This is the Sales Gravy Podcast.

I'm Jeb Blunt, best-selling author of Fanatical Prospecting SalesEQ,

objections and inked, and I'm here to help you fill up your pipeline,

close bigger deals, and rock your commission check.

In sales, familiarity is powerful,

because familiarity leads to liking.

You see, when a prospect is familiar with you, they're much more likely to engage on prospecting calls,

and they feel more comfortable with you on virtual sales calls.

In fact, we could say that familiarity is virtual selling lubrication because it takes the friction out of virtual communication and it makes everything easier.

The lack of familiarity is also why you get so many objections.

You see when people don't know you, it's much harder for them to trust you.

To build familiarity, you must make a direct investment in improving the awareness of your name, your expertise, and your reputation.

Now, this is the good news. Never in human experience has it been easier for individuals to build familiarity.

You just point, shoot, record, click, and post. It's all at your fingertips.

You can get your name and reputation out

there fast and for very little cost. Now, a powerful way to build familiarity and profitable

relationships is through a podcast. So on this episode, I'm going to be spending some time with

James Carberry. James is the author of a brand new book called Content-based Networking, and we're going to be spending some time with James Carberry. James is the author of a brand new book called Content-B-Mased Networking,

and we're going to be talking about how to start a B2B podcast

and how starting a podcast can bolster your personal brand.

Right now, virtual selling is hot, smoking hot,

because to remain relevant and competitive,

...