Jeb Blount is the CEO of Sales Gravy, a keynote speaker, sales acceleration strategist, and author of a great new book, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal.
[:48] In addition to being CEO of Sales Gravy, Jeb has written eight books. In 2016, he spent 270 days traveling to speak. He trains and coaches salespeople to accelerate their results.
[2:05] Jeb explains how he wrote a book while traveling. He uses time blocking. He flies first class, to make the airplane his office. He passionately enjoys what he does.
[4:57] Sales EQ comes from Jeb’s 20-year search for what makes the top 1% into ultra high performers. He found they work only on high-probability sales, and they have a great EQ.
[8:51] How do both introverts and extroverts excel at sales? Jeb explains how each can use ‘dual process’ to stand in the stakeholders’ shoes, while keeping in mind their own outcome for the deal. Ultra high performers use dual process.
[12:03] Jeb discusses the psychology of the sales process. A sales process is a linear system designed around the way a buyer’s irrational brain makes decisions, and it must sync with the prospect’s existing buying and decision-making processes.
[18:10] Jeb tells of his experiences working with salespeople in various sectors, who worked either with, or without, using big data. Salespeople need to get out of their own way.
[21:03] Jeb gives a case study of a $4 Billion company with an average inside sale of $50K. Most reps relied highly on email, but the ultra high performers mainly called people.
[24:14] The ultra high performers who spent 80% of their time calling people had empowered themselves by managing their disruptive emotions. They overcame call reluctance. Salespeople are empowered to talk to people. They must do it.
[27:21] Jeb lays out some steps to becoming an ultra high performer. Begin with managing your disruptive emotions. Overcome your fear of engaging people. Jeb describes the factors of sales EQ and the sales process.
[31:11] Jeb talks about self-awareness. He recommends a peer review, and a coach. Ask for specific feedback from leaders. Sales EQ informs about cognitive biases, and ‘goal sheeting.’
[34:46] How do you encourage your thirst for learning? Jeb talks about four intelligences in sales. Acquired Intelligence depends only on you. There is always something to learn!