Why do so many entrepreneurs fail to close deals, not because they lack a great product, but because they misunderstand the real nature of sales?

In this episode, Natalie welcomes Jeb Blount Jr., division leader at Sales Gravy and host of the Sales Gravy podcast. They dive into the crucial but often misunderstood role of sales in entrepreneurship. Jeb breaks down the emotional intelligence behind effective selling, why listening trumps pitching, and how entrepreneurs can turn sales conversations into meaningful business relationships. Whether you’re just starting or scaling, this conversation offers a practical lens into qualifying leads, slowing the sales process, and collaborating with clients to build long-term trust.

[00:01 - 06:30] Rethinking Sales: Everyone Is in Sales

• The significance of redefining sales as relationship-building, not manipulation

• Why viewing yourself as “not a salesperson” weakens your entrepreneurial impact

• The importance of accepting that revenue drives sustainability

[06:31 - 12:53] The Core of EQ in Sales

• What emotional intelligence looks like in high-stakes selling

• Why listening more than talking creates deeper trust

• The significance of making people feel heard and important

[12:54 - 18:30] Qualifying vs. Pitching: Always Be Qualifying

• The need to vet clients for fit—not just push a pitch

• Why it’s smart to walk away from unqualified leads

• How saying “no” can build more trust than saying “yes”

[18:31 - 24:00] The Power of Slowing Down

• What it means to own the sales process

• Why rushing to proposals leads to rejection

• The value of co-creating solutions with prospects

[24:01 - 30:43] Long-Term Wins: Creating Buy-In & the IKEA Effect

• Why co-creation increases ownership and satisfaction

• How to handle rejection as an opportunity to learn

• The parallel between product development and good sales

Quotes:

“If you brand yourself as 'not a salesperson,' you’re being disingenuous—especially if you’re an entrepreneur.” - Jeb Blount Jr.

“The greatest gift you can give someone in sales is the gift of importance.” - Jeb Blount Jr.

“You don’t need to always be selling—you need to always be qualifying.” - Jeb Blount Jr.

Connect with Jeb:

LinkedIn: https://www.linkedin.com/in/jebjr

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

Don't forget to subscribe and leave a 5-star review. Let's go transform something!

What’s the true cost of waiting until a crisis strikes? In this episode, Natalie speaks with crisis strategist and leadership communicator Stephanie Craig about the often-overlooked discipline of crisis vigilance. Stephanie, drawing from her experience in law enforcement families, political campaigns, and corporate turnarounds, shares how organizations can shift from reactive crisis response to proactive crisis readiness. The conversation unpacks the distinction between brand and reputation, outlines how leaders can build a crisis-ready culture, and emphasizes why clarity and trust are essential for strategic speed in moments of uncertainty. Listeners will walk away with practical ways to safeguard their teams, maintain innovation capacity, and protect organizational value when challenges arise.

[00:01 - 05:19] Crisis Found Me

• Why Stephanie’s upbringing shaped her career in crisis
• The importance of calm during chaos
• The significance of embracing discomfort to build resilience

[05:20 - 10:46] Redefining Crisis Work

• How Stephanie shifted her understanding of crisis roles
• The gap between risk management and communications
• What “doing the job right” really means in crisis prevention

[10:47 - 15:17] Build the Core Crisis Team

• What leaders overlook until it’s too late
• The structure of a core crisis team and decision-making models
• Simulations as a key tool for preparation

[15:18 - 20:29] Strategic Speed Through Clarity and Trust

• What clarity and trust enable in a high-stakes situation
• Ransomware example as a case study in unpreparedness
• The importance of clear protocols and financial readiness

[20:30 - 24:44] Making Crisis Readiness Part of Culture

• Why plans alone don’t work without culture
• Where Silicon Valley Bank went wrong
• What mid-level leaders can do today

"You can’t innovate in survival mode. Without preparation, the cost isn’t just the crisis—it’s the lost future.” – Stephanie Craig

Connect with Stephanie:

Website: https://kith.co/innovation-meets-leadership/

LinkedIn: https://www.linkedin.com/in/craigstephanie/

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

Quotes:“A company’s reputation is 35% of its value. And the IRS even says reputation has monetary worth.” – Stephanie Craig