From my lens, Jeb’s focused on 2 major themes hidden from view in the modern sales canon. They differentiate his work from the rest of the 10,000+ sales books out there except maybe content Ben Zoldan and Mike Bosworth touch on in “What Great Salespeople Do.” You almost never read about emotional vulnerability or storytelling at this level. The majority of strategic sales methods are highly analytical and heavy on control.
C-Levels like stallions, aren’t fans of saddles so if you break ’em they certainly will not buy you.
Sales programs are typically constructed by those that can’t do but love to teach. Many sales methodologies and processes are so complex that they tend to confuse reps limiting adoption and results.
Jeb delivers in stark contrast.
Where Jeb Blount, pronounced “blunt” – bluntly breaks overseas chinese database new ground with evergreen themes:
Emotional Intelligence or Sales EQ: People buy on emotion and rationalize with logic. There’s neuroscience behind this but it’s this simple truth that earns us a seat at the table and allows us to WIN. Even if we have the weaker solution and approach the meetings, those ultra high performers that trigger an emotional connection will win. The kicker, the customer will even have a rational explanation for how it’s better. The analogy that COKE only tastes better than Pepsi when drinkers first see the can is a wild truth.
High Quality Daily Sales Activity: This is the 80/20 rule that allows top performers to consistently fill their pipeline. I argue in my upcoming COMBO Prospecting, that if you could isolate the 20% most effective things to do on a daily basis and then only do those at scale, just imagine! He provides that blueprint, too. We’re all familiar with the “busy fool syndrome” and social selling has been the ultimate scourge of that. Lots of bad activity amounting to little revenue, if any. It’s not only about performing the right actions but prioritizing which “dream” accounts – in Iannarino parlance – and “dream” stakeholders to fire on every single day, with which message and how to follow it up in the right bold sequence to get noticed and progress micro-commitments.
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