19 Burst results for "Jeb Blunt"

"jeb blount" Discussed on The Art of Charm

The Art of Charm

01:52 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

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"jeb blount" Discussed on The Art of Charm

The Art of Charm

02:06 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Me fired up to have on the phones and i even took notes. I now have a post it note with weight on my computer screen to remind me. Why am i talking. While i'm on these calls for me talking with jeb is like talking a long lost brother. We communicate in the same manner because he understands the tools and skills that we've put together here at the art of charm. He's zim every day in his sales training just as we are using them every day and building networks and connecting with people i just love conversations like that and the other thing about. It is when you understand this stuff. The way we do you were living life and your viewing it through a different lens than most people so when you try to explain this the people outside of the podcast they kind of look at you like you're aware however talking with jeff. Oh yeah it's like. Oh that's right. These skills are universal when it comes to building an amazing life and he gets it at the end of the day where in sales whether we like it or not and people by you and that's why we're so excited app jab. Join us this week now. This week shout out goes to jason. Who just completed unstoppable. He writes us to tell us that he was sure something was wrong. He could feel it despite being a hard worker and all around decent guy. He was struggling with dating and it was spilling over into his work. It seemed like the harder he tried the bigger hole he dug for himself. He decided to go through unstoppable and realized that it wasn't him at all it was his own mindset that we're working against him and he was over thinking everything unstoppable showed him how to work through his thought processes and throw out the bad stuff. Finally hopping in the driver seat instead of letting that self critic drive the car. Thank you so much for creating this course skies. And ps michael herald is the best. Yeah i love hearing that so if you listen to this podcast. We can make a few assumptions about who.

jeb jeff jason michael herald
"jeb blount" Discussed on The Art of Charm

The Art of Charm

02:58 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Been the same. When dale carnegie penned his book to win ben franklin came up with his clothes. It's been the same. It's not changed. And if you're constantly chasing new tips and tactics and strategies and hacks and scripts. You're going about it the wrong way. The greater you can understand the psychology and how humans make decisions and rationalize the pain that they're going through to come out the other side and think about where they wanna be. That's when you really understand handling objections. The sales process and everything else that goes into being a fantastic salesperson. Now as we close we have some good sales people in the audience that want to become great. What in your mind is the difference between a good salesperson and a great salesperson so this is going to be completely all subject. So i'm gonna we've been talking about building relationships and sales processes. Here's the truth. The truth is the difference between good salespeople. People and great salespeople are great sales people understand really simple premise about sales and that is that the pipe is life. You have to prospect everyday everyday everyday because nothing that aj. and johnny. And i've been talking about matter a hill of beans. If you don't have opportunities to sell in your pipeline. Which means that you have to prospect. You have to go out and prospect every day every day every day every day because the number one reason why you will fail in sales you have an empty pipeline and the number one reason you have an empty pipeline is that you're not prospecting because you were afraid to go out and interrupt people. The truth is the truth will never change at the more people you talk with the more you will sell. Never forget. that beautiful aid ended. Our last question of all of our guests is. What is your x factor. What is that thing that makes you extraordinary and successful at what you do. The number one thing is this. I'm not the person in the world by far. I'm certainly not the best salesperson by far the best authored the best speaker effect on a really great speaker at all. I'm just i hack at it right. I'm not the best business owner. Not the best entrepreneur. I'm far from the best parent or husband. I'm not good at really anything with the one thing. That i'm good at is hustle. Nobody will ever outworked me ever so i don't care how good you are. I don't care what's going on. I'm like the little tortoise behind you. You're gonna take a break you're going to rest. I will never rest. I will beat you every single time. Because i will out grind you every day. You will never outhustle me. What a beautiful message to everyone. Who's going from good to great in terms of sales or maybe even not realizing that you are selling is guess what you are every day of your life whether you're in a traditional sales role or not and hustle wins the day. Thank you for joining us job. Thank you i say johnny talking.

dale carnegie ben franklin aj johnny
"jeb blount" Discussed on The Art of Charm

The Art of Charm

05:35 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Three word objection crusher. That's naturally going to get the prospect to buy. We have to acknowledge we have to relate to it. We have to normalize that objection so they feel safe going back to your final point. Which is they have to trust you. And if you just come out of this with a stupid script around handling objections. That's destroying that trust. That's literally telling the prospect that. I don't really care about how you're feeling in this moment. I have the solution for you. That i'm gonna force on you like what you said about. Normalize you could say good relate would be a totally get where you're coming from you know. This is the question that almost every single person does business. We ask before they take the next step simple social like everybody's near shoes. I get that so. I think that we we. We have to recognize with a objections. You said something really important. You gotta understand it. You gotta calm down and there aren't magic words. They're never have been magic words. I mean even in the days. Because i remember back in the eighties. Somebody taught me that. Ben franklin close and that dates me bad so nobody i used to have a mullet. I did wear a members only jacket and yes. I was valley girl with the know valley girl guy with the collar pop so i did that but we did the ben franklin close. It didn't work in one thousand nine hundred five. It didn't work in nineteen seventy five and it didn't work in nineteen sixty five minute worked with really stupid people but in work with anybody else. What really worked in always worked was authentic human communication connecting with people. Doing your homework putting in the work. John like you said earning earning the right to ask and understanding what people wanted and connecting the dots and the great self people the grey cells people from go back all the way into the early part of last century when we were first building professional selling as a as a as a as a profession. Or are you know a business I don't know track inside of organizations. The i think any see. I started doing that. Del carnegie all this guys. That did this early. Nineteen twenties and nineteen to and the teens. The best salespeople people then or the best salespeople. Now i mean think about it when the carnegie right how to win friends and influence people nineteen twenty something and it is still as relevant today as it was then so tell me what changed. Nothing changed their things. Like what keeps you up at night. Things sales people say that changes. But that's just because we'll find out a line that really works for a little bit of time and then we just abuse it until it doesn't work anymore. But the art of selling the science of selling the science of connecting with other people and i say an art and science because it is understanding. That human beings are predictable. If you understand how brains work you have a lot of opportunity to influence people and to connect with people and and get people to love you and like you wanna buy from yoruba people by us so i get this you know the people want people want to connect with you. That didn't change and people always like what changed in sales case we have more channels more ways to connect with people than ever before. I think that that we are more in tune with we. Want people we to be around people who are authentic. That didn't happen because cells change. They haven't because society changed. We went from the nineteen fifties sitcoms. Where mom and dad are sleeping in separate single beds. You know to the day where you turn on tv and like you know. Pretty much anything goes. We've moved to we. We dig it when people are real. You can even see that like you post a video online and if your video is scripted. People don't watch it and if it's something that's unscripted than people watch it. I don't know why sometimes they're stupid but they watch him i. I'm always amazed at things. I post online that go viral versus things that don't go viral and i haven't figured out the formula but this probably authenticity and there at some point that makes that work right so what we've what we've learned. Is that the the art. Here is being a human being being real. Understanding that relationships are engineered. They are not something. That just happens organically now. Sometimes that happens. I've been on trains in europe or have met a person and become best friends overnight. Very rare that that happens but it happens but in most cases when as you said johnny there's an outcome that's involved in the conversation. The process of getting to that outcome is and building. That relationship is a series of steps that you have engineered. You have created the environment that allows that that relationship. That feels organic to happen. And if you understand that and you get that you win and if you think that this is all random there are people out there that just like suddenly they wake up and johnny. You said that they just wake up annoyed. The greatest they just connect with people in a unique way. If you think that then hallelujah but you're wrong. It doesn't work that way and i can tell you from my own. World am on a lifelong journey to be a better connector in a better human being and build relationships with people. And i screw it up every single day of my life and i try again working on the skill and it is a skill. Now you brought up such a great point. Because our neuroscience biology has not changed and evolved. There's not a new part of the brain that's come into existence over the last hundred years that we now have to figure out in crack. The neurosciences stayed the same culture is shifted says a salesperson. You should definitely pay attention to culture. And see what people are responding to and interacting with and what they're following that's important but it's not about changing the system or the process every few years and updating it like we update our iphone the way we go through emotions to rational decision making and the way we will rationalize our emotional decision making..

ben franklin Del carnegie John johnny europe
"jeb blount" Discussed on The Art of Charm

The Art of Charm

04:57 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Situation may be your job is to go out and find fear and bring it home find rejection and bring it home. You gotta go do that so you also have to recognize that what you feel is natural. It's right it's supposed to be there your job as a human being what you teach. And you're unstoppable program. I like that is how do you get. I love the analogy of the car. Like how do you get control of the car and steer that fear in a way that gives you strength versus causes you to back down and in end that you're allowed to be authentic and transparent and a real human being without letting those things hold you back and this idea that you know. Nobody needs to ever see that. There's any fear anything in me. I you know there are people who live their life that way. I just don't think it's a really good way to build a coalition of people around you. Who care about you and are willing to support you and sometimes pick you up and push your ass back in the game when you fall down. We all push back in the game here there. i think. One of the outcomes of that avoidance of fear or the fear of rejection playing out is especially with young sales professionals looking to immediately figure out how to handle objections and skip over all those other important steps of the sales conversation before any objection arises. And we hear this time and time again from our audience and our clients who are getting started in sales one of those magic words to overcome. I can't afford this. Or i don't have time and i would be willing to guess that your book on objections is probably one of the best selling ones because when it comes to sales training that's what everyone wants to avoid that rejection and wanted to close more sales and of course the roadblock that we all feel is its objections and i need to handle these objections to be an impactful salesperson number one. What's your perspective on objections. And a number two if you are at that place in your sales career where you've handled the other steps in the conversation and you're still hearing objections. What are your strategies around handling objections. So in the book objections. I take a more of a approach to it so rather than give you a bunch of cheesy scripts that you can use to get past something. I begin with the origin of the fear of rejection where it comes from and and how it impacts you and also on the other side of the table so what are the. What are the things that cause your bar to be resistant to you and create rejection. So i mean the best the best objection you get the one that didn't happen because you were so good in the rest of the process that they just said let's do business like you said earlier. Aj they just do the work for you and they bought they say. Why don't we get started in. That happens when you do everything right. So there's a lot of things that sells people do because they don't understand how human beings worked that create this resistance. One of those is skip all the steps in the sales process and go. Hello wanna buy when you do that. You're going to get will. It cost too much because they got nothing else to compare you from. You know you didn't do anything else or you get to the point where you're trying to build your case but you didn't do deep enough discovery. It was all shallow. You stayed above the surface. You get any information so they go. You know i'm really concerned about this. But you don't really understand them enough to say an minimize their fear by saying you know. I heard you saying that to me. You also told me that this this this this and this were important to you. And so i think that even though this is there wouldn't make sense that these things are probably more important to you than this little thing. That's holding you back in the. Yeah you're kinda right about that. That's just human beings like they're they're they're covered up are being being risk averse and they'll say those things so first of all of objections. The key is follow the process. You can't separate the sales process from the cells objection. You gotta do both the next thing. I want to sort of make sure that we bring in especially when you sales people is they get an objection at the early part of the of the sales. Call like they'll go well. I wonder what your prices are. Your prices are too high. They've even done any discovery. This is called a red herring right. So they're chasing something that's not an objection on by the within. They bring it up over and over again so that they get past the raider and they bring it back and put on the table so instead of skipping past the red herring ignoring it they just keep talking about it or their entire sales conversation just dive into an abyss because of that so we teach a little a little framework for dealing with this call. Paas which is pause acknowledged. Ignore or save so when you get hit by an early objection before you've covered. The sales process with a new salesperson will do as attack it. What i do. Is i just pause for a second acknowledge it. And here's how acknowledged so. Let's say something like well i. I'm i'm telling you right now. I'm not buying anything today. Like you hear people say that. I'm not signing anything today. The new salesperson takes it as an objection to me. It's just a red herring. It's just the person saying that because they don't know what else to say and you'll find that in every other human relationship you have. They'll just say things either because they think that's what they're supposed to say. Are they all know else to say but to you. It feels offensive. So i just write it down that right now. There's a smart board behind me. But i'll do on the.

"jeb blount" Discussed on The Art of Charm

The Art of Charm

06:22 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Move and anything that you do. But it's there. But i think that goes back to back to emotional intelligence. We don't get to choose our emotions. They happen without our consent. So whether it's fear of rejection or whether it's fear of success or whether it's fear that people are going to find you out and you doubt yourself in the moment which is just normal and say that the people who see me on stage and they're like how could you ever say anything like that. You're the most person in the world you have no idea what's happened in my head when you're not around you know when you're when you're in those situations what you can choose is not the the motion you can choose your response and your response is. Can i rise above the emotion and then deal with this person. In a way that i know gives me influence in that moment. A no allows me to persuade them. In that moment. I know that gets them to lean into me and phil emotionally connected with me in that moment so that goes back to those frames to a you. Listen to me you make me feel important to you. Get me in my problems with trust and believe you so. My insecurity doesn't matter if my mouth is shut. The way that i feel about myself. My fear doesn't matter if my mouth is shut even by the way my own communication styles we all have a different style of communicating. My communication style connected to their communication style doesn't matter i don't have to flex to them if my mouth is shut. So they're talking they don't care what my style is. They just feel good because they're talking. That's what we have to remind ourselves up in. Those situations is than a lot of cases. Were just playing tricks on ourselves. And i know you're coaching practice. That you work with people through that teaching them how to rise above those emotions. And i just say this to your audience just so you know i like i'm a human being i. I have those doubts. I'm you know. I'm laying in bed last last wednesday night. We just came off like the greatest day of our life that you've never been to the outbound conference but this is an event like none other. We've one hundred and thirty five feet of screens and pyrotechnics in the greatest rock show for sales people on earth. I just got off the stage. People are clapping screaming hug and taking selfies. Saad side in bookstore. My my hand hurts. And i'm laying in bed that night sitting there going. I could've done better this better. That you know i kinda screwed this up. I said that made this mistake. I'm rolling through those things. I can't help it. It just happens the question that you have to ask yourself when you wake up the next morning. Is that going to change your behavior right or is it going to be something that fuels you to rise above it. Get your confidence in your hands and be better than you were the day before. That's a choice that you make you get to make that choice. Nothing else gets to make that choice for you. So that's why. I look at the world of sales. I love it. Because it's all choices you choose your actions you choose your responses and you choose your mindset and those are the only three things that you can control and i choose to control those things and you laying in bed. Having those fears is because you care that's a good sign. And i know many of our clients come to us being like. I wanna be fear list. I don't want that voice. I don't want that doubt. I don't want that fear and that's just not true. You are afraid because you actually care you care about delivering that talk you care about the impact of everyone in that room. And that's why you afterwards you go. I could have done better but going in with the mindset of like i just want to overcome all of that fear. I don't wanna hear that voice. I don't want to deal with that. That's actually a very ineffective strategy to managing those emotions. We need to move those emotions from the driver's seat of the car to the passenger seat of the car. We've all been there with the back seat driver telling us the best exit to take the shortest route but you still have the steering wheel your still driving the car where we get into trouble is when we let the fear drive the car and for many in sales listen rejection is a part of it but rejections a part of life is such a valuable lesson to take out of sales experience even if later in your career. You don't do sales. I encourage everyone to to try it out because it puts you in a position to manage that fear. Slide it to the passenger seat and as you said manage what you can control. Which is your reaction. It's not about removing the voice. It's about managing what you do win. That voice appears and the other thing is about learning how those controls when you're in the driver's seat work and that is exactly why we created our unstoppable program. It puts you in the driver's seat and allows you to understand how to use the controls so that you can overcome and rise above those emotions to to perform at the level that you need to be performing at to get the results that you need to get in. I think we. Sometimes there's there's no. There's no i don't think real win and glorifying rejection because it sox nobody wants to be rejected it feels bad but we also understand the role rejection plays in our lives as human beings. It's a double edged sword rejection in the sensitivity rejection is one of the things that allows human beings to operate it with other human beings. You know where the line is drawn so that that that fear crossing the line helps you build better relationships and not do stupid things. We've all seen people who they say this often. I'm being authentic right. So i'm going to be authentic but authenticity without regard to your audience is just arrogance and we don't like arrogant people. We kick arrogant people out of our group so part of rejections one side of the sword is that it shows you where the lines are drawn and it makes it easier to deal get along with other people. The other side of it is it. Hold you back because we know the truth is is that almost everything that is great in life lies on the other side of that fear. The fear of something happening to us now. A lot of times we think thinking about fears like fear of death but death is one of our top fears. Our biggest fears rejection. In fact we fear rejection more than we feared dying and we see that working with the military military. Doesn't tell you all day long. I would rather go out and have somebody shoot at me. Then they make a co- call all day long so we we understand his sales professionals and by the way and life anything we want whether it's in your career whether it's a relationship with someone whether it's whether it's getting funding for your business. Whatever the.

Saad phil sox
"jeb blount" Discussed on The Art of Charm

The Art of Charm

06:05 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Make you feel important building trust. Those are the steps that are going to reach that sell. Yeah and i think he said you talk about objective. So for me i would. I explained every salesperson before you walk into any conversation. You need to understand what you're targeted next step is. It could be an appointment. It could be an advanced to say. More discovery could be leveling up to a decision maker. It could be closing the deal. But if you don't know you're targeted next up. How can you explain it to them. And i'm usually pre framing targeted next up at the very beginning. When i'm sitting down with you. I might say so johnny. Here's what what my objective is. Today i wanna learn about this this this and this and if all this makes sense for you and me then our next step will be this. Will that work for you and you say yes so. I'm getting commitment and consistency moving into that next step right so i won't that commitment going in but i'm telling you what the next steps going to be early on and i think sometimes we hide that from the person that we're dealing with now. That might not always be an appropriate thing if you're going to. You're meeting someone at a mixer and you go. Listen i'm gonna have a conversation with you and my targeted next up is that you're going to be going on a date with me next week. I mean that may that may come off a little bit for now. There are people who can pull that off because they can do it in a way that will make the other person laugh and it'll work people like me who are. Introverts should probably stay away from that type of trial. Close the early part of a date. But the but the i think the i think you have to know that and get that and that's part of the system and you said something else. Johnny that i think is so important. I say this all the time in a little bit of a different way. But i like the way that you said that you have to you to feel like you deserve to be there and the way that i know i belong there and i was just coaching a group of sales people yesterday on this. Who are going through their final presentations. You know that you belong there you know that you deserve to get what you came for because you went through every step in the sales process. You took the time to listen to them. You took the time to put away your own. Needs for their needs. You did discovery you went back and built a business case and now you're sitting here presenting it. This is your time to talk right. You're presenting the final case. You earned that and they know that when you show up and you're relaxed assertive and confident the most powerful emotional foundation for a salesperson. In that moment they're gonna lean into that and they're going to buy from you in fact told one of the sales guys yesterday. I said you know. Here's the thing. Most of the stuff that you said was just crap. And i'm still buying from you because i didn't hear any of it because all i saw was i want to buy from you because you were that good in the presentation because you were so confident about what you were saying and and thinking and and i could feel it and that mattered more than the substance of what you were saying. Not not that. I want you to go in and say inane things to your buyer but you gotta realize how important that is but earning doing the work in advance matters. And that's why sales people who show up and say hello. Wanna buy they get in a lot of trouble and they and they're insecure and insecurity and passive in weakness as a sales professional certain death because human beings are incredibly predictable. We run right through that. If you don't feel like you earn it you're gonna lose and by the way if you approach in that manner and skip through all the steps. You're either going to be insecure. Are you going to be arrogance and arrogance is is a complete disregard for the person that you're dealing with and they're gonna see right that through the right through that too and they're not going to buy from you well. This is why. I started to question people who seem to have a fear of rejection. Because it could be rejection. People don't like to be told no and especially if you take it personally. That sucks however there's also the fear of success. What if they say. Yeah well now you have to show up and perform a service. Now you have to show up and be the show yourself worth on this date and and that is can be a major block if you don't enjoy the product that you're selling whether it's a service or whether it's you then you're going to be afraid of them saying yes so we have to determine that the rejection that you really afraid of or is it that you don't believe in your the product you don't believe in yourself you don't believe in what you're selling because if that's the case that's a different resolution that we need to work on rather than rejection that point that you just made prob- probably is actually. We'll say it is a big issue for say solo entrepreneurs people who are building their own business people like me who are authors and speakers. I found early on. When i was building this business and i started this business in two thousand six that i struggled to sell me so when i was sitting down with someone i would. You know. I'm offering my keynote or my coaching inns me. That first of all when they reject that they're rejecting me and that's very much like dating when you're dating. They're not rejecting an idea. They're rejecting you so so. I felt it with two of us on a product. I'm selling the product for somebody never even bothers me because the product is the is the inanimate object but it's me and then the other part of that is and this is like deep down inside of you and i'm i'm gonna say this as an honest way free so and be transparent but there are days even now with all the success that i've had in this business all the success of had building and growing and all the money that people will pay me to show up and do a keynote which is just. It's mind blowing. What you know what people will will people will bring me in and pay me to stand on their stage and talk with people. I get paid to talk. You think about it but there that those moments when there's like a really big deal or a really big company or really big event people want you to come into and you're sitting down talking with them there's little voice inside of you that says okay. They're going to buy you and then they're gonna find out your complete and utter fraud and you have to like. That's one of those things you have to lift yourself above because you're doubting yourself and when you doubt yourself it creates insecurity and because human beings are predictable and the way they deal with insecurity. It's a really really bad..

johnny Johnny
"jeb blount" Discussed on The Art of Charm

The Art of Charm

07:56 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Will you bring up a great point there because we're not gonna talk someone into buying. They are going to talk themselves into by. And that's where the questions come in and extroverts will often go into pitching they also have a belief a firm belief about the product that they're selling and they're excited and all of that can work against you in a sales process versus the opposite where the introvert being a great listener asking great questions. If you're not sharing you're not relatable you're not building that trust so it's a it's a balance and i love that you talk about it as a skill because i think many who are trying sales for the first time realize that man this is really tricky and they don't stick with it long enough to develop that tuning into okay. This is what i need to speak up. And this is what i need to hold back and it is like a dance. It's not a formula. It's not just follow the script. Do x y and z. And you will get this result. It's a balance. It's the same thing in a conversation with another human that we're trying to build trust with or relationship with our want to add to that that's the second myth that you had mentioned is that this can be learned. You reduce it to his skill. All skills can be enhanced and for our audience. They hear us talk about this all the time. And they're used to the idea that these things can be broken down and put into systems so that you can enhance them. Be better at these however those who are turning in or still are holding onto this idea that these things are innate. There inherited that you either are or you're not a again. If you gotta here at one time two times five times yes you can get better. You can implement systems in your life that will allow you to get better at these skills and free each question. There is something different to look for in the interaction to listen for to see to let you know whether or not you've achieved this point or not. I mean if you're asking somebody have delayed or not or are you allowing them to fill important. This is going to come out and the conversation. There's going to be all sorts of tells that allow you to know that this has been taken care of that. You've handled this. Yeah i think. I think part of it is about learning to listen. So it's it's and this is we have two types of listening but there's active listening which is providing someone tangible proof that i'm paying attention to you that that makes them feel important deep. Listening on the other hand is is is listening beyond the words that they're saying you can listen to the message but it's listening with your heart and i say your eyes ears and your heart your intuition and then and this is where it gets really tough for sales people far too. Many salespeople live on the surface. So if i'm if i'm asking you a question i'm getting you're getting you talking and i'm what i'm trying to do is trigger. Something called the self disclosure loop and there's a lot of science behind this. Is that when people start talking about themselves. They get a dopamine hit to the brains. I call it brain cracks. So they're getting. They're getting basically a hit of drugs and you can actually see this on marriage to brain will light up like a christmas tree so when that dopamine hit comes if i can stay out of the way and let you keep talking what you'll do is get deeper and deeper and deeper and you know this when people are in a conversation with you and they don't know you are. Are they feel like they need to hide something from you. Which is true in most commercial conversations a salesperson and the the buyer the salesperson's trying to protect their interest the buyers trying to protect their interests. So we have a tendency to stay above the water if we're looking at a high an iceberg versus guinea below the surface when people start to self disclose and i can get out of the way. They moved further and further below the surface. And it's there that deep listening really comes into play. Like i've got to watch and listen for the emotional cue whether on the phone or on a video or in person. It's those emotional cues. If i can ask questions around those that first of all. Tell the person that i really do care about you. And i'm really listening and i'm paying attention to things that are important to you but that's where you find where there's opportunity to help the person that's where they're hiding things that they're you know they don't want to show you because they feel like that that it shows their hands and it puts them in a bad position because they think you want to sell them but the more you can ask about those things in the more they can tell you that's when they begin to tell you their story now their story and their languages their language of pain and opportunity aspirations. It's the things that are irritating them. It's the things that they want to accomplish. Its it's their emotional language. And if i can listen to that and then come back and talk about that. I can say you know. Aj you told me that one of the things that's really bothering you is when you come in in the morning and you try to get your day started. You've got this this this and this that are in your way and you're not able to really focus on the things that give you the most joy at work and that's exactly why. I recommend that we do this because if we do this. I'm gonna get that time back. And i'm going to focus on the things that you don't like to do where you can focus on the things that you do want to do. If i'm saying that what i'm doing is you're going. Wow this person really gets me. And i've had people say that. I mean and i say that often to see other day go go. You're the only person we've talked to. That really understands us. All i was doing was repeating back to him the words that he told me. It's not that hard but if you if you're just on the surface and you're just thinking about what you want you don't do that you'll you don't tell them that their story so when we start thinking about this as a skill and i love what you said. Johnny it is total skill. Is the things that we can learn. It does begin with emotional intelligence. We have to learn how to sacrifice the things we want now for what we won't most and we have to learn how to be organic in the moment and get out of our own way while at the same time remaining outcome focused on there for a reason but i leave this conversation. I've got a targeted next up. And i'm going to ask for that next step but in between the what's happening between organic and the conversation with you and you've probably been with salespeople where you can tell they're thinking about the next question they're gonna ask versus really listening to what you're saying and you know how putting that is but if i can build organically in the conversation it is like this beautiful symphony like it's this thing that happens in use like you were saying like you see these things that are happening with it. You can feel it like you know when you get into zone and it and people just do all the work for you. You really don't have to do that much effort. Because when they get done they're like there's no one else in the world that i want to buy from other than you i mean and it's no different than if you're in a conversation with another person. There's no one in the world. I wanted to spend time with more than you. And it's not about what you say it's about what you hear and that's what getting this gets missed so much in all of the noise around what makes a good salesperson versus what makes a bad cells person. I think one of the biggest mistakes around staying on the surface is making assumptions. And of course in sales you love the product you've probably experienced other customers or clients having success with the product. You feel like you know. All of the roadblocks all the reason someone would come to your doorstep through prospecting and looking for your service and then you start making assumptions as a salesperson. They said this emotion. Oh i know exactly how they feel. I know exactly what this like. And then you start putting your frame on them and of course we're not taking a deep. We're not listening and unpacking. What's really going on there because at first blush like you said many people don't wanna show their hand and if you just stick with their first answer and you make assumptions based off that i answer. You're going to take the car off the road and you're not able to get to the destination of actually closing the deal versus making far less assumptions. Coming in with a completely blank slate not assuming that you know what their problem is and the emotions tied to it and for many that means setting aside your own experience right. Many of us will start a sales job because this service helped us and we love it so much and now we want to advocate and we want to sell it..

guinea Johnny
"jeb blount" Discussed on The Art of Charm

The Art of Charm

01:35 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"How to to shift and get control a rise above your natural communication stall so you can better connect with other people. But i always begin with those five questions as how i'm connecting as an introvert stop tired of inconsistent results. Are you dating who you wanna be dating or you where you wanna be in your career. Do you have the proper roadmap to get you where you wanna go. If you're tired of wasting time and tired of seeing other people effortlessly build their dream lives while you work twice as hard with fewer results to show for. Perhaps it's time to get some guidance skills and accountability that you need to reach that next level and our x-factor accelerator. You'll develop the tools to communicate. Powerfully cultivate unstoppable systems a mindsets and be held accountable by a community of high value members. Mentors and coaches. This is no ordinary community or group. Each member has been selected. Unvetted to make sure your experience is a prosperous. One that's right. Aj our members are driven knowledgeable and dedicated to advancing their lives in the lives of the community they are. Ceo's professionals entrepreneurs servicemen. So come join the fun. If implementing these concepts from the show has enhanced your life imagine what a year long mentorship in our x-factor accelerator could do for you unlock your x factor and become extraordinary. Apply today at unlock. Your x factor dot com. That's unlock your x factor dot com..

"jeb blount" Discussed on The Art of Charm

The Art of Charm

05:10 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"Cultivate a high performance sales culture. Jeb is also the host of top sales training podcasts sales gravy welcomed. The show jab. Why don't we just go ahead and start with getting your story. How you got started in sales got started in sales in high school as crazy as it sounds. I had joined the yearbook in eleventh grade because in my senior year. I didn't really wanna work that hard. And the yearbook is full of girls. And i was really into girls and into sports so it seemed like a natural thing to do so i joined the yearbook and that spring mr else who was our yearbook advisor came in and said hey you got to go out and sell some ads so we still ask for the yearbook. We had thirty days. A quota of about three hundred dollars. And i could tell immediately. Nobody likes to sell ads because everybody is rolling their eyes and they were. Oh my god to leads. I didn't know any better. So i went out and i i lived in a little place called harlem georgia and which is one. Stop sign in the middle of nowhere. So went out. went downtown. Went to halls hardware store. Walked in reach my hand out mr hall. I sell ads for the yearbook which led by an ad and he looked at me. And reese behind the counter opened up this big checkbook. And he stroked me. A check for an ad and that was when i fell in love with sales like i could go ask people for things and they would give me money. A guy excels crack right. There and i ended up going all over that town all over the next town all over augusta georgia. I sold thirty. Seven hundred dollars in. Ads came back. Set down with all the girls in the class in me. Because i'm a token man at the time and everybody went through what they sold thirty days later. Most people hadn't even gotten their quota. Most people have gone home. Sold najib their mom or dad. Or what have you. And then they asked me. And i had this water check. It was this thick. And i'm like i saw thirty seven hundred dollars. Nobody believed that you could just see the like on their faces. That's when i really fell in love with sales. I mean because you can sell stuff and then you can shock people and then on the way out the the the room mr smith's rows grabbed me and said that was amazing. I can't believe you did that. I'm gonna make you editor the yearbook. And then i figured out if you can sell you can make it rain. If you make it rain people will give you more stuff. So ended up being edited the yearbook. Of course all the girls at that point then hated me. Because i wasn't supposed to have the job now. I'm the boss. But i learned a lot about sales and that's when i fell in love with it. That's when i knew that this was something that i probably wanted to do because it was fun i go out. I talked to people. I know them. I asked for money and they give me money i. I don't. I can't figure out a better way of doing things so i i got into sales and i've been doing it ever since. And would you consider yourself an extrovert. No i am total introvert. I'm i'm i'm really terrible. Around crowds of people say terrible amac can be good around cross people. I just walked out of the outbound conference so we had a couple of thousand people altogether for the first time. And i'm walking around talking to people shaking hands. But i'm in an environment where i'm on stage so i'm and then environment. It's my conference our user conference so i'm totally onstage. Totally doing what. I like to do but get sent me to a party. I'm i'm the. I'm the guy sitting in the corner. I don't do really well with Meeting new people or strangers and social environments. I'm great in a sales conversation. And in fact. I wrote a book called cells z. Q around about cell specific emotional intelligent really. Because i noticed that there are a lot of really good sales people that are like that like. They're not what you would consider to be like these people that go out and their toll extroverts in there. You know the gift of gab. Which really isn't a something that helps you sell anymore. Talking at people doesn't really make people like you any better so so i. I'm really an introvert. I get my energy from being alone. I'm happy being alone. I really don't need people around me. That much other than my wife who i love more than anything else in the world. But she's the only person that i really. I can't like physically live without. I like to have her in my life but other than that. I don't need people what. I am an extrovert if you were to talk about it in sales conversations when i'm ina cells conversation i know what i'm supposed to be doing i'm i'm onstage and my good friend matthew pollard. Who wrote the introverts edgewood. Tell you that. I'm also very very good at using a system for selling and a system for engineering relationships in engineering connections in a way that allows me to bend the probability that when i asked for someone to do something that they comply with the request that i've made of them and that's where i think being an introvert really helps you is that i don't get caught up in whether or not people like me because i don't really care. If people like me. I get really caught up in in finding ways to like them and creating emotional connections that bind them to me in a way that makes it almost impossible for them not to say yes when i ask well jeb. I think you have just squashed three myths right there in that. So let's break each one apart and look at them separately. The first one being the obvious that sells people need to be extroverts and introverts cannot be sells people. So what are you have to say about all that. Let's go ahead and break that down. I well let's just think about it like this and every interaction with another human.

mr hall georgia Jeb reese mr smith augusta mr matthew pollard edgewood
"jeb blount" Discussed on The Art of Charm

The Art of Charm

01:41 min | 1 year ago

"jeb blount" Discussed on The Art of Charm

"And then you're ready to go about your day. Good dry yourself. Catava is offering ten percent off for our listeners. Go to catava dot com slash friends to get ten percent off your order. That's ten percent off at k. K. c. h. a. v. a. dot com slash. Friends things. go better when they go your way and with windows. Pc's powered by until you can make share in. Do what inspires whether you want a laptop a tablet or something for gaming you'll have devices that were made for to keep doing what inspires you and everyone else learn more at windows dot com slash made to inspire. Welcome back to the charm. A show designed to help you communicate with power and become unstoppable on your path from ingenious to influential leader. We know you have to take three to our full potential and each and every week we share with you interviews and strategies to help you transform your life by helping you. Unlock your x factor whether you're in sales. Project management engineering medicine building client relationships or even looking for love. We got what you need. You shouldn't have to settle for anything less than extraordinary. I'm aj and i'm johnny. Thank you everyone for tuning in. Let's kick off today's show today. We're talking to jeb. Blunt jab is the best selling author of over thirteen books and among the world's most respected thought leaders on sales leadership and customer experience. He helps leaders to develop leadership and coaching skills and shows them how to apply a more effective organizational design and cultivate a high performance sales culture. Jeb is also the host of top sales training podcasts sales gravy welcomed..

"jeb blount" Discussed on The EntreLeadership Podcast

The EntreLeadership Podcast

04:55 min | 2 years ago

"jeb blount" Discussed on The EntreLeadership Podcast

"I'm your host, , Daniel Tardy, , and today my guest is Jeb Blunt. . Jebsen author speaker, , but he's not just one of those motivational gurus. . The last thing we need is more hype around this topic we need real answers we need real people, , give it a solutions for not just how to sell stuff not how to push things on people, , but actually how to serve. . At entreleadership teach. . Doing sells well as it's all about serving people. . And that's what JEB beliefs. . Lot of organizations are doing this while they're serving their selling growing and some organizations they're not because they're actually spending less time selling, , serving and spend a lot more time just talking about it. . The problem for a lot of small business people and I was there I, , love the corporate environment and started my own business is that you plan to plan to plan to plan to sell. . So you spend more time trying to get your business cards set up than you actually do trying to go out and get customers. . So entrepreneurs are the first people. . And if you are an entrepreneur businessperson, , you're always going to be the number one salesperson for your organization. . You can't ever forget that. . So for small business people acquiring customers and keeping customers is the number. . One thing you do. . That's how you make an impact organization and is how you scale and if you don't do those things very well, , everything else doesn't matter. . I want to talk about the art of sales and how that works in a second. . But in let's stay with this idea that small business and entrepreneurs you know these guys figure out they figure out how to sell. . You know an oftentimes I'm visiting with the founder of a small business who you know they are still selling actively and they're actually kind of getting stuck because they can't go work on the business and build the operations and lead and build a team because like you said, , they're still there number one sales person. . There's this tension of will bring in revenue. . How do I let that? ? Go while I go build the business well, , that goes back to. . You can't scale yourself. . So if you're going to run a business you have to at some point, , elevate yourself to a leader that doesn't mean that you you're not selling anymore because in my business deals in the line myself people bring me in and sometimes I'll be the person that pushes it over. . But the goal is to coach them to the point and grow them to the point where they don't need me because my whole goal is leader to make myself obsolete and the people don't need me into deal however, , I think that is the inflection point for every small business as when does the business owner in the entrepreneur move from doer right to scaler and Listening to your podcast with Dave that you did a couple of three weeks ago and you know he's talking about not barring money or not taking the sea. . So when you're growing slow as he says and I'm a business that grew slow with no debt no, , no capital no investors get free. . You know the point is that you have to there's pain in that scale, , and the hardest thing that you're going to do is higher for a salesperson. . You're probably going to fail and then when you have the second salesperson. . The third salesperson you're probably GONNA fail until you find the right person. Why . is that? Why? ? ? Why do you have to feel so many times to get it right if you're a really big company and you're hiring salespeople, , you have the capital to go and find talent you've got you've got an HR department that does the recruiting for you. . You've got a battery of task to bring them in and you have the ability to hire lots of people and maybe maybe heart ten people in three of them work but you're. . Still Ahead. . But if you're a small business owner and you're selling and you're doing and you're delivering and you're taking care everything and then you're trying to be good at hiring people in professionals that are good. . Hiring sales people fail often. . So small business people come to me and you know that we coach and they say, , well, , you know how do I hire salesperson and I say the same thing it's not easy and you're gonNA fail but you need to do it and you need to understand that you're GONNA have. . To go through the process until you find that anchor and once you find that anchor then you take care of that person Thiessen which you know, , and then go on the next anchor we wanted to be easy. . We want there to be an easy button around there's not an easy by around it. . There's not an easy button I not an easy button anywhere there isn't, , and so what happens though is in then you end up hiring people can see the next steps you hire people and you do you scale yourself. . And then one day you walk into a conference room and I've been there and all your people are sitting in a conference room and they're having a conversation about systems and processes and workflows, , and all those things and you look around and there's nobody in the organization selling anything and you have to say stop wait a minute. . We can be the best organized system company in the world. . But if we don't go sell stuff, , this doesn't make a difference because we're not creating casual so you moved from balancing your time. . Into business versus working on the business to then helping balance other people's time working to grow the business versus working on the business and the problems continue to grow they just they're just different but the fact doesn't change that businesses job is to get and keep customers. . That's it. . That's number one you do that you're. . GonNa win and that's I.

business owner founder Thiessen Dave CFO
How to Coach Your Sales Team with Jeb Blount

The EntreLeadership Podcast

04:55 min | 2 years ago

How to Coach Your Sales Team with Jeb Blount

"I'm your host, Daniel Tardy, and today my guest is Jeb Blunt. Jebsen author speaker, but he's not just one of those motivational gurus. The last thing we need is more hype around this topic we need real answers we need real people, give it a solutions for not just how to sell stuff not how to push things on people, but actually how to serve. At entreleadership teach. Doing sells well as it's all about serving people. And that's what JEB beliefs. Lot of organizations are doing this while they're serving their selling growing and some organizations they're not because they're actually spending less time selling, serving and spend a lot more time just talking about it. The problem for a lot of small business people and I was there I, love the corporate environment and started my own business is that you plan to plan to plan to plan to sell. So you spend more time trying to get your business cards set up than you actually do trying to go out and get customers. So entrepreneurs are the first people. And if you are an entrepreneur businessperson, you're always going to be the number one salesperson for your organization. You can't ever forget that. So for small business people acquiring customers and keeping customers is the number. One thing you do. That's how you make an impact organization and is how you scale and if you don't do those things very well, everything else doesn't matter. I want to talk about the art of sales and how that works in a second. But in let's stay with this idea that small business and entrepreneurs you know these guys figure out they figure out how to sell. You know an oftentimes I'm visiting with the founder of a small business who you know they are still selling actively and they're actually kind of getting stuck because they can't go work on the business and build the operations and lead and build a team because like you said, they're still there number one sales person. There's this tension of will bring in revenue. How do I let that? Go while I go build the business well, that goes back to. You can't scale yourself. So if you're going to run a business you have to at some point, elevate yourself to a leader that doesn't mean that you you're not selling anymore because in my business deals in the line myself people bring me in and sometimes I'll be the person that pushes it over. But the goal is to coach them to the point and grow them to the point where they don't need me because my whole goal is leader to make myself obsolete and the people don't need me into deal however, I think that is the inflection point for every small business as when does the business owner in the entrepreneur move from doer right to scaler and Listening to your podcast with Dave that you did a couple of three weeks ago and you know he's talking about not barring money or not taking the sea. So when you're growing slow as he says and I'm a business that grew slow with no debt no, no capital no investors get free. You know the point is that you have to there's pain in that scale, and the hardest thing that you're going to do is higher for a salesperson. You're probably going to fail and then when you have the second salesperson. The third salesperson you're probably GONNA fail until you find the right person. Why is that? Why? Why do you have to feel so many times to get it right if you're a really big company and you're hiring salespeople, you have the capital to go and find talent you've got you've got an HR department that does the recruiting for you. You've got a battery of task to bring them in and you have the ability to hire lots of people and maybe maybe heart ten people in three of them work but you're. Still Ahead. But if you're a small business owner and you're selling and you're doing and you're delivering and you're taking care everything and then you're trying to be good at hiring people in professionals that are good. Hiring sales people fail often. So small business people come to me and you know that we coach and they say, well, you know how do I hire salesperson and I say the same thing it's not easy and you're gonNA fail but you need to do it and you need to understand that you're GONNA have. To go through the process until you find that anchor and once you find that anchor then you take care of that person Thiessen which you know, and then go on the next anchor we wanted to be easy. We want there to be an easy button around there's not an easy by around it. There's not an easy button I not an easy button anywhere there isn't, and so what happens though is in then you end up hiring people can see the next steps you hire people and you do you scale yourself. And then one day you walk into a conference room and I've been there and all your people are sitting in a conference room and they're having a conversation about systems and processes and workflows, and all those things and you look around and there's nobody in the organization selling anything and you have to say stop wait a minute. We can be the best organized system company in the world. But if we don't go sell stuff, this doesn't make a difference because we're not creating casual so you moved from balancing your time. Into business versus working on the business to then helping balance other people's time working to grow the business versus working on the business and the problems continue to grow they just they're just different but the fact doesn't change that businesses job is to get and keep customers. That's it. That's number one you do that you're. GonNa win and that's I.

Business Owner Jeb Blunt Daniel Tardy Founder Thiessen Dave
"jeb blount" Discussed on The EntreLeadership Podcast

The EntreLeadership Podcast

05:29 min | 2 years ago

"jeb blount" Discussed on The EntreLeadership Podcast

"I don't know what feelings come to mind for you when you hear the word sales. . Maybe you've been sold to. . AB. . Something's been pushed on you. . You're like a lot of people, , your experience with sales as somebody's manipulating you to do something that you don't really want to do. . That's gross. . Fear, , small business owner. . If you lead a business, , if you're part of a sales team, , the truth is you don't have a business if you don't sell. . From the Ramsey network this is the entree leadership podcast where we help business leaders, , grow themselves, , their teams and their profits. . I'm your host, , Daniel Tardy, , and today my guest is Jeb Blunt. . Jebsen author speaker, , but he's not just one of those motivational gurus. . The last thing we need is more hype around this topic we need real answers we need real people, , give it a solutions for not just how to sell stuff not how to push things on people, , but actually how to serve. . At entreleadership teach. . Doing sells well as it's all about serving people. . And that's what JEB beliefs. . Lot of organizations are doing this while they're serving their selling growing and some organizations they're not because they're actually spending less time selling, , serving and spend a lot more time just talking about it. . The problem for a lot of small business people and I was there I, , love the corporate environment and started my own business is that you plan to plan to plan to plan to sell. . So you spend more time trying to get your business cards set up than you actually do trying to go out and get customers. . So entrepreneurs are the first people. . And if you are an entrepreneur businessperson, , you're always going to be the number one salesperson for your organization. . You can't ever forget that. . So for small business people acquiring customers and keeping customers is the number. . One thing you do. . That's how you make an impact organization and is how you scale and if you don't do those things very well, , everything else doesn't matter. . I want to talk about the art of sales and how that works in a second. . But in let's stay with this idea that small business and entrepreneurs you know these guys figure out they figure out how to sell. . You know an oftentimes I'm visiting with the founder of a small business who you know they are still selling actively and they're actually kind of getting stuck because they can't go work on the business and build the operations and lead and build a team because like you said, , they're still there number one sales person. . There's this tension of will bring in revenue. . How do I let that? ? Go while I go build the business well, , that goes back to. . You can't scale yourself. . So if you're going to run a business you have to at some point, , elevate yourself to a leader that doesn't mean that you you're not selling anymore because in my business deals in the line myself people bring me in and sometimes I'll be the person that pushes it over. . But the goal is to coach them to the point and grow them to the point where they don't need me because my whole goal is leader to make myself obsolete and the people don't need me into deal however, , I think that is the inflection point for every small business as when does the business owner in the entrepreneur move from doer right to scaler and Listening to your podcast with Dave that you did a couple of three weeks ago and you know he's talking about not barring money or not taking the sea. . So when you're growing slow as he says and I'm a business that grew slow with no debt no, , no capital no investors get free. . You know the point is that you have to there's pain in that scale, , and the hardest thing that you're going to do is higher for a salesperson. . You're probably going to fail and then when you have the second salesperson. . The third salesperson you're probably GONNA fail until you find the right person. Why . is that? Why? ? ? Why do you have to feel so many times to get it right if you're a really big company and you're hiring salespeople, , you have the capital to go and find talent you've got you've got an HR department that does the recruiting for you. . You've got a battery of task to bring them in and you have the ability to hire lots of people and maybe maybe heart ten people in three of them work but you're. . Still Ahead. . But if you're a small business owner and you're selling and you're doing and you're delivering and you're taking care everything and then you're trying to be good at hiring people in professionals that are good. . Hiring sales people fail often. . So small business people come to me and you know that we coach and they say, , well, , you know how do I hire salesperson and I say the same thing it's not easy and you're gonNA fail but you need to do it and you need to understand that you're GONNA have. . To go through the process until you find that anchor and once you find that anchor then you take care of that person Thiessen which you know, , and then go on the next anchor we wanted to be easy. . We want there to be an easy button around there's not an easy by around it. . There's not an easy button I not an easy button anywhere there isn't, , and so what happens though is in then you end up hiring people can see the next steps you hire people and you do you scale yourself. . And then one day you walk into a conference room and I've been there and all your people are sitting in a conference room and they're having a conversation about systems and processes and workflows, , and all those things and you look around and there's nobody in the organization selling anything and you have to say stop wait a minute. . We can be the best organized system company in the world. . But if we don't go sell stuff, , this doesn't make a difference because we're not creating casual so you moved from balancing your time. . Into business versus working on the business to then helping balance other people's time working to grow the business versus working on the business and the problems continue to grow they just they're just different but the fact doesn't change that businesses job is to get and keep customers. . That's it. . That's number one you do that you're. . GonNa win and that's

Tricia cfo Ramsey solutions Dave founder
How to Coach Your Sales Team with Jeb Blount

The EntreLeadership Podcast

05:29 min | 2 years ago

How to Coach Your Sales Team with Jeb Blount

"I don't know what feelings come to mind for you when you hear the word sales. Maybe you've been sold to. AB. Something's been pushed on you. You're like a lot of people, your experience with sales as somebody's manipulating you to do something that you don't really want to do. That's gross. Fear, small business owner. If you lead a business, if you're part of a sales team, the truth is you don't have a business if you don't sell. From the Ramsey network this is the entree leadership podcast where we help business leaders, grow themselves, their teams and their profits. I'm your host, Daniel Tardy, and today my guest is Jeb Blunt. Jebsen author speaker, but he's not just one of those motivational gurus. The last thing we need is more hype around this topic we need real answers we need real people, give it a solutions for not just how to sell stuff not how to push things on people, but actually how to serve. At entreleadership teach. Doing sells well as it's all about serving people. And that's what JEB beliefs. Lot of organizations are doing this while they're serving their selling growing and some organizations they're not because they're actually spending less time selling, serving and spend a lot more time just talking about it. The problem for a lot of small business people and I was there I, love the corporate environment and started my own business is that you plan to plan to plan to plan to sell. So you spend more time trying to get your business cards set up than you actually do trying to go out and get customers. So entrepreneurs are the first people. And if you are an entrepreneur businessperson, you're always going to be the number one salesperson for your organization. You can't ever forget that. So for small business people acquiring customers and keeping customers is the number. One thing you do. That's how you make an impact organization and is how you scale and if you don't do those things very well, everything else doesn't matter. I want to talk about the art of sales and how that works in a second. But in let's stay with this idea that small business and entrepreneurs you know these guys figure out they figure out how to sell. You know an oftentimes I'm visiting with the founder of a small business who you know they are still selling actively and they're actually kind of getting stuck because they can't go work on the business and build the operations and lead and build a team because like you said, they're still there number one sales person. There's this tension of will bring in revenue. How do I let that? Go while I go build the business well, that goes back to. You can't scale yourself. So if you're going to run a business you have to at some point, elevate yourself to a leader that doesn't mean that you you're not selling anymore because in my business deals in the line myself people bring me in and sometimes I'll be the person that pushes it over. But the goal is to coach them to the point and grow them to the point where they don't need me because my whole goal is leader to make myself obsolete and the people don't need me into deal however, I think that is the inflection point for every small business as when does the business owner in the entrepreneur move from doer right to scaler and Listening to your podcast with Dave that you did a couple of three weeks ago and you know he's talking about not barring money or not taking the sea. So when you're growing slow as he says and I'm a business that grew slow with no debt no, no capital no investors get free. You know the point is that you have to there's pain in that scale, and the hardest thing that you're going to do is higher for a salesperson. You're probably going to fail and then when you have the second salesperson. The third salesperson you're probably GONNA fail until you find the right person. Why is that? Why? Why do you have to feel so many times to get it right if you're a really big company and you're hiring salespeople, you have the capital to go and find talent you've got you've got an HR department that does the recruiting for you. You've got a battery of task to bring them in and you have the ability to hire lots of people and maybe maybe heart ten people in three of them work but you're. Still Ahead. But if you're a small business owner and you're selling and you're doing and you're delivering and you're taking care everything and then you're trying to be good at hiring people in professionals that are good. Hiring sales people fail often. So small business people come to me and you know that we coach and they say, well, you know how do I hire salesperson and I say the same thing it's not easy and you're gonNA fail but you need to do it and you need to understand that you're GONNA have. To go through the process until you find that anchor and once you find that anchor then you take care of that person Thiessen which you know, and then go on the next anchor we wanted to be easy. We want there to be an easy button around there's not an easy by around it. There's not an easy button I not an easy button anywhere there isn't, and so what happens though is in then you end up hiring people can see the next steps you hire people and you do you scale yourself. And then one day you walk into a conference room and I've been there and all your people are sitting in a conference room and they're having a conversation about systems and processes and workflows, and all those things and you look around and there's nobody in the organization selling anything and you have to say stop wait a minute. We can be the best organized system company in the world. But if we don't go sell stuff, this doesn't make a difference because we're not creating casual so you moved from balancing your time. Into business versus working on the business to then helping balance other people's time working to grow the business versus working on the business and the problems continue to grow they just they're just different but the fact doesn't change that businesses job is to get and keep customers. That's it. That's number one you do that you're. GonNa win and that's

Business Owner Jeb Blunt Daniel Tardy Founder Thiessen Dave
"jeb blount" Discussed on Scale The Podcast

Scale The Podcast

10:55 min | 3 years ago

"jeb blount" Discussed on Scale The Podcast

"It's like it's almost crazy like the day. That trump got elected. My phone started ringing and it hasn't stopped ringing sense. It's been insane so we're grateful grateful for the opportunities that we been getting because the whatever happened when the administration changed money loosened up people started spending so that money's been coming in at rapid pace so we haven't been doing qualifying. We've been doing triaging. I mean there was a time last year at this time when my executive president our sitting down looking at our pipeline and he he said what are we going to do if he close all of this because we didn't have the capacity to handle it all and those are good problems to have but now how is like i want everything qualified how many salespeople they have who the decision makers. They're highly delivered training. Are they doing third party so they do licensing on right right. I wanna know every single thing about these companies so that we have this loaded up database so that when winter comes and we have to really have to shift to we do a lot what about bound but we have a lot of inbound coming into but when we have to shift because we're starving to death because the leads aren't coming in asks bob's doing the keynote right then we have have to be able to have all that done now we have the luxury to do the qualify now so that when the time is right we can call instead appointments and i think if i'm a salesperson i want to do that <hes> and the and the the the the one thing that i did his salespeople getting into a recession in thinking about a recession is accelerate with a lot of people do as a slowdown so what the they they they they get into their cave. They huddle up the hunker down. I'm gonna win and and what i say to people is put accelerator on. Go go faster that means that you're gonna have to work harder. You're going to have to make more touches. You're gonna have to do more networking. You're gonna have to do all the things that we were doing that. Go back ten years ago ten years ago. I worked hard as i've ever worked in my life right to make enough to survive on. I was working ten times harder than everybody else on the other. We've came out of the recession like a phoenix. I mean we were on fire because we were. We were still moving fast. We're still making investments. We were still prospecting. We didn't hunker down. We're careful. We didn't make stupid stupid mistakes right we we didn't we didn't spend our money in the wrong way. We didn't take undue risk <hes>. We spent a lot more money today than we did then because we have the money to spend 'em were willing to take the risk and i think if you were business when i say if you're a real estate business the one thing you wanna start watching and which is what we're starting to now is where where do we have. Have you know fixed infrastructure costs that we cannot live without what are those. Where do we have fixed. Infrastructure costs that if we needed to to unloaded we could unload it and what are variable costs <hes> we have like you know things that we spend money on that we could we. Could you know move up upper. Move down as we go know what those are because what happens to a lot of companies and a lot of people especially in their lives and if you're in real estate looking at your look at your personal finances. Where do you have money. Being this evening outlaid tomorrow and i doubt we'll have another new two thousand eight again but if we had another two thousand seven two thousand eight again which was the worst financial the crisis in my lifetime and talking about the depression but i mean it was it was like that by the way it was supposed to be over in like two thousand nine but i felt that although in the two thousand fourteen fourteen so so. I think that if you have these these costs that you're these outlays it you're spending money on go look at them right now. Figure out what they are are and then figure out how to get rid of them pay them off mitigate them. Whatever and that's one of the things that we've been doing this year. My my wife and i <hes> looking at all. All of our rental properties is we were were cash rich right now. Because of the economy is taking the money that we have and were paying saying like basically paying off these rental houses which is which most advisors will tell you not to do because you're using someone else's money to make money but as an rental all right start getting depressed which they may. We don't know it's better that we don't have that debt because then then we have income coming in that. We don't have to pay anybody anybody for that can carry something else so it's it's looking at the entire world and saying okay. Here's where we are recessions coming. It's happening. Is it going to be six. Months is going to be a year and a half. I'm praying for a year and a half praying for year and a half. I think that would be best <hes> but when it happens opposite happens. I think the good news by opinion is that it'll be a small dip. I don't think it'll be a two years. I think i think it'll be three quarter recession and will be out of it but for most people people because as soon as it hits. We're going to feel a harder because of all the technology that's coming in <hes> taking people's job that type of thing so i think it'll feel oh like like it did this last time where we were. I think i think technically out of the recession in late two thousand nine but i mean it. I felt it for like. I felt like i felt like we were still in it for a much longer time than that and that's because your business is discretionary. Income kind of based companies are like ok. We can afford to do some training. Let's call jab it. Is we have a job or that. We back that up and believe it or not. During the recession job board was fantastic because people everybody's looking for a job so right right now. The job boards sucks because we've nobody's looking for a job so the money posts jobs within the l. out of the entire time because nobody's apply their jobs so weird things but i think i think yeah you're right. It's discretionary income <hes> it is <hes>. I have a big team nineteen people on my team so i have a huge you know training training team so it's your exactly when it dips we feel it. I mean we're we are totally going to feel it. Because you don't have people you have to do things he's but companies still trained people they. They don't quit training people so you have to be able to shift into that. We've made massive investments in our online and training platform on world class. It's amazing <hes>. It's we have comp. We have the ability to create white labeled l. messes and so we have a lot of companies are coming in and using get licensing. All of those things come into play. If we have a deep ugly nasty recession <hes> is is. We're going to feel it. I mean it's going to be a painful situation on me. I'll take some time off the road. It'll be painful. <hes> i just don't. I don't see that happen. In this time. There's just not the the only bubble we have out there student debt and <hes> and that it's it's crushable but it's probably not as crushable actionable as everything else because the federal government basically is guaranteed it so we shall we shall say <hes> what'll happen but i think <hes>. I think you're exactly right. I think well i mean you know real. Estate processions are tougher real estate but the money but the money moves commutes from the stock market in to real estate and then from real estate back to the stock market and got to capture those markets as they move so we're real estate virtual assistant company me and we primarily a real estate broker and hired basically went on my honeymoon was working at two in the morning you know in guatemala. The mountains bartenders making fun of me my wife my brand new wife of three days sleeping and i got back and i was like okay. Something's got to shift here otherwise i'm not gonna have. I'm going to stay married and never going to have a family you know <hes> and my desk was really just born from my own need to survive the last recession higher hire great talent at great prices and we've served over five thousand <hes> real estate companies and you know been around for for twelve years and we help people get talent basically so tell me tell me what you do what we have virtual assistants in the philippines and then when we kinda bump them up with in fact we built the industry our first we hired our first person before tim ferriss put out the row how workweek yeah i mean i mean that thing completely changed everything for us in two thousand ten and eleven because that book got very popular at that time but we started in two thousand seven back when the recession hit and <hes> and then a friend of mine said hey do daniel. Can you give me a couple and i was like yes but got a charge you because it's a pain in the butt to find these folks and get them all you know onboard and everything and so yeah we're and right now. We're just reaching out to other folks in the industry are that's. All i started self therapy. In two thousand seven okay differently. I i was a <hes> a a senior level executive in a fortune two hundred company and the <hes> and in two thousand seven i was flying around a corporate jet you know with to assist us as a corner office eating steaks and drinking wine and turned out in a we we were one of those companies that we were leading indicator of the recession so we felt it before anyone else felt it so about they just didn't need people who flew around corporate jet snakes takes all the time so what else do so so that would so i started <hes> i started cells gravy in the middle of freaking ugly recession and <hes> and you know like who does that kind of thing so sounds like i think it's great to come up with cells gravy. I mean were you. Were you sitting in. Mrs wilkes booth how that restaurant and said. I like gravy. I don't like that i was i the regionally from a company with sales professionals online because naively i believe that i was going to create a portal for salespeople and make a lot of money and dodd. I figured out really quickly that was not going to happen and a friend of mine who is a digital marketer. Online guru consulted we were having watching orlando and i was telling him about my name self wrestles online and he just looked at me and go. This is the dumbest name of ever heard my life. Nobody's gonna ever remember that uh-huh on this whole thing and so i i walked out at that meeting i was dejected. This is like late october and i went online line. This is two thousand seven. I went online to find sales blank dot com anything anything that i liked and nothing that made me sense and we we're on captive island over thanksgiving and two thousand sixteen and i was having thanksgiving dinner in the waiter came by with a gravy boat and pour for some gravy on my mashed potatoes and like it just hit me and i got up from the table. We're all violently. This is really before like iphones and tack with iran to the office because i didn't have any like anything with me. Real really poor connections ran..

executive president trump bob phoenix orlando federal government depression dodd captive island tim ferriss Mrs wilkes executive iran philippines
"jeb blount" Discussed on Scale The Podcast

Scale The Podcast

02:06 min | 3 years ago

"jeb blount" Discussed on Scale The Podcast

"Last three years and he's spent zero zero money on the number one source of his business and thousands of dollars buying crap leads on portal's yup in in and agents wonder like anyways we we could go on and on. Hey everybody ready daniel ramsay here and i wanna tell you about an extraordinary offer to take action and start scaling your business right now. You know i get a lot of questions russians about how to grow your business generate more revenue and reduce expenses and the answer is simple. It's my out desk. Virtual assistance. My out desk offers five star virtual assistant services to thousands of business professionals across the united states and making our clients over one hundred million dollars in ah revenue every year our customers absolutely love our virtual assistance and i want to give you the opportunity to learn exactly why <music> simply text the word 'em o._d. Maude two three one nine nine six and we're going to give you a free double my business a strategy call where you work one on one with one of our business grows specialists to design an action strategy for growth and cost savings things in your business. We're going to give you over twenty growth and strategy guides a market force personality indicator and important business checklist and hiring guides my out desk admins can help manage your office your sales. You're marketing pipeline and even help you lead generate and follow up and during this call your learn exactly how you can put them into your business right now so again techs 'em o._d. Two three one one nine nine six and get a free double my business strategy call right now and learn how my out desk can transform your business business today..

daniel ramsay virtual assistant Maude united states one hundred million dollars three years
"jeb blount" Discussed on Scale The Podcast

Scale The Podcast

10:00 min | 3 years ago

"jeb blount" Discussed on Scale The Podcast

"What is the message that you think would land land most appropriately for them. Well what are what are they telling you and you send emails one of the emails that they're hitting that you get the most opens the most click through like what are the what what's what's emotionally connecting with your audience right now. You know it's interesting. You're there's definitely something going on in our industry. Commissions ends are getting compressed cindy ago market just kind of did a little bit of a switchover meaning. It's the first decline they've seen in like. I don't know since two thousand thirteen and we're the commission's go. They go into the brokers. Are they going to the now. They're they're getting compressed because of competition. They're getting compressed because of really different models out there. They're getting compressed. Because people you know are saying well why i can just sell my my house on zillow competition with with <hes> with for for south by owners for his bows and then you've got the automated ed <hes> bolt buying happening basically through machine learning and these big investment houses that are buying up all these single family homes you know that's a misnomer <hes> mm-hmm there's no such thing as machine learning and real estate and and even zillow who says that they're doing it they actually they use real illustrate brokers to i think maybe made me a better name for his <hes> whether they call it systematic buying or what have you where they're going through who like all these listings in their computers are crunching. The than human beings are looking at them but they're not walk through the door with cash. They're using brokers. I i mean they're using real estate agents but there have been at least god five articles in the wall street journal in the last ninety days about about about these investment firms all the all the v._c. Money that's rattle oil and into i mean they're they're clueless making a small impact now but but they're basically going into the residential market and they're walking with cash and they're saying based on these this stuff right here on a by this house from you. Absolutely you're right about that. So investors make cash investors are making a much higher impact on who sells and for how much <hes> and and these these <hes> you know these companies these larger companies they can go on very skinny margins where you and i would would wanna make twenty grand if we flipped a house in risk capital and did all that they can go in in risk and just make five grand 'cause they're doing fifty of them and latimer has written houses. I mean the the the bigger firms are bynum and they're. They're keeping them on the market so they're they're compressing the amount of time that the buyer this simple trade off right you can you can have your house on the market for six months or you can have on the market for two weeks. Take this hour. Take it later and and we just <hes> you know we're doing. We just did a big seminar for house slippers. I'm not in the house flipping world but teaching them how to prospect so going after <hes> you know folks and then were doing some online fanatical prospecting boot camps for how slipping and it's really about you know getting in the door a qualifying and then obviously convincing the person to sell their house for cash look much lower amount than they thought they were gonna get <hes> but it's it's interesting. What's happening out there. I think the real estate. I'm i own real estate. I own rental houses but it is. I think for for real estate agents. It's a pretty if i were real estate. It'd be a pretty scary time time i would. I gave a keynote at the f. for century twenty one and i followed there c._e._o. On stage and i thought his message was strong strong and his message that and i love this message was it's the world is changing and computers technology's zillow trulia all of these these these companies. They're they're getting in the way they're disrupting what we normally did. The value was an agent agent is your knowledge of the marketplace what you know i and the human experience that you bring to people who are trying to purchase a home and and i i thought well if you know if you've got a better disruptor than that tell me because robot can't do that for you and understand on the listing side for example. You know that i'm gonna i'm it's easier for me to be to sell it myself than to bring someone in but but the value of the agent is that they that they know things said said that other people don't know and i know that was i bought a vacation home recently and i found it on truly what i was was looking for <hes> i i went there and got in touch with an agent who did a fantastic job of teaching areas showing us around took to enough houses. Were we can make a good decision. The house that we originally looked at we didn't end up buying the one that we thought we wanted to buy from the picture. It got there and some insider knowledge can help <hes> we got a really really good deal on the home that we wanted an and and we learned about where to buy not buy but we would have never known that if it hadn't i'm ben for the agent that we work with. Nope way possible would have known that <hes> because it's just it's one of those things that have such a niche area and everything there. Is you know you're spending a million dollars to buy a house so you can't really you. Don't wanna screw that up and the future in your future resells gonna be predicated on where you are in that particular area so and you only the in real estate you make money at the by not at the cell everybody ready get that confused so yeah yeah. I love it. That's exactly right. That's the we were. We had the right ear right place some stuff that needs to be fixed and a really motivated debated buyer and you know we we did well there but but i think that that to me the messages it's human. It's about the human experience which i think i don't i don't. I don't know enough about real estate because i don't. I don't live in the real estate industry but i think that's the one thing that's missing and cells in general <hes> is teaching people. Here's all this digital stuff that you can use and we've forgotten forgotten about the human experience and i think the same thing in real estate you have to connect with human beings to sell the human beings that's important if to connect with you list their homes uh-huh <hes> you have to connect with physic- just the right time and then you have to maintain a nurture relationship with them over time if the new things but it truly is a human to human experience the answer if you forget that a robot can do your job yeah yeah so. Would you leak the like the buyer investors is coming in and purchasing stuff and then the changing landscape all the competition and all the money coming in <hes> and then link that together with the <hes> <hes> fanatical prospecting yeah. I don't know i think those are. I think those are the things that are scary to agents so mhm the world's changing all the things are happening. It scares me because i worry about what happens when <hes> when the market shifts and you have these these big corporations that have old this real estate in their portfolios and then they decide they need to get rid of it and they treat us the red button. They project red button button the you <hes> the housing market. I just worry about that as a as a real estate owner that i don't want to get depressed by these big machines that are buying tons of property. I muniz i as a percentage of all the properties out there. It's a very small percentage. The problem that they're creating in the marketplace right. Now is not really for agent so as so much for the the the first time homeowners the second time homeowners so you're you know all my first house when i was twenty five. I think people are going a a little bit later than that but i bought my first house in california at thirty which was a big purchase and that was my third house by the way and i think that you know if the people that are coming in at the very the very bottom they're getting it out of the of the marketplace by these institutional buyers who are buying these houses for cash spent forever trying to save up enough money for a down payment but i read an article in this is in wall street. Journal is about these he's <hes> the agents that are selling at the very top of the market so homes that are ten million dollars plus and they were they were interviewing this one guy who was like it's all about the relationships nations ships because you you have to have a wide network of people who combined these houses and then you've got to get on the telephone and co call them and tell them this houses for sale and figure out a way to get him into the house. 'cause you're like you don't list a fifty million dollar house and everybody goes oh yeah. I think i'll go see that you know it's it's a it's a different marketplace so oh i think that <hes> i think that every real estate agent you gotta know what nicci plan. Where are you. What are you doing. <hes> you have to understand the in the the buyers. There's that are out there. I think more than anything you've got to. You've got to provide a great human experience i just i don't think there's any other way round that my my brother-in-law is a very very successful real estate agent and tuscaloosa and you know that's what he does and he's and we were just talking to the deg all the leads that you know that like truly leads and zilla leads in how worthless they are and he's like i get these things in there forever and then he had bought into someone else's plan and unlike ward where to most your least come from. He goes friends people who sold houses to send their friends to me. I'm like yeah. Why don't you play that instead card. Instead of all this other stuff that you can make your money you my favorite question that your brother in law would be how much money have you spent on your friends and and sphere of influence and then ask him to look at for the last.

first house zillow wall street journal trulia bynum tuscaloosa latimer ward california Journal fifty million dollar ten million dollars million dollars ninety days
"jeb blount" Discussed on OC Talk Radio

OC Talk Radio

10:33 min | 3 years ago

"jeb blount" Discussed on OC Talk Radio

"Okay back to Matt and date as the teed mcdade Dan mcdaid as they play the back nine and I was trying to be clever here and I stumbled over my word Sir that's right. I think you get so excited about the golf reference. It fell down. That's all right well. You know it's a day one of the masters leaderboard looks weird because a lot of guys than having started playing it but man what a beautiful course excited to continue our conversation today with Dan mcdaid he is a longtime sales and marketing <music> a thought leader currently the managing a prospect experience so let's talk about <hes> this concept prospect experience because I've never heard someone describe it this way as soon as you start thinking about the the idea of creating experience your prospect it makes so much sense. How did this come A. B. for you? You know what what kind of lead you put a focus year. After twenty one plus years running point Clare this is a bit of a different similar in vein but different direction what led to this. I guess it was frustration <hes> and also looking for what I considered a market niche that was under served so again you read every day you read something about C._x.. Customer experience and you know the prospect of being totally ignored and I feel like prospects are just really dumped on and how do you usually have a couple of minutes ago. About how do you basically take starting the relationship wrong and then converting that to a client that had becomes an advocate for your services or your solution so really it was it was looking at the market and saying you know Gosh these marketing departments even though they're trying to personalize you know they're trying to create insights. I mean everybody's talking about that. You know they're trying to use artificial intelligence which I can spend the whole thirty minutes on that but the they're they're failing. I think to impress the market and I know that you probably suffer from the same thing I get you know probably a hundred and fifty emails a day in the hundred and fifty emails. They're not you know. Most of them are just totally you miss sense. I'm not a prospect for what they're offering not even close just as a matter of treating the prospect markup with respect and the other thing is is it makes financial sense you know if you are prospecting too broadly then you're wasting using a lot of the money that could be spent on the core prospects and you're spending it on those who will never convert we have one client in particular was too big I._T.. Services firms in one case he evidence twelve hundred total prospects that those are the all that's. That's all he wanted to sell to us both prospects and he met with a larger company and now he's target market is five thousand prospects but he is just relentless in marketing to those key prospects only ten or fifteen thousand companies out there if theoretically cricket seltzer but he recognizes routines to sell to the five thousand best ones and spend all of his budget there well as you as you put a greater focus on a narrower audience that allows your message to get better <unk> know their needs better and have more relevant conversations <hes> encourage people to check out what Dan's doing now prospect dash experience dot com and you talk about the twelve point prospect experienced transformation to understand what's working. What's not what people need to do? Better what can people can people see in that it would that twelve point process where a couple of after a couple of points that are particularly important well I. I think there's a there's a few things one is <hes> under each of these talk points. There's a description of exactly what we're looking for looking at and <hes> some people have told us we have too much copy on the homepage but we're trying to prevent almost a place mat of twelve things that we think that if you looked at these twelve things deeper that you do much better with your prospecting so <hes> you know things like <hes> defensible defendable differentiator French eaters. I don't think companies spend near enough time on that you know they they have an opening statement. They have transition statement. They've got some questions that they ask like. What are the questions that you see all time as well? Tell me the two or three per initiatives. Our priorities are important to you this next year. Are you know companies. Don't want to hear that anymore. They don't want to hear what they don't want to have to talk about. What keeps them awake at night as you said just a few minutes ago you know they want that conversation to be valuable? Well how do you how do you have some defendable differentiator companies. I I don't really think spent enough time on that. You know the the <hes> the multi cycle <hes> nurture process we talk about there being we used to refer to it as multi touch multi media multi cycle processes to multiply results and then a the company came along that we actually were closely for years and they came up with the term cadence and you know so we've at that we've adopted cadences are description of multi touch multi media multi cycle but <hes> if you take a look at the cadence that's created by most companies. They're they're not persistence and frequently not professional in the way that they go about that Kate and so I say every every call matters every voicemail matters and every email matters which by the way totally different subject but we have very very high number of leads about fifty percent of our leads come from voicemails and emails voicemails and emails are incredibly important to us but you know looking at that multi cycle nurtured process. I I have an in one of the blogs on the prospect dash experience dot com site talks about nurturing and there's a table in there about how with the effect of nurturing you can actually triple the results of most marketing campaigns. Most companies are leaving the about Sousse flirts with the opportunity basically on the cutting room floor because they don't effectively nurture just a couple more minutes here with damage date. Thanks we appreciate his time in incites today. He is the managing partner of prospect experiences prospect DASH EXPERIENCE DOT DOT COM check it out learn more about what he's doing and his <hes> his prospects experience transformation process Dan movie us kind of wrap up a little bit here want to ask you about such a share. Some of the the people may have had an impact on your business that other people you should check out as well. The authors could be speakers that can be alive or dead. They can be professors or former managers even clients like how do you who are some people that you stand out to you that have been really influential in your learning might recommend other people check out as well one of them. He's gone and he didn't do an awful lot of writing that he was a very influential boss and he had an expression that was that was a great when it came as a people and he said you can't put in what God left out which I always thought it was a great expression you know I didn't really know that much about John Miller when he was at Marquette as a matter of fact I was seen in the marketplace this kind of railing against marketing automation so probably wasn't as a fan but I think that but I've read about him and what I've seen with engage you since <hes> I think he's he. He did a great job of outlining A._B._M.. Should look like and there's some out there. That's High P based marketing ten. It's not I- A._B._M.. At all and the other shout out that I'll make you know this guy who I think is just a wonderful writer fantastic speaker. That's Mike Weinberg. He has two books out one of his new sales simplify them the second with a sales management simplified. I think they're probably to the best books on sales including inside sales are yours. I think the two of the best that are on the market right now. I Love That I love Mike Weinberg stuff. I think they've got their outbound conference coming up here next week or two. I believe and definitely got to watch what I like about. Guys like Mike Weinberg Jeb Blount and others is not what they're doing. What they're saying is not trendy in one of my questions the early on was you know the things that are different now that are opportunities for sales people versus the things that are really kinda universal <hes> the things sort of transcend tools and APPs and social this deny that how important is it for four for sales people but also marketers to really kinda go back to the classics? I mean you've got the modern people like Mike Weinberg than you've got. You know got the Jeffrey emerge. You've got the Zig Ziglar of the world. How important is it to continue to gain that knowledge in who are some of the other people that maybe from from a sales fundemental standpoint you recommend people check out great great question and <hes> I can kind of summarize that by saying that if you look back over the last ten years or even maybe twelve years you went from it was a very outbound southbound focused environments to very inbound folks environments where outbound is dead cold calling that kind of thing to it I now refer to and you and I've talked about as an hall down? You know up environments and I I read just recently is always something that was. I thought it was really good tripper Tuesday at the group I know you're a fan too was writing about that it instead about three years ago now that the tide turned from the inside focus of the outside focus. I think that the warning to marketers marketers is is that you know that the market has changed again and there's more emphasis on out down than there is an inbound and that's because you can't drive the revenue that you need if you just simply focus on them coming to you so my my suggestion. Is You know take a look at outbound. Don't be so focused on the technology. Don't be so focused on the stack. Don't be focused on lead scoring because you know not every senior executive wants to be treated like human equivalent of a pinball only getting your attention when they hit the right bumpers and scored enough points so that's basically the definition of marketing automation gave a senior executive. They're not going to score high which means they're not gonNA get your attention which means the competitor is going to win some of the best prospects and best opportunities out there so that's <hes> i. I hope that answers the question Russian. Those are my my sense of things that I think that that helps a lot. I think that a lot of what you're describing in terms of inside versus outside sales and you talking about you know so the way we think about leads inbound and outbound I mean all important considerations but those are all internal internal constructs. Those are all things we decided ways that we want to manage the journey and I think it's really easy to ignore indoor. Forget that the prospect is really in charge that the buying journey is more important than the sales process and if you can line those in a way that respects the prospect respects the by respects what their position is you can be guide challenger Sale Model Teach.

Dan mcdaid Mike Weinberg golf senior executive Mike Weinberg Jeb Blount Clare Matt Sousse Zig Ziglar sales management John Miller Kate managing partner writer Jeffrey Marquette thirty minutes fifty percent twelve years