Sales Gravy: Jeb Blount

Epizódy

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  How to Coach Relationship-Building When Every Top Rep Does It Differently 24.07.2026 35min

  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 always picking up the phone to making one more call at the end of the day. He also covers why relationship-building looks different for every rep, and how leaders can coach to a process without forcing everyone into the same exact playbook.📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Want to become a better sales coach? Check out our C.L.E.A.R. Coach™ Training🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  The 3 Tier Prospecting System That Fills Your Pipeline (Ask Jeb) 22.07.2026 9min

  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 making 50 to 75 calls a day.Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road.For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster.What You'll Learn:Why B2B leads should almost never be fully abandoned, even after a project closesWhat separates a lead gen service worth paying for from one that's just handing you a listHow to build a three tier calling structure using qualified leadsWhy inbound leads should always get called before any cold outreachWhen it makes sense to skip the voicemail entirely on a cold listHow building a homogenous prospecting list speeds up your voicemail messagingThe five step voicemail framework that gets you on and off the phone in under a minuteWhether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first.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
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  The Fanatical Drive of an Ultra-High Performer (Money Monday) 20.07.2026 5min

  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👉 Download Our Free Fanatical Prospecting Dial Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  How to Sell to AI-Educated Buyers with Victor Antonio 17.07.2026 26min

  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 and give them the confidence to decide. They navigate what that shift means for sellers standing in the last mile of the decision. Victor also previews his session at this year's Outbound Conference, focused on the future of selling in an AI-driven market.🎟️ Grab your tickets for OutBound Conference📝 Download the FREE Small Business Guide to Sales Training🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  How to Break Into Fortune 500 Companies When You Don't Know Who to Call (Ask Jeb) 15.07.2026 8min

  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 filter: are these gifts going to employees or to customers? That single question determines whether you start in HR or in sales and marketing, and it changes everything about your prospecting approach. From there, Jeb walks through how to build a target list, how to use tools like ZoomInfo paired with LinkedIn to map an org chart and find real contact information, and why case studies and testimonials are the fastest way to make a new prospect feel safe saying yes.What You'll Learn:How to decide between targeting inside a large accountHow to use tools like ZoomInfo paired with LinkedIn to build an org chart and find the right contactWhy big company buyers are motivated by avoiding risk more than by getting excited about your productHow to use existing customers as case studies and testimonials to build trust with new prospectsHow many target accounts you actually need in your pipeline to make relationship-based selling pay offWhat to do before you ever hire your first salesperson as a small business ownerWhether you're trying to break into your first Fortune 500 account or building out a sales team for the first time, this episode gives you a practical framework for finding the right person to sell to and proving you're safe to do business with.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
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  4 Needle Movers Top Sales Reps Use to Smash Quota (Money Monday) 13.07.2026 10min

  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 University Page📖 Purchase Jeb Blount's 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
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  Why Boldness Outsells Confidence 10.07.2026 32min

  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 ones who act first. They dig into how to build boldness through small, low-stakes reps before you need it in the moments that matter, why role playing is the fastest way to close more deals, and the story behind a $250,000 bet on live television. Fred also shares what happened when he said yes to an unexpected moment with Richard Branson, and why that yes changed everything.📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Download our free 7 Rules of Sales Negotiation Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  Who to Call, How to Find Them, and Why the Phone Still Wins (Ask Jeb) 08.07.2026 15min

  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 to Calvin is that there is no single right contact, there is a buying group, and the job is to multithread the account and reach all of them. His answer to Dennis is backed by real numbers, including a $250,000 day his own team generated from structured outbound calling when everyone had written off cold calling as dead.What You'll Learn:Why the real question in niche prospecting is not who to call, but how many people in the org you need to reachHow to multithread an account so you are not depending on one decision makerHow Jeb's team turned a missed plan into a $250,000 day using nothing but structured outbound calling blocksWhat real cold calling conversion data looks like, from dials made to pickups to booked appointmentsWhy mornings should be reserved for dials and afternoons for asynchronous touches like email, video and socialWhy small business owners answer their phones differently than executives, and what that means for when you should be callingWhether you are prospecting into a niche market or trying to prove to your own team that the phone still works, this episode has something for you.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
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  The Myth of Selling Yourself (Money Monday) 06.07.2026 6min

  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 conversation that seemed great in the moment and fell apart the second it ended. He makes the case that the harder someone pushes their own pitch, credentials, or charisma, the faster they push people away.📖 Purchase Jeb Blount's 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
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  The First Meeting Goes Great. Then You Get Ghosted. Lee Salz Explains Why. 03.07.2026 28min

  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 weeks later. Lee breaks down what actually went wrong in each one, why logic without emotion rarely wins a buyer's trust, and why even a strong first meeting can fall apart without the right close. If you've ever walked out of a meeting feeling great and then never heard back, this conversation explains exactly why, and what to do differently next time.📖 Download the first chapter of Lee Salz's book "The First Meeting Differentiator" 👉 Download our free guide A.C.E.D. Buyer Style Communication Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  Should You Stop Cold Calling Once Your Database Gets Big? (Ask Jeb) 01.07.2026 11min

  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 dissonance, and it is a good sign, not a bad one. Your heart already knows the truth. A database built on cold calling decays every single day as people move, change jobs, and change circumstances, so even a full pipeline needs fresh blood coming in to stay strong. Jeb breaks down the difference between cold activity that builds new relationships and nurture activity that maintains existing ones, and why you need a deliberate mix of both no matter how big your database gets. He also shares the real story of a senior salesperson on his own team whose pipeline coverage dropped by hundreds of thousands of dollars the moment she quit cold calling, and how a small daily commitment brought it roaring back.What You'll Learn:Why feeling guilty about not cold calling is your gut telling you something trueHow a database built through cold calling decays over time if you stop feeding itThe real difference between cold prospecting and nurturing an existing databaseWhy pipeline coverage shrinks fast once new activity stops, even with a full databaseHow to build a sustainable daily prospecting habit instead of an all or nothing grindWhy door knocking and open houses count as cold prospecting in real estateA simple trick for turning one more call or one more door into a daily habitSubmit 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
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  Five Ways to Stay Persistent Without Being Pushy (Money Monday) 29.06.2026 9min

  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 visible without becoming pushy, including bringing value to every touchpoint and mixing up your communication channels.🎥 Check out Jessica's courses on Sales Gravy University📖 Purchase Jeb Blount's 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
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  Every Time You Jump In, Your Rep Gets Worse 26.06.2026 37min

  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 talk about a habit most sales managers don't want to admit they have. Steven and Ashley get into the hero manager trap, the real difference between coaching a deal and coaching a person, and the one thing every frontline manager needs to protect on their calendar no matter how busy things get. If your top reps still call you to bail them out, this one explains why.🎥 Check out Steven's Sales Gravy University Course "Focused Sales Coaching for Sales Managers" 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Download our free guide "The Business Owner's Guide to Sales Training"🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  How to Scale a Sales Organization from the Ground Up (Ask Jeb) 24.06.2026 9min

  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 scale. Without a documented sales process, every new hire is an expensive experiment. With one, you can bring someone in and get them producing results quickly, which means more resources going back to your mission instead of into onboarding chaos.What You'll Learn:Why documenting your sales process from prospecting through close is the foundation for scalingHow a repeatable, teachable sales system accelerates onboarding and protects your mission's resourcesWhy you should hire salespeople before you hire sales leaders when building a sales team from scratchHow to segment your prospect base by potential to help new reps win fastHow the Rogers Innovation Curve applies to niche markets and what to do when you hit the wall of late adoptersWhy social proof and peer-to-peer influence matter more than brute force prospecting when selling to resistant prospectsHow to use executive-level endorsements as a strategic multiplier when selling into slow-moving organizationsThe role territory segmentation and CRM tools play in setting your team up for consistent executionWhether you sell into churches, nonprofits, or any niche market with distinct adoption patterns, this episode gives you a practical roadmap for sustainable sales growth.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
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  Stop Treating Every Prospect the Same (Money Monday) 22.06.2026 7min

  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, who needs nurturing, and who belongs in automation.🎥 Check out Duff Tucker's courses on Sales Gravy University📖 Purchase Jeb Blount's 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
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  Your Sellers Don't Trust You Enough to Tell You the Truth 19.06.2026 16min

  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 leaders unknowingly do that keeps their sellers from speaking up. Helen also previews her session at this year's Outbound Conference, focused on building high-performing sales teams and retaining top talent.🎟️ Grab your tickets for OutBound Conference📝 Download the FREE Guide on How to Find a Sales Coach🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  AI Can't Replace Your Sales Team (Ask Jeb) 17.06.2026 14min

  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 between automation and human connection.What You'll Learn:Why fully automated outbound sales is ineffective and dangerous to your pipelineThe difference between low-complexity and high-complexity sales and how each requires a different approachHow AI slop is actively destroying email as a sales channel and what happens when buyers catch onHow to use AI to enhance your salespeople rather than replace themHow to handle cross-cultural selling challenges when your team is calling into the US from another regionWhy empathy, pacing, and authenticity matter when building trust across culturesJeb also gives Shakaib straight advice on the trust gap that salespeople in South Asia and the Middle East often face when selling to US buyers, including what actually moves the needle and what tends to make it worse.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
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  Field Sales Teams Lost Their Edge After The Pandemic (Money Monday) 15.06.2026 11min

  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 why that shift is costing field sellers more than they realize, and how blending virtual and in-person communication strategically is the difference between reps who dominate their territory and those who just drive through it.🎥 Check out Brad Adam's courses on Sales Gravy University📖 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
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  The Most Famous Sales Pitches in History Had No Slides with Danny Fontaine 12.06.2026 37min

  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 Julius Caesar's chambers rolled inside a carpet, Danny unpacks what actually makes a pitch land: show don't tell, pattern interruption, sensory immersion, and putting the prospect at the center of the story. If your pitches are getting lost in a sea of sameness, this episode will change how you think about walking into a room.Learn more about Danny FontainePurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE A.C.E.D. Buyer's Style Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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  Why Your Deals Are Stalling and How to Fix It (Ask Jeb) 10.06.2026 13min

  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 what Sean needs to do differently to get deals moving again.The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right.In this episode:The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against youWhy consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the dealHow to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authorityHow to use micro stories and social proof to reduce fear and build confidence in the buying processThe upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commitIf you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration.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