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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

45:47

Mentorship is the Path to Sales Success

Sales Gravy: Jeb Blount ·

2025/03/20

Wherever you are in your sales journey, you need a mentor—now. If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor who’s been through the fire and who can help you avoid costly mistakes. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales is about 80% confidence—you can’t afford to miss out. The

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15:15

How to Get New Sales Reps Cold Calling and Building...

Sales Gravy: Jeb Blount ·

2025/03/19

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence.If you’ve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you’ll relate to Gaius’s dilemma. Below, you’ll find the key takeaways from our conversation on accelerating new rep success, establishing realistic

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11:10

Failure is Not a Tattoo (Money Monday)

Sales Gravy: Jeb Blount ·

2025/03/16

One of the most vivid memories from my childhood was the day I was bucked off of my pony. The pony’s name was Macaroni and I was six. We were in an arena where my mother was giving me my very first riding lessons. Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then as I finally caught my breath, I started bawling at the shock of being involuntarily dismounted. My mom caught the pony, led

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27:39

Leverage the PASTOR Pitch to Sell More

Sales Gravy: Jeb Blount ·

2025/03/13

How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale. A Framework to Tap Into Your Prospect’s Pain So what’s missing? A framework that actually speaks to your prospect’s pain, builds urgency, and moves them toward a ‘yes.’ As The Sales Gravy Podcast guest Mike

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14:15

How to Handle the “How Much Does It Cost?” Objection...

Sales Gravy: Jeb Blount ·

2025/03/12

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls – no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls.Not surprisingly, Cindy’s facing more objections than she’s used to: “Is this advertising?” “What’s

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9:48

The President’s Club Vulnerability Paradigm (Money...

Sales Gravy: Jeb Blount ·

2025/03/09

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week, I delivered a keynote at a large company's President’s club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success. And frankly, I love hanging out with ultra-high performers. It’s so energizing to be with winners. The challenge

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36:05

How a Growth-Oriented Mindset Can Help You Sell More

Sales Gravy: Jeb Blount ·

2025/03/06

You’re stalled. You’re stuck. You’ve plateaued.No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself out of it? The answer: invest in yourself. https://youtu.be/odBObaiywlg?feature=shared The Power of Personal Development In sales, it's easy to get caught up in the grind—calls to make and deals to close. But if you don’t make time to invest in yourself, sooner or later, you’ll hit a wall and fall into a rut. As Sales

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23:10

How to Find Time to Cold Call So Your Pipeline...

Sales Gravy: Jeb Blount ·

2025/03/05

Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions. The Problem:

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11:42

Email is Broken—Pick Up the Damn Phone! (Money Monday)

Sales Gravy: Jeb Blount ·

2025/03/02

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially

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53:45

Cultivate Professional Presence — Buyers Evaluate You

Sales Gravy: Jeb Blount ·

2025/02/27

You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold?The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction. First Impressions Matter If you don’t make a strong first impression, it won’t matter how great your service is. Your appearance tells a prospect what to expect before you even open your mouth. Well-groomed,

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16:18

How to Survive a Mid-Winter Sales Rut (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/02/26

Carolyn is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?On this Ask Jeb episode I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you

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10:47

Our Greatest Weakness is Giving Up Too Soon (Money...

Sales Gravy: Jeb Blount ·

2025/02/24

Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldn’t hear anything on the other end so I hung up. Ten minutes later it rang again with a call from the same number. This time, however, I was walking up to a birdie putt, so I sent the call to voicemail. After finishing my round, I looked at my

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29:01

Shut Up and Sell More – The Power of Silence

Sales Gravy: Jeb Blount ·

2025/02/20

In sales - especially in product knowledge training - we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal. Silence — shutting up and listening — is your secret weapon. Yes, you need to speak confidently about the value

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17:17

Why Consultative Sellers Will Survive AI (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/02/18

Marcin from Warsaw, Poland asks: What are the top sales trends shaping the future of sales?Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you’ll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends. AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI

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12:45

The BTN Prospecting Method (Money Monday)

Sales Gravy: Jeb Blount ·

2025/02/17

WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you. It’s the BTN method, and I learned it from a friend of mine who completely transformed his life and his habits by mastering this one straight-forward tactic. Forgiving Yourself When You Get Off Track In James Clear’s book, Atomic Habits, he talks about a

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51:10

Why Salespeople are Afraid to Ask for the Sale

Sales Gravy: Jeb Blount ·

2025/02/14

On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or insecure about asking.On this episode of the Sales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris Every salesperson starts

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14:38

How Do I Earn Respect When Selling to People Who are...

Sales Gravy: Jeb Blount ·

2025/02/12

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when you’re selling to people who are older and more experienced than you?Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps, it’s easy to feel anxious if your buyer is decades older or has been in the industry for a long time. Below, you’ll find practical strategies to bridge that

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8:32

The Cold Truth About Cold Calling (Money Monday)

Sales Gravy: Jeb Blount ·

2025/02/10

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their 20s. They had been assigned to me because their boss was tired of listening to their excuses about why they weren’t consistently picking up the phone and prospecting. When he brought me in, he said matter of factly: “They won’t pay any attention to me, but before I start firing people, I’m hoping you can get through to them.” The reps didn’t want to be there. It was a hostile audience

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32:04

Make Your Website Work As Hard As Your Sales Team

Sales Gravy: Jeb Blount ·

2025/02/06

Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exercise, and how to build and how to maximize website performance for consistent sales growth. If your site isn’t converting visitors into customers, it’s

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12:27

How to Sell to My Customer When They Need to Sell to...

Sales Gravy: Jeb Blount ·

2025/02/04

Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first.In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep

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424 results

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