Sales Gravy: Jeb Blount

You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first. In this episode of Ask Jeb on the Sales Gravy Podcast , Robert from Nashville, Tennessee joi...

Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how m...

Mark Hunter has trained elite sales teams all over the world, but in this episode of the Sales Gravy Podcast with Jeb Blount, Jr., he gets real about the deals he's blown, the mistakes he owned, and why selling with integrity isn't just the right thing to do — it's the only way to build a sales career that actually lasts. 🔗 Learn more about Mark Hunter and his new book, Integrity Firs...

Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast , Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for...

In this episode of Money Monday, Keith Lubner fills in for Jeb Blount and breaks down the one metric that actually predicts sales success: the First Time Appointment (FTA). Using the Moneyball story as a framework, Keith explains why FTAs are the sales equivalent of getting on base — and how tracking them can transform your pipeline, your coaching conversations, and your close rates. 🎟️ Grab your...

Buyer resistance is higher than ever, and most salespeople are losing deals because they lack the emotional intelligence to push through it. In this episode of the Sales Gravy podcast, Jeb Blount Jr. sits down with Colleen Stanley , Founder of SalesLeadership and author of Emotional Intelligence for Sales Success , ahead of her keynote at Outbound 2026. Colleen breaks down why delayed gratificatio...

When prospects jump straight to “How much does it cost?” it’s usually a sign you’ve lost control of the conversation. In this Ask Jeb episode, Jeb Blount breaks down how to handle early price questions with confidence, avoid sounding desperate, and redirect the conversation toward value so you can secure more appointments. 📖 Purchase Jeb Blount's new book,  90 Days to Level Up Your Sales Skil...

Before you say a single word, buyers are already reacting to your energy. In this episode of Money Monday, Jessica Stokes breaks down why your attitude walks into every call and meeting before you do, and how one simple 30-second reset can change your outcomes on the phone, on Zoom, and in person. 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 👉 Read the blog 📝 Down...

Most sales reps figure out the fundamentals too late — after the missed quotas, the lost deals, and the hard conversations. In this Best of Q1 episode, Jeb Blount Jr. and Ashley Blount pull the most impactful sales performance insights from the last quarter into one place: goal setting, prospecting discipline, communication channels, and what top performers do differently. 📖 Purchase Jeb Blount&#...

Are your daily sales meetings actually driving results, or just taking up time? In this Ask Jeb episode, Jeb Blount answers two real questions from sales leaders: how to run effective morning sales meetings that energize your team without wasting time, and how to balance empathy with accountability when coaching reps. You’ll learn how to structure daily huddles that reinforce skills, build consist...

Why do buyers say no even when your solution makes sense? In this Money Monday episode, Jeb Blount breaks down why people buy based on their own priorities—not your pitch—and how to align your conversations with what actually drives decisions. Learn how to shift your approach to close more deals by focusing on the buyer’s world, not your own. 👉 Download our free  A.C.E.D. Buyer Style Guide 🔗  Fo...

What happens when you stop waiting until you feel ready and just say yes? In this episode, Jeb Blount sits down with entrepreneur Vera Stewart to break down the mindset that separates top performers from everyone else—confidence, asking for more, and creating opportunities instead of waiting for them. If you’ve ever hesitated to go bigger in your accounts or held back from asking for more, this co...

Struggling to break into the C-suite without damaging your existing relationships? In this episode, Jeb Blount walks through how to multithread accounts, earn executive access, and craft a message that speaks directly to revenue, cost, and competitive advantage. Learn how to position your outreach so decision-makers lean in—and your current contacts help you get there. ☎️ Have a sales challenge yo...

Q1 is behind us—what is your pipeline really telling you? In this Money Monday episode, Duff Tucker breaks down how top-performing sales teams use Q1 feedback to protect momentum, close gaps, and get intentional about their time, execution, and coaching. Learn actionable strategies to turn small adjustments into big results for Q2. 📚 Explore Duff Tucker's courses on Sales Gravy University ....

Learning how to pitch with confidence and emotional impact is the difference between closing deals and losing them — and Danny Fontaine, author of Pitch , is back on the Sales Gravy Podcast with Jeb Blount, Jr., to show you exactly how it's done. He breaks down the psychology of storytelling, how to read any room in real time, and the mindset shift that turns a rehearsed presentation into a ge...

Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time. In this episode of Ask Jeb on The Sales Gravy Podcast , Jeb Blount explains why Philip's problem is not a closing problem at all. It...

Most sales leaders are building good teams and calling it done. Cheryl Parks joins Money Monday to challenge that — breaking down the three levers that actually separate good reps from elite performers: nervous system regulation, the CAR Framework, and decision velocity. If your team is talented but stuck, this episode is worth your time. 👉 Read the blog! 📚 Explore courses from Cheryl Parks on S...

Most salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn f...

Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast. In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently...

A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales. 📚 Explore courses from Jeb Blount Jr. on  Sales Gravy University . 👉 Read the blog! 📝 Download our free  25 Ways to Ask for an Appointment on a Cold Cal...

Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the prod...

AI is everywhere. Salespeople are using it every day. But are you using it the right way? Caroline Cutter from Dayton, Ohio, calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals? Jeb's answer is going to challenge the way you think about technology in sales. In this episo...

Top-performing sales reps don’t just work hard—they protect their Golden Hours. In this episode, Brad Adams, senior master trainer at Sales Gravy, breaks down the Golden Hours framework and shows how to prioritize high-value activities, stop low-value busy work from stealing your time, and maximize your pipeline every day. 📚 Explore courses from Brad Adams on Sales Gravy University . 👉 Read the...

Why do even high-performing sales teams plateau or collapse under growth? In this episode, Jeb Blount sits down with Dayna Williams, author of The Diligence Fix , to explore how disciplined leadership, aligned teams, and a resilient sales culture keep revenue organizations from breaking under pressure. Learn the ten dimensions of organizational diligence and practical strategies to build a high-pe...

Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after quarter, on this week’s episode of Ask Jeb on The Sales Gravy Podcast featuring Will Frattini. Brittany was putting in the work, getting prospects to say yes on the phon...