Jeb Blount has narrated 7 audiobooks on Listento.it by 4 authors, with an average listener rating of 4.6★ across 514 ratings. The most-rated is Fanatical Prospecting.
Fanatical Prospecting
Summary
Ditch the failed sales tactics, fill your pipeline, and crush your number. Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You'll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C's of Social Selling and how to use them to get prospects to call you How to use the simple 5-Step Telephone Framework to get more appointments fast How to double callbacks with a powerful voice mail technique How to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7-Step Text Message Prospecting Framework And so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller coaster for good!
©2015 Jeb Blount (P)2016 Audible, Inc.
Sales EQ
Summary
The new psychology of selling. The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge", "teach", "help", give "insight", or sell "value". And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge - controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch - are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling - Sales EQ - to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn: How to answer the five most important questions in sales to make it virtually impossible for prospects to say no How to master seven people principles that will give you the power to influence anyone to do almost anything How to shape and align the three processes of sales to lock out competitors and shorten the sales cycle How to flip the buyer script to gain complete control of the sales conversation How to disrupt expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage non-complementary behavior to eliminate resistance, conflict, and objections How to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame irrational buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markers And so much more!
©2017 Jeb Blount (P)2017 Audible, Inc.
Objections
Summary
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster best sellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.
©2018 Jeb Blount (P)2019 Gildan Media, LLC
Silent Bud Deadly
Summary
Poppy never imagined she’d move to the English countryside and fall in love with a smug, demanding, ginger-haired male. Of course, that was before she discovered that she’d inherited a cottage garden nursery and before she met a certain talkative orange cat. Now she’s embracing a new life filled with rambling roses, fragrant herbs, warm summer days…and weeds (lots of weeds), as she attempts to restore the neglected cottage garden to its former glory. When she lands her first gardening job at a beautiful country house, Poppy is delighted to earn some much-needed money. But she barely sets foot in the flower bed before the meddling neighbour drops dead in front of her - murdered by a lethal poison. Before she knows it, Poppy is busy weeding out suspects, helped by mad scientist Bertie and his feisty terrier, Einstein, plus a whole host of nosy villagers…not to mention maverick crime author Nick Forrest. But with her clients’ flowerbed mysteriously dying and red herrings at every turn, Poppy soon discovers that neither gardening nor sleuthing are as simple as she thinks....
©2019 H.Y. Hanna (P)2019 H.Y. Hanna
Virtual Selling
Summary
And just like that, everything changed.... A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human-to-human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Virtual Selling features a foreword by Jeffrey Gitomer.
©2020 Jeb Blount (P)2020 Gildan Media
Inked
Summary
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process - they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer-along with your company's growth, profits, and market valuation. In his new book INKED, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.
©2020 Jeb Blount (P)2020 Gildan Media
People Follow You
Summary
Discover the secrets to influencing the performance of the people you lead. Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high-level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority Discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than three million times. When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.
©2012 Jeb Blount (P)2013 Gildan Media