Sales Gravy: Jeb Blount

Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end your year strong, hit your income goals, make it to the winner’s circle at President’s Club, and start next year with a full pipeline OR wallow in mediocrity, miss your number, and damage your career. ...

Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competitors don’t take seriously—or don’t even notice. They’re wide open, and they reward the salespeople willing to do the work. On the Sales Gravy Podcast, I spoke with Nicholas Lalla, an economic developme...

Here’s a question that’ll keep you up at night: What do you do when you believe in “buy or die” but you’re terrified of ruining future opportunities with annoying prospecting sequences? That’s exactly what Angie Anderson asked during a recent Ask Jeb session, and it’s a problem that’s plaguing salespeople everywhere. Angie subscribes to the “buy or die” mentality but doesn’t want to destroy her od...

I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an amazing group of young salespeople with wide-open minds, I learned that Charlie Kirk had been assassinated. It disturbed me deeply, and I feel compelled to deliver this message. The Assassination That Shook America On...

What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee talked, debated, and worked their way toward their own clarity. By the end of the call, they had essentially closed the deal for me. I barely said a word. That’s not a fairy tale—it happened. And it proves why most...

Here’s a question that’ll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they’re still underperforming because they can’t regulate their emotions under pressure? That’s exactly what Natalie Brooks from Charlotte discovered when she noticed how drastically emotions were impacting her team’s performance during t...

While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They’ve discovered how to stop chasing and start attracting, all by generating warm leads through podcast interviews. Not by starting their own shows, but by treating every podcast appearance as a lead generation machine built on conversation and credibi...

A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between appointments, and by 2 p.m., you’re mentally checked out, struggling to focus on that critical prospect meeting.  That’s the reality facing Angela Mendez from Austin and Marcus Taylor from Denver. Angela’s crashing every afternoo...

Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales Trainer, puts it on this episode of the Sales Gravy Podcast: “You have to model the behaviors that you want your team to live out. When you model those, you get a lot of credibil...

Here’s a question about sales territory disputes that’ll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over who owns what? That’s the exact predicament faced by Kayla Lujan, VP of Sales at Down to Earth Landscape and Irrigation, in Orlando, Florida. Her team manages defined territories, but t...

Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing, and by the end of the day, you’re drained.  But your numbers aren’t moving. You’re not gaining ground; you’re just driving in circles. As Ron Karr, author of Velocity Mindset , says, the differe...

Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely speaks their language? That’s exactly what Spencer Birmingham from Arkansas faced when he called into Ask Jeb. Fresh out of college with a marketing degree and an internship at Internatio...

In today’s economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to show measurable value while driving growth. Reva Pellerin, the #1 enterprise account manager at Vidyard, puts it bluntly: “If you simply renew your book of business at 100%, that’s not your target....

Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it’s time to pick up the phone. They’re paralyzed by one simple fear: interrupting a prospect’s day. That’s exactly what Kirk Roberts from Richmond, Virginia, brought to the table. Kirk’s problem wasn’t about not knowing what to say or how to pitch—it was the mental block around the very idea of interr...

In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incentive programs gone wrong. Within months, one brother traded his half of the business for a beat-up Volkswagen, leaving Tom Monaghan alone with his ambitions. By 1965, with three stores under his belt, Tom faced a naming crisis. He couldn’t legally ke...

The transition from closer to coach is where most new sales leaders struggle. You’ve put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker. The top dog. The one everyone pointed to as the example of what a salesperson should be. Finally, you’ve earned the promotion you’ve been chasing: Sales Manager. The very habits that made you successfu...

Here’s a question that’ll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That’s the burning question from Laura and Adam, attorneys who are struggling with the classic professional services dilemma. Their intake team and attorneys want to showcase their expertise by giving away everything for free during sales conversations. Meanwhile, th...

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 [prospec...

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...

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-performa...

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 a...

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 automat...

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 probl...

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—t...

Here’s the hard 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 fa...