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
July 31, 2025 • 41 mins
If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead.
"The reality of buying and selling is that everyone has different preferences, and as a salesperson, we need to use as many tools as possible. If you are only making calls or sending emails, you’re missing [prospects] that don’t answer calls or repl...
Mark as Played
July 29, 2025 • 12 mins
Should you use sales scripts to close more deals?
That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's a perfect set of words that'll make prospects say yes every time.
Here's my answer: No. Not just no, but hell no.
If you're using scripts, you're using a crutch that's actually crippling your abil...
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July 24, 2025 • 29 mins
You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoralizing, and it's killing your close rate.
But what if you didn’t have to push so hard? What if you could create the kind of pull where prospects actually leaned in and said, “How do I get started?”
In this episode of the Sales Gravy podcast, high-performance coach Kristin Andree shared h...
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July 22, 2025 • 14 mins
Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter?
That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence...
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July 17, 2025 • 22 mins
Will AI steal your sales team's jobs?
It's the question haunting every sales floor conversation and keeping leaders up at night. But here's the crucial insight: The biggest threat to your team’s sales careers lies in misinterpreting AI's role.
While the debate rages over robots replacing salespeople, forward-thinking organizations are already embracing "Agentic AI." This isn't your typical automation that just speeds up email seq...
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July 15, 2025 • 11 mins
How can one comp plan mistake sabotage your sales team before they even start?
That's the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas workshops, they made the bold decision to transition to a non-attorney sales team. Six weeks later, they're all in on the strategy but hitting a wall on one critical issue: compensation structure.
The problem? Like most law firms making th...
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July 10, 2025 • 52 mins
How many times do you actually attempt to reach out to a prospect before you give up?
On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting:
“We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.”
This common behavior defines The 3-Call Fallacy—the flawed belief that if someone...
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July 8, 2025 • 16 mins
Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind.
That's the reality Margarita from Dallas discovered when she called into our podcast. She's a seasoned realtor with 20+ years of experience, built her entire business on referrals and warm market relationships, and suddenly realized she needs to master social media to stay competitive.
Sound familiar? You're not alone if you...
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July 3, 2025 • 22 mins
You think you're being helpful. Your clients think you're being annoying.
Early in his career, Justin Goldstein learned this lesson the hard way. He admits, "I thought that picking up the phone and calling a client to talk about almost everything was the right way to go. I personally hate communicating over email. I'd rather just talk to you and figure it out."
The reality hit hard: clients viewed his frequent outreach as a burd...
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July 1, 2025 • 16 mins
Here's a question that'll keep you up at night: What do you do when your emotions are sabotaging your sales performance?
That's the exact challenge posed by Kurt O'Donnell and the sales team from Joyland Roofing in Lancaster County, Pennsylvania. They're crushing it—doing $10 million in revenue with individual reps generating $2 million each—but they identified a critical weakness that could derail their ambitious goal of hitting ...
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June 27, 2025 • 18 mins
The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately.
1. Focus on Activity, Not Outcomes
The Problem: Most sales reps get discouraged when they don't book meetings, causing them ...
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June 24, 2025 • 14 mins
Here's a question that'll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals?
That's the brutal reality I see in sales organizations every single day. Leaders are obsessing over MEDIC, BANT, and other qualification frameworks while their pipelines are stuffed with dead deals that will never clo...
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June 24, 2025 • 9 mins
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result.
This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes.
Most Sellers Obsess O...
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You know the drill. The quota clock is ticking, the pressure is mounting, and there's that relentless urge for a quick win. Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it.
But here's the tough question you need to ask yourself: What if that very pressure is actively sabotaging your long-term success? What if chasing the fast buck is actually...
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June 18, 2025 • 16 mins
That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals.
Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer."
If you're losing sleep over this, take a deep breath. The fear is real, but it...
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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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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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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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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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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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