Sales Gravy: Jeb Blount

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 cru...

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...

George Foreman gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known. His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.  Foreman’s “In the Mud” Moment The G...

Wherever you are in your sales journey, you need a mentor—now.  If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide . A mentor who’s been through the fire and who can help you avoid costly mistakes.  Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on conf...

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. If you’ve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you’ll relate to Gaius’s dilemma. Below, you’...

How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale. A Framework to Tap Into Your Prospect’s Pain So what’s missing?  A framework that actually speaks to your pr...

Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls—no marketing team, no pre-existing territory full of warm leads. And unlike her old desk-bound clients, these new prospects are likely to be on a roof or at a job site when she call...

No matter if you’ve had a great month, closed a big deal, or made it to the winner’s circle at President’s club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week, I delivered a keynote at a large company’s President’s club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success. And frankly,...

You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself out of it? The answer: invest in yourself. https://youtu.be/odBObaiywlg?feature=shared The Power of Personal Development In sales, it’s easy to get caught up in the grind—calls to make and deals to close. But if you don’...

Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast , I walk Matt through practical strategies to carve out time for prospecting and target the right prospects,...

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospect...

You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction.  https://www.youtube.com/watch?v=ELR-Mhzv7eA First Impressions Matter If you don’t make a strong first impression,...

Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too? On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of h...

Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldn’t hear anything on the other end so I hung up.  Ten minutes later it rang again with a call from the same number. This time, however, I was walkin...

In sales – especially in product knowledge training – we’re taught from day one how to pitch, how to present, and how to overcome objections . We rehearse our spiels, memorize talking points, and perfect our scripts.  But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal. Silence —...

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you’ll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging t...

WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you. It’s the BTN method, and I learned it from a friend of mine who completely transformed his life and his habits by mastering this one straight-forward tact...

On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of the  Sales Gravy Podcast , Jeb Blount explores why salespeople fear asking for the sale and what to do a...

Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older and more experienced than you? Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps, it’s easy to feel anxious if your buyer is decad...

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps – all in their 20s.  They had been assigned to me because their boss was tired of listening to their excuses about why they weren’t consistently picking up the phone and prospecting.  When he brought me in, he said matter of factly: “They won’t pay any attention to me, but before I start firing people, I’m...

Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test , why effective SEO strategies are never a one-and-done exercise , and how to build and how to maximize webs...

Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. T...

Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley. Key Takeaways Conflict Isn’t the Enemy : Whether it’s internal (“me-me”) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness. Self-Awareness Is Critical : Recognize...

If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, Calif., who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently . Then I tackle a follow-up question fro...

As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear death. This, by the way, is a huge problem in sales...