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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

9:44

First Month Sales Goals Gut Check

Sales Gravy: Jeb Blount ·

2025/02/02

On this first Monday of the second month of the year, it’s time for a gut check. First we need to check where we are against our new year goals. Next we need to take stock of our first month sales performance and make adjustments. We’re just a little more than 30 days away from our new year intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition that this year would be our best ever and that we’d make positive lasting changes in our lives. It’s Easy to

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36:48

How to Embrace Conflict in Sales feat. Brian Parsley

Sales Gravy: Jeb Blount ·

2025/01/30

Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley.Key Takeaways Conflict Isn’t the Enemy: Whether it’s internal (“me-me”) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness. Self-Awareness Is Critical: Recognize when you’re slipping into negative self-talk or procrastination. Do one uncomfortable thing on

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14:47

How to Motivate Salespeople to Prospect Consistently...

Sales Gravy: Jeb Blount ·

2025/01/28

If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you.In this episode, I answer a question from Paul in Rancho Cucamonga, California, who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently . Then I tackle a follow-up question from a sales leader at one of our live events on how to keep his salespeople motivated to prospect

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8:54

The Hardest Part of Asking is Shutting Up (Money Monday)

Sales Gravy: Jeb Blount ·

2025/01/26

As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear death. This, by the way, is a huge problem in sales because, as a sales professional, it’s your job to go out into the world, find rejection, and bring it

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45:36

Overcoming the Young Leader Gap feat. Markus Neukom

Sales Gravy: Jeb Blount ·

2025/01/23

Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, leaders create environments where individuals and teams can thrive.In this episode of The Sales Gravy Podcast, Keith Lubner is joined by Markus Neukom to delve

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16:53

How to Get CEOs to Answer Cold Calls (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/01/21

Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs. Why Sales Feels Harder Than Ever Let’s

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9:14

Are You Coachable? (Money Monday)

Sales Gravy: Jeb Blount ·

2025/01/19

Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. "Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance. Coachability is an open mindset—being flexible, adaptable, the willingness

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41:35

Coaching Performance on the Sales Floor feat. Charley...

Sales Gravy: Jeb Blount ·

2025/01/16

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership.Key Takeaways: - Team

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19:42

How to Use Data and the Right Tools to Build Your...

Sales Gravy: Jeb Blount ·

2025/01/15

Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don’t really have a plan. You have a wish list. Looking Back at Last Year:

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11:57

How to Fix an Empty Sales Pipeline NOW (Money Monday)

Sales Gravy: Jeb Blount ·

2025/01/12

I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are in this situation and don’t have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year

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51:25

Crafting Resilience in Business feat. Deb Sellinger

Sales Gravy: Jeb Blount ·

2025/01/10

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success.Key Takeaways - Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges. -

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12:02

Prospecting Secrets to Stand Out in a Noisy World...

Sales Gravy: Jeb Blount ·

2025/01/07

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb!I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this

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9:10

You Can Only Control Three Things (Money Monday)

Sales Gravy: Jeb Blount ·

2025/01/05

Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset. Actions You have absolute control over your actions. These are the choices you make about how you spend your

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34:23

10 Trade Show Lead Follow Up Strategies feat. Harriet...

Sales Gravy: Jeb Blount ·

2025/01/02

Discover the secrets to lead follow up and conversion after trade show, conference, and events. On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. Key Takeaways: - Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period,

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12:59

Why Personal Goals are Essential for Sales Discipline...

Sales Gravy: Jeb Blount ·

2024/12/29

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.Personal Goal Buckets When developing personal goals, I break them down into three buckets: To-Have Goals These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether

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28:07

Your 2025 Sales Playbook: Highlights from This Year’s...

Sales Gravy: Jeb Blount ·

2024/12/26

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape.Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and

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11:31

Reflection vs Regret | Money Monday

Sales Gravy: Jeb Blount ·

2024/12/23

For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly.If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by

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48:39

The Art of Outreach: Strategies for Modern Sales...

Sales Gravy: Jeb Blount ·

2024/12/19

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell

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11:47

Sell More With a Personal Business Plan

Sales Gravy: Jeb Blount ·

2024/12/16

Over the past two months the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. We’re not leaving our fate to chance. Our business plan is compass that helps us navigate and stay on track to reach our goals. Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for your

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1:00:15

Connecting with Craft Beer feat. Kirk Richardson

Sales Gravy: Jeb Blount ·

2024/12/12

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon.Key Takeaways: – Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than

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424 results

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