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
November 27, 2025 • 35 mins
The automated "Great job, team!" email blasted to 47 people at 4:37 PM on a Friday isn’t authentic appreciation. Neither is the generic gift basket ordered by someone in HR who’s never met your top performer, or the corporate recognition program where nobody actually feels valued.
These things look like recognition, but your people know the truth: leadership is outsourcing one of the most human tasks—seeing the people who show up ...
Mark as Played
November 25, 2025 • 22 mins
Here's a question that'll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?
That's the challenge Michael Bricker from West Monroe, Louisiana brought to a recent Ask Jeb episode. Five months into his role at Cantara Networks, a fiber-backed internet provider, Michael was supposed to spend three minutes researching each prospect. Instead, he found himself spending ...
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November 24, 2025 • 9 mins
This is a very special Monday because it's Thanksgiving week here in the United States.
This is the week we pause to express gratitude for the people in our lives, for what we've been given, and for what we've accomplished.
But gratitude isn't just a feel-good emotion reserved for the holidays. It's also a performance- and life-enhancing routine that can give you sales superpowers.
Gratitude Builds a Strong Mindset
Sales is a ment...
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November 20, 2025 • 26 mins
Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. Each one needs research, a plan, and outreach that doesn't sound like every other cold email clogging their prospect's inbox.
Jake McOsker, an account executive at Forrester Research, found himself facing exactly this problem when he moved from BDR to AE. He cracked it by changing ho...
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November 18, 2025 • 16 mins
Here's a question that hits closer to home than most sales reps want to admit: What do you do when you've been away from prospecting for a while and suddenly the call reluctance feels brand new again?
That's the situation Dwayne Malmberg from Sugar Land, Texas found himself in. He'd been crushing it in inside sales and appointment setting since the 90s. He was good at it. Really good. But after taking just over two years away from ...
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November 17, 2025 • 10 mins
A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematically wouldn’t fit in my new home. I loved that table, and losing it felt like losing a member of the family. So I started the hunt for a replacement, a piece worthy of its memory.
I found a potential candidate at a high-end furniture store: a stunning cherry table.
I ran my hand along...
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November 13, 2025 • 26 mins
To a sales leader, it’s a familiar story.
Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.
Month two: Still strong. Meetings are getting booked. Dashboard looks good.
Month three: Cracks appear. Rejections pile up. But they hang in.
Month four: Burnout.
The dials drop. The energy’s gone. That superstar you hired 90 days ago is updating their LinkedIn profile—and you know exactly what...
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November 11, 2025 • 12 mins
Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful.
That’s the challenge Brendan Carlington from Mount Pleasant, Michigan brought to me on a recent episode of Ask Jeb. Brendan jumped back into auto sales this year after spending time in other industries and he noticed something big. Traditional sales positions are di...
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November 9, 2025 • 11 mins
We are moving into the most dangerous time of year for sales professionals . . . the holidays.
From now until the first week of January, you're going to face a perfect storm of distractions, excuses, and temptations that can absolutely destroy your year-end number and your first-quarter production next year. Sadly, most salespeople don't even see it coming. It’s not until the end of December that they realize they’re in trouble, b...
Mark as Played
November 6, 2025 • 28 mins
Every salesperson knows that feeling, the one right before the big meeting when confidence wavers and doubt creeps in.
Alex Weber knows it, too. He’s one of the few people to go from hosting American Ninja Warrior to competing on the show. When I asked him what separates winners from everyone else on an episode of The Sales Gravy Podcast, he said:
“Winners believe they're going to win. You’re not going to win every deal. But even ...
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November 4, 2025 • 17 mins
Here's a question that'll mess with your head: What do you do when you're making seven figures in sales, crushing every goal, and suddenly … you just don't feel the same motivation anymore?
That's the question Matthew Feit from Toms River, New Jersey, posed on an Ask Jeb episode. Matthew's living the dream that most salespeople chase their entire careers. He's at the top of his game financially. He's proven everything he set out to...
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November 3, 2025 • 8 mins
This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to hit larger quotas.
What's the first line item to feel the squeeze? Training and development.
It is often incorrectly labeled a 'want' and not a 'need.' We hear leaders say, "It can wait until next quarter," or, "Once we stabilize reve...
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October 30, 2025 • 47 mins
Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The customer interaction that went sideways in ways you couldn't predict. The moment you sat in your car afterward in complete silence, questioning every decision that led you to this career.
These moments feel intensely personal and isolating. But the truth is, every rep who’s lasted in th...
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October 28, 2025 • 20 mins
Here's a problem that'll tie you in knots: You've got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with self-insured health plans. But you can't get a single meeting with the people who matter.
That's the situation Peter Kleinman from Provo, Utah, finds himself in. As the sales and marketing guy for his dad's startup, he's tasked...
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October 26, 2025 • 7 mins
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in Grovers Mill, New Jersey. Within minutes, panic erupted as citizens fled their homes, convinced Earth was under alien attack.
The entire event was fake. It was a perfectly executed radio drama by 23-year-old Orson Welles....
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October 23, 2025 • 44 mins
AI in sales isn't coming soon. It's already here, and it's quietly separating the salespeople who will thrive from those who won't.
On the Sales Gravy Podcast, sales expert and author Victor Antonio shares this quote: "You won't lose your job to AI. You'll lose your job to people who are using AI."
While everyone debates whether artificial intelligence will replace salespeople, the real shift is already happening. What you need ...
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October 21, 2025 • 18 mins
Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
That's the challenge facing Greg Hirschi from Colorado. He's the new executive leader of an 18-year-old company selling ethics assessment services to professional licensing boards. They've expanded from an entrepreneurial model to a small team with one sa...
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October 19, 2025 • 10 mins
I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a customer.”
My favorite posts are from salespeople who took this advice, called a customer, and were surprised—even stunned—to discover that their customer actually wanted to talk. It’...
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October 16, 2025 • 39 mins
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota?
Randy Wilinski spent 15 years building high-performance sales teams before joining our training team at Sales Gravy. His answer to this question cuts through the usual explanations about territory problems or skill gaps. The real issue? Most sales leaders are managing activity instead of developing people. T...
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October 14, 2025 • 17 mins
Here's a question that'll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best?
That's the question Andrew Osborne from Pittsburgh brought to me. Andrew works in direct selling and network marketing, specifically health and wellness nutrition supplements. Like most MLM leaders, he's frustrated watching new recruits default ...
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