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
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...
Mark as Played
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...
Mark as Played
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 ...
Mark as Played
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...
Mark as Played
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...
Mark as Played
April 28, 2025 • 14 mins
Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make or break you. When all things are equal, mindset is one thing that separates winners and losers.
This is one of the reasons that I love golf so much. Once you understand the basic mechanics of the golf swing the only thing that...
Mark as Played
April 24, 2025 • 42 mins
Let’s kill the myth: sales coaching isn’t just for newbies or underperformers.
It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period.
This isn’t feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason.
Everyone, and I mean everyone, nee...
Mark as Played
April 23, 2025 • 13 mins
Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move.
Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar?
He had read ...
Mark as Played
April 20, 2025 • 7 mins
On this Money Monday, we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean. It was gritty, emotional, and one of the most unforgettable moments in sports history.
Rory stepped onto the first tee looking calm, focused. Like a man who’d been here before, and this time, was ready to finish it. He was 12-under. Two ...
Mark as Played
April 17, 2025 • 52 mins
You crushed your quota. Commission check hits the account.
Your first instinct? Celebrate! You earned it, right?
Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you’re just renting a lifestyle.
Here’s the truth: Top sales pros don’t just sell like professionals—they manage their money like professionals. They know the high of a commission check ...
Mark as Played
April 16, 2025 • 17 mins
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your price?
His company builds industrial dust-collection equipment and ducting, but they don’t sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alte...
Mark as Played
April 14, 2025 • 11 mins
There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections.
If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” then we're going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill.
Turbulent Ti...
Mark as Played
April 10, 2025 • 38 mins
Everybody wants the hacks.
The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame.
But let me give it to you straight: Sales isn’t won with hacks. It’s won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring.
If you’re not hitting your number, it’s probably not because you need better leads, better tech, or better timing....
Mark as Played
April 8, 2025 • 16 mins
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever.
From Information Scarcity to Info...
Mark as Played
April 6, 2025 • 6 mins
We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder.
As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from t...
Mark as Played
April 3, 2025 • 45 mins
All’s fair in love and war—and sales.
At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.
Did you make quota this quarter? Did you crush your numbers? Or did you fall short?
If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to.
Top performers don’t just follow the playbook. They know when t...
Mark as Played
April 2, 2025 • 13 mins
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling.
Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.
Why Sales Coaching Is Essential
Sales is a skill position. Even the best reps lose...
Mark as Played
March 30, 2025 • 8 mins
This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming out of Q1, and what you need to adjust and think about as we move into Q2.
Start with setting aside a dedicated, focused time block of one to two hours for reviewing your:
Q1 Results
Current state of your pipeline
2025 goals & personal business...
Mark as Played
March 27, 2025 • 14 mins
Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals.
We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.
These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.
If you want to crush your numbers, start here.
h...
Mark as Played
March 25, 2025 • 14 mins
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality.
Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face...
Mark as Played
Popular Podcasts
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
The latest news in 4 minutes updated every hour, every day.
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.
The Clay Travis and Buck Sexton Show. Clay Travis and Buck Sexton tackle the biggest stories in news, politics and current events with intelligence and humor. From the border crisis, to the madness of cancel culture and far-left missteps, Clay and Buck guide listeners through the latest headlines and hot topics with fun and entertaining conversations and opinions.
Listen to 'The Bobby Bones Show' by downloading the daily full replay.