Sales Gravy: Jeb Blount
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- 388
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- Letzte Folge
- 13. Nov. 2026
Über den Podcast
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.
Folgen 388
How Long Could You Last Without Your Next Commission?
Two months into a trip around the world, Morgan Keim landed in Bali and caught himself sending sales proposals. He was making great money, yet stepping away for even a few weeks felt like putting his family at …
Shownotes
Two months into a trip around the world, Morgan Keim landed in Bali and caught himself sending sales proposals. He was making great money, yet stepping away for even a few weeks felt like putting his family at risk. In this episode, Jeb Blount Jr. and Morgan, founder of Ocean Ridge Capital, talk about why top producers feel guilty the minute they slow down, how to figure out your freedom number, and why passive income for salespeople pays off in more than dollars. Morgan’s first passive income check was small, and it still changed how he sold. He got patient, listened better, and buyers could tell he had options.
👉 Download our free Playbook for Understanding the Four Buyer Styles
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎥 Watch the full episode on YouTube!
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy“Just Send Me the Pricing”: What to Do When Prospects Won’t Meet (Ask Jeb)
Why do prospects complain about their current vendor, ask you for a quote, and then ghost you? You have a great discovery call, your prospect tells you everything their vendor gets wrong, and you send a …
Shownotes
Why do prospects complain about their current vendor, ask you for a quote, and then ghost you?
You have a great discovery call, your prospect tells you everything their vendor gets wrong, and you send a proposal. Then you follow up for weeks and finally hear back: “We’re happy now. We’re giving them another chance.” In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Angie, who keeps losing deals this way to the two major competitors in her market.
Jeb’s answer comes down to two things. First, venting is not the same as being ready to leave. Your prospect has to feel enough pain to move, and they get there when they realize their vendor is taking them for granted. Second, your pricing is your leverage. If you hand it over without a meeting, you give their current vendor time to step in, offer concessions, and win them back.
What You’ll Learn:
- Why prospects complain about their current vendor and then decide to stay
- How to ask discovery questions that lead buyers to see their vendor is taking them for granted
- Why you need to close while the prospect is still frustrated, before their vendor makes promises to change
- How to stop prospects from using your proposal as leverage against their current vendor
- What to do when a prospect says “just send me the pricing”
- How to use your pricing as currency to secure a proposal meeting
- Why chasing prospects makes them pull away, and how to test whether a buyer is serious
- How to respond when you suspect you’re only being used for a price check
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyMeasure What Matters: The 5 Numbers Driving Your Quota (Money Monday)
Most salespeople know their quota. Far fewer know what’s driving it. In this episode, Duff Tucker walks through the five numbers that tell you whether you’ll hit your goal, starting with the sales math behind …
Shownotes
Most salespeople know their quota. Far fewer know what’s driving it. In this episode, Duff Tucker walks through the five numbers that tell you whether you’ll hit your goal, starting with the sales math behind how much pipeline you really need. He calls out the busy days that feel productive and produce nothing, and the “great opportunity” you’re still waiting to hear back on. Duff has a name for that one: a hope. Watch these five numbers, and month-end stops being a surprise.
👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Check out Duff Tucker's courses on Sales Gravy University
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyDoes Your Prospect Think You Roll Back Odometers?
Paul Watts spent years as an engineer before moving into sales, and he can still hear his mom’s heart break when he told her. Now the founder of Base Over Apex, he sits down with Jeb Blount Jr. to talk about …
Shownotes
Paul Watts spent years as an engineer before moving into sales, and he can still hear his mom’s heart break when he told her. Now the founder of Base Over Apex, he sits down with Jeb Blount Jr. to talk about why buyers expect the worst from salespeople and what the best reps do differently. They get into why a smaller deal on net 30 can beat a bigger one on net 90, how knowing margin from markup keeps you from discounting, and what to ask yourself mid-meeting when your message stops landing.
👉 Download our free guide on how to sell to the four types of buyers
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎥 Check out our YouTube Channel!
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyHow to Avoid the Instant Hang Up on Cold Calls (Ask Jeb)
Why do prospects hang up on your cold calls before you can even explain why you’re calling? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in …
Shownotes
Why do prospects hang up on your cold calls before you can even explain why you’re calling?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard.
Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours.
What You’ll Learn:
- What a realistic cold call to appointment conversion rate is and how to track yours
- How to stop getting hung up on in the first few seconds of a cold call
- How to write a because statement that gives prospects a relevant reason to meet with you
- Why leading with your expertise sounds more confident than leading with the prospect’s problem
- What belongs on a prospecting call and what to save for the discovery meeting
- How to A/B test your cold call opener to find what works
- How to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notes
- When and how to use video in your prospecting sequence
- Jeb’s recommended Money Monday episodes for resilience and bouncing back after a tough prospecting day
Resources Mentioned:
- George Foreman’s Masterclass on Resilience (Money Monday): Listen here
- Failure is Not Permanent (Money Monday): Listen here
- Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here
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Submit your question: salesgravy.com/ask
Purchase Fanatical Prospecting by Jeb Blount: https://a.co/d/0ahxYEgV
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyWhen the Phone Weighs a Thousand Pounds (Money Monday)
You pull up the next number and start talking yourself out of it: “I’m going to bother them. I’ll sound salesy.” Suddenly, the phone weighs a thousand pounds. If you’re waiting to feel confident before you …
Shownotes
You pull up the next number and start talking yourself out of it: “I’m going to bother them. I’ll sound salesy.” Suddenly, the phone weighs a thousand pounds. If you’re waiting to feel confident before you dial, Jessica Stokes says you have it backwards. Confidence comes from repetition. She shows you how to build momentum with warmer contacts, when email and LinkedIn become hiding places, and why a 15-minute daily challenge beats waiting until you feel ready.
👉 Download our free Cold Calling Guide with 25 Scripts to Ask for an Appointment
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyAI Just Made Your CRM Problem Worse
Your CRM was already a mess. Now every tool in your stack wants to switch on its own AI agent, and all of them are running on bad data. Jeb Blount Jr. sits down with Jayant Umrani and Steve Keck of Bolt.today …
Shownotes
Your CRM was already a mess. Now every tool in your stack wants to switch on its own AI agent, and all of them are running on bad data. Jeb Blount Jr. sits down with Jayant Umrani and Steve Keck of Bolt.today to break down what CRM optimization looks like when AI moves this fast, and why the fix starts with the reps who actually use the system.
👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎥 Watch the full video on YouTube
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyLosing Deals to Your Competitor? How to Break the Status Quo (Ask Jeb)
When every product in your market looks the same, the only way you win is for your competitor to lose. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year …
Shownotes
When every product in your market looks the same, the only way you win is for your competitor to lose.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year sales veteran who moved from TV into digital advertising and has watched three deals in a row end with the prospect sticking with their current provider.
Jeb’s advice starts with the sales process. The buyer’s emotional experience is the most consistent predictor of whether you win, so stop fixating on the close and look at how you run discovery, how many commitments you ask for, and whether you can drive a wedge between the prospect and the incumbent. Sometimes the right move is to walk away before you hand your competitor your proposal. If you sell in a crowded market and keep losing to the incumbent, this episode will help you lay the groundwork for competitive displacement.
What You’ll Learn:
- Why prospects stick with the status quo and what to do when you keep losing deals to no decision
- How to compete in a commoditized market where every company and product looks the same
- The five decisions buyers make before they choose to work with you
- Why past customers, including accounts other reps once handled, are the best place to start prospecting
- How adding steps to your sales process builds buyer commitment through the investment effect
- Why sending your detailed proposal too early can give the incumbent vendor everything they need to keep the account
- How to find out if a prospect is willing to change
- How to ask discovery questions that help prospects realize their current vendor is taking them for granted
- When to walk away from a deal and focus your pipeline on high-probability opportunities
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Submit your question: salesgravy.com/ask
Purchase People Buy You by Jeb Blount: https://a.co/d/0eETyHhc
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy5 Top-of-Mind Touches That Beat “Just Checking In” (Money Monday)
Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking …
Shownotes
Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending.
👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Check out Duff Tucker's courses on Sales Gravy University
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyUncover Pain Your Buyers Don’t Know They Have with Marcus Chan
Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask …
Shownotes
Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask instead, the ones that tie a problem to real consequences and lead buyers to discover latent pain on their own. Marcus walks through an oil change story every rep will recognize and explains how this shift helped his SMB team grow average deal size roughly fourfold.
👉 Download our Free Playbook for Understanding the Four Buyer Styles
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
🔗 Watch the full episode on YouTube!
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyJeb Blount’s Prospecting System: Why You Call Your A List First (Ask Jeb)
If you can’t figure out who makes the buying decision, every cold call starts with a guess.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development …
Shownotes
If you can’t figure out who makes the buying decision, every cold call starts with a guess.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?
Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.
What You’ll Learn:
- How to find the decision maker when job titles don’t tell you who buys
- How to get the gatekeeper to give you the contact you need within the organization
- Why separating prospecting time from research time protects your call blocks
- How to sort prospects into A, B, C, and D lists so every call has a clear goal
- How to build qualifiers that tell you when a lead is ready for an appointment
- Why multithreading matters in complex sales
- How to use AI tools to help you build a local prospecting list in minutes
- How to build an ideal customer profile with your team to stop setting unqualified appointments
- Why every new piece of information counts as a win for SDRs and BDRs
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy9 Door-to-Door Prospecting Tips (Money Monday)
Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch …
Shownotes
Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch into a conversation to handling objections without arguing and turning a quick doorstep chat into a scheduled follow-up.
👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyIf There’s No Next Step, There’s No Deal
Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why …
Shownotes
Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.
👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Watch the full episode on YouTube!
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyThe 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 …
Shownotes
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 didn’t sell, so call it like it is, lead with the value you bring, and ask for the meeting with a specific time. When getting in front of the seller wins you the listing most of the time, the call has one job: book that meeting.
What You’ll Learn:
- How to write a because statement that books appointments on cold calls
- Why passive openers and permission-based questions invite objections
- How to use the prospecting pyramid to organize your call list
- Why FSBO prospecting is a relationship you nurture until the seller is ready
- Why in-person meetings convert better than phone conversations
- How to ask for the appointment assumptively
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyThe 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 …
Shownotes
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 Selling to the Four Types of Buyers
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyWhat 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 …
Shownotes
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. to break down how to rebuild the scorecard from your own calls. The moves that close deals are already in your best reps’ calls, waiting to be written down.
👉 Download the free 7 Steps to Building Effective Prospecting Sequences
📚 Learn how Sales Gravy can transform your sales organization
🔗 Watch the full video on YouTube
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyWhat 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 …
Shownotes
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 one of his sales career over again, what would he tell himself?
His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today.
What You'll Learn:
- What to focus on in your first year in sales to avoid early burnout
- Why it takes months for a new sales rep to see results
- How to set process goals that keep you focused on daily prospecting activity instead of quota anxiety
- How to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindset
- Why career changers need to stop projecting past experience onto a new sales role
- How to build a sales pipeline one meaningful conversation at a time
- What golf legend Ben Hogan's advice on process over outcome teaches salespeople
- Why following your sales manager's system pays off even when your instincts push back
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacySacrifice 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 …
Shownotes
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 Call Tracking Sheet
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Check out Duff Tucker's courses on Sales Gravy University
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyBefore 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 …
Shownotes
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 performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of quota, and her self-sourced pipeline grew enough that marketing could spend less. The difference came down to which work she handed off and which old leads she went back after.
👉 Download Belay's Free "5 Reasons You Aren't Hitting Quota" Guide
🎤 Get your ticket to the OutBound Conference
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacySales 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 …
Shownotes
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 questions make prospects hold back
- The real reasons people buy, from aspiration to ego to brand awareness
- The five decisions buyers make before they do business with you
- Why first impressions are not the final word on likability
- Why listening is the fastest way to become likable
- How to ask about a prospect's world and let them tell their story
- How giving your time and attention makes buyers feel important
- How value bridging connects a buyer's goals to your solution
- How micro stories help you sell intangibles through other clients' results
- Why earning trust turns one-time buyers into repeat customers
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyDon’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 …
Shownotes
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 experiences with salespeople and don’t always signal a deal-breaker. He lays out the discipline required to acknowledge these objections calmly, hold the agenda, and keep the sales conversation moving toward its actual objective.
📖 Purchase Jeb Blount's book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
👉 Download the free Objections Book Club Guide for Sales Teams
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy4 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 …
Shownotes
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 conversations into long-term customers.
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
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Privacy & Opt-Out: https://redcircle.com/privacyHow 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 …
Shownotes
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 what you can get and be the best at it, even if it isn't the right fit. As you gain experience, stop chasing the right company and start choosing the right leader. And when there's no top performer to follow, master the fundamentals and build your own learning path.
What You'll Learn:
- Why entry-level salespeople rarely know if a role is the right fit, and why a bad fit still teaches you something
- The questions to ask yourself to discover which sales role fits you best
- Why the right boss matters more than the right company, and how it can mean up to 20% higher income
- How to vet a sales leader during the interview process
- Why loving the sales process matters more than loving the product you sell
- How to earn your role progression
- Why "find the top sales rep and copy them" is not helpful sales advice
- How to build your sales skills without a team around you through networking groups, sales conferences, and training
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyGuard 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 …
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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 revenue-generating decisions you can make in your sales career. Jessica also offers guidance to sales leaders on shielding their team’s selling windows from internal scheduling conflicts.
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
👉 Download our Sales Gravy Time Audit Log for Sales Professionals
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyHelp 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 …
Shownotes
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 webinar links with no ask attached. This approach breaks through buyer resistance more easily and gets you better conversations with your prospects. Tony will be at Outbound this year talking more about his process and why focusing on curiosity over closing creates more opportunity.
🎟️ Grab your tickets for OutBound Conference
💻 Enroll in Sales Gravy University Courses with Tony Morris
👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyThe 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 …
Shownotes
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 leader makes, even after building a career on turning struggling sales teams around. Hiring is part process and part gut, there is no magic formula to get it right every time. The good news is you can stack the odds heavily in your favor with the right approach.
What You'll Learn:
- How whether a role is heavy hunting, heavy account management, or a hybrid should shape who you hire
- Where assessments fit into the hiring process and why
- How to build an assessment stack depending on the complexity of the role
- How to ask situational interview questions tailored to pushed past rehearsed answers
- Why bringing multiple people into the interview process catches what one person reviewing candidates alone will miss
- How a candidate's energy in an interview can mislead you if you don't weigh it against other signals
- Why small companies face higher hiring stakes than large companies, and how to protect yourself from a costly bad hire
- How a long hiring cycle can cost you strong candidates to competitors who move faster
Whether you're building your first sales team or creating a hiring process at scale, this episode gives you a practical framework for making better hiring decisions.
-
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy7 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 …
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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 how to spot it in your own company. Showing even one of the seven warning signs is reason enough to consider bringing on a fractional sales leader.
🖋️ Read When to Hire a Fractional Sales Leader: 7 Signs Your Company is Ready
🧑💼 Learn more about Sales Gravy’s Fractional Sales Leadership Solutions
💻 Enroll in Sales Gravy University Courses with Duff Tucker
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyHow 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 …
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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 personal stakes behind a buying decision. They also discuss two tools that get more guarded prospects to open up.
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyWhat 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 …
Shownotes
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 inspection, gatekeepers default to sending you to procurement, and procurement is where your sales dreams go to die. Change what you open with, and you change who you end up in front of.
What You'll Learn:
- How asking the right questions leads you to the actual decision maker
- Why procurement is where deals stall and how to avoid ending up there
- Why leading with "free" anything triggers defensiveness and routes you straight to procurement
- How a short morning call block can turn cold door knocking into scheduled appointments
- How to turn a local, relationship-driven value proposition into your strongest differentiator against larger competitors
- A script for handling the "we already have someone" objection once you're in front of the right person
Whether you're selling compliance services, B2B solutions, or anything where a gatekeeper stands between you and the real decision maker, this episode gives you a practical way to change who you're talking to before you ever have to overcome an objection.
-
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacyFix 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 …
Shownotes
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 his investment in himself brought him out of his rut and put him back on top of the team in just three months.
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Goal Planning Guide for Sales Professionals
Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy
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