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 Cold Call Opener That Books More Appointments (Ask Jeb)
What should you say on a cold call to book the appointment?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Ryan, a real estate agent in Brooklyn, New York, who prospects expired listings and FSBOs and wants to know how to structure his because statement to land more meetings.Jeb’s advice is to get direct. An expired listing came off the market because it did
The Relentless Pursuit of Yes (Money Monday)
Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most.👉 Download Our Free Playbook for Sel
What Should Be on a Sales Call Scorecard?
Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 27-point sales call scorecard. Every criterion was valid, but the list was too long to remember, so the coaching never stuck. Jonny, founder and CEO of BridgeSelling and author of Fix Your Broken Sales Calls, joins Jeb Blount Jr. t
What Every New Salesperson Needs to Know to Succeed in Their First Year (Ask Jeb)
Starting a sales career is hard, and the first year will test your confidence before it rewards your effort.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year
Sacrifice What You Want Now for What You Want Most (Money Monday)
Some mornings you wake up ready to prospect. Most mornings you'd rather do anything else. Duff Tucker, filling in for Jeb Blount, explains why that feeling is exactly where freedom starts, and how top performers turn discipline into a pipeline full of options. It all comes back to a core principle: sacrifice what you want now for what you want most.👉 Download our Free Fanatical Prospecting Cal
Before You Hire Another Rep, Look at Your Best One
Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top perfor
Sales Discovery Mistakes That Kill Trust (Ask Jeb)
When prospects won't share their pain, pushing harder only raises the wall. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Laura, who sells advertising in a crowded local market. Jeb explains why pain-focused discovery sounds self-serving and walks through the five decisions buyers make before they give you money.What You'll Learn:Why pain point q
Don’t Take the Bait on Red Herring Objections (Money Monday)
Red herring objections are a buyer’s emotional self-protection and can derail a sales call fast. But you can break through them with the right approach. Jeb Blount shares a firsthand example from a software demo his own executive team sat through, showing exactly how a rep got baited into a defensive spiral that killed the deal. Jeb explains that most red herrings are built from a lifetime of bad
4 Lessons from Our Top Sales Conversations in Q2
Q2 gave us a lot of great sales conversations. These four taught us the most. Ashley Blount and Jeb Blount Jr. unpack what ties Mark Hunter's take on integrity, a hard-won deal recovery story, tactical language from Jeb Blount for reducing buyer friction, and a leadership lesson on empathy over sympathy. The lesson behind them: the right language, integrity, and mission are what turn conversat
How to Know If You're in the Right Sales Job (Ask Jeb)
How do you know if your sales role is right for you? And how do you get better when you're the only rep on the team with no one to learn from?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions from Gabriel, an early-career business development rep in Montreal working at a small startup.Jeb's advice: at the start of your career, you often have to take wh
Guard Your Golden Hours From Distractions (Money Monday)
It’s easy to mistake motion for progress. But answering emails, updating the CRM, and sitting in internal meetings don’t generate revenue. In this episode of Money Monday, Jessica Stokes breaks down the concept of Golden Hours, the specific times during the day when prospects are most likely to pick up the phone or respond to outreach. She explains why protecting that time is one of the best reven
Help People Buy: Tony Morris's Playbook for Breaking Buyer Resistance
Tony Morris wants you to say less so you'll win more. It's his mantra for prospecting. Tony sat down with Jeb Blount Jr. to discuss how he has reframed his process so that he's not focused on being the seller, but on helping people be the buyer. He shares his rule that every month without contact costs you a slice of the relationship, and why he sends prospects books, articles, and web
The One Mistake Behind Every Bad Sales Hire (Ask Jeb)
How do you actually know someone can sell before you've hired them, trained them, and found out the hard way?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two hiring questions from Ramesh: how to find and hire the right salespeople, and whether that approach changes for a small company versus a large one.Jeb's answer: he's made the same hiring mistakes every
7 Warning Signs Your Company Needs a Fractional Sales Leader (Money Monday)
Admitting your company needs sales leadership is one of the hardest calls a founder makes, and one of the smartest. Duff Tucker walks you through seven critical signs that your company has outgrown founder-led sales, from reps getting check-ins instead of real coaching to a forecast that's become a guess instead of a weekly discipline. Duff breaks down what each sign actually looks like and ho
How Two Sellers Turned Their Prospecting Calls Into Therapy Sessions
It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Zac, co-founders of the UK sales consultancy We Have a Meeting, sat down with Jeb Blount Jr. to break down this idea, which they discuss in their book, Sales as Therapy. They go over prospecting techniques that uncover real, often
What to Say When a Prospect Says They're Already Taken Care Of (Ask Jeb)
What do you say when a prospect tells you "we already have someone who does that"? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount tackles this objection with Rob, an outside sales rep who runs into it constantly while prospecting door to door.Jeb's core message: the real problem is who you're talking to. When you lead with an offer like a free quote or free inspe
Fix Your Attitude to Fix Your Sales Rut (Money Monday)
Even the top sales reps can find themselves on the downward side of a spiral. Jeb Blount’s seen it happen many times, because he’s been there himself. Letting yourself fester in a sales rut can affect your attitude, your motivation, your team, and your job. In this episode, Jeb Blount explains how introspection and self-awareness can refocus your mindset and reroute your rut. He shares a time when
The Three-Post Formula for Standing Out on LinkedIn with Daniel Disney
LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with Jeb Blount Jr. to break down why so many salespeople stay quiet on the one platform where their customers and prospects are logging in daily. Daniel shares his weekly three-post formula that spotlights his team, his customers, and
How to Run a Sales Blitz and Revive Cold Leads (Ask Jeb)
How do you run an effective sales blitz, and what's the fastest way to reconnect with cold leads you've already written off? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb's number one piece of advice for reconnecting with cold leads.Jeb&
How to Drop the Dread and Cold Call with Confidence (Money Monday)
Cold calling is the hardest task on your to-do list every single day. But it doesn’t have to be. Start by creating a structured, focused block of time on your calendar every day to make your cold calls. No interruptions, no emails, just picking up the phone and dialing. It’s called the Power Hour, and Sales Gravy’s Master Sales Trainer Sarah Greer explains how to make it more fun. Incorporating th
Your Sales Team Is Trading Curiosity for AI Shortcuts
Sales teams are buried under more tools than they can actually use. Jill Guardia calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of expanding it. Jill, SVP of Operations and Chief of Staff at Thought Industries, talks with Ashley Blount and breaks down her three-level framework for winning executive buy-in before building any training program. She also makes th
Jeb Blount on Why You're Losing Deals to Customer Service Fires (Ask Jeb)
If you're not prospecting because you're too busy putting out customer fires, you have a priorities problem.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Steven in Texas, who lost deals in his pipeline because he was spending too much time servicing existing customers instead of prospecting and closing.Jeb's core message: you can never let go
Nobody Sells Alone: Why Team Alignment Builds the Most Customer Trust (Money Monday)
Cracks in communication are the fastest way to tank a team sales call. In this episode, Jessica Stokes addresses the common plight of a team sales call: an uncoordinated plan from an unorganized team. Jessica argues that customers evaluate more than the product in these moments. They notice when your sales team can communicate and work together and treat it as a preview of what it looks like to be
How To Speak Your Buyer’s Language in a Noisy Market
Most B2B messaging fails for one simple reason: it speaks the wrong language. Lisa Dennis has spent over a decade proving that when marketing says one thing, sales says another, and the product team adds a third version, all the buyer hears is noise. Lisa joins Ashley Blount to unpack why account-based marketing keeps underperforming even when the strategy looks solid on paper, and why the fix sta
How to Build a Sales Process Before You Scale Your Team (Ask Jeb)
If you are still the only person selling at your company, the worst thing you can do is start hiring before you have a documented process for people to follow. In this Ask Jeb, Jeb Blount answers two questions on scaling a sales team the right way, one from Yemi, who is building his first team from scratch, and one from Ramesh, who is trying to figure out how to budget for sales pay and support in
Is There a Cold Calling Sweet Spot? (Money Monday)
It’s the never-ending task that most people push off as long as they can. But knowing the best day of the week, even the best time of day to make cold calls, is a sales skill itself. Jeb Blount tackles one of the most common questions salespeople ask him and discusses the oversaturation of internet studies that all contradict each other on the best times to pick up the phone. If the smartest teams
Why Breaking Through Buyer Resistance Starts Inside Your Own Team
Buyer resistance doesn't stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it
How to Break Into Sales With a Non-Traditional Resume (Ask Jeb)
Getting screened out of sales jobs by AI before a human even looks at your resume?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Nick, who is trying to move from the rail industry into a sales career and keeps getting screened out by applicant tracking systems.Jeb's answer is simple: stop treating your job search like an application and start treating
How to Stop Gambling for Prospects (Money Monday)
Prospecting can feel like playing the lottery, but treating it like one is a sure way to lose. In this week’s Money Monday, Jessica Stokes explains why the random approach to prospecting fails, and what actually separates reps with full pipelines from reps stuck in feast or famine. She breaks down how to target the right prospects, build lists before you need them, and use enough touchpoints to ac
Drop the Poker Face, Sell With Transparency
You've been taught to keep a poker face with prospects, and it's costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that
Jeb Blount on Budget Battles, AI Coaching Tools, & Motivating Complacent Reps (Ask Jeb)
If you are trying to get budget approved for professional development, wondering whether AI can actually improve your sales coaching, or stuck trying to motivate senior reps who have stopped caring, this episode of Ask Jeb on the Sales Gravy Podcast covers all three.Jeb tackles three real questions from the field. First, how to build the case for conference budget, whether you are asking for yours
Why Great Account Managers Know When to Stop Texting (Money Monday)
Text messaging is one of the fastest tools in a salesperson's toolkit, but it can also destroy the relationships it's supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation.📖 Purch
Mark Hunter on Shattering Your Limited Sales Beliefs
Most reps aren't losing deals because they're lazy. They're losing deals because they're busy with the wrong ones. Mark Hunter joins Jeb Blount Jr. to call out the habits wrecking pipelines everywhere, and hands over the one move that flips a stalled deal into a closed one.Mark also talks about the OutBound Conference, where he’s been a speaker since the very first event in 2018. H
Why Jeb Blount Bets on Process Over Personality for Sales Success (Ask Jeb)
If you're moving into sales from a completely different industry, you're probably wondering which matters more: how likable you are or how well you run your process. In this Ask Jeb, Andrew, a former manufacturing supervisor from Manhattan, Kansas now building a sales career, asks Jeb Blount to settle the debate between people skills and sales mechanics.Jeb breaks sales down into two force
The Grind Behind The Greatness (Money Monday)
What does it really take to build something great? It’s grind and refusing to stay down when you hit a wall. In this week’s Money Monday, Jeb Blount Jr. shares the story behind Sales Gravy’s early Everest and how the company scaled it instead of giving in. From the COVID-era studio investment that turned into a global advantage, to a strategic hire who walked away three weeks in, Jeb reveals that
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
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