Sales Gravy: Jeb Blount

How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb) 03.06.2026 9分

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 gatekeepers have more in common than you think, and exactly what your team needs to say in 15 seconds to earn the callback.In this episode you will learn:Why relevance is the only thing that gets you through any gatekeeper, human or AIHow to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks upWhat to say in 15 seconds or less when you hit an AI screenerWhy your office phone may be the reason your calls are getting flagged as spam, and what to do about itHow to craft a relevance-first opening message for your specific industry and buyerWhether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.Submit your question: salesgravy.com/askPurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday) 01.06.2026 9分

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 challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Stop Letting AI Speak for You on LinkedIn with Daniel Disney 29.05.2026 30分

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 point without losing their voice, why sales leaders need to lead by example on LinkedIn before they can expect results from their teams, and how to build a social selling strategy focused on outcomes instead of activity. If your LinkedIn presence feels like it is on autopilot, this conversation will wake it up. 🎥 Check out Daniel Disney's courses on Sales Gravy University!📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Jeb Blount on Sales Leadership: Keeping Your Team Focused on the Right Opportunities (Ask Jeb) 27.05.2026 15分

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 stop chasing easy transactional deals and start closing high-value complex ones.Jeb draws on real experience, including a story from the early days of the pandemic when one of his top performers kept prospecting into a dead market. His answer was simple: go where the money is. But making that shift happen at the team level takes leadership, market awareness, and consistent communication. The second question tackles compensation design, product confidence, and how to use success stories to shift your team's mindset from the path of least resistance to the deals that actually move the needle.In This Episode:Why salespeople won't naturally redirect their targeting when market conditions shiftHow sales leaders can stay ahead of market trends to point their teams in the right directionWhy salespeople default to easy deals and what drives that behaviorHow to fix the risk-reward structure without cutting incentives on bread-and-butter businessBuilding product confidence so your team can go toe-to-toe with complex buyersUsing success stories to motivate teams toward higher-value opportunitiesPerfect For:Sales leaders managing teams through market shifts or economic uncertaintySales managers with reps who avoid complex or longer-cycle dealsAnyone building or restructuring a sales compensation planJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and more than a dozen other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/askGet your tickets to OutBound Conference: outboundconference.comGet your copy of Jeb's new book: 90 Days to Level Up Your Sales SkillsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Three Choices with Time (Money Monday) 25.05.2026 4分

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 our free Time Audit Log!🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

The Rise of the LinkedIn Snake Oil Salesman with Jack Frimston and Zac Thompson 22.05.2026 30分

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 up the phone and talk to people. In this episode, they react live to the cringiest LinkedIn sales posts they've ever seen, expose the red flags of the fake guru playbook, and share what authentic presence actually looks like in a world full of rented Lambos and borrowed credibility.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

How New Salespeople Can Find Sales Advice Worth Trusting (Ask Jeb) 20.05.2026 11分

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 not a universal truth. In this episode, Jeb walks through best practices for evaluating whether someone is worth learning from, including the questions to ask, the resume details to look for, and the phrases that should make you run in the other direction.In This Episode:How to tell the difference between real sales expertise and a flash in the panWhy longevity and an active book of business are the clearest signals of credibilityThe problem with "one way" sales thinking and why Jeb avoids it entirelyWhy all sales is poetry and probability, and what that means for how you trainHow to trust your instincts when advice sounds too easy or too goodJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/ask.Watch on YouTube: youtube.com/salesgravyGet your tickets to OutBound Conference: outboundconference.comPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Four Principles of Effective Sales Conversations (Money Monday) 18.05.2026 7分

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 reveals what actually closes deals. If you're talking more than you're asking, this one's for you.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free A.C.E.D. Buyer's Style Guide now!🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Win Long Sales Cycles Without Annoying Your Prospects 15.05.2026 41分

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 cried over on a Friday afternoon and won back the following week.🎥 Check out Harriet Mellor's courses on Sales Gravy University📚 Read the blog📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

How to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb) 13.05.2026 15分

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 show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.What You Will Learn:Why greenfield prospects are your only realistic target when you are just starting outHow to use Google Gemini to build a prospect list of local home service businesses in minutesThe one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuingWhy 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operatorsHow to price your first customers to get skin in the game without scaring them offWhy referrals and geographic territory focus accelerate early pipeline faster than any other tacticPerfect For:Founders and entrepreneurs selling their own product for the first timeSales reps breaking into a market dominated by established playersAnyone building a pipeline with no existing customer base or brand reputationJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday) 11.05.2026 8分

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 measured, sustainable prospecting activity beats frantic bursts every time.📚 Read the blog📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Dial Tracker🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Integrity First Selling with Mark Hunter 07.05.2026 35分

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 Selling🎟️ Grab your tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold CallAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb) 05.05.2026 14分

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 sellers and their teams today?Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have.But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table.Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning on virtual meetings. Jeb makes a point that challenges every salesperson who has ever said their customers do not want to meet in person. Spoiler: it is not your customers who are avoiding the meeting.In this episode you will learn:Why AI is poised to flip the information advantage from buyers back to sellersWhat the human-to-human relationship looks like in long, complex sales cyclesWhy salespeople project their own avoidance onto their customers and how to stopHow to ask for a meeting with confidence instead of leaving the decision to your prospectThe egg timer story: how Jeb turned a five-minute ask into an hour-long executive conversationWhy great discovery and genuine curiosity will always outperform a polished pitchWhether you are leading an enterprise team or carrying a bag yourself, this episode is a direct challenge to the habits that are keeping you from getting in front of the people who can actually buy.Got a question you want Jeb to answer? Submit it at salesgravy.com/ask and you could be featured on the next Ask Jeb.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Moneyball for Sales: Why You're Tracking the Wrong Metrics (Money Monday) 04.05.2026 8分

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 tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Buyer Resistance Is at an All-Time High with Colleen Stanley 30.04.2026 12分

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, internal locus of control, and assertiveness are the real drivers behind consistent pipeline movement. She also challenges sales leaders to rethink their hiring practices in an AI-driven world — because learning agility and teamwork are now non-negotiable.🎟️ Grab your tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb) 28.04.2026 14分

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👉 Read the blog📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Your Attitude Walks Into the Room Before You Do (Money Monday) 27.04.2026 9分

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 our FREE Prospecting Call Tracker Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

5 Hard Sales Lessons Most Reps Learn Too Late 23.04.2026 36分

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's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog! 📝 Download our FREE Prospecting Call Tracker Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Why Your Daily Sales Meetings Aren't Working (Ask Jeb) 21.04.2026 11分

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 consistency, and keep your team focused—while still holding the line on performance.🎤 Ask Jeb a question on the podcast👉 Read the blog📝 Download the FREE Fanatical Prospecting Bootcamp to use in sales meetings🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

People Buy For Their Reasons, Not Yours (Money Monday) 20.04.2026 7分

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 Sales Gravy on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy