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

Subscribe on iTunes or Stitcher Radio

The Learning Leader Show

"Repetition is the mother of learning."

In This Episode, You Will Learn:

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

Continue Learning:

• Follow Jeb on Twitter: @SalesGravy
• Read: Fanatical Prospecting
• Connect with me on LinkedIn
• Join our Facebook Group: The Learning Leader Community
• To Follow Me on Twitter: @RyanHawk12

You may also like these episodes:

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

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

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

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

Did you enjoy the podcast?

If you enjoyed hearing Jeb Blount on the show, please don't hesitate to send me a note on Twitter or email me.

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by FreshBooks: FreshBooks is offering a 30 day, unrestricted free trial to my listeners. To claim it, just go to FreshBooks.com/Learning and enter LEARNING LEADER in the "How Did You Hear About Us?" section.