Sales Gravy: Jeb Blount
From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.
Episodes
How to Coach Relationship-Building When Every Top Rep Does It Differently
Ask a top performer what makes them successful, and they will often tell you, "I've just got great relationships." But that's not something a sales leader can coach or teach to the rest of the team. In this episode, sales advisor and author Jeff Bajorek joins Jeb Blount Jr. to break down how leaders can push past that response and uncover the specific, repeatable behaviors, from al
The 3 Tier Prospecting System That Fills Your Pipeline (Ask Jeb)
How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are
The Fanatical Drive of an Ultra-High Performer (Money Monday)
What separates ultra-high performers from every other salesperson? It's Fanatical Prospecting. In this week’s Money Monday, Jeb Blount explores why a full pipeline is the ultimate predictor of sales success and reveals the simple, repeatable habit that top earners use every day to outsell the competition three to one.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉
How to Sell to AI-Educated Buyers with Victor Antonio
Today's buyers have already done the research before they ever talk to a seller, so why do deals still stall out? Victor Antonio joins Jeb Blount Jr. to break down buyer resistance as a physics problem and says that friction, not objections, is what actually kills deals. They dig into why AI-educated buyers don’t need sellers to educate them; they need someone to validate what they’ve learned
How to Break Into Fortune 500 Companies When You Don't Know Who to Call (Ask Jeb)
If you sell into large companies, the biggest mistake you can make is prospecting the obvious title instead of the right one.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Martin, who runs a high-end corporate gifting business and wants to know how to get decision makers at Fortune 500 companies to pay attention.Jeb's answer starts with a simple filte
4 Needle Movers Top Sales Reps Use to Smash Quota (Money Monday)
Most sales reps spend their entire career chasing a number someone else set for them. In this Money Monday, Brad Adams, Senior Master Trainer at Sales Gravy, breaks down why quota is the wrong target — and what ultra high performers focus on instead. Four specific needle movers separate reps who hit quota from the ones making million dollar months look repeatable.🎥 Check out Brad's Sales Gravy
Why Boldness Outsells Confidence
Fred Joyal sat at his first sales desk with a phone and a list of prospects, and couldn't make a single call. Years later, he'd built a business that generated over a billion dollars in revenue. Fred, co-founder of 1-800-DENTIST, joins Jeb Blount Jr. to break down the system that took him from frozen to fearless, and why the reps who win aren't the ones who feel ready, they're the
Who to Call, How to Find Them, and Why the Phone Still Wins (Ask Jeb)
On this episode of Ask Jeb on the Sales Gravy Podcast, two callers bring Jeb Blount their prospecting problems. Calvin sells keynote speeches into a niche market and is stuck trying to find the one right person to call inside each organization. Dennis runs a sales outsourcing company and wants hard proof, not opinion, that cold calling still works so he can convince his own team.Jeb's answer t
The Myth of Selling Yourself (Money Monday)
Most salespeople have heard the same advice at some point. Sell yourself if you want the job, the deal, or the room to like you. It sounds right. It isn't. People love to buy, but they hate to be sold, and that includes being sold on you.In this episode, Jeb Blount breaks down why "sell yourself" is one of the worst pieces of advice in sales, using a personal story about a dinner conve
The First Meeting Goes Great. Then You Get Ghosted. Lee Salz Explains Why.
Lee Salz is back, putting his new bestseller, The First Meeting Differentiator, to the test against real sales scenarios. Jeb Blount Jr. throws three at him: a rep who gets reduced to a price quote after leading with discovery questions, a technical AE who delivers a flawless ROI pitch and still loses what looked like a guaranteed deal, and a rep who runs a great meeting and still gets ghosted two
Should You Stop Cold Calling Once Your Database Gets Big? (Ask Jeb)
Tristen is a residential and commercial real estate agent from Flowery Branch, Georgia who built a database of over a thousand contacts through years of relentless cold calling. Now that his pipeline is full of warm relationships, he feels guilty for not cold calling like he used to and wants to know if Jeb went through the same shift.Jeb's answer cuts right to it: that guilt is cognitive diss
Five Ways to Stay Persistent Without Being Pushy (Money Monday)
Ever sent a follow-up and assumed silence meant the prospect lost interest? Jessica Stokes shares a personal story about a caterer who stayed persistent through weeks of unanswered calls and texts, only to land the job days before the event. No response does not mean no interest. It usually means the other person is busy or buried in their own priorities. Jessica breaks down five ways to stay visi
Every Time You Jump In, Your Rep Gets Worse
Every time you jump in to save a deal, you might actually be making your rep worse at their job. Steven Rosen is the founder and CEO of STAR Results, where he helps CROs and VPs of Sales build the kind of leadership infrastructure that makes coaching and accountability actually stick instead of falling apart under pressure. He's also the author of the book FOCUSED. He joins Ashley Blount to ta
How to Scale a Sales Organization from the Ground Up (Ask Jeb)
If your sales organization is new and growing fast, the worst thing you can do is hire more people before you have a system for them to run. In this Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two sharp questions from John, who leads sales for a Catholic nonprofit that is about to double in size through an acquisition.Jeb's core message is clear: slow down, map your system, then sca
Stop Treating Every Prospect the Same (Money Monday)
Most salespeople stay busy but struggle to produce consistent results. The reason usually comes down to one thing: they treat every prospect the same.In this Money Monday, Sales Gravy master sales trainer Duff Tucker breaks down a three-variable prospecting framework built around lead temperature, sales cycle timing, and deal size. These three lenses help you decide who deserves immediate action,
Your Sellers Don't Trust You Enough to Tell You the Truth
Sellers often know a deal is falling apart before their leader does, so why do so many stay quiet about it? Helen Fanucci joins Jeb Jr. to unpack what that silence reveals about trust on a sales team, and why forecasts fall apart for reasons that have nothing to do with the numbers. They get into why buyers are harder to win over than ever, why AI is making the trust problem worse, and what leader
AI Can't Replace Your Sales Team (Ask Jeb)
Should we remove humans from sales?Shakaib Arsalan, CTO of a software company in Pakistan, comes to Jeb Blount with a question straight from the boardroom: his CEO wants to go fully humanless in sales by replacing the sales team with AI agents. Jeb breaks down exactly why that strategy is likely to backfire, what AI can and cannot do in a sales process, and how to think about the right balance bet
Field Sales Teams Lost Their Edge After The Pandemic (Money Monday)
Brad Adams, senior master sales trainer at Sales Gravy, delivers a straight talk on one of the most overlooked problems in field sales today. During the pandemic, field reps were forced to prospect and manage clients virtually — and many had their best years ever. Now that in-person is back, most have abandoned those tools entirely and returned to burning hours behind the wheel. Brad breaks down w
The Most Famous Sales Pitches in History Had No Slides with Danny Fontaine
Most salespeople think a great pitch means a polished deck and a well-rehearsed script. Danny Fontaine, author of Pitch, is back on the Sales Gravy Podcast, joining Jeb Blount Jr. to walk through some of the most persuasive pitches in history, none of which involved a single slide. From Elisha Otis dropping an elevator three stories at the 1853 World's Fair to Cleopatra smuggling herself into
Why Your Deals Are Stalling and How to Fix It (Ask Jeb)
Sean sells a family engagement survey tool to public schools and charter systems, and prospecting is not his problem. His deals are moving through the early stages just fine. But somewhere around stage three, things slow down, conversations keep happening, and the deal stops going anywhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount breaks down exactly why this happens and w
Why Success Can Be Dangerous: Beating Complacency Before It Costs You (Money Monday)
Success is supposed to be the goal. But for a lot of salespeople, it becomes the thing that unravels everything they built. Once you hit the leaderboard, start crushing your number, and get comfortable, success starts whispering that you've earned a break — that the fundamentals that got you there are optional now. That's where the danger lives. In this Money Monday, Jeb Blount breaks down
The Neuroscience of Closing: How to Read Buyer Signals
Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestraight, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what bu
How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb)
AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them.Jeb breaks down why AI screeners and human gateke
Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)
Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the
Stop Letting AI Speak for You on LinkedIn with Daniel Disney
AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting poi
Jeb Blount on Sales Leadership: Keeping Your Team Focused on the Right Opportunities (Ask Jeb)
When the market shifts, your salespeople won't shift with it on their own. That's your job as a sales leader. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes questions from two sales leaders navigating some of the most common and costly team management challenges in sales: how to redirect high performers when market conditions change, and how to get a small team to
Three Choices with Time (Money Monday)
Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download ou
The Rise of the LinkedIn Snake Oil Salesman with Jack Frimston and Zac Thompson
Jeb Blount Jr. sits down with Jack Frimston and Zac Thompson — co-founders of We Have a Meeting and co-authors of Sales is Therapy — for one of the most entertaining and honest conversations about what's gone wrong on LinkedIn. Jack and Zac have built their careers helping B2B companies fill their pipelines with qualified meetings by doing what most salespeople have forgotten how to do: pick u
How New Salespeople Can Find Sales Advice Worth Trusting (Ask Jeb)
What if you are brand new to sales and have no idea whose advice to trust? Andrew Osborne asked Jeb Blount exactly that question, and Jeb called it one of the best he has ever heard on this show.Sales advice is everywhere and a lot of it is flat-out wrong. Someone who was number one on their team for one year is not a sales guru. A technique that works for one person in one market in one season is
Four Principles of Effective Sales Conversations (Money Monday)
In this episode of the Sales Gravy Podcast, Jeb Blount breaks down the four principles of effective sales conversations: why emotions are contagious and set the tone before you say a word, why your stakeholders' stories hold the clues to their real pain, how questions give you control without dominating the room, and why listening builds the kind of trust that erodes emotional walls and reveal
Win Long Sales Cycles Without Annoying Your Prospects
Ashley Blount sits down with Harriet Mellor, founder of Your Sales Co out of Australia, for a conversation about building a sales career on integrity, patience, and genuine relationships. Harriet shares how she nurtures prospects through years-long sales cycles without becoming a nuisance, why she refers clients to competitors, how consultative selling has driven her biggest wins, and the deal she
How to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb)
You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins
The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday)
Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how m
Integrity First Selling with Mark Hunter
Mark Hunter has trained elite sales teams all over the world, but in this episode of the Sales Gravy Podcast with Jeb Blount, Jr., he gets real about the deals he's blown, the mistakes he owned, and why selling with integrity isn't just the right thing to do — it's the only way to build a sales career that actually lasts.🔗 Learn more about Mark Hunter and his new book, Integrity First
Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)
Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast, Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for s
Moneyball for Sales: Why You're Tracking the Wrong Metrics (Money Monday)
In this episode of Money Monday, Keith Lubner fills in for Jeb Blount and breaks down the one metric that actually predicts sales success: the First Time Appointment (FTA). Using the Moneyball story as a framework, Keith explains why FTAs are the sales equivalent of getting on base — and how tracking them can transform your pipeline, your coaching conversations, and your close rates.🎟️ Grab your t
Buyer Resistance Is at an All-Time High with Colleen Stanley
Buyer resistance is higher than ever, and most salespeople are losing deals because they lack the emotional intelligence to push through it. In this episode of the Sales Gravy podcast, Jeb Blount Jr. sits down with Colleen Stanley, Founder of SalesLeadership and author of Emotional Intelligence for Sales Success, ahead of her keynote at Outbound 2026.Colleen breaks down why delayed gratification,
Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)
When prospects jump straight to “How much does it cost?” it’s usually a sign you’ve lost control of the conversation. In this Ask Jeb episode, Jeb Blount breaks down how to handle early price questions with confidence, avoid sounding desperate, and redirect the conversation toward value so you can secure more appointments.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉
Your Attitude Walks Into the Room Before You Do (Money Monday)
Before you say a single word, buyers are already reacting to your energy. In this episode of Money Monday, Jessica Stokes breaks down why your attitude walks into every call and meeting before you do, and how one simple 30-second reset can change your outcomes on the phone, on Zoom, and in person.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog📝 Download o
5 Hard Sales Lessons Most Reps Learn Too Late
Most sales reps figure out the fundamentals too late — after the missed quotas, the lost deals, and the hard conversations. In this Best of Q1 episode, Jeb Blount Jr. and Ashley Blount pull the most impactful sales performance insights from the last quarter into one place: goal setting, prospecting discipline, communication channels, and what top performers do differently.📖 Purchase Jeb Blount'
Why Your Daily Sales Meetings Aren't Working (Ask Jeb)
Are your daily sales meetings actually driving results, or just taking up time? In this Ask Jeb episode, Jeb Blount answers two real questions from sales leaders: how to run effective morning sales meetings that energize your team without wasting time, and how to balance empathy with accountability when coaching reps. You’ll learn how to structure daily huddles that reinforce skills, build consist
People Buy For Their Reasons, Not Yours (Money Monday)
Why do buyers say no even when your solution makes sense? In this Money Monday episode, Jeb Blount breaks down why people buy based on their own priorities—not your pitch—and how to align your conversations with what actually drives decisions. Learn how to shift your approach to close more deals by focusing on the buyer’s world, not your own.👉 Download our free A.C.E.D. Buyer Style Guide🔗 Follow S
Say Yes Before You’re Ready and Figure It Out Later with Vera Stewart
What happens when you stop waiting until you feel ready and just say yes? In this episode, Jeb Blount sits down with entrepreneur Vera Stewart to break down the mindset that separates top performers from everyone else—confidence, asking for more, and creating opportunities instead of waiting for them. If you’ve ever hesitated to go bigger in your accounts or held back from asking for more, this co
How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)
Struggling to break into the C-suite without damaging your existing relationships? In this episode, Jeb Blount walks through how to multithread accounts, earn executive access, and craft a message that speaks directly to revenue, cost, and competitive advantage. Learn how to position your outreach so decision-makers lean in—and your current contacts help you get there.☎️ Have a sales challenge you
Q1 Stumbles to Q2 Wins: Intentional Moves Top Leaders Make (Money Monday)
Q1 is behind us—what is your pipeline really telling you? In this Money Monday episode, Duff Tucker breaks down how top-performing sales teams use Q1 feedback to protect momentum, close gaps, and get intentional about their time, execution, and coaching. Learn actionable strategies to turn small adjustments into big results for Q2.📚 Explore Duff Tucker's courses on Sales Gravy University.📝 Dow
Ditch the Dog-and-Pony Show and Create Sales Pitches That Close
Learning how to pitch with confidence and emotional impact is the difference between closing deals and losing them — and Danny Fontaine, author of Pitch, is back on the Sales Gravy Podcast with Jeb Blount, Jr., to show you exactly how it's done. He breaks down the psychology of storytelling, how to read any room in real time, and the mindset shift that turns a rehearsed presentation into a gen
Why Your Deals Go Cold Before You Ever Get to the Close (Ask Jeb)
Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time.In this episode of Ask Jeb on The Sales Gravy Podcast, Jeb Blount explains why Philip's problem is not a closing problem at all. It i
The 3 Levers that Separate "Good" Teams and Elite Performers (Money Monday)
Most sales leaders are building good teams and calling it done. Cheryl Parks joins Money Monday to challenge that — breaking down the three levers that actually separate good reps from elite performers: nervous system regulation, the CAR Framework, and decision velocity. If your team is talented but stuck, this episode is worth your time.👉 Read the blog!📚 Explore courses from Cheryl Parks on Sales
Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne Tillman
Most salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn f
How to Prospect and Lead at the Same Time (Ask Jeb)
Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently b
I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)
A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.📚 Explore courses from Jeb Blount Jr. on Sales Gravy University.👉 Read the blog! 📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide🔗
Closing the Gap Between Prospecting Activity and Real Pipeline with Brad Pearse
Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the prod
The AI Edge: How to Use Technology Without Losing Your Human Touch (Ask Jeb)
AI is everywhere. Salespeople are using it every day. But are you using it the right way?Caroline Cutter from Dayton, Ohio, calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals?Jeb's answer is going to challenge the way you think about technology in sales.In this episode,
Stop Letting Busy Work Steal Your Golden Hours (Money Monday)
Top-performing sales reps don’t just work hard—they protect their Golden Hours. In this episode, Brad Adams, senior master trainer at Sales Gravy, breaks down the Golden Hours framework and shows how to prioritize high-value activities, stop low-value busy work from stealing your time, and maximize your pipeline every day.📚 Explore courses from Brad Adams on Sales Gravy University.👉 Read the blog!
Building a Sales Culture That Scales Without Breaking with Dayna Williams
Why do even high-performing sales teams plateau or collapse under growth? In this episode, Jeb Blount sits down with Dayna Williams, author of The Diligence Fix, to explore how disciplined leadership, aligned teams, and a resilient sales culture keep revenue organizations from breaking under pressure. Learn the ten dimensions of organizational diligence and practical strategies to build a high-per
Why Your Prospects Are Ghosting Your Meetings (Ask Jeb)
Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you?
That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after quarter, on this week’s episode of Ask Jeb on The Sales Gravy Podcast featuring Will Frattini. Brittany was putting in the work, getting prospects to say yes on the phon
4 Behaviors That Put You on the Top Sales Producer Board (Money Monday)
Have you ever had a moment where the answer you were looking for was right in front of you? I’m talking about a giant neon sign moment where you realize that a strategy is working, and the proof is undeniable.
Today, I want to share a quick story about an unexpected moment of validation that I recently had, and the valuable lesson that every top sales producer needs to keep front of mind.
The Annu
How to Know What High Ticket Sales Prospects Actually Want
Morgan Keim, founder of Ocean Ridge Capital, raised over $400 million in venture capital before he turned 35. One of his companies alone pulled in over $300 million pre-revenue—convincing pension funds and VCs to invest hundreds of millions in a company that hadn’t made a single dollar yet.
On a recent Sales Gravy podcast, he broke down exactly how he did it. The surprising truth? It had almost no
When Your Product Is a Commodity, You Are the Differentiator (Ask Jeb)
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they want to pull is price?
That’s the challenge Ash from Chennai, India brought to me on a recent Ask Jeb episode. Ash works as a trader importing textile goods from Asian manufacturers and selling them into Spanish-speaki
Why Grind Without Tenacity is Not Enough to Hit Quota (Money Monday)
You’ve heard people say, “Sales is a grind.”
And they’re right. Sales requires relentless effort. You’ve got to make the calls, run the process, deal with internal roadblocks, handle piles of rejection, and show up every day with a smile on your face, ready to do it all over again.
But the dirty little secret is that plenty of salespeople push through the grind day after day and still don’t seem t
Inside Ramsey Solutions’ Coaching Framework for High-Performance Sales Teams
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the size of the operation or the fancy building. It was walking into a room where sales reps genuinely wanted to talk to their leader.
Most sales floors feel like number factories. Reps avoid their managers. One-on-ones get rescheduled. And ever
Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)
Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones?
That is the challenge Jeff Velez brought to a recent episode of Ask Jeb. Jeff works in the real estate services industry, where referrals from agents, brokers, and affiliates drive most of the b
Are You Just Friction With a Friendly Face? An AI Wake Up Call for B2B Sales (Money Monday)
I’m going to ask you a question that might sting a little. As a sales professional, are you just friction with a friendly face?
Think about it. A whole lot of salespeople are good people. They’re polite, fun to be around, and are good conversationalists. They are good at building relationships and getting along with people.
They’re the type of people that buyers say they like.
The problem is, thos
What a Secret Service Interrogator Can Teach You About Building Trust in Sales
Brad Beeler, author of Tell Me Everything and retired Secret Service agent who has conducted more criminal polygraphs than anyone in the agency’s history, was clearing a house on a search warrant when he came across two dogs: a pitbull and a Chihuahua.
His focus locked on the pitbull. The stereotype. The threat.
Meanwhile, the Chihuahua circled behind him and jumped up, latching onto him right bet
3 Micro Behaviors That Make Prospects Say Yes (Ask Jeb)
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came down to three simple micro behaviors that most salespeople never bother to master?
I was speaking to a group of students and marketing professionals at BYU-Idaho recently, and this question came up in a great way. We we
Failure is Not Permanent (Money Monday)
One of the most vivid memories from my childhood was the day I was bucked off my pony, Macaroni. I was only six years old. We were in an arena where my mother was giving me my very first riding lessons.
Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on, and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then, as I finally caught my breath, I
Why Commoditized Selling Builds Better Salespeople
If you’ve only sold sexy products with cool demos and unique features, you’re probably missing the fundamentals that separate good salespeople from great ones.
Marcus Chan, CEO of Venli Consulting and recent guest on the Sales Gravy podcast, learned to sell in the trenches of commoditized selling: uniforms, facility services, telecom. Industries where you’re locked in multi-year contract cycles, c
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you’re not?
That’s the challenge facing Rick VanNess from Albuquerque, New Mexico. Rick co-founded a company that helps healthcare providers collect on older insurance claims (the ones sitti
Main Character Syndrome: Why Prospects Tune You Out (Money Monday)
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You’re not having a conversation. You’re trapped in their monologue. You’re annoyed. You tune out. You start looking for the exit.
That’s exactly how your prospects feel when you make yourself the star of the conversation.
What Is Sales Main Character Sy
Stone Tablets, Trade Shows, and Telephones: 4,000 Years of Sales History
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. That’s exactly what a Mesopotamian merchant did in 1750 and made sales history.
The merchant was furious because he’d been promised high-grade copper, but the final product was subpar. That angry customer complaint is now sitting in the British Museum
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then… your prospect no-shows?
That’s the challenge Emily Weissmueller faces every single day. Emily is a former elementary school teacher who pivoted into K-12 edtech sales eleven years ago. She works with special education administrators, and
Single-Contact Selling is Killing 34% of Your Deals (Money Monday)
You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you intelligence about the decision-making process.So you’re golden, right?Wrong. One reorganization, one promotion, one departure, and your deal could vanish overnight.Research from LinkedIn Sales Solutions analyzed thousands of enterprise deals and found
Why Your Sales Team is Underperforming — Patrick Lencioni on Working Genius
Patrick Lencioni joins Jeb Blount to reveal how discovering your Working Genius can transform your career and eliminate workplace frustration. Learn why doing the wrong kind of work drains you (even if you love your job), and how identifying your natural talents creates joy and peak performance. Pat shares the accidental discovery that led to this breakthrough productivity framework now used by ov
Why Cold Calling Will Never Die (Ask Jeb)
Here’s a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you’re staring at response rates that are circling the drain?
That’s the question Tara asked on a recent episode of Ask Jeb on The Sales Gravy Podcast, and it’s one I hear constantly from SDRs, account executives, and even sales managers who’ve convinced themselves that cold
First Month Sales Results Gut Check (Money Monday)
On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are against our new year goals. Next, we need to take stock of our first month’s sales performance and make adjustments.We’re just a little more than 30 days away from our New Year’s intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition th
Why Founder-Led Sales Teams Struggle to Scale
“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it’s not that valuable. It’s actually quite risky.”Chris Spratling, founder of Chalkhill Blue Limited and author of The Exit Roadmap, shared this on a recent episode of the Sales Gravy podcast. He works with business owners preparing to sell their companies, helping them get operations,
Jeb Blount’s 3 Non-Negotiables for Modern Sales Success (Ask Jeb)
Here’s a question that’ll change how you think about this profession forever: What’s the one moment that reveals you’re built for sales success?
For most people, that moment never comes. They stumble into sales, struggle with the stereotypes, and either quit or spend their entire career fighting against what they think selling is supposed to be.
But for those of us who get it, there’s a moment of
What Skateboarders Can Teach Salespeople About Mastering New Skills (Money Monday)
I’m not sure if you noticed this, but there is a massive gap between what salespeople and leaders know and what they actually do.I’ve written 18 books and trained hundreds of thousands of salespeople. I can’t tell you how many times someone comes up to me and says, “Jeb, I read Fanatical Prospecting. Great book. But that stuff doesn’t work for me.” Or they’ll say, “I tried that objection handling
Coaching Sales Reps Who Think They Know Everything
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.”I said that recently in a conversation with Harriet Mellor of Your Sales Co, and it captures something every sales leader needs to understand. I grew up in the sales training business. My dad literally wrote THE book on pr
How to Save Neglected Accounts Before They Disappear (Ask Jeb)
Here’s a question that’ll make your head spin: You just inherited 50 neglected accounts, and your customers feel taken for granted. How do you reposition yourself as a high-value partner instead of just another transactional vendor who’s about to disappoint them?
That’s the question posed by Scott Northway, and it’s one of the most common challenges I see in sales today. A new account manager take
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