Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.

Episodes

Busting the Myth About Natural Sales Talent (Money Monday)

June 16, 2025 • 12 mins
Is there such a thing as natural sales talent? Are top-level sales professionals born that way? Do they possess a gift from God that powers their ability to close sales? On this Money Monday, I answer these age-old questions. For the Love of the Game When I was 9 years old, after going to the Masters tournament with my Dad, I cut a limb that was shaped like a golf club from a tree, dug holes all over our backyard, and started playi...
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The Alter Ego Advantage of Top Performers

June 12, 2025 • 52 mins
"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect.  If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think.  https://www.youtube.com/watch?v=ddjRyIHq6L...
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Stop Chasing Pipeline Multipliers: The Science of Building Clean a Sales Pipeline (Ask Jeb)

June 10, 2025 • 22 mins
Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she n...
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Top Sales Pros Know When to Exit Bad Deals (Money Monday)

June 9, 2025 • 9 mins
Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organiz...
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5 Ways to Sell More by Uniting Sales and Marketing

June 5, 2025 • 26 mins
Your sales team just closed a $50K deal. Marketing takes credit because the prospect downloaded three whitepapers. Sales takes credit because they nurtured the relationship for six months. Meanwhile, you're wondering why this kind of success feels so random—and why similar prospects are slipping away. Companies with misaligned sales and marketing teams waste more leads and see annual revenue decline. But businesses that achieve tr...
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Why Talk Time is the Worst KPI for Measuring Sales Performance (Ask Jeb)

June 4, 2025 • 15 mins
Here's a question that'll make your head spin: What do you do when your top performer is crushing quota but not hitting a required talk time KPI? That's the question posed by Josh Robich and Josh Nelson from Nashville. Josh Nelson ranked 18th out of 130 reps in his first full year at a new company, but he was consistently falling short of the company's sacred talk time metric of 3 hours per day, averaging only 2.5 hours instead. ...
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In Field Sales Driving is Not an Accomplishment (Money Monday)

June 2, 2025 • 12 mins
If you are spending more time staring at your windshield instead of looking into your customers' eyes, you are doing field sales wrong.  Over the past couple of years, there's been a resurgence in field sales. Businesses everywhere are adding field salespeople and sending representatives out into the territory to meet with customers face-to-face.  And for good reason—human beings buy from human beings. The most powerful way to an...
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Why Top Sales Performers Use AI as Their Secret Weapon

May 29, 2025 • 74 mins
AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind. Top performers are integrating AI into their workflows to make their human...
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Strategies to Turn Your Windshield Time Into a Competitive Advantage (Ask Jeb)

May 28, 2025 • 10 mins
If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about h...
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3 Reasons Most Value Propositions Fail and What to Do About It

May 23, 2025 • 48 mins
Most value propositions stink. They’re boring, generic, feature-heavy garbage that make buyers’ eyes glaze over. And the worst part? Most salespeople don’t even realize their value proposition messaging is hurting them. On this week’s Sales Gravy Podcast, Lisa Dennis breaks down her process for building value propositions that actually work—the kind that grab buyers by the heart and don’t let go. But before we get to the solution,...
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How to Maintain Prospecting Consistency (Ask Jeb)

May 20, 2025 • 7 mins
Jon Buehler from Jacksonville asks: "How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time." Jon's question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It's a challenge that plagues even expe...
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Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday)

May 19, 2025 • 14 mins
On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw wasn't domination. It was something far more valuable for you as a sales professional and has everything to do with success. What I witnessed was a master class in mental resilience. And in this Sales Gravy podcast and article, I'...
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Trust Is Clutch in Sales

May 15, 2025 • 55 mins
Sales is a trust game. Always has been; always will be.  It’s not about features, price points, or flashy presentations. It’s about conviction. And conviction is born from trust: deep, unshakable trust across four critical fronts.  Ignore even one, and you’re leaving deals on the table. The First Deal You Close Every Day is YOU Before you ever make a cold call, send an email, or walk into a meeting, you’ve got to sell you to you....
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How to Stop Prospects from Ghosting You (Ask Jeb)

May 14, 2025 • 9 mins
Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" If you've been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, y...
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Transcript

Quota Doesn’t Take a Summer Vacation (Money Monday)

May 12, 2025 • 8 mins
Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast, and if you don’t get your pipeline positioned for success now, you’ll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and ...
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5 Killer Sales Moves You Can Learn From An Entrepreneur

May 8, 2025 • 38 mins
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David Neagle says: “You've got to see yourself above the place that you actually want to accomplish.” The highest-earning reps? They think like owners. They take responsibility for their number, their mindset, and their mission. The...
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How Do You Make So Many Cold Calls? (Ask Jeb)

May 6, 2025 • 16 mins
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In this podcast, I break down these answers in plain English. When to Create a Deal: Finding the Sweet Spot There's no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you eve...
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Transcript

You Can Have Anything You Want If You Are Willing to Be Boring (Money Monday)

May 4, 2025 • 13 mins
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The player walked over to the fan and said, tongue-in-cheek, "No, you don't." The fan looked confused. "What do you mean?" The player replied, "You don't want to hit a shot like that because that means hitting a thousand balls a day, every ...
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Self-Awareness: The Hidden Sales Skill

May 1, 2025 • 33 mins
Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you’re not self-aware, you’re leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wre...
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3 Powerful Ways to Handle the “I’m In a Meeting!” Objection (Ask Jeb)

April 29, 2025 • 12 mins
If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France, targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how y...
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Transcript

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