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.
51episodes
Episodes
Newest firstAll episodes
How to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb)
Yesterday00:15:42Tap to summarizeYou 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 joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.What You Will Learn:Why greenfield prospects are your only realistic target when you are just starting outHow to use Google Gemini to build a prospect list of local home service businesses in minutesThe one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuingWhy 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operatorsHow to price your first customers to get skin in the game without scaring them offWhy referrals and geographic territory focus accelerate early pipeline faster than any other tacticPerfect For:Founders and entrepreneurs selling their own product for the first timeSales reps breaking into a market dominated by established playersAnyone building a pipeline with no existing customer base or brand reputationJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and 12 other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/ask.
Transcribe →
The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday)
3d ago00:08:52Tap to summarizeMost 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 measured, sustainable prospecting activity beats frantic bursts every time.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Dial Tracker🔗 Follow us on LinkedIn!
Transcribe →
Integrity First Selling with Mark Hunter
1w ago00:35:37Tap to summarizeMark 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 First Selling🎟️ Grab your tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call
Transcribe →
Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)
1w ago00:14:23Tap to summarizeEnterprise 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 sellers and their teams today?Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have.But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table.Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning on virtual meetings. Jeb makes a point that challenges every salesperson who has ever said their customers do not want to meet in person. Spoiler: it is not your customers who are avoiding the meeting.In this episode you will learn:Why AI is poised to flip the information advantage from buyers back to sellersWhat the human-to-human relationship looks like in long, complex sales cyclesWhy salespeople project their own avoidance onto their customers and how to stopHow to ask for a meeting with confidence instead of leaving the decision to your prospectThe egg timer story: how Jeb turned a five-minute ask into an hour-long executive conversationWhy great discovery and genuine curiosity will always outperform a polished pitchWhether you are leading an enterprise team or carrying a bag yourself, this episode is a direct challenge to the habits that are keeping you from getting in front of the people who can actually buy.Got a question you want Jeb to answer? Submit it at salesgravy.com/ask and you could be featured on the next Ask Jeb.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog🔗 Follow us on LinkedIn!
Transcribe →
Moneyball for Sales: Why You're Tracking the Wrong Metrics (Money Monday)
1w ago00:08:15Tap to summarizeIn 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 tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!
Transcribe →
Buyer Resistance Is at an All-Time High with Colleen Stanley
2w ago00:12:38Tap to summarizeBuyer 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 gratification, internal locus of control, and assertiveness are the real drivers behind consistent pipeline movement. She also challenges sales leaders to rethink their hiring practices in an AI-driven world — because learning agility and teamwork are now non-negotiable.🎟️ Grab your tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!
Transcribe →
Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)
2w ago00:14:14Tap to summarizeWhen 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 Skills👉 Read the blog📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!
Transcribe →
Your Attitude Walks Into the Room Before You Do (Money Monday)
2w ago00:09:21Tap to summarizeBefore 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📝 Download our FREE Prospecting Call Tracker Sheet🔗 Follow us on LinkedIn!
Transcribe →
5 Hard Sales Lessons Most Reps Learn Too Late
3w ago00:36:51Tap to summarizeMost 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's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog! 📝 Download our FREE Prospecting Call Tracker Sheet🔗 Follow us on LinkedIn!
Transcribe →
Why Your Daily Sales Meetings Aren't Working (Ask Jeb)
3w ago00:11:05Tap to summarizeAre 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 consistency, and keep your team focused—while still holding the line on performance.🎤 Ask Jeb a question on the podcast👉 Read the blog📝 Download the FREE Fanatical Prospecting Bootcamp to use in sales meetings🔗 Follow us on LinkedIn!
Transcribe →