Podcast
Sales Gravy: Jeb Blount
Hosted by Jeb Blount · EN
From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.
68episodes
Episodes
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Stop Treating Every Prospect the Same (Money Monday)
2w ago00:07:11Tap to summarizeMost 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 belongs in automation.🎥 Check out Duff Tucker's courses on Sales Gravy University📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Your Sellers Don't Trust You Enough to Tell You the Truth
2w ago00:16:54Tap to summarizeSellers 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 sellers from speaking up. Helen also previews her session at this year's Outbound Conference, focused on building high-performing sales teams and retaining top talent.🎟️ Grab your tickets for OutBound Conference📝 Download the FREE Guide on How to Find a Sales Coach🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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AI Can't Replace Your Sales Team (Ask Jeb)
3w ago00:14:39Tap to summarizeShould 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 connection.What You'll Learn:Why fully automated outbound sales is ineffective and dangerous to your pipelineThe difference between low-complexity and high-complexity sales and how each requires a different approachHow AI slop is actively destroying email as a sales channel and what happens when buyers catch onHow to use AI to enhance your salespeople rather than replace themHow to handle cross-cultural selling challenges when your team is calling into the US from another regionWhy empathy, pacing, and authenticity matter when building trust across culturesJeb also gives Shakaib straight advice on the trust gap that salespeople in South Asia and the Middle East often face when selling to US buyers, including what actually moves the needle and what tends to make it worse.Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Field Sales Teams Lost Their Edge After The Pandemic (Money Monday)
3w ago00:11:43Tap to summarizeBrad 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 field sellers more than they realize, and how blending virtual and in-person communication strategically is the difference between reps who dominate their territory and those who just drive through it.🎥 Check out Brad Adam's courses on Sales Gravy University📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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The Most Famous Sales Pitches in History Had No Slides with Danny Fontaine
3w ago00:37:30Tap to summarizeMost 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 a carpet, Danny unpacks what actually makes a pitch land: show don't tell, pattern interruption, sensory immersion, and putting the prospect at the center of the story. If your pitches are getting lost in a sea of sameness, this episode will change how you think about walking into a room.Learn more about Danny FontainePurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE A.C.E.D. Buyer's Style Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Why Your Deals Are Stalling and How to Fix It (Ask Jeb)
4w ago00:13:24Tap to summarizeSean 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 get deals moving again.The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right.In this episode:The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against youWhy consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the dealHow to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authorityHow to use micro stories and social proof to reduce fear and build confidence in the buying processThe upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commitIf you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration.Submit your question: salesgravy.com/askPurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Why Success Can Be Dangerous: Beating Complacency Before It Costs You (Money Monday)
4w ago00:08:33Tap to summarizeSuccess 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 natural enemies of sustained success, what elite athletes like Kobe Bryant, Jerry Rice, and Tom Brady understood that most people miss, and how to do an honest success audit so you can find your hunger again before the wheels come off.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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The Neuroscience of Closing: How to Read Buyer Signals
Jun 500:36:11Tap to summarizeMost 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 communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward.👉 Purchase Jake Stahl's Book, Own the Room📚 Download our FREE A.C.E.D. Buyer's Style Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb)
Jun 300:09:29Tap to summarizeAI 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 think, and exactly what your team needs to say in 15 seconds to earn the callback.In this episode you will learn:Why relevance is the only thing that gets you through any gatekeeper, human or AIHow to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks upWhat to say in 15 seconds or less when you hit an AI screenerWhy your office phone may be the reason your calls are getting flagged as spam, and what to do about itHow to craft a relevance-first opening message for your specific industry and buyerWhether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.Submit your question: salesgravy.com/askPurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)
Jun 100:09:46Tap to summarizeEvery 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 slump and the four practical steps she still uses today to push through the hard stretches.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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