where no two patrons are the same, no two clients are identical either. Understanding this allows you to tailor your approach uniquely to each situation." Neil went on to describe how empathy goes beyond just sensing what customers need in the moment; it involves a deeper comprehension of their long-term goals and challenges. "In sales, as in bartending, you're not just responding to immediate requests—you're anticipating needs that the clients themselves may not have fully recognized. This could mean recommending a product that could solve an upcoming challenge or offering a service tweak that enhances their operational efficiency," he noted. Moreover, Neil highlighted that this empathetic approach helps in building trust and loyalty, which are paramount in sales. "When clients feel understood, they are more likely to trust your recommendations and consider you a partner in th...
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    51 min
  • How Customer Retention Drives Revenue Growth feat. Barry Klein

    How Customer Retention Drives Revenue Growth feat. Barry Klein
    Mar 24 2024
    On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. Customer Success as a Priority: Emphasizing the importance of customer success in maintaining and expanding business relationships. Retention Over Acquisition: Highlighting the significance of retaining existing customers as a more sustainable and profitable strategy compared to acquiring new ones, especially in challenging economic times. Human Interaction: Despite advancements in technology, the conversation underscores the irreplaceable value of human touch in customer relationships. Proactive Engagement: The need for businesses to proactively engage with customers to understand and adapt to their evolving needs. Impact of Company Culture: A company's culture, particularly one that values ethical behavior and respect, can significantly influence customer success strategies and outcomes. Adaptability and Responsiveness: The importance of being adaptable and responsive to customer needs as a way to ensure customer satisfaction and loyalty. Long-term Relationships: The focus on building long-term relationships with customers rather than short-term transactions. Customer Retention is at The Heart of Business Growth When it comes to growing a business, the real magic happens long after the sale is made. Think about your own experiences: every time you buy something, that's just the beginning of your journey with that brand. And if they treat you right, you're not just going to come back—you're going to become a loyal fan, maybe even spend more over time. That's the secret ingredient to business growth. It's not about constantly chasing new customers; it's about keeping the ones you already have coming back for more. The Power of Customer Retention Finding new customers is hard work and expensive. It's like throwing a party and hoping people you've never met will show up. Now, think about the friends who already love your parties. You don't need to convince them to come; they're already on board. They might even bring along a few friends of their own. That's the beauty of focusing on your existing customers. You've already won them over once; now it's about making sure they feel valued and continue to enjoy what you offer. A satisfied customer is your best advocate. They become ambassadors for your brand, sharing their positive experiences with others. This word-of-mouth is invaluable. It's authentic, powerful, and best of all, it's free. Every happy customer is a potential win, not just for another sale, but for bringing in new customers who've already heard good things about you. Building a Community At its core, keeping customers happy is about more than just good business sense; it's about building a community around your brand. It's about creating a space where people feel valued, heard, and connected. This community isn't just loyal; they're engaged. They're not just buying a product or a service; they're buying into an experience, a relationship. One of the keys to keeping customers close is listening to them. It's about being open to feedback, even when it's tough to hear. Every piece of feedback is a gift, an opportunity to improve and to show your customers that you're invested in their satisfaction. It's about continually adapting and evolving to meet their needs. The Long-Term View The relationship with a customer doesn't end at the sale; that's where it begins. It's about the follow-up, the check-in, the unexpected delight that shows them they're more than just...
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    41 min
  • You’ll Sell More When You Adapt To Buyer Personality Styles

    You’ll Sell More When You Adapt To Buyer Personality Styles
    Mar 9 2024
    On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio. Key Takeaways: Importance of Personality Tests in Sales: Jessica expresses her enthusiasm for personality tests and their application in sales, emphasizing how understanding one's own personality and adapting to others' can enhance sales interactions and relationships. Bird Personality Types: The conversation delves into the bird personality types, a concept used by Take Flight Learning to categorize different personality styles. These include the eagle (confident, direct, results-driven), the parrot (social, talkative, enthusiastic), the dove (peaceful, harmonious, methodical), and the owl (wise, analytical, observant). Each bird type has its unique communication style and approach to problem-solving. Adapting to Different Personalities: Steven discusses the importance of recognizing and adapting to the various bird personality types in sales and everyday interactions. He shares anecdotes and examples to illustrate how understanding and flexing to different personality styles can lead to more effective communication and better outcomes in sales. Practical Tips for Salespeople: The episode provides practical advice for salespeople on how to identify and adapt to different personality types in their prospects and clients. This includes paying attention to cues like tone of voice, body language, and response patterns to tailor their approach accordingly. Personal Growth and Flexibility: Both Jessica and Steven emphasize the value of personal growth and flexibility in sales. They encourage salespeople to stretch beyond their comfort zones, be kind to themselves during the learning process, and continuously strive to improve their skills and adaptability. Understanding Personality Styles is a Game Changer in Sales People are different. You know it, I know it. You've got your quiet thinkers, your chatty Kathys, your decision-makers, and those who need a bit more hand-holding. If you're treating them all the same, you're missing out. Think about your last sales call. Maybe it was smooth sailing, or maybe it was like talking to a brick wall. Ever wonder why? It's not always about the product or the pitch. Sometimes, it's about not clicking with the person you're talking to. That's where knowing a bit about personality styles comes in handy. Understanding personality styles isn't just about making sales; it's about building relationships. When you get where someone is coming from, you're not just another salesperson trying to hit a quota; you become a trusted advisor. Think about it. Would you rather buy from someone who gets you or someone who's just pushing a product? It's a no-brainer. Speaking the Same Language Let's break it down. Some folks are all about the facts. They want the nitty-gritty details, the stats, the ROI. Then you've got the ones who are looking for a connection. They want to know you get them, that you're on the same wavelength. And let's not forget the decision-makers who want the bottom line, no fluff, just straight talk. Now, imagine you're pitching to someone who loves details, and you go in all guns blazing with big-picture talk. It's like you're speaking French, and they only understand Italian. Not exactly a recipe for success, right? Here's where it gets interesting. Once you start paying attention to these styles, you can tailor your approach. It's like having a secret weapon. You start speaking their language, and suddenly, doors start opening. You're not just another salesperson; you're someone who gets them.
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    39 min
Gestion et leadership Réussite personnelle Marketing et ventes Économie
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