SALES LEADERS


Four High-Impact Sales Gurus and Bestselling Authors Meet with Selling Power MIKE WEINBERG


JEB BLOUNT


Mike grew up in a successful sales executive’s home and had some incredible men- tors – including his dad, the CEO of Slim-Fast, who not only taught him a ton about sales, but also let him do crazy things like buy and manage a Gulfstream busi- ness jet and han- dle the Walmart


account at the age of 25. Mike was the top-producing sales- person in three different companies and spent five years consulting and five years leading sales organiza- tions before launching the New Sales Coach in late 2010. Forbes named him a Top 30 Social Sales Influencer in 2014, and, for three consecutive years, OpenView Labs has listed Mike as a Top 25 B2B Sales Influencer. Mike is the author of two bestselling books: New Sales. Simplified. and New Sales Manage- ment. Simplified.


Follow Mike on Twitter @mike_weinberg (21,000 followers)


QUICK SALES ADVICE: “Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to your prospect.”


Jeb is the bestsell- ing author of six books, including Fanatical Prospect- ing, People Buy YOU: The Real Secret to What Matters Most in Business, and Peo- ple Follow YOU: The Real Secret to What Matters Most in Leadership. He has published more than 100 articles on leader- ship, sales, ac-


count management, and customer service. His popular podcasts reach a worldwide audience and have been downloaded on iTunes more than 8 million times. His newsletter reaches more than 225,000 subscribers. As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. Today Jeb serves as CEO of Sales


Gravy, Inc. Under Jeb’s leadership, Sales Gravy has become a global leader in sales and customer service enablement solutions. Sales Gravy’s flagship Web- site, SalesGravy.com, is the most visited sales-specific Website on the planet.


Follow Jeb on Twitter: @SalesGravy (120,000 followers)


QUICK SALES ADVICE: “The key to connecting and winning others over is, therefore, extremely simple: make them feel important. The real secret to making others feel important is something you have at your disposal right now. It’s listening.”


24 | JANUARY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION. MARK HUNTER


Before embark- ing on being an independent consultant, Mark spent 18 years in the sales and mar- keting divisions of three Fortune 100 companies. The skills he learned then (not to men- tion the ones he’s still learning today) can be found in his bestselling books. Companies seek him out for


his cutting-edge thought leadership, entertaining value, and actionable strategies. Mark helps companies maxi- mize their price and stop discounting. He outlines strategies that get at the core of what customers really want and need. Truth is, so many salespeo- ple don’t know their customers’ real needs. His strategies are in place with many leading companies, including Fortune 100 corporations in the U.S. and around the world.


Mark is the author of the bestselling


book High-Profit Prospecting. Mark is also known for his high-ener-


gy presentations that result in measur- able ROI for his clients like Coca-Cola, Kawasaki, Sara Lee, Mattel, Unilever, and Godiva. Mark believes it isn’t about simply making a sales staff feel motivat- ed; it’s about equipping them with skills and approaches that deliver results.


Follow Mark on Twitter: @TheSalesHunter (42,000 followers)


QUICK SALES ADVICE: “Sales is all about having the commitment to serve and the passion to sell.”


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