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PODCAST

Sales Gravy: Jeb Blount

From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.

business careers

All Episodes

16:11

How Do You Make So Many Cold Calls? (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/05/06

Tyler Goss, from Tampa has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity?In this podcast I break down these answers in plain English. When to Create a Deal: Finding the Sweet Spot There's no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Others won't let you create one

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13:48

You Have Anything You Want If You Are Willing to Be...

Sales Gravy: Jeb Blount ·

2025/05/05

At a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The player walked over to the fan and said, tongue-in-cheek, "No, you don't."The fan looked confused. "What do you mean?" The player replied, "You don't want to hit a shot like that because hitting a shot like that means hitting a thousand balls a day, every day, for the next 20 years. That's what it takes to

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33:02

Self-Awareness: The Hidden Sales Skill

Sales Gravy: Jeb Blount ·

2025/05/01

Here's the brutal truth: Self-awareness is the ultimate sales skill.We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you’re not self-aware, you’re leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wrecking Ball Let’s get honest. Lack of self-awareness is a deal-killer

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12:02

3 Powerful Ways to Handle the “I’m In a Meeting!”...

Sales Gravy: Jeb Blount ·

2025/04/29

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France, targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting."Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move

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14:26

You Can’t Afford the Luxury of a Negative Thought...

Sales Gravy: Jeb Blount ·

2025/04/28

Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make or break you. When all things are equal, mindset is one thing that separates winners and losers. This is one of the reasons that I love golf so much. Once you understand the basic mechanics of the golf swing the only thing that really matters is mindset. On every shot your ability to focus, calm

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42:37

You Need Sales Coaching

Sales Gravy: Jeb Blount ·

2025/04/24

Let’s kill the myth: sales coaching isn’t just for newbies or underperformers. It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period. This isn’t feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason. Everyone, and I mean everyone, needs a coach. From the elite to the desperate, everyone can benefit

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13:19

Road Warrior Prospecting (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/04/23

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move.Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar? He had read my book, Fanatical Prospecting, where I advocate for dedicated time

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7:54

5 Lessons From Rory McIlroy’s Win at the Masters...

Sales Gravy: Jeb Blount ·

2025/04/21

On this Money Monday we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean. It was gritty, emotional, and one of the most unforgettable moments in sports history. Rory stepped onto the first tee looking calm, focused. Like a man who’d been here before, and this time, was ready to finish it. He was 12-under. Two shots clear. It was his tournament to lose. Then it almost unraveled

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53:56

Don’t Blow It All: A Personal Finance Wake-Up Call...

Sales Gravy: Jeb Blount ·

2025/04/17

You crushed your quota. Commission check hits the account. Your first instinct? Celebrate! You earned it, right? Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you’re just renting a lifestyle. Here’s the truth: Top sales pros don’t just sell like professionals—they manage their money like professionals. They know the high of a commission check can’t replace long-term financial freedom. I’ve got the financial

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17:06

How to Use “Pull Through” to Sell More Through...

Sales Gravy: Jeb Blount ·

2025/04/16

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your price?His company builds industrial dust-collection equipment and ducting, but they don’t sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives. Below, you’ll find key insights on how to drive more

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11:58

How to Handle Decision Deferment Objections (Money...

Sales Gravy: Jeb Blount ·

2025/04/14

There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections. If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” then we're going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill. Turbulent Times Breed Buyer Fear The market is swinging like a pendulum on

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38:13

Why the Basics Still Beat Fancy: The Unsexy Skills...

Sales Gravy: Jeb Blount ·

2025/04/10

Everybody wants the hacks.The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn’t won with hacks. It’s won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring. If you’re not hitting your number, it’s probably not because you need better leads, better tech, or better timing. It’s because you’ve drifted from the basics. The Fancy Stuff Is

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16:44

What Consultative Selling Really Means and Why It...

Sales Gravy: Jeb Blount ·

2025/04/08

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever.From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply

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6:48

Selling Just Got Even Harder With Economic...

Sales Gravy: Jeb Blount ·

2025/04/06

We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder. As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from the US stock market in two days. These losses compounded in markets

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45:00

How Sales Reps Should Break the Rules

Sales Gravy: Jeb Blount ·

2025/04/03

All’s fair in love and war—and sales.At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to. Top performers don’t just follow the playbook. They know when to bend the rules, take calculated risks, and do what it takes to

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13:10

How Coaching Transforms Sales Performance and Culture...

Sales Gravy: Jeb Blount ·

2025/04/02

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling.Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen. Why Sales Coaching Is Essential Sales is a skill position. Even the best reps lose their edge if they’re left on their own for too long. Much like

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8:42

Q1 Sales Performance Gut Check

Sales Gravy: Jeb Blount ·

2025/03/30

This is a very important Monday because this is the first Monday of the second quarter and it’s time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2.Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & Personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin

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14:02

Top 5 Sales Improvement Tips From Q1 Podcast Episodes

Sales Gravy: Jeb Blount ·

2025/03/27

Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. If you want to crush your numbers, start here. The Grind Gets You Gold You won’t become a sales expert

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14:20

How to Generate Better B2B Leads That Convert (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/03/26

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality.Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers. Why a Multi-Channel Strategy

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11:17

George Foreman’s Masterclass on Resilience (Money...

Sales Gravy: Jeb Blount ·

2025/03/23

George Foreman, gave us a masterclass in resilience—on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known. His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience. Foreman’s "In the Mud" Moment The George Foreman most of us remember, the man with the big charismatic smile selling grills on TV, was a

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424 results

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