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.
82episodes
Episodes
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How to Coach Relationship-Building When Every Top Rep Does It Differently
3d ago00:35:34Tap to summarizeAsk a top performer what makes them successful, and they will often tell you, "I've just got great relationships." But that's not something a sales leader can coach or teach to the rest of the team. In this episode, sales advisor and author Jeff Bajorek joins Jeb Blount Jr. to break down how leaders can push past that response and uncover the specific, repeatable behaviors, from always picking up the phone to making one more call at the end of the day. He also covers why relationship-building looks different for every rep, and how leaders can coach to a process without forcing everyone into the same exact playbook.📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Want to become a better sales coach? Check out our C.L.E.A.R. Coach™ Training🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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The 3 Tier Prospecting System That Fills Your Pipeline (Ask Jeb)
5d ago00:09:51Tap to summarizeHow do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day.Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road.For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster.What You'll Learn:Why B2B leads should almost never be fully abandoned, even after a project closesWhat separates a lead gen service worth paying for from one that's just handing you a listHow to build a three tier calling structure using qualified leadsWhy inbound leads should always get called before any cold outreachWhen it makes sense to skip the voicemail entirely on a cold listHow building a homogenous prospecting list speeds up your voicemail messagingThe five step voicemail framework that gets you on and off the phone in under a minuteWhether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first.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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The Fanatical Drive of an Ultra-High Performer (Money Monday)
1w ago00:05:55Tap to summarizeWhat separates ultra-high performers from every other salesperson? It's Fanatical Prospecting. In this week’s Money Monday, Jeb Blount explores why a full pipeline is the ultimate predictor of sales success and reveals the simple, repeatable habit that top earners use every day to outsell the competition three to one.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download Our Free Fanatical Prospecting Dial Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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How to Sell to AI-Educated Buyers with Victor Antonio
1w ago00:26:32Tap to summarizeToday's buyers have already done the research before they ever talk to a seller, so why do deals still stall out? Victor Antonio joins Jeb Blount Jr. to break down buyer resistance as a physics problem and says that friction, not objections, is what actually kills deals. They dig into why AI-educated buyers don’t need sellers to educate them; they need someone to validate what they’ve learned and give them the confidence to decide. They navigate what that shift means for sellers standing in the last mile of the decision. Victor also previews his session at this year's Outbound Conference, focused on the future of selling in an AI-driven market.🎟️ Grab your tickets for OutBound Conference📝 Download the FREE Small Business Guide to Sales Training🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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How to Break Into Fortune 500 Companies When You Don't Know Who to Call (Ask Jeb)
2w ago00:08:10Tap to summarizeIf you sell into large companies, the biggest mistake you can make is prospecting the obvious title instead of the right one.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Martin, who runs a high-end corporate gifting business and wants to know how to get decision makers at Fortune 500 companies to pay attention.Jeb's answer starts with a simple filter: are these gifts going to employees or to customers? That single question determines whether you start in HR or in sales and marketing, and it changes everything about your prospecting approach. From there, Jeb walks through how to build a target list, how to use tools like ZoomInfo paired with LinkedIn to map an org chart and find real contact information, and why case studies and testimonials are the fastest way to make a new prospect feel safe saying yes.What You'll Learn:How to decide between targeting inside a large accountHow to use tools like ZoomInfo paired with LinkedIn to build an org chart and find the right contactWhy big company buyers are motivated by avoiding risk more than by getting excited about your productHow to use existing customers as case studies and testimonials to build trust with new prospectsHow many target accounts you actually need in your pipeline to make relationship-based selling pay offWhat to do before you ever hire your first salesperson as a small business ownerWhether you're trying to break into your first Fortune 500 account or building out a sales team for the first time, this episode gives you a practical framework for finding the right person to sell to and proving you're safe to do business with.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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4 Needle Movers Top Sales Reps Use to Smash Quota (Money Monday)
2w ago00:10:43Tap to summarizeMost sales reps spend their entire career chasing a number someone else set for them. In this Money Monday, Brad Adams, Senior Master Trainer at Sales Gravy, breaks down why quota is the wrong target — and what ultra high performers focus on instead. Four specific needle movers separate reps who hit quota from the ones making million dollar months look repeatable.🎥 Check out Brad's Sales Gravy University Page📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Download our free Time Audit Log🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Why Boldness Outsells Confidence
2w ago00:32:31Tap to summarizeFred Joyal sat at his first sales desk with a phone and a list of prospects, and couldn't make a single call. Years later, he'd built a business that generated over a billion dollars in revenue. Fred, co-founder of 1-800-DENTIST, joins Jeb Blount Jr. to break down the system that took him from frozen to fearless, and why the reps who win aren't the ones who feel ready, they're the ones who act first. They dig into how to build boldness through small, low-stakes reps before you need it in the moments that matter, why role playing is the fastest way to close more deals, and the story behind a $250,000 bet on live television. Fred also shares what happened when he said yes to an unexpected moment with Richard Branson, and why that yes changed everything.📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉 Download our free 7 Rules of Sales Negotiation Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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Who to Call, How to Find Them, and Why the Phone Still Wins (Ask Jeb)
3w ago00:15:10Tap to summarizeOn this episode of Ask Jeb on the Sales Gravy Podcast, two callers bring Jeb Blount their prospecting problems. Calvin sells keynote speeches into a niche market and is stuck trying to find the one right person to call inside each organization. Dennis runs a sales outsourcing company and wants hard proof, not opinion, that cold calling still works so he can convince his own team.Jeb's answer to Calvin is that there is no single right contact, there is a buying group, and the job is to multithread the account and reach all of them. His answer to Dennis is backed by real numbers, including a $250,000 day his own team generated from structured outbound calling when everyone had written off cold calling as dead.What You'll Learn:Why the real question in niche prospecting is not who to call, but how many people in the org you need to reachHow to multithread an account so you are not depending on one decision makerHow Jeb's team turned a missed plan into a $250,000 day using nothing but structured outbound calling blocksWhat real cold calling conversion data looks like, from dials made to pickups to booked appointmentsWhy mornings should be reserved for dials and afternoons for asynchronous touches like email, video and socialWhy small business owners answer their phones differently than executives, and what that means for when you should be callingWhether you are prospecting into a niche market or trying to prove to your own team that the phone still works, this episode has something for you.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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The Myth of Selling Yourself (Money Monday)
3w ago00:06:58Tap to summarizeMost salespeople have heard the same advice at some point. Sell yourself if you want the job, the deal, or the room to like you. It sounds right. It isn't. People love to buy, but they hate to be sold, and that includes being sold on you.In this episode, Jeb Blount breaks down why "sell yourself" is one of the worst pieces of advice in sales, using a personal story about a dinner conversation that seemed great in the moment and fell apart the second it ended. He makes the case that the harder someone pushes their own pitch, credentials, or charisma, the faster they push people away.📖 Purchase Jeb Blount's 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 First Meeting Goes Great. Then You Get Ghosted. Lee Salz Explains Why.
3w ago00:28:30Tap to summarizeLee Salz is back, putting his new bestseller, The First Meeting Differentiator, to the test against real sales scenarios. Jeb Blount Jr. throws three at him: a rep who gets reduced to a price quote after leading with discovery questions, a technical AE who delivers a flawless ROI pitch and still loses what looked like a guaranteed deal, and a rep who runs a great meeting and still gets ghosted two weeks later. Lee breaks down what actually went wrong in each one, why logic without emotion rarely wins a buyer's trust, and why even a strong first meeting can fall apart without the right close. If you've ever walked out of a meeting feeling great and then never heard back, this conversation explains exactly why, and what to do differently next time.📖 Download the first chapter of Lee Salz's book "The First Meeting Differentiator" 👉 Download our free guide A.C.E.D. Buyer Style Communication Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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