Sales Gravy: Jeb Blount

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 ...

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 ba...

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, includi...

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 do...

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,...

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 belong...

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 s...

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 connectio...

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 fiel...

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 ...

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...

Success is supposed to be the goal. But for a lot of salespeople, it becomes the thing that unravels everything they built. Once you hit the leaderboard, start crushing your number, and get comfortable, success starts whispering that you've earned a break — that the fundamentals that got you there are optional now. That's where the danger lives.

In this Money Monday, Jeb Blount breaks down why comfort and complacency are the ...

Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestraight, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really commun...

AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them.

Jeb breaks down why AI screeners and human gatekeepers have more in common than you ...

Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her sl...

AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting point without losing their voice, why ...

When the market shifts, your salespeople won't shift with it on their own. That's your job as a sales leader. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes questions from two sales leaders navigating some of the most common and costly team management challenges in sales: how to redirect high performers when market conditions change, and how to get a small team to stop chasing easy transactional deals and s...

Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose.

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Jeb Blount Jr. sits down with Jack Frimston and Zac Thompson — co-founders of We Have a Meeting and co-authors of Sales is Therapy — for one of the most entertaining and honest conversations about what's gone wrong on LinkedIn. Jack and Zac have built their careers helping B2B companies fill their pipelines with qualified meetings by doing what most salespeople have forgotten how to do: pick up the phone and talk to peo...