Taking on the competitor a buyer already knows
On Ask Jeb, Jeb answered an advertising salesperson’s question about losing deals to existing providers. He discussed discovery, buyer commitment, and when to walk away.
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Jeb Blount
Jeb Blount is the founder of Sales Gravy, a sales trainer and author who shares practical lessons on prospecting, relationships, and leadership through books, videos, and the Sales Gravy Podcast.
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A prospecting system for finding the right people
Jeb helped a business development rep working in a technical market. The episode covers separating research from calling and sorting prospects into A, B, C, and D lists.
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Building a clearer cold call opener
A Brooklyn real estate agent brought Jeb a question about booking appointments. Jeb walked through stating the reason for a call, making the value clear, and asking for a specific meeting time.
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Advice for a first year in sales
Jeb answered a former teacher who was seven weeks into a sales job. His advice centered on daily process goals and the actions a new salesperson can control.
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Making discovery feel more like listening
Jeb answered an advertising salesperson’s question about buyers who hold back. He discussed listening, the decisions buyers make, and connecting their goals to a useful solution.
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