Season 3, Episode 4: Jeb Blount

From Prospecting to LinkedIn Edge: Jeb Blount on Modern Selling

In this episode of Jack Rants with Modern Bankers, Jack Hubbard sits down with renowned sales expert and bestselling author Jeb Blount, who has written more than 15 books on sales and leadership. Together, they dive into Jeb’s latest book, The LinkedIn Edge, co-authored with Brynne Tillman of The Modern Banker, and explore the evolving landscape of modern selling.

Jeb shares insights from his decades-long career in sales, from his early beginnings to becoming one of the most respected voices in the industry. Listeners will gain practical strategies for leveraging LinkedIn, building authentic relationships, and mastering the art of conversations that convert.

This conversation is packed with storytelling, timeless sales wisdom, and actionable takeaways to help bankers and sales professionals thrive in today’s competitive environment.

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View Transcript

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Jack Hubbard: Well, as I mentioned in the introduction, and as I mentioned to Jeb, he's written more than 15 books, and I think I've read just about every single one of them. And it's a personal and professional privilege to have you on the show. Thank you, Jeb, for your time today.

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Jeb Blount: Thank you for inviting me on, and I love the sign in the back, I know Jack, so now I know Jack, so that's good.

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Jack Hubbard: Well, we have a wide-ranging conversation to have today, certainly about the new book that you're displaying there, The LinkedIn Edge, with my good friend and business partner, Brynn Tillman at The Modern Banker. But I wanted to go to the Wayback Machine, and Jeb, you're probably even too young to remember what the Wayback Machine was, but it was on Rocky and Bullwinkle, which was a cartoon.

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Jack Hubbard: But the Wayback Machine took us to, a history lesson.

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Jack Hubbard: Which I'd like to start with. Youâ€¦

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Jack Hubbard: seemed to have started your sales career quite young. You sold newspaper subscriptions, yearbook ads in high school, things like that, continued through college. Talk about the sales gene. Jeb, did you always have it? Did you always want to be in sales? What was that fire burning in you around sales?

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Jeb Blount: I had a lawyer, Gene. My dad is an attorney and a judge, and a very, very successful attorney, and, you know, lectured at Emory, and just when I was a kid, like, everybody would come up to me and go, you've got to be Judy's son, my dad. And, so for most of my life, that was myâ€¦ what I wanted to do. I wanted to be a lawyer.

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Jeb Blount: And, so I didn't really, like, have some sort of sales gene. I just, like, the yearbook thing.

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Jeb Blount: I joined the yearbook to meet girls, and it just happened that we had to sell ads, and it turned out that I went out to sell ads, and I got really, really good at selling ads, so I ended up running the yearbook, which didn't do a whole lot for getting me girls, because now I was the boss.

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Jeb Blount: you know, when I was in, in college, the easiest jobs to get to supplement your, you know, your income in school, other than fast food, was sales. So, if you could go into sales, there's always a sales job available.

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Jeb Blount: So I did that, and then when I got out of school, you know, I wantedâ€¦ I wasâ€¦ it was back in theâ€¦ a period of time where I wanted toâ€¦ to advance a little faster. I was still thinking about going to law school, butâ€¦

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Jeb Blount: I wanted to, to earn some money and get married and those type of things, and so the easiest place to go was in sales.

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Jeb Blount: And then, when I got into the corporate world, I realized that all the sales guys were making way more money than me, they're, like, the top sales guys, and they were working a whole lot less than me, so then I put my eyes on that.

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Jeb Blount: And then finally.

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Jeb Blount: like, when I got to the place where I was, like, at that, crossroads, like, the Robert Frost poem, right? You know, go into sales, go to be a lawyer, go into sales.

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Jeb Blount: I had gotten so good at sales, I was a rainmaker for my organization, they had offered me a big promotion, and I went to my dad and said, look, I think I'm gonna go to law school and turn the promotion down, and he said, don't do it. He's like, you're gonna make way more money and be way happier in business than you're gonna be in the law.

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Jeb Blount: I don't know if that's true or not, but that was what he said, and so I justâ€¦ I made the decision at that point that that was what I was gonna do for my career. And I rose through organizations, I ran big sales organizations, I wasn't, like, you know, selling on the street every single day for, you know, 20 years. I wasâ€¦ I was rocket shipping through a Fortune 200 company in leadership positions, but all focused aroundâ€¦

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Jeb Blount: where we can make it rain and where we could grow revenue. Soâ€¦

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Jeb Blount: it's hard to, like, you know, to say, like, you have a sales gene, because I think, like so many people who are in sales, there's a very small group of them that said, that's the career path that I want to take. There's a really large group of them who sort of just fell into it, and then figured out that

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Jeb Blount: it's the best career in business. It's hard, it's difficult, nobody wants to do it, which makes it lucrative, but if you're good at it, you can make a lot of money, and you probably know bankers in your world that do, and I certainly know aâ€¦

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Jeb Blount: a ton of salespeople who do, who are making half a million dollars to a million dollars a year selling. And that's a pretty good gig, if you think about all the freedom that comes with it.

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Jack Hubbard: Yeah, no doubt about it. And I remember when I started with Bob St. Meyer, St. Meyer, and Hubbard 25 years ago, which is right around the time when you started Sales Gravy. One of the things that a good friend of ours told us, he said, you'll have the highest highs and the lowest lows.

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Jack Hubbard: And I'm sure you've had that with Sales Gravy, but you've also had some unbelievable success.

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Jack Hubbard: So, before we dive into a couple of your books, talk about Sales Gravy, what you do and who you help.

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Jeb Blount: Yeah, we're, you know, we're an international sales training and consulting firm, and the reason we put consulting in there is because we spend a lot of our time solving companies' problems. Like, businesses who want to grow, or they've got infrastructure issues with their sales team, or they've got compensation issues.

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Jeb Blount: But they're trying to fix the sales or the go-to-market problems. So we've got consultants on our team that spend a lot of time in that space. It's where I spend most of my time. If I'm not keynoting, I'm typically on consulting projects. So, for the next two weeks, that's all I'm going to be doing is sitting in boardrooms and working on strategic growth plans with clients of mine.

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Jeb Blount: Along the way, we built a digital learning platform called Selzgrave University that is goneâ€¦

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Jeb Blount: global now, it's amazing. Your friend and partner, Brenn Tillman, who's also my co-author on the LinkedIn Edge, has got amazing courses on Sells Gravy University. People love them, and they love her. And we've got more than 40 experts and authors who have come to our studios here at Sells Gravy. We've shot those courses, developed those courses, and put them online, and now we've got big organizations, small companies.

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Jeb Blount: Individuals who all use that.

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Jeb Blount: But as an organization.

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Jeb Blount: our, you know, what we say in our tagline is, and it's pretty basic, is we help companies sell more. We help individuals sell more, we help leaders sell more. And that's what everybody wants. I mean, most people want to sell more, most businesses want to sell more. Some don't, and those aren't our clients, but most do. So, how you sell more.

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Jeb Blount: there's all kinds of ways to get down that path, and that's what we help people do. And then over the lastâ€¦

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Jeb Blount: 5 years or so, we've moved pretty heavily into fractional sales leadership, because as we've, you know, when we started the company, most of our clients were Fortune 1000 companies. These big, huge companies have, you know, massive budgets to spend on sales training, and massive budgets to go out and hire sales leaders.

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Jeb Blount: And as we started working with smaller organizations, for example, with our Team Hub offering on Salzgrave University, there's a recognition that in a lot of cases, the sales manager is the owner of the company, or the founder of the company.

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Jeb Blount: And they're trying to scale that up, and theâ€¦ one of the biggest mistakes they make is they hire a sales manager that either doesn't fit their world or doesn't understand entrepreneurial, and the sales manager just blows things up, and it's really, really expensive. So, you know, to get a good sales manager on your team, a good one.

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Jeb Blount: Probably gonna cost you, you know, a good 200 grand, and most small businesses can't afford that, and they can't afford the risk of finding out that they hired the wrong person, and it is super risky.

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Jeb Blount: So, we've got a team of people that work with founders and owners. We're able to jump in the middle of their world, help them scale up their sales team, and then we help them hire a sales manager to take our place once they get to a point where that makes the most sense for the organization.

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Jeb Blount: But it doesn't put them in a situation where they're losing money along the way. So to wrap that all in a nice bow, we help companies and people and individuals sell more.

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Jack Hubbard: Well, and you do it better than anybody on Earth, first of all. And secondly, you have a number of different ways to help people, as you mentioned. And I think one of them has to do with recruitment.

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Jack Hubbard: And I want to explore that just really quickly, because there areâ€¦ and I love to work with a lot of young bankers, and what I tell them is, when they go for a job interview, or they go for a promotion, they're actually on a sales call, and they should prepare no less than if they were calling on their best prospect.

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Jack Hubbard: What are you seeing, Jeb, in terms of recruitment, how companies are recruiting, and how young people are going about taking job interviews? It's changed an awful lot in the last 5 years.

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Jeb Blount: It is. It's a mess. There's no other way around it. I mean, it's just a mess. So AI has broken the whole recruiting process, and the recruitingâ€¦ for example, if you're looking for a job, right, you're a young banker, and you want to go out and find a job.

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Jeb Blount: The applicant tracking systems that emerged about 15 years ago, and really came into their, you know, into their own over the last, you know, 10 to 15 years.

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Jeb Blount: those things already made it really hard for people who were looking for roles, right? So they're going in, you're dropping your resume into an applicant tracking system. Now let's put AI in the mix. Now you've got AI that's going through all the resumes, telling hiring managers who they should work with.

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Jeb Blount: So, what are the candidates doing? Like, you've got thisâ€¦ it's like a, you know, like the Cold War, like, we justâ€¦ we just keep upping the ante. So now, smart people are using AI to build resumes thatâ€¦ that are able to talk through the applicant tracking system, they're able to get in front of hiring managers. Andâ€¦

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Jeb Blount: And then they're using AI to put out thousands of applications to lots of places, and it's just overall just a mess. So if you're a young person trying to find a job, it isâ€¦ it's just aâ€¦ the whole thing is just soâ€¦

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Jeb Blount: difficult. Soâ€¦

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Jeb Blount: let'sâ€¦ you talked about the Wayback Machine, and I do remember the Wayback Machine, so if we took the Wayback Machine, and I go back to when I first started looking for a job, like, you look for a job in the newspaper, there'd be an ad in the newspaper.

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Jeb Blount: But the way that you got a job was you knew people, right? The way that you got a job was through your network. And you could get a job in the newspaper, but that usually wasn't the best job. The best job was somebody that you knew. So, when I got into my corporate sales career.

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Jeb Blount: the way that I did that was I found the job, like, the job was listed.

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Jeb Blount: But I used family members and people that I had a relationshipâ€¦ who had a relationship with this company, I wanted to work for this big company, and they helpedâ€¦

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Jeb Blount: greased the skids so that I got in front of the right person. And by the way, I just did this for a young person the other day ago, or over the last couple of weeks, whoâ€¦ their father came to me and said, my son's looking for a new job.

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Jeb Blount: do you know anybody in this area? And I happen to know the kid, and I know other people, so I'm willing to put my reputation on the line for this young man, who I believe in, and he just landed a really awesome job, but I got him in front of 4 different people that I knew in that city.

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Jeb Blount: and asked them personally. I made a phone call and said, will you please do me a favor?

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Jeb Blount: and interview this kid. He may not be the right thing for you, but it would be a personal favor for me, because I'm really good friends with this family, and I think he'sâ€¦ I think he's worth talking to. Three of them said no, one of them said yes, he's in. So, if weâ€¦ if we back into that, and you think about being a young banker, and you want to get a job.

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Jeb Blount: you can go and apply and apply and apply and apply and apply, and you can work through that minefield, or you can go in the Wayback Machine and do it like we've

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Jeb Blount: always done it, is you gotta rub elbows with people, you gotta network with people, you gotta get to know them. We have this brilliant, I know you teach this, this brilliant, you know, business platform called LinkedIn that you can use as well.

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Jeb Blount: But you've got to do that on and offline. It's not just an online pursuit, it's an offline pursuit. And, like, use your network. And those networks, by the way, that you build, they last forever. Last night, sitting in my driveway.

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Jeb Blount: I'm having a conversation with a fraternity brother

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Jeb Blount: who I met over 30 years ago, who is an enterprise sales professional making a ton of money with a big tech company. That tech company is making some changes in the organization. He's gonna be looking for a new position, and we spent time together walking through where he should be, what he should do. He said, I called you because you know a lot of people.

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Jeb Blount: And so thoseâ€¦ thoseâ€¦ that network pays off, and I'm already thinking, like, I don't know exactly what I can help him with, but I'm thinking, and I'll find it, it'll come to me. So what I would say to people is, yeah, what's changed is that theâ€¦

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Jeb Blount: The process of getting in the door through a resume is tough.

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Jeb Blount: And it was tough, it was tough in the 1980s and the 1970s. I mean, people were applying from, you know, to newspaper ads, but it was easier then. You could write a nice cover letter, you know, you could do all the right things, and at least maybe you could get someone's attention.

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Jeb Blount: Today, way harder. Everybody's looking for those jobs. We have a ton of white-collar workers who are unemployed right now or underemployed, so you are fighting with, you know, thousands of people for one job. The best way for you to get yourself in front of people

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Jeb Blount: is to go network, go meet people, use your network. I'm not saying don't apply for jobs, you should do all of the above, but for me, that's where it is. And when you get in front of people.

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Jeb Blount: you better have your interview skills dialed in, and you better get good at both being on camera, virtually, like, you can see my studio right here, I'm standing up, I'm, you know, I'm looking at a camera, you've got a good quality image, you gotta get that dialed in, and

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Jeb Blount: and this is, like, crazy to say, Jack, Live, in-person interviews are back.

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Jeb Blount: They're back because of the battlefield with AI, because people who are applying for jobs are using AI to fake their interviews. They'reâ€¦ like, the interviewer asks a question, and then the AI gives them the answer, and then they give them the right answer, so now they're bringing people in face-to-face, so we're back to those face-to-face skills.

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Jeb Blount: But as a banker, you need those face-to-face skills, especially if you're a private banker, you're an investment banker. If you're working with big clients, you're gonna need those networking skills anyway.

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Jeb Blount: Because high-net-worth people like me are not gonna give you their money unless we are looking you in the eye, and we get to know you, and we have a relationship with you.

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Jeb Blount: I think, I think we've got toâ€¦

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Jeb Blount: We've got to really think about, like, and I know this is what you teach, you've got to think about the entire package here, right? You've got your online self, you've got your offline self.

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Jeb Blount: You've got your ability to talk with people in a virtual environment, in a physical environment. The whole package has to be there in today's world in order to get those dream jobs that can make you a lot of money and give you a lot of purpose and joy.

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Jack Hubbard: Wow, that's great. You're out with a lot of people. Every single day, you talk to lots of people every single day, and you know the state of sales.

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Jack Hubbard: I want to take it a little different tack here, Jeb, because we talk a lot about sales, and weâ€¦ I want to talk about some of your books, they're amazing, but talk about coaching. In banking.

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Jack Hubbard: I find that, coaching is deal coaching. A banker brings to his manager, his sales leader, here, I got this deal, what would you do? What kind of rate, what kind of terms?

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Jack Hubbard: to me, that's not coaching, it's not behavioral coaching. I think it's really lacking in banking. What are you seeing, Jeb, around sales coaching in the industries that you work in?

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Jeb Blount: It's the same thing. I think that we've been talking about coaching as aâ€¦

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Jeb Blount: as a professional discipline for leaders for a very long time, as long as I've been in sales. And you'll go toâ€¦ like, you'll go to meetings, I remember back when I was in the corporate world, you know, we'd go to meetings, and all the enablement and learning development people would be talking about coaching. We'd go to leadership classes.

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Jeb Blount: that were supposed to be about coaching, but they really weren't. And companies still teach it. We recognize the value of coaching, like, we understand it at the intellectual level. I think we understand it at the emotional level, but when it comes down to actually doing it, we do it at the transactional level.

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Jeb Blount: And so when we start thinking about coaching as a whole, I don't think we've made a lot of progress over the last 30 years on overall, generally, improving coaching in any industry, and it really does need to change.

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Jeb Blount: We're going back to where we are in the age of AI. In the age of AI, sales professionals, bankers, all of us, we're gonna earn our living by being consultants. So, in other words.

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Jeb Blount: We're gonna be asking questions and essentially coaching our clients

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Jeb Blount: to make better decisions, or to do things that are gonna help them solve their biggest problems. I mean, this is essentially what we do as consultants. Weâ€¦ I spend most of my time asking questions and creating awareness with my clients of the things that they already know that they need to do, that they need to change.

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Jeb Blount: or helping them see something they didn't see before. That's what a coach does. So, the same behaviors that a leader would display as a coach.

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Jeb Blount: Asking questions, creating awareness, helping people assimilate and use the things that they were trained to use. If they don't know how to do it already, it's not coaching, it's training. You're gonna teach them something. But coaching isâ€¦ they already have learned to do it, they just can't apply it in the real world.

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Jeb Blount: That's what coaching is all about, and that'sâ€¦ in some cases, especially with a newâ€¦ say you're leading a new banker, coaching and mentorship are gonna cross each other and cross those lines where you'reâ€¦

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Jeb Blount: you're both lifting this person up and helping them grow as a human being and grow as a professional, and at the same time, you're helping them apply their skills in particular situations. But doing deal reviews is not coaching, that's strategy, right? If I'm sitting down with someone.

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Jeb Blount: And, you know, and I'm walking through a deal, and you bring me a deal, and I go, okay, this is a really big deal, I'd like to land this.

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Jeb Blount: I'mâ€¦

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Jeb Blount: I'm coaching you, but I'm working with you through deal strategy to get you to a place where you can close the deal. That's transactional. That's notâ€¦ that may help me get better down the road, but it's not actually improving me as a human being and as a professional. Soâ€¦

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Jeb Blount: With coaching, what we're doing is we are asking questions to help analyze or, you know, figure out what the root cause of a problem is that's holding a person back. What's the behavior?

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Jeb Blount: then we are challenging them to become aware that that behavior is holding them back. And then, we are helping them, through our questions, develop their own solutions to solve the problem. And if they don't know those solutions, we'll help them find those, but we're helping them find those solutions so that they change their behavior

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Jeb Blount: and they perform at a higher level. That's what coaching is. And most leaders are not doing that. They're sitting in their offices, looking at computer screens, and then the salesperson comes in and says, hey, I got a deal, then they strategize on the deal, or they even go so far as to say, just go sell it, and then they move on to the next thing.

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Jeb Blount: The leaders of the future have to do better than that, because ifâ€¦

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Jeb Blount: coaching is simply transactional. What I would say to a leader is, there's a robot that could probably do your job. But a robot cannot build a human being.

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Jeb Blount: but theyâ€¦ they can easily coach a deal. Like, I could put the deal in AI and create aâ€¦ I could just create an AI prompt for that, and probably solve the problem, just like I can for a lot of coaching issues.

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Jeb Blount: that doesn't build a human being. So I don't think that makes any sense, but that's how I see it, and where Iâ€¦ I wish more companies would spend time on that, I wish more companies would hire us for our coaching products, but most companies bring us in to solve sales problems.

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Jeb Blount: Even though the leader problem is the root cause of the sales problem.

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Jack Hubbard: Yeah, and you would probably agree that most sales training by itself doesn't work without coaching. You really have to have that long-term commitment to it. So, how do you stop a banker from prospecting? Answer?

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Jack Hubbard: Put a telephone in front of them.

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Jeb Blount: That's right.

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Jack Hubbard: That is a line withâ€¦ it didn't say bankerâ€¦ that's a line from my favorite prospecting book ever. When a banker says to me, what prospecting book should I read, I say, Fanatical Prospecting by Judd Blunt.

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Jack Hubbard: Talk us through some of the key concepts in Fanatical Prospecting, Jeb. It's an unbelievable, timeless classic.

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Jeb Blount: Yeah, I would say for, you know, at the top level, the reason people like fanatical prospecting a lot is because of the tone that I took in that book, which wasâ€¦

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Jeb Blount: It wasâ€¦ it was an in-your-face moment. I wasâ€¦ I was mad. When I wrote the book, I was angry. And I was angry at the world because there were all of these people telling salespeople, stop prospecting. And I was like, this isâ€¦

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Jeb Blount: this is dangerous, dangerous, dangerous territory for us to be in, so I just wrote the book that said, everybody's lying to you, you gotta go pick up the phone, you gotta go talk to people, you gotta go, find a way to connect with other human beings. With the primary

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Jeb Blount: Focus being, the more people you talk with, the more you're gonna sell. It's just that simple. Now, there's lots of ways we can talk with people. I put a lot of emphasis on the phone in Fanatical Prospecting, primarily because it's the most efficient, easiest, fastest way to move into a synchronous conversation with another human being.

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Jeb Blount: I'm not saying it's fun, and in fact, I think Iâ€¦ in the book, I say prospecting sucks, like, nobody wants to do it, but if I want to talk to another person, I just pick up the phone. And,

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Jeb Blount: I mean, a great example is I had an author, this was back in the last week of August, but my phone rings, I'm actually eating lunch. I was at the lake, in my cabin, eating lunch, and my phone rang, and I answered it, and it was an author who was calling me to get help with promoting her book, and wanted to get on the podcast. She could have sent me an email. She said, she said, I know that you'd respect me more if I called you, and I went, yeah, I went, yeah.

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Jeb Blount: But we ended up talking for 45 minutes.

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Jeb Blount: and put a whole bunch of things together in order to, you know, and to advance ourâ€¦ the opportunity to help her forward, and then it turned out there was an opportunity to help me, and so we had a great conversation around that. In email, I would have said, yeah, here's my executive assistant, get on the podcast, and we'll give you a hand. Soâ€¦

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Jeb Blount: we put a lot of emphasis there, but I would say for bankers, there's oneâ€¦

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Jeb Blount: one core concept or principle inside Fanatical Prospect thing that I would pay the most attention to, and it's called the 30-day rule.

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Jeb Blount: And it's always in play. And the 30-day rule simply says this. The prospecting that you do in any given 30-day period has a tendency to pay off over the next 90 days.

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Jeb Blount: And when I say tendency, you could do prospecting a day and, you know, write a commercial loan tomorrow. I mean, that could happen, if you get the right person.

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Jeb Blount: But, especially in banking, you're creating familiarity, you are building relationships, you are setting the table and creating the conditions

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Jeb Blount: for someone working with you. The more familiar they are with you, the more likely they are to engage when you meet them or you talk to them, and the much more likely they are to call you when there is an immediate need that maybe you don't know about, because in some cases, you can't predict those open buying windows in banking. Sometimes you can, sometimes you can't.

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Jeb Blount: But the 30-day rule is a simple principle that says that

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Jeb Blount: that when you prospect every day, every day, every day, every day, the rolling 90 days gets better. And the thing to remember is, and this is tough forâ€¦ especially for young or new bankers, you think that prospecting is, I prospect, therefore I get.

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Jeb Blount: It doesn't work that way. So you do a prospecting block, and you don't get to talk to anybody, or you leave 5 voicemail messages. You do a prospecting block, and, you know, 3 people tell you to go pound sand. You think, I failed.

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Jeb Blount: And this concept is, no, you didn't fail, you set the conditions, because one of those people you left a voicemail message for, they weren't interested today, but then something changed in their business, something changed in their life, and now they need you. And they remember you because they wrote your name down from that voicemail message, but you can'tâ€¦

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Jeb Blount: You can't tie a direct line to that, it just happened because you were there.

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Jeb Blount: So, if you take a day off from prospecting because you don't think it works, it's gonna hurt you. At some point in the future, that day's gonna bite you. Take a week off, it's gonna really hurt. If you take a month off, you may not have your job anymore that you worked really hard to get.

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Jeb Blount: So, the lesson for you is, if you do a little bit of prospecting every day, every day, every day, every day, the law of cumulative impact

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Jeb Blount: begins to pay off in a big way. And because this is banking, everybody understands the power of compound interest, right? And that's what prospecting does, so you get it at that level.

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Jeb Blount: then you can take all the prospecting mechanisms, all the channels, I mean, there's tons of channels, we canâ€¦

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Jeb Blount: network, we can go in person, we can send snail mail, which works really well these days. You can send email, you can send text messages, direct messages, LinkedIn In messages, LinkedIn direct messages, smoke signals, carrier pigeons, using referrals, like, all of those things together. And when you're using them all, wow, amazing things will happen to you.

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Jeb Blount: But the number one thing is a little bit of activity, a little bit every single day, and you will never go hungry again.

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Jack Hubbard: That's a good point.

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Jack Hubbard: the next book I want to talk about, and then we'll get into you and Brynn.

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Jack Hubbard: when theâ€¦ when the linkâ€¦ when the AI at Edge came out, you and Anthony Interino wrote it, I don't know if I was the first one to order it, but I was close. Anything you guys write, I get.

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Jack Hubbard: So you write this book in 2024. September 2024, the book comes out.

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Jack Hubbard: Let me ask a question in a unique way. If you were to write this book again today, with all the changes that have happened in AI, what would be different, and what would be the same in the book?

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Jeb Blount: Oh, it's a great question, and the good news is that we are writing it again, so we'reâ€¦ right now, we're in the planning stages for the AI Edge 2.0, because when we wrote this book, we never intended this book to be a one and done, because we knew it was changing fast, and in fact, we finished that book in April of 2024, right? So we finished it then.

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Jeb Blount: so it would be published in September, in the fall, and that was a really tight publishing calendar, but we pushed pretty hard to make it tight, because we didn't want too much time to go between when we finished writing and then when we got the book out.

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Jeb Blount: Andâ€¦

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Jeb Blount: theâ€¦ theâ€¦ you know, when we were writing it, and you'll like this, Jack, when we were writing the book, like, I remember, like, I would write a chapter, and the next day I would wake up and read the Wall Street Journal, and I would go, I have to throw this whole thing away, because everything just changed.

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Jeb Blount: And not only that, they were just changing the names of the tools. Like, you know, I think Google changed the name of their AI thing, like, 3 times while we were writing the book.

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Jeb Blount: So, you were constantly in the situation where what you were writing was out of date. So when you go back and look at a book that way, and you say, if I was rewriting again, what would be different?

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Jeb Blount: I don't know that anything would have been different in the first version of it, because it was so new.

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Jeb Blount: I thought, in my heart, when we wrote the AI Edge, that it was too remedial. Like, I really believed that people were gonnaâ€¦

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Jeb Blount: they weren't gonna read it, or they weren't gonna use it. It turned out it was the number one best-selling sales book of the last year.

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Jeb Blount: In airports, for example, the number one best-selling airport in allâ€¦ bookâ€¦ book, period book, in all of airports. Think about that. It's been a blockbuster bestseller for us, and it's been a sleeper. Like, it hasn't been, likeâ€¦ I've got books that have beenâ€¦ like, when I wrote Virtual Selling, I mean, it was aâ€¦ it was, like, it exploded across the globe.

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Jeb Blount: This book has just been a slow burn. People buying, people buying, people buying, people buying, to the point where you just wake up one day and you go, I can't believe how many copies of this book we've sold. And I really didn't think that people were gonnaâ€¦ were gonna embrace it that way.

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Jeb Blount: But we launched the book, and Anthony and I did a webinar with our partner, ZoomInfo, on the AI Edge.

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Jeb Blount: And people were able to drop questions in. And it was about a month after we put the book out there, and that's when I knew we hit something, because the questions that we were getting were remedial. Like, it was like people who were just getting started.

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Jeb Blount: And because we had been immersed in it for so long, it felt like it was super, like, basic. And for some people, if you'd been immersed in it, you probably would have read it and gone, you know.

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Jeb Blount: I already know all this stuff, it's not that big of a deal. But for most people, it wasn't. And the feedback has been incredible. But, if we look at what the next version's gonna be.

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Jeb Blount: what the next version's gonna be is we can'tâ€¦ we can't go back to, hey, this is just basic, because at this point, if you haven't stepped into AI, you've got a major problem. I mean, this isâ€¦ this isâ€¦

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Jeb Blount: new and different. So now we start moving into a lot moreâ€¦

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Jeb Blount: dialed-in focus on particular techniques and tools that we've been using in the field, that we've been teaching our clients in the field, that we've been watching people use in the field, in order to really actualize and use AI. And just to draw a line into this book.

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Jeb Blount: there areâ€¦ there are particular frameworks and prompts in this book around LinkedIn, very practical, just, you know, just do this and you can get to this place.

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Jeb Blount: thatâ€¦

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Jeb Blount: areâ€¦ that are a step above what we were doing in the AI Edge. There's some of the AI Edge that got into this book, but it got rewritten in a different way. There's, like, a little bit of a DNA running through every book, like, little gene splices going through every book.

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Jeb Blount: Which is true for all my books, like, there's always a gene splice of another book in there. So, the next book is gonna beâ€¦

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Jeb Blount: much more practical, and I say practical, in some of the chapters when you read AI, we were much more theory than practical. We were saying, this is gonna happen. Well, now it's happened, so now it's like, okay, well, how do we actually use this? There's gonna beâ€¦

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Jeb Blount: Probably more prompts, and then we're really gonna focus onâ€¦

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Jeb Blount: you, the salesperson, as an AI conductor. So what has really emerged, like, we think about Aegeanic AI, It'sâ€¦

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Jeb Blount: it's hit and miss at this point. And some of it's kind of scary because, you know, they were talking the other day ago about people using AGNic AI to handle all their personal finances, and I'm like, I got, like, maybe it's the Gen X in me, but that's crossing my line. You are not getting into my investment accounts, like, that's my entire world.

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Jeb Blount: my retirement accounts are not going to be run by an Aegeanic AI. Butâ€¦

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Jeb Blount: But helping people underâ€¦ salespeople understand that now you're in the center.

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Jeb Blount: And you're the conductor of all these AIs that are out there that are helping you.

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Jeb Blount: Andâ€¦ as a human, if you can use these AIs the right way, you can 10x your productivity.

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Jeb Blount: you canâ€¦ nothing's gonna change in our message in the book. Your job is to spend time with people, but you canâ€¦ you can use that to spend more time with people. And you can make the time that you spend with people more impactful, because you've got an AI over here that is doing this work, while an AI over here is doing this work. Soâ€¦

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Jeb Blount: my vision for the salesperson of the future is, if you lookâ€¦ if you think about a symphony orchestra, you're standing in the front of it, you've got the baton, and in the symphony are all of your AIs, and your ability to get those AIs working for you in the right direction, everybody rowing in the right direction.

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Jeb Blount: It's gonna be the difference between the apex predators in sales and everyone else.

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Jeb Blount: And I'm not saying this just in theory, this is my entire belief about my own company. Every person in my company can 10X their productivity if they learn how to conduct their AIs in the right way. Are we doing it well? No, I don't think we are. I think we've got a long way to go.

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Jeb Blount: But I'm a company of 34 people.

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Jeb Blount: that has the capacity to operate with, like, a company with 200 people without adding another human being, if we understand how to use our AI as that other, you know, 150, 160 people that we need in order to accomplish our goals and outcomes.

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Jeb Blount: So the future of the AI Edge, the AI Edge 2.0, is really going to focus on that position for the salesperson, and then the

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Jeb Blount: what AIs do you need throughout the sales process to give you the ability to operate at a level 10?

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Jeb Blount: where everybody else is operating at a level 2, so you get a massive competitive advantage, not just in your ability to sell, but also in your ability toâ€¦ to prove to your employer that you're generating the ROI that they need to keep you employed, because I do think that's going to become a litmus test in the future.

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Jeb Blount: for both sellers and every other white-collar worker out there, is you've got to be able to say to your employer, I have the agency, the capacity, the intellect

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Jeb Blount: the creativity

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Jeb Blount: the forethought to be able to conduct all these AIs to create amazing things that I couldn't do on my own, but becauseâ€¦

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Jeb Blount: I'm a conscious human being because I understand context, because I'm a consultant.

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Jeb Blount: I'm able to make all this happen. That, I think, is the future of the AI Edge. We're just in the very beginning of the AI Edge 2.0, which would be the second edition of this book, but I'd love to get your thoughts on that as well, having heard what I said, and I know that you're

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Jeb Blount: You've done some, some, you know, some powerful work in AI yourself, so I'mâ€¦ I'm curious of what you think about that direction.

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Jack Hubbard: Oh, I think it's outstanding, and I like the idea that, because the first book was so practical.

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Jack Hubbard: I like the idea of you taking it to the next level, but still being very practical. I'll tell you a quick story. My son-in-law, my daughter had a surprise 40th birthday for my son-in-law recently, and there were probably 20 people there, so millennial kinds of people.

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Jack Hubbard: And I was asking a lot of them about their usage of AI.

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Jack Hubbard: And I was surprised at the dearth of usage of AI. So they would ask me, like, what do you do with AI? Well, I do a lot of things with AI. For example.

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Jack Hubbard: I do something on LinkedIn called Stones Saturday, where I have AI go out and find lyrics from the Rolling Stones and connect it to sales.

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Jack Hubbard: and I use Canva to put it out there on Saturday morning, because it's kind of light and things like that. I could never do that without AI. I'll give you one other quick thing. So we'reâ€¦ several weeks ago, I'm on a golf trip.

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Jack Hubbard: And we are 8 guys who have played golf for 62 years together. And so we're all still healthy, we're all still, you know, vibrant, and we're playing. And so, we're talking in the car about economic issues, or what have you, and I said, well, let me ask ChatGPT. So I got on my phone, andâ€¦

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Jack Hubbard: Three other people in the car said, how did you do that?

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Jeb Blount: That's true.

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Jack Hubbard: So, age 40 to age 75, there are many people who are either retired or employed

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Jack Hubbard: who aren't using it well. I love the idea, I'm excited for the book. Before I go on to the LinkedIn Edge, Jeb, and be cognizant of your valuable time, when do you think that book will come out?

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Jeb Blount: I would say expect same time next year, I would say that we will, we'll have

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Jeb Blount: the book finished and ready to go in April. I've got aâ€¦ I've got a book that'll come out in March called, 90 Days to Level Up Your Sales Skills, which I'm really excited about. It's like a 90-day daily devotional for

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Jeb Blount: like, re-upping your sales skills, so that's coming out in March. We'll have this book turned in late March, the AI Edge 2.0. That should be out in the fall, and then following behind that will be the next Fanatical Prospecting book that I've been promising now for 4 years, but Fanatical Prospecting Sequences will come out right behind that, butâ€¦

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Jeb Blount: But theâ€¦ you're exactly right, like, people don'tâ€¦

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Jeb Blount: People just don't know how to use it correctly.

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Jeb Blount: or don't know how to apply it in their lives. I mean, I think that's the biggest thing, is justâ€¦ it's not hard. Like, I, you know, I think thatâ€¦ I think that that's the hardest thing, is it'sâ€¦ You have to spend some money. Just using the free bots isâ€¦ isâ€¦

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Jeb Blount: it's got diminishing returns, but just two days ago, I was working on the Outbound Conference website.

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Jeb Blount: and I needed to fix some code. I wanted to change the way something looked. Typically, what I would have done is taken a picture of it, then tried to describe it in writing.

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Jeb Blount: sent it out to the techs who would have come back to me with an email and said, we don't quite understand because I don't know how to describe the things in writing, and then they would have done something, and they would have sent it back to me, and then usually I probably wouldn't have liked it, then I have to go back to them again, and so 2 weeks goes by, and then I'm super busy, so 3 weeks go by because I don't have time to deal with it then.

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Jeb Blount: I went into my AI that I'd used for coding, and I said, here's a snippet of the code, here's what it looks like, here's what I'm looking to do, can you give me the code to fix this? And itâ€¦

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Jeb Blount: 15 seconds later, gave me the code, I dropped it into the HTML editor in that particular website, and boom, it fixed it. Now, I do know how to code, so once it gave me that, I was able to clean up the things that I wanted, but I couldn't have done that otherwise. That's my idea, like, in my symphony, I was like.

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Jeb Blount: you're my AI that does coding, can you help me with this? So, then I was way more productive, because again, it would have taken 3 weeks to get something done that literally took 10 minutes.

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Jeb Blount: But I'dâ€¦ and in the past, if I wanted to do it myself, I would have gone out to Google, Googled a bunch of websites, I would have gotten 10 different ways of doing things, and then tried to figure it out. The AI knows how to do that. So you start thinking about all over your life where that works. I'll give you another example. I'm on a drive, and I've got this idea to write an article on leadership.

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Jeb Blount: And I want to turn it into something that's more than just, like, a little, you know, throwaway blog article. I want something that's robust.

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Jeb Blount: So, I pop on my AI, I turn on voice, I'm driving. I got a 4-hour drive. I spend 4 hours having a conversation with this AI about my ideas, and we're talking back and forth about how it's gonna go, and the AI reads me back what, you know, what we've come up with, and this is truly, like, collaborating with an AI on this.

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Jeb Blount: when I get to my destination, I've got 4,000 words that the AI and I have put together together

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Jeb Blount: in a document that then I can go down and work on. Now, that's not the document that I'm gonna produce, because it still sounds and looks like an AI. So I gotta go put my own feel and look at it, but it's got all my ideas out, verbally.

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Jeb Blount: And then it's helping me organize those ideas so that then I can go get things done. That's another conâ€¦ that's another AI in my symphony orchestra.

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Jeb Blount: And then, you know, writing a book. You know, I write all the time. As an author, I get writer's block like every other author, and I'm prolific. I mean, I'm, you know, my next book will be number 18, and then, you know, number AI will be 19. So I write a lot of books, and I love writeâ€¦ I love writing. Love it.

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Jeb Blount: And I'm capable of doing things that AI can't do, because I understand context, I understand what's happening in the world, I'm looking at the trends, and so I've come up with these ideas.

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Jeb Blount: the biggest problem that I have with writing that slows me down is that if you're writing a chapter.

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Jeb Blount: you want to land a plane. Like, a chapter that doesn't land a plane, you didn'tâ€¦ you didn't, like, tell the story. You start off with a problem, right, and then there's an issue, and then you finish the problem off at the end of the chapter.

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Jeb Blount: it's usually that last one or two paragraphs that stump me, because I've put so much of my energy and effort in writing the meat of the chapter.

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Jeb Blount: I get to the end, and I'm like, okay, I don't like the way this ends. I don't like the way it sounds, so what are you gonna do? Well, you get writer's block at that point. So you can move on to another thing and work on that, but usually what you'll do is you'll put it down, you go for a walk, or you go to bed, and you wake up the next day, and then it all comes together.

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Jeb Blount: Well, now with AI, what I'm able to do is I'm gonna say, hey, I just wrote this chapter.

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Jeb Blount: Can youâ€¦ and I literally have a prompt that says, can you help me land a plane?

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Jeb Blount: And it'll come back and go, well, here's what I would do here, or here's 3 suggestions, or try this. It gives me something. It's almost never what I want.

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Jeb Blount: But it's the breakthrough that I needed in order to break the rider's block and keep moving.

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Jeb Blount: And that has speeded me up soâ€¦ I'm able to write so much faster, I'm able to produce so many more words, because I'm not in this holding pattern with so many of my ideas, because AI can get me over that last hump. Another AI in my symphony orchestra.

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Jeb Blount: And by using those, all of a sudden, like, we can just do some, like, incredible things.

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Jeb Blount: But you've got to start thinking that way. I'm a human being, I want to be 10x more productive than I am today.

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Jeb Blount: what are the AIs that I have around me that will help me get there? And thenâ€¦ and then how do I talk to them? And, you know, well, prompting isâ€¦

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Jeb Blount: you know, you can engineer things or what have you. Most salespeople don't need super-engineered props. Most salespeople just need to just use plain English and ask it for what you want, but then have the ability to look at it and go, that wasn't what I'm looking for, give me another one.

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Jeb Blount: And I'm gonna give you a side note. That, by the way, is gonna be the biggest challenge of the next generation, because AI makes you stupid.

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Jeb Blount: So, if you'reâ€¦ if you're using AI to write everything.

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Jeb Blount: and you don't understand how to write, you're stupid. Because you're gonna send stuff to people, which happened to me last week. I had a kid send me something that he copy-pasted out of ChatGPT, and I know ChatGPT's patterns, that was, like, the most hyped up thing, and it was all ChatGPT. He didn't even look at it. Now, fortunately.

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Jeb Blount: I called him and said.

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Jeb Blount: are you open to some coaching? And we talked through it, and I'm like, you can't do that again. Like, there'sâ€¦ that is not okay. You'reâ€¦ you're gonna need to figure out how to write.

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Jeb Blount: But if you don't know how to write, if you don't know that that is not good, if you don't know how to do math, if you don't know how to do a little bit of coding, if you don't know the basics, if you don't understand the ABCs and the 123s.

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Jeb Blount: AI is not gonna make you better. It's gonna make you dumber, and it's gonna steal your creativity as a human being. That's our biggest challenge with the next generation, who rely on it to do all the heavy lifting that you and I

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Jeb Blount: grew up having to do. I mean, you probably remember when you were a kid, and you wanted to find some information about something in your house, at least in my house, there was aâ€¦

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Jeb Blount: a bookcase full of, I think it was Britannica.

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Jack Hubbard: Encyclopedia Britannica.

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Jeb Blount: I hadâ€¦ we had every volume in there, and it stopped at, like, 1973 or something like that, because we didn't buy the next edition. But you learn how to go through books and find things.

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Jeb Blount: So, if you lose the ability to go find things, you got a problem. Right now, if all the phones turned off, there'd be a whole lot of people out there driving in circles because they wouldn't know where to go get a map or how to read a map. So I think that this is academia, this is us in sales.

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Jeb Blount: we can't lose sight of the fact that, yes, AI can do incredible things, it can make us faster, better, it can make us smarter in some ways, but if you don't understand the basics and fundamentals, you'reâ€¦ you're just gonna get dumber, and it really, truly will steal the parts of you that make life

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Jeb Blount: so much fun.

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Jack Hubbard: Yeah, no doubt about it. And Iâ€¦

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Jack Hubbard: So, if we take the tool, like AI, into the new book, the LinkedIn Edge, with you and Brynn, that's yet another tool that can help you in your sales process. Just give us an overview of the book, Jen.

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Jeb Blount: Yeah, Iâ€¦ I love this book. I'm so stoked about this book, andâ€¦

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Jeb Blount: in a way that I wasn't stoked about the AI Edge. Like, when the AI Edge came out, I knew it was a good book, and it was okay, but I just didn't knowâ€¦ like, I wasn't, like.

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Jeb Blount: super excited about it. I justâ€¦ I wrote the book, and I've had other books like that. I've written, you know, the Selling the Price Increase, which I think isâ€¦

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Jeb Blount: In my opinion, I wrote it, so it is my opinion, but I think it's probably the greatest book ever been written on how to go get a price increase. It is a wonky manual on how to get price increases. It's sold a bunch of them, but I didn't, like, write that book and go, woohoo, I cannot wait, like, you knowâ€¦

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Jeb Blount: Fanatical Prospecting, when I put Fanatical Prospecting out, I was fired up for Fanatical Prospecting. When I put objections out, fired up for objections, same thing with virtual selling, I feel the same way about this book. I'm stoked for this book.

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Jeb Blount: this bookâ€¦ we could have written this book inâ€¦ in fact, this book was 65,000 words when we got done with it, took 10,000 words out of it. We hadâ€¦ we basically had to pick a lane and stop there, because we could have written a book twice this size, because LinkedIn is such a powerful tool.

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Jeb Blount: And the, you know, one of the main theories, or main, I guess, threads that go through it is, you know, something Brynn says all the time, which is, LinkedIn is the largestâ€¦

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Jeb Blount: Self-updating database of business people in the world, and that self-updating part is huge.

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Jeb Blount: But what we'veâ€¦ what we've done with this book is, it's a prospecting book, so it plugs directly into Fanatical Prospecting. So if you like fanatical Prospecting, take the part in Fanatical Prospecting around social selling and drop it in, and this book takes that and builds it all out. We focus on

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Jeb Blount: two core types of prospecting that everybody has to do. Fast prospecting is interrupting people, it's engaging them, and it's converting them into immediate pipeline opportunities. That's the 30-day rule. You gotta do that, and if you don't do that, you're gonna starve to death.

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Jeb Blount: And that's what's been missing in most social selling books, is there's this, hey, you don't have to do that anymore, do this. And it's why so many social selling books don't sell a lot, because leaders don't want to buy those books for their people, because they recognize that their boss needs them to have pipeline now.

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Jeb Blount: So we focus on that, and there are particular LinkedIn strategies that you can use that if you put into your fast prospecting sequences, a telephone call, go visit them, do networking, use LinkedIn, can make you super powerful.

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Jeb Blount: Along with that is LinkedIn's unique ability to help you target, like, using smart targeting to get in front of the right people.

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Jeb Blount: Combining that with tools like a ZoomInfo, which we talk a little bit about in the book, and give you some ideas on how you can combine those two things to help you find the right people to be having a conversation with, and be able to multi-thread into those relationships so that you're building a coalition inside of accounts that you can sell to.

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Jeb Blount: So, we focus first on fast prospecting, which is, again, you know, you can do cold calling on LinkedIn, you can get in touch with people on LinkedIn, but you still gotta do it the right way.

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Jeb Blount: Then there's slow prospecting. And slow prospecting is this long game sequence of touches designed to develop and build relationships. And by the way, those things live both online and offline.

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Jeb Blount: Andâ€¦

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Jeb Blount: part of that is bringing people toâ€¦ into you, and there's a great story in the book about you, and some advice that you gave to a banker, around how do you get people to see you different? And one of the thinkâ€¦

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Jeb Blount: theâ€¦ I think you'llâ€¦ this is not something that's written about a lot, but one of the things you'll find in the book is thisâ€¦ this sort of foundational belief or concept that all LinkedIn is aâ€¦ isâ€¦ is a massive search engine.

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Jeb Blount: So, if you're a business, you're constantly getting yourself into play, so that whether people are looking for you on AI, or they're looking for something on the internet, or Google, or wherever else, they find you. Well, the same thing as an individual. And you gotta think that

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Jeb Blount: LinkedIn is a search engine, and then there's all these other search engines, and those search engines are looking at LinkedIn as well. And to put aâ€¦

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Jeb Blount: an explanation point on that. I was, I do these Money Monday podcasts, and I was looking for something that I'd written a long time ago, because I liked the idea, and I couldn't find it in my G drive, I just couldn't find it anywhere. I couldn't find it on my blog or anything, so I typed into AI,

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Jeb Blount: you know, Jeb Blount and that term, it found a post that I'd put on LinkedIn two years ago, surfaced that for me, then I was able to go get that and flip that into a podcast episode.

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Jeb Blount: That's what LinkedIn does, soâ€¦

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Jeb Blount: We're using that as a base level, but then start to think about all of your strategies along the way in this slow prospecting process of identifying buying windows, identifying people.

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Jeb Blount: and identifying ways to get to those people at the right time when those buying windows open, or to have those people come to you at the right time when those buying windows open, because you've built a level of familiarity with them that says, hey, I've got a problem, Jack's the person that can help me solve this problem, I'm gonna go to Jack.

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Jeb Blount: And we put those two things together. So, at the intersection of this fast prospecting, fill the pipeline up now.

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Jeb Blount: and slow prospecting build this foundation for the future, at that intersection, you can make a lot of money, and that is where you really start to raise your game. That's why this book is so different than pretty much any ever book that's ever been written on LinkedIn, and it's one of the reasons I'm so stoked about it, because it is superâ€¦

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Jeb Blount: It is justâ€¦ I'm gonna say it this way, it is freaking practical.

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Jeb Blount: But it is focused on helping you sell more. It is focused on helping you fill up your pipeline. It is not focused on helping you go viral or any of those other things. It is simply this. Our job is to go sell stuff. Our job is to drive revenue. That's the job. And if what we're doing is not driving revenue, don't do it.

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Jeb Blount: But if that's the case, then what this book does is it says, you've got this massive business platform, we have all of these ways that we can connect with people, all these channels.

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Jeb Blount: Andâ€¦ and we have to be fanatical about that, but if we can get the system and the methodology right, then we can leverage LinkedIn without taking our time away from all the other stuff that we have to do in a way that

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Jeb Blount: constantly feeds the pipeline so that we're always working on viable deals, which means that we're always generating revenue, and we're always putting income in our pockets. And that's why I'm so excited about this book.

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Jack Hubbard: Well, you should be, and here's why you ought to buy it. For no other reason. You've got the best sales trainer, best sales consultant of our age, Jeb, and the best LinkedIn trainer of our age. I've seen her do it a thousand times, Bryn Tillman. Book is out now, you should go get it. I gotta ask you one more question.

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Jack Hubbard: You brought it up, so I gotta ask it. You talk about outbound.

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Jack Hubbard: From my understanding, and I've not been there, but I've interviewed

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Jack Hubbard: people like Mark Hunter, and Anthony and Larry Levine, and Brynn, who say it's the absolute best sales conference on the planet. Talk about outbound and when it's gonna happen in 26, Jeff.

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Jeb Blount: Thank you, I appreciate it. Thanks for the opportunity to plug that. Yeah, Outboundâ€¦ there really is no event like Outbound. It's amazing, and we've gotten better and better at it over the years. We did our first one in 2017, I think is when the first one we did.

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Jeb Blount: The, last year we did it in San Antonio. This next year it's gonna be in Las Vegas. So it'll be Las Vegas, November 9th through 12th.

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Jeb Blount: You can, go to OutboundConference.com and grab tickets right now. There's also a little button there, if you click the button, and you fill out the little form, I'll send you a discount code, so you can even save some money right now. Those discount codes are gonna go away, but for the fall, we're gonna keep those in place so you can get some early bird discounts, pretty significant discounts.

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Jeb Blount: But, this year we've added a leadership summit to the Outbound Conference, which, by the way, is already showing signs that it's gonna sell out really quickly. So, we've got a VIP Mastermind Day on the 9th. We do Main Event 10th and 11th, with amazing speakers.

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Jeb Blount: And then we've got a leadership summit, again, with amazing speakers, only focused on leadership issues. It's at the Red Rock in Las Vegas, Five Star Resort.

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Jeb Blount: Killer, killer, facility, and,

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Jeb Blount: But we justâ€¦ it's aâ€¦ it's a limited group of people. We only bring in 400 people. We used to bring in, like, the oneâ€¦ the last one we did in Atlanta had 2,800 people there. Got too big. We wereâ€¦ we quit having fun.

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Jeb Blount: And last year, we dialed it intoâ€¦ we had 400 tickets, that's all we sold. It was so much fun, everybody had a great time. So, right now is the time. If you want to get tickets, go to OutboundConference.com, check it out, the agenda's up, and we're starting to load all the speakers in, soâ€¦

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Jeb Blount: It's, it's fun, and you should come. You should definitely be there.

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Jack Hubbard: I'd love to be there, too. So, you gotta buy Jeb's books.

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Jack Hubbard: Sales Gravy, Iâ€¦ University, I am a member, have been a member, love it, and what I really like about it is, it's not just Jeb, although Jeb would be huge.

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Jack Hubbard: But it's Jeb, and Brynn, and Dave Brock, and a thousand other kinds of people that you can go and learn from, which is having Jeb in your pocket 24 hours a day, which is great.

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Jack Hubbard: You've got other resources. You mentioned a podcast, I think you have a newsletter. Talk about some of the other resources, and we'll wrap this up, Jeb.

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Jeb Blount: Yeah, you know, the podcast isâ€¦ you like podcasting, I like podcasting. I started podcasting 18 years ago, in 2007, before podcasting was cool, so we've been on the air, if you want to call it the air, forâ€¦ continuously since 2007. And, last year we started podcasting 3 days a week.

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Jeb Blount: And so we have, on Mondays, we issueâ€¦ we issue a Monday Monday. It's like a 9-minute podcast to get you fired up for the week. Then we have AskJab on Wednesdays. It's a radio call-in show, so you can call in, and if you want to get on the show, just go to salesgravy.com forward slash ask, I think, and you can hop on the show.

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Jeb Blount: And then on Fridays, we do a traditional interview show just like this, where we bring folks on, and we talk, andâ€¦

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Jeb Blount: It's probably the best resource we have for salespeople and sales leaders that's free. And different formats for different tastes, so if, you know, if one's not connecting with you, there's another. And you probably know this, Jack, but let me tell you something. Podcasts in three days a week is

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Jeb Blount: freaking hard, it is really hard. And, it's likeâ€¦ it isâ€¦ it's, like, there'sâ€¦ it's just, like, this monster that you've got to constantly feed.

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Jeb Blount: That would be the best place. We've got new articles going up on the salesgravy.com blog every single week, and there's some really good stuff there. Most of the podcasts, we build an article that goes with the podcast that pulls those lessons out, so there's readable content as well.

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Jeb Blount: And, and those would be my best resources, and I thank you for the plug on Salesgrove University. I truly believe it is the most powerful sales training engine on Earth.

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Jeb Blount: And, and it's likeâ€¦ like you said, it's not just me, and that wasâ€¦ that was by design, because I don'tâ€¦ my philosophy isn'tâ€¦ there isn't one way of doing anything, there is just a way of doing things, andâ€¦

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Jeb Blount: as a person, you've got to choose which way is going to give you the highest probability of helping you achieve your outcomes, and by having all those different voices on, and some of them are at opposite sides, like, you know, there's some things, like, Victor will say, and I'll say something different.

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Jeb Blount: you can look and make the choice, andâ€¦ and, like, with Brenn, she's got a big following, so anytime we put something new from Brynn up, everybody runs to that. And we've got other speakers where they'll comeâ€¦ people come to us, when are you getting more content from?

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Jeb Blount: Thatâ€¦ that is the cool thing about, SGU, and and Iâ€¦ that would beâ€¦ those are the best places for you to go, and there's other resources on the website, but podcasts, Sellsgrave University, and and the blog are the easiest places for you to go. Just grab stuff that's not in a book.

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Jack Hubbard: Oh. Well, the LinkedIn Edge is out now. Jeb's got two more books coming out in 2025, which I look forward to having him back on the show. But having an hour with Jeb Blount is a true professional privilege. Jeb, thank you so much for your time today.

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Jeb Blount: Thanks, Jack, I appreciate it very much. You were very kind.

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Jack Hubbard: Wow, man, having an hour with you is reallyâ€¦ is really great. All the best with the book. How's business?

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Jeb Blount: It's good. It's been a really big year. It's been, our biggest year ever.

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Jeb Blount: Inâ€¦ in terms of business, and it's aâ€¦ it's a double-edged sword, because it's worn me out all the way to the bone this year, because we've been so busy. I don't know what next year's gonna look like. I'mâ€¦ I justâ€¦ I don'tâ€¦ I can't read the tea leaves in the marketplace, butâ€¦

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Jeb Blount: I didn't think this year was gonna be a big year. I mean, we, you know, we had aâ€¦ when we did our business plan last fall, we, you know.

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Jeb Blount: I mean, we'reâ€¦ I mean, we're a growth company should be growing a lot faster. We dialed it back to, I think, 5% growth this year, because we just felt we'd be kind of flat.

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Jeb Blount: And we got so busy, we've added 2 more trainers, and

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Jeb Blount: it's looking pretty good. I think that, you know, this September, we probablyâ€¦

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Jeb Blount: I think we're probably knocking on, like, $750,000 in brand new sales in September. Thoseâ€¦ thoseâ€¦ that's not justâ€¦ those are salesâ€¦ future contracts that'll come up, which is a pretty big month for us for new sales.

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Jeb Blount: I don't know. Iâ€¦ look, you know, business has beenâ€¦ Crazy good.

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Jeb Blount: you would think that it's gonna keep going, but Jack.

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Jeb Blount: I don'tâ€¦ I don't know. Like, I read the papers every day. I'm looking at what's happening out there. I see some companies that are, like, getting rid of people, I see other companies that are hiring people, I don't know. I meanâ€¦

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Jeb Blount: What do you think?

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Jack Hubbard: Yeah, Iâ€¦ You know, economically, it's really up in the air. The tariffs don't seem to have had

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Jack Hubbard: the effect that I thought they were going to in a negative way, but this is a long-term play. What this guy does, who knows what he's gonna do.

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Jack Hubbard: You know, and I think the biggest thing for banking is uncertainty. Companies want certainty. You've got 34 people that you pay. They depend on you.

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Jack Hubbard: And so, when you have all of this uncertainty, it's hard to budget, it's hard to buy new things, but you're in a good place. Look, I'm 75, I'm a cancer survivor, I live every day, and I live in a different kind of way than I did before, so let me give you some advice.

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Jack Hubbard: You areâ€¦ beyond successful.

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Jack Hubbard: You've also got a family, you'll have grandchildren someday.

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Jack Hubbard: Take some time, Jeb. Take some time. It'sâ€¦ youâ€¦ like, when you mentioned the cabin.

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Jack Hubbard: okay, get away and turn your phone off. Because otherâ€¦ you know what? Iâ€¦ we were talkingâ€¦ we just celebrated our 53rd wedding anniversary on Tuesday.

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Jack Hubbard: And we were talking, we were up in Milwaukee, and we were talking about it. Life goes by so fast, Chub. And I missed a lot with my kids, because I was on the road a lot, like you are. And so.

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Jack Hubbard: Smell the roses, man. You're so successful, that will never go away, but time, time goes fast.

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Jeb Blount: Yeah, that's, that's theâ€¦ the thing we've grappled with thisâ€¦ thisâ€¦ over this past year the most, andâ€¦

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Jeb Blount: One of the things that we made aâ€¦ I made a commitment to, like, little things, like, I won't do more than two meetings a day at all. And I'mâ€¦ I'm getting ruthless with it. I gotâ€¦ when my assistant put a third one on on Tuesday, and I went, nope, I'm not doing more than twoâ€¦ two a day. I'm just not doing it, because it doesn'tâ€¦ all it does is take me away fromâ€¦

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Jeb Blount: spending time with the people. And we're going into next year, I'm only gonna do keynotes from January 1st to the end of March, because it's the big SKO time, and outside of that, I'm not doing them.

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Jeb Blount: What we did was, in order to not just be just pure black and white and do something stupid that would hurt the business long-term.

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Jeb Blount: built a committee, four of my leaders are on a committee, so when a salesperson says, hey, this company wants Jeb to come do something for them, they have to take it to the committee, and the committee makes a decision whether or not it's in the best

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Jeb Blount: interest of the company from a strategic standpoint to take the event, because some of these things can turn into, you know, million, 2 millionâ€¦ I mean, one of them has turned into a $10 million deal, and if we had said no to it, we would have never gotten that. So we need to be discerning about what we do, butâ€¦

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Jeb Blount: I'm, I'm with ya. I'm, this year was the prove-out for me that,

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Jeb Blount: the world will take every single moment of my life. They would not let me sleep if they had the chance. And, and it's justâ€¦ it's not fun anymore. I likeâ€¦ I mean, I really enjoy writing books. Like, I enjoyed putting this book together. It was fun.

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Jeb Blount: hard, but fun, and I like that puzzle, and I would rather be at my cabin doing that than, you know, hiking all over the world

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Jeb Blount: you know, doing training in training rooms, and so Iâ€¦ that's great advice, and I appreciate you saying that.

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Jack Hubbard: Yeah. Thanks, man. I really appreciate it. All the best with the book, and it's great to meet you first. Thank you.

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Jeb Blount: I'm truly grateful for the opportunity to spend time with you.

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Jeb Blount: Truly, thank you.

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Jack Hubbard: Thanks, Jeb. Good to see you. Bye. Okay, bye now.

Season 3, Episode 4: Jeb Blount

From Prospecting to LinkedIn Edge: Jeb Blount on Modern Selling

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