Audiobooks by Jeb Blount

Business Outcome Selling Strategies: How Next Gen B2B Sales Organizations Accelerate Sales Productiv

In Business Outcome Selling Strategies Jeb Blount, one of the most celebrated sales strategists of our generation, and business transformation guru Jason Eatmon, give you the secrets for how next generation B2B sales organizations are accelerating sales productivity, operationalizing hyper-growth strategies, and locking out competitors. You'll learn powerful strategies for: building the foundation for hyper-growth; connecting cross organizational disciplines to build an agile sales and growth driven culture; winning mindshare early through familiarity and shaping; nine box qualifying and the 4Rs: Right Prospect, Right Message, Right Time, Right Fit; digital sales transformation and integration; targeting tactics, sales engagement strategies, and sequencing; mastering the four levels of sales to rapidly respond to buyer expectations; leveraging the MLP strategy to bend win probability in your favor; effective stakeholder mapping; deploying the READ Influence Methodology to gain stakeholder buy-in and consensus; differentiating with the MBO + EBO value equation; leveraging the powerful SCORE Discovery Model to get below the surface and become a true partner for your customers; uncovering the Metrics that Matter that lead to higher prices and long-term margins; mapping and presenting outcome based solutions; and much more.

Jason Eatmon, Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by

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. 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; and much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

Jeb Blount (Author), Jeb Blount, Jeremy Arthur (Narrator)

Audiobook

Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times

In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you fifty-five easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You'll also discover: the real secrets to selling more in a crisis; how to be a right now sales professional; 7 Steps of Effective Prospecting Sequences and how to be professionally persistent; how to adjust sales messaging to meet the moment; The five questions you must answer in the affirmative for every stakeholder; five ways to protect and advance your career; and so much more . . . Jon Kabat-Zinn once said, 'You can't stop the waves, but you can learn to surf.' This is exactly what you'll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

In Selling the Price Increase, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You'll learn: how to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking; the eight price increase narratives and three drivers of customer price increase acceptance; how to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors; the 9-Box Risk-Profile Framework for targeting accounts for price increases; a repeatable process for confidently approaching price increase conversations; the Five-Step Price Increase Messaging Framework; and much more.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

Gekauft!: Was der Verkäufer machen muss, um den Kunden zum Abschluss zu bewegen

Geht es Ihnen auch oft so, dass Sie es zwar schaffen, mit Ihren Kunden einen Deal abzuschließen, aber am Ende dennoch das Gefühl haben, dass es für Sie schlecht gelaufen ist? Damit sind Sie leider nicht allein. Jedes Jahr lassen Verkaufsprofis Milliarden von Euros auf dem Tisch liegen, weil sie von versierten Käufern, die in der Kunst des Verhandelns geschult sind, ausgebootet werden. Mit Jeb Blounts Buch landen Sie zukünftig nicht mehr auf der Verliererseite des Geschäfts. In seinem Buch liefert er Ihnen die Strategien, Taktiken, Techniken, Fähigkeiten und menschlichen Einflussmöglichkeiten, die Sie benötigen, um ein kraftvoller und effektiver Verhandler im Verkauf zu werden. Jeb Blount spricht Klartext. Ungeschönt nennt er die Gründe, warum Sie immer wieder Käufern unterliegen, die darin trainiert wurden, wie man Sie ausspielt. Dann bringt er Ihnen genau das bei, was Sie wissen, tun und sagen müssen, um mehr Kontrolle und mehr Macht über die Ergebnisse Ihrer Geschäfte zu erlangen und um zu gewinnen. Mit diesen mächtigen Taktiken in Ihrem Verkaufsarsenal werden Sie von nun an Ihre Verkaufsverhandlungen mit mehr Vertrauen angehen. Sie haben die Macht, das Gespräch in die Hand zu nehmen und die Preise und Bedingungen zu erhalten, die Sie verdienen.

Jeb Blount (Author), Roman Kollmer (Narrator)

Audiobook

Virtual Training: The Art of Conducting Powerful Virtual Training that Engages Learners and Makes Kn

The biggest challenge with virtual training, and the reason there has been so much resistance to it, is historically the experience has been excruciating. Not the quality of the curriculum or content. Not the talent of the trainer. The learning experience. There are few people who haven't had the pleasure of sitting through agonizing virtual training sessions. Death by voice over PowerPoint, delivered by a disengaged instructor, has an especially bitter flavor. It is the way virtual training is delivered that matters most. When the virtual learning experience is emotionally positive: participants are more engaged, embrace new competencies, and knowledge sticks; participants are more likely to show up to class and be open to future virtual training; trainers enjoy their work and gain fulfillment from making an impact; leaders book more virtual training; and organizations more readily blend and integrate virtual training into learning and development initiatives. This is exactly what this book is about. Virtual Training is the definitive guide to delivering virtual training that engages learners and makes new skills and behavioral changes stick. Jeb Blount, one of the most celebrated trainers and authors of our generation, walks you step-by-step through the seven elements of effective, engaging virtual learning experiences.

Jeb Blount (Author), Jamie Renell, Jeb Blount (Narrator)

Audiobook

Virtual Selling: A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers an

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.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

People Buy You: The Real Secret to what Matters Most in Business

Far too many of todays books on sales and selling deal with the mechanics of selling and pay little or no attention to the emotional-side of selling; however, when all things are equal (and in todays competitive world they almost always are) people buy you--the salesperson. Designed to connect sellers to buyers, People Buy You makes it easier to uncover the needs of the buyer by teaching the five most important steps for making an emotional connection and getting people to buy you. Centered on the foundational fact that when all else is stripped away, selling is simply one person solving another persons problem, and when salespeople solve problems, they close deals. No matter the product, service, or industry buying and selling is a personal, emotional experience and the salespeople who win most often are the ones who tap into those emotions to uncover and solve real problems. Offering a simple, actionable formula for creating instant connections with prospects and customers, People Buy You will enable readers to sell at a whole new level. A level that facilitates stronger, long-term relationships with customers and prospects that increase sales, improve retention, and increase profits.

Jeb Blount (Author), Mel Foster (Narrator)

Audiobook

People Love You: The Real Secret to Delivering Legendary Customer Experiences

Today, business organizations are finding it increasing difficult to compete in a marketplace where everything looks the same. In this environment customer service has become the most important competitive differentiator for businesses. From the customers standpoint service and the people who provide that service is what makes a vendor unique. When you make customers love you, you create an unbreakable bond that delivers long-term growth and profit. Far too many of todays books on customer service deal with the mechanics and process of servicing customers, without teaching account managers how critical interpersonal skills are in creating real customer loyalty and competitive differentiation. The fact is customers are not loyal to products, services, prices, or companies. Instead, they are loyal to people they like, trust and believe in. This book provides a practical, actionable and easy to implement approach to building unbreakable emotional bonds with customers that last a lifetime.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

People Follow You: The Real Secret to What Matters Most in Leadership

Managers dont get paid for what they do but rather for the performance of their people; therefore, a managers most important job is influencing and coaching behaviors in order to improve performance. In People Follow You managers will learn the five easy to understand and implement levers that are critical to influencing the behavior and performance of the people they lead. Built on the premise that when all else is stripped away and people dont work for companies, paychecks, perks, or slogans, people work for YOU. People follow people that they like, trust and believe in, so that when all else is stripped away, management is simply one person willingly following another person Written for the middle manager (while still relevant to higher levels), this book will provide a foundation for managing people. Providing practical lessons to help managers employ winning interpersonal skills to move others to take action, readers will: Learn how to leverage the basics of interpersonal relationships to inspire others to take action. Gain a simple and actionable formula for connecting with employees and indirect reports and gain their buy-in through the use of personal power vs. the power of authority. Understand how to build stronger relationships with direct and indirect reports that lead to higher productivity, loyalty, and the long-term development of people. Learn fundamental on-the-job coaching skills that deliver instant performance improvement.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

INKED: The Ultimate Guide to Powerful Closing and Negotiation Tactics that Unlock YES and Seal the D

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.

Jeb Blount (Author), Jeb Blount (Narrator)

Audiobook

Fanatical Military Recruiting: The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qu

Smart, competent, and capable people are rare and in high demand. Every organization-from commercial enterprises, healthcare, non-profit, sports, education, to the military-is in an outright battle to recruit and retain these bright and talented people. Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetric battle field, to win, you must operate a level of excellence beyond anything asked of military recruiters before. Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission. It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America's fighting forces and our democracy. Fanatical Military Recruiting begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master's level training resource designed specifically for the unique demands of Military Recruiting.

Jeb Blount (Author), Jacob Harden, Jeb Blount (Narrator)

Audiobook