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
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
Where Confidence Comes From and Why it Matters in Sales (Money Monday)
Have you ever gone into a closing meeting, a sales presentation, or even a prospecting call with total confidence? That mindset and feeling that everything’s going to go your way, that nothing can go wrong, that you’re absolutely going to win?I’ve been there. I know you have too. It’s one of the greatest feelings ever.But let’s juxtapose that against going into a meeting feeling insecure, where yo
Turn Boring Sales Pitches Into Conversations That Close
You are on slide 34 when the CFO’s phone buzzes. She glances down. The VP to her left is nodding, but you can tell he checked out ten minutes ago. You know this pitch cold. You have rehearsed it. You built the deck. You covered every feature, every capability, every objection. And still, you are dying up there.You spent weeks on this presentation. None of it matters because everyone in that room h
Why Great Salespeople Are Great Listeners (Ask Jeb)
Here’s a question I get asked all the time: What’s the single biggest misconception holding salespeople back?
That question came from a room full of college students at BYU-Idaho, ages 19 to 24, all exploring sales careers. And my answer is the same whether you’re just starting out or you’ve been in the game for decades.
The biggest lie about selling is this: Good salespeople have the gift of gab.
Your Calendar Is Lying About Why You’re Not Prospecting (Money Monday)
You declined another prospecting block today, didn’t you?That internal meeting popped up. Someone needed “just five minutes.” Your CRM screamed for attention. Before you knew it, another day passed without a single cold call, without one new connection request, without moving the needle on your pipeline. But hey, at least your calendar looked impressively full.Here’s what nobody wants to admit: yo
Why Sales Professionals Fail at New Year’s Fitness Goals (And How to Actually Succeed)
Are your fitness goals realistic for the life of a busy sales professional?“I find that a lot of sales leaders I work with are operating at about 110% capacity. So when we’re talking about tackling health and fitness, we have to really understand what is going to be the few habits that are really easy to do and have the biggest bang for buck.”That’s Josh Hulsebosch, a fitness coach who specializes
Build Your Personal Brand Without Conflicting With Your Company (Ask Jeb)
Here’s a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company’s toes?
That’s the question Taylor Deadrick asked me during a recent live event. Taylor works for Insperity (a fantastic company that handles all our HR and payroll at Sales Gravy, by the way), and she wanted to know how to establish her own brand while staying aligned
How to Set Sales Goals That Actually Stick: From Vision to System (Money Monday)
This Money Monday Sales Gravy podcast episode is special because it kicks off our 20th season!It’s hard to believe that we’ve been producing the Sales Gravy continuously for 20 years. Over the last 20 years, thanks to you—our incredible audience—we’ve consistently ranked as the #1 most listened to sales podcast in markets all over the world.I remember my first podcast episode all those years ago,
The 4-Step Fix for Sales Goals That Always Fall Short
Do you plan to hit your sales goals, or just hope you will?You set goals in January. By March, they are forgotten.It’s because most salespeople confuse wanting something with planning for it. “I want to close more deals this year.” That is not a goal. That is a wish.“I want to be better at prospecting.” Still not a goal. Just a vague intention that leads nowhere.Real sales goals require a system.
How to Negotiate Sales Compensation Without Burning Bridges (Ask Jeb)
Here’s a question that keeps salespeople up at night: How do you ask for more compensation when you’re getting competitive external job offers without sounding like you’re issuing an ultimatum?
That’s the question posed by Brady from Arkansas. Brady’s been getting legitimate job offers from recruiters, and he’s wondering how to leverage these opportunities into better compensation at his current c
The $1 Billion Sales Psychology Mistake: Why Selling Logic Kills Deals (Money Monday)
Is your sales strategy built around how buyers should behave—or how they actually behave?Imagine walking into a store and seeing a shirt for $50. Fine. Unremarkable. You might buy it, you might not.Now imagine seeing that same shirt with a tag that reads: $100 NOW $50. Suddenly, you’re interested. You found a deal. You beat the system. You’re a hero.Same price. Same shirt. Completely different emo
4 Ways Top Performers Stay Motivated and Close More Deals (Even When Sales Gets Hard)
How Do Top Performers Stay Motivated When Sales Gets Hard?You know the feeling when you close a big deal.The rush. The quiet satisfaction of updating your pipeline. Maybe a quick high-five with your manager.And then, almost immediately, it fades.You’re back to cold calls that go unanswered, emails that disappear into inboxes, and prospects who promised they were interested suddenly going silent. I
How to Hit Your Number When Production Can’t Keep Up (Ask Jeb)
Here’s a problem that’ll make your head spin: What do you do when you can sell way more than your company can produce?
That’s the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He’s the only salesperson for a small producer, working with limited tools (no proper CRM), and here’s the kicker: he could sell a million dollars’ worth of
How to Move from Regret to Reflection: A Year-End Sales Debrief (Money Monday)
While regret anchors you to past failures, reflection acts as a catalyst for future sales growth. This article and Sales Gravy Money Monday Podcast episode explores how to break the “if-only” loop and provides a step-by-step year-end debrief to help you extract lessons from your wins and losses, ensuring you start the new year with clarity and a proven system for success.Explore:How to get out of
How to Get More from a Sales Mentor—and Be One Who Matters
“You can’t be more committed to somebody’s success than they are.”That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It’s a simple statement that cuts through all the noise about mentorship and gets to the heart of why most mentoring relationships fail to deliver results.Sales professionals constantly talk about w
Why Rejection Hurts and What To Do About It (Ask Jeb)
Here’s a truth that’ll make you uncomfortable: Getting rejected isn’t the real problem. The real problem is that you’re not doing the work up front to lower the probability of rejection in the first place.
That’s the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks Ab
How to Sell More to Small Businesses Before Year-End: The Tax Strategy Salespeople Miss (Money Monday)
If you’ve been looking for a way to hit or exceed your annual quota, qualify for President’s Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product, service, or software in the final weeks of the year can give you the edge you need to get more sales closed.Business Owners are Motivated to Reduce TaxesIn the United S
Stop Worrying About What Your Mom Thinks of Your LinkedIn
Is Your LinkedIn Personal Branding Built for Buyers or Bystanders?“Respectfully, you are not my audience.”Performance coach Giselle Ugarte said that on a recent episode of the Sales Gravy Podcast, and it might be the most liberating thing you’ll hear about LinkedIn personal branding this year.Because somewhere between building your profile and hitting publish on that post, you’ve started making de
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Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they’re ready to coast through December.
That’s the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week’s Ask Jeb. His team o
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