91: Jeb Blount: Ink the Deal

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We often think of “negotiation” as the high-profile, dramatic negotiations portrayed in movies and TV shows.

Although everyday sales negotiations are far less dramatic, they still carry high stakes. But according to our guest Jeb Blount, most sales professionals simply aren’t good at negotiation.

In this episode host Jim Karrh welcomes Jeb Blount, fresh from another success with the Outbound Conference.

If you’re familiar with the top speakers, authors, and trainers in sales then you have heard Jeb’s name. You likely have heard Jeb! There’s a reason he is known as “the hardest working man in Sales.”

Jeb is the author of 13 best-selling books, including Virtual Selling, Fanatical Prospecting, Objections, and Sales EQ. He is also the founder of a sales training and consulting firm that not only is prospering but also has one of the coolest business names you’ll ever hear: Sales Gravy.

Jim and Jeb discuss the Outbound 2021 Conference as well as lessons from Jeb’s book “Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal.”  .


Check out Jeb’s books and speaking topics:


Learn about Sales Gravy, including many free resources for sellers:


Learn more about Jim Karrh’s virtual and in-person speaking and training topics:


Check out a sample of Jim’s book, The Science of Customer Connections: Manage Your Message to Grow Your Business:


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