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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

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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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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436 results

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