On this episode of the Sales Gravy podcast Jeb Blount and Bernie Weiss explore how to Ace It in Sales with lessons learned from selling radio advertising on the streets of New York City and the Bronx.

They take on heavy metal selling, cold calling in New York City , how to sell more by becoming an expert in industry categories, why routines matter, and how a sales career makes you a better leader.

Bernie Weiss is the President of iHeart Media New York, a lifelong student of the sales profession, and the author of the new book called Ace It!. This was one of our favorite interviews this season because Bernie is a top level executives who truly understands the value of the sales profession.

How to Ace It in Sales With Bernie Weiss

From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Marketing

Entrepreneurship

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor.
Key takeaways include:

 	Business Acumen is Crucial: Sales professionals need to deepen their understanding of how businesses operate to effectively meet the needs of their clients.
 	Building Trust: Trust is foundational in sales, emphasized through understanding customer needs and proving reliable over transactions.
 	The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions.
 	Authenticity in Sales: Authenticity isn't just a trait but a necessity in building long-term customer relationships where customers trust the salesperson's intentions and insights.
 	Continuous Learning and Adaptation: Salespeople must continually update their industry knowledge and adapt to new market trends and technologies.
 	Customer Insight Over Selling: The focus should shift from merely selling products to providing valuable insights that help customers understand their own needs better.
 	Understanding Customer Outcomes: Sales professionals should know not just what they are selling, but how it helps the customer achieve specific business outcomes.
 	The Role of Positivity and Energy: A positive outlook and high energy are infectious and can significantly impact customer interactions and outcomes.
 	Personal Growth from Experiences: Personal experiences, such as overcoming shyness, can deeply influence one's approach to sales, emphasizing resilience and adaptability.
 	Impact of Multithreading: Understanding and interacting with multiple stakeholders in a business can provide a more comprehensive view of the customer's needs and challenges, leading to better solutions.

The Evolution of the Salesperson: Becoming a Trusted Advisor
In today's rapidly changing business landscape, the role of the salesperson has undergone a profound transformation. Gone are the days when simply pitching a product or service was enough to seal the deal. Modern buyers are savvier than ever, armed with an abundance of information at their fingertips. They don't merely seek a transaction; they crave a meaningful relationship built on trust and expertise. This shift has given rise to a new breed of salespeople: the trusted advisors.



The Human Connection Matters
At the heart of this evolution lies a fundamental truth – authenticity cannot be faked. In a world dominated by AI, where everything can be replicated or automated, the one thing that remains irreplaceable is the human connection. Buyers yearn for authentic relationships with people they can trust to guide them through complex decisions. Trusted advisors understand this need and strive to be more than just salespeople; they become partners in their clients' success.

But what does it take to earn the coveted title of "trusted advisor"? It starts with a mindset shift. Instead of solely focusing on closing the deal, trusted advisors adopt a "student and leader" mentality. They actively listen, asking insightful questions to uncover their clients' true needs and challenges. This curiosity not only demonstrates genuine interest but also helps advisors gain a deeper understanding of the client's industry and the broader context surrounding their decisions.
Continuous Learning, Expertise, Critical Thinking and Business Acumen
Trusted advisors also recognize the importance of continuous learning.

How to Become a Trusted Advisor in Sales

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance.

Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar.
The Bartending Foundation of Sales Success
Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and sales.

In our conversation, Neil shared how the fast-paced, diverse interactions at the bar were his first lessons in customer relationship management. He learned to read body language and verbal cues, which later enabled him to tailor his sales approaches to different customer personalities effectively.

"One of the most important lessons from bartending was the ability to establish rapport quickly," Neil explained. "In sales, just like in bartending, you don't have the luxury of time. You need to make a connection the moment you meet a potential client."







Adapting on the Fly: The Bartender’s Edge in Sales
Neil emphasized the critical importance of adaptability, a skill he refined during his time as a bartender. He explained how the fast-paced, unpredictable environment of a bar prepared him for the dynamic nature of sales. "Every customer who walks into a bar brings a unique set of expectations and even their mood can change the service dynamic. Adapting quickly to meet those expectations, or even to elevate the customer's mood, is something you learn to do almost instinctively," Neil shared.

He continued to draw parallels between these experiences and his current role in sales. "In sales, just like in bartending, you're constantly on your toes. Each client presents a new set of challenges and goals. The ability to pivot and adapt your strategy not only helps in meeting their needs but often exceeds them, which is essential for closing deals and fostering long-term relationships."

Neil detailed how adaptability in sales involves:

 	Active Listening: Tuning into the client’s words for understanding their true needs.
 	Flexibility in Problem Solving: Being prepared to offer multiple solutions tailored to the client’s specific challenges.
 	Rapid Response: Adjusting your approach in real-time during client interactions to address emerging concerns or opportunities.

"Adaptability also means staying up-to-date with market trends and continuously evolving your product knowledge," Neil pointed out. This ongoing learning process ensures that you can always bring fresh, relevant ideas to the table, which is particularly important in today's fast-paced business environments.

He also discussed the importance of emotional adaptability in sales. "Just as a bartender might need to shift from being an entertainer to a confidant within minutes, a salesperson might need to shift their communication style based on the client's mood or the meeting's tone. Being emotionally intelligent and adaptable in these situations can make the difference between a successful sale and a missed opportunity."

To illustrate his point, Neil shared a story from his bartending days: "I remember once I had to serve a couple who we...

Sales Tactics You Can Learn From a Bartender

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.

 	Customer Success as a Priority: Emphasizing the importance of customer success in maintaining and expanding business relationships.
 	Retention Over Acquisition: Highlighting the significance of retaining existing customers as a more sustainable and profitable strategy compared to acquiring new ones, especially in challenging economic times.
 	Human Interaction: Despite advancements in technology, the conversation underscores the irreplaceable value of human touch in customer relationships.
 	Proactive Engagement: The need for businesses to proactively engage with customers to understand and adapt to their evolving needs.
 	Impact of Company Culture: A company's culture, particularly one that values ethical behavior and respect, can significantly influence customer success strategies and outcomes.
 	Adaptability and Responsiveness: The importance of being adaptable and responsive to customer needs as a way to ensure customer satisfaction and loyalty.
 	Long-term Relationships: The focus on building long-term relationships with customers rather than short-term transactions.








Customer Retention is at The Heart of Business Growth
When it comes to growing a business, the real magic happens long after the sale is made. Think about your own experiences: every time you buy something, that's just the beginning of your journey with that brand. And if they treat you right, you're not just going to come back—you're going to become a loyal fan, maybe even spend more over time.

That's the secret ingredient to business growth. It's not about constantly chasing new customers; it's about keeping the ones you already have coming back for more.
The Power of Customer Retention
Finding new customers is hard work and expensive. It's like throwing a party and hoping people you've never met will show up.

Now, think about the friends who already love your parties. You don't need to convince them to come; they're already on board. They might even bring along a few friends of their own.

That's the beauty of focusing on your existing customers. You've already won them over once; now it's about making sure they feel valued and continue to enjoy what you offer.

A satisfied customer is your best advocate. They become ambassadors for your brand, sharing their positive experiences with others. This word-of-mouth is invaluable. It's authentic, powerful, and best of all, it's free. Every happy customer is a potential win, not just for another sale, but for bringing in new customers who've already heard good things about you.
Building a Community
At its core, keeping customers happy is about more than just good business sense; it's about building a community around your brand. It's about creating a space where people feel valued, heard, and connected. This community isn't just loyal; they're engaged. They're not just buying a product or a service; they're buying into an experience, a relationship.

One of the keys to keeping customers close is listening to them. It's about being open to feedback, even when it's tough to hear. Every piece of feedback is a gift, an opportunity to improve and to show your customers that you're invested in their satisfaction. It's about continually adapting and evolving to meet their needs.

How Customer Retention Drives Revenue Growth feat. Barry Klein

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio.
Key Takeaways:

 	Importance of Personality Tests in Sales: Jessica expresses her enthusiasm for personality tests and their application in sales, emphasizing how understanding one's own personality and adapting to others' can enhance sales interactions and relationships.
 	Bird Personality Types: The conversation delves into the bird personality types, a concept used by Take Flight Learning to categorize different personality styles. These include the eagle (confident, direct, results-driven), the parrot (social, talkative, enthusiastic), the dove (peaceful, harmonious, methodical), and the owl (wise, analytical, observant). Each bird type has its unique communication style and approach to problem-solving.
 	Adapting to Different Personalities: Steven discusses the importance of recognizing and adapting to the various bird personality types in sales and everyday interactions. He shares anecdotes and examples to illustrate how understanding and flexing to different personality styles can lead to more effective communication and better outcomes in sales.
 	Practical Tips for Salespeople: The episode provides practical advice for salespeople on how to identify and adapt to different personality types in their prospects and clients. This includes paying attention to cues like tone of voice, body language, and response patterns to tailor their approach accordingly.
 	Personal Growth and Flexibility: Both Jessica and Steven emphasize the value of personal growth and flexibility in sales. They encourage salespeople to stretch beyond their comfort zones, be kind to themselves during the learning process, and continuously strive to improve their skills and adaptability.

Understanding Personality Styles is a Game Changer in Sales
People are different. You know it, I know it. You've got your quiet thinkers, your chatty Kathys, your decision-makers, and those who need a bit more hand-holding. If you're treating them all the same, you're missing out.

Think about your last sales call. Maybe it was smooth sailing, or maybe it was like talking to a brick wall. Ever wonder why? It's not always about the product or the pitch. Sometimes, it's about not clicking with the person you're talking to. That's where knowing a bit about personality styles comes in handy.

Understanding personality styles isn't just about making sales; it's about building relationships. When you get where someone is coming from, you're not just another salesperson trying to hit a quota; you become a trusted advisor. Think about it. Would you rather buy from someone who gets you or someone who's just pushing a product? It's a no-brainer.
Speaking the Same Language
Let's break it down. Some folks are all about the facts. They want the nitty-gritty details, the stats, the ROI. Then you've got the ones who are looking for a connection. They want to know you get them, that you're on the same wavelength. And let's not forget the decision-makers who want the bottom line, no fluff, just straight talk.

Now, imagine you're pitching to someone who loves details, and you go in all guns blazing with big-picture talk. It's like you're speaking French, and they only understand Italian. Not exactly a recipe for success, right?

Here's where it gets interesting. Once you start paying attention to these styles, you can tailor your approach. It's like having a secret weapon. You start speaking their language,

You’ll Sell More When You Adapt To Buyer Personality Styles

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.
The Essence of Courage and Wisdom
Patricia's philosophy revolves around the courage to face adversity and the wisdom to learn from every experience. She fondly recalled a quote by Winston Churchill that resonates with her: "Success is not final, failure is not fatal: It is the courage to continue that counts." This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight.
Overcoming Adversity with Grace
The conversation took a deeply personal turn as Patricia recounted the challenges she faced following the unexpected loss of her husband and co-founder of KaTom. "It was a pivotal moment that tested my resolve, but it also brought to light the incredible strength and support of our team," she shared. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.







Fostering a Culture of Accountability and Innovation
Patricia's leadership style is characterized by a strong emphasis on accountability and a culture that encourages innovation. "Creating an environment where every team member feels empowered to contribute and challenge the status quo is crucial for sustained growth," she explained. This approach has not only propelled KaTom to new heights but has also cultivated a sense of ownership and pride among the employees.

Leading a hyper-growth company like KaTom involves navigating complex challenges and seizing opportunities with strategic foresight. Here are some key elements to successfully leading such a dynamic organization:
Visionary Leadership
Setting a clear, ambitious, and achievable vision for the company's future is crucial. This vision should inspire the team and guide decision-making at all levels. Being able to pivot and adapt strategies in response to market changes, technological advancements, and customer needs is essential for sustaining growth.
Building a Strong Culture
Creating a culture where employees feel empowered to take initiative, innovate, and contribute to the company's success. Fostering a sense of responsibility where team members are accountable for their results, encouraging a high-performance environment.
Talent Management
Hyper-growth companies need to attract top talent by offering compelling opportunities for growth, learning, and impact. Retaining top performers through continuous development, recognition, and providing pathways for advancement within the organization.
Scalable Systems and Processes
Implementing scalable systems and processes that can accommodate rapid growth without compromising on service quality or operational efficiency. Continuously seeking out and integrating new technologies and methodologies to improve productivity and stay ahead of the competition.
Customer-Centric Approach
Maintaining a deep understanding of customer needs, preferences, and feedback to tailor products and services accordingly. Developing strong relationships with customers, suppliers, and partners to ensure long-term loyalty and support.
Financial Acumen
Managing financial resources wisely to fuel growth while maintaining healthy margins and cash flow. Strategically investing in areas that will drive future growth, such as marketing and expanding into new markets or product lines.
Resilience and Perseverance
Being prepared to face setbacks and challenges without losing sight of the long-term goal...

How to Ace It in Sales With Bernie Weiss

Download our free app to listen on your phone