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PODCAST

Sales Gravy: Jeb Blount

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.

business careers

All Episodes

14:55

How to Save Neglected Accounts Before They Disappear...

Sales Gravy: Jeb Blount ·

2026/01/20

Here’s a question that’ll make your head spin: You just inherited 50 neglected accounts, and your customers feel taken for granted. How do you reposition yourself as a high-value partner instead of just another transactional vendor who’s about to disappoint them?That’s the question posed by Scott Northway, and it’s one of the most common challenges I see in sales today. A new account manager takes over, inherits a book of business that’s been ignored, and now has

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14:28

Where Confidence Comes From and Why it Matters in...

Sales Gravy: Jeb Blount ·

2026/01/19

Have you ever gone into a closing meeting, a sales presentation, or even a prospecting call with total confidence? That mindset and feeling that everything’s going to go your way, that nothing can go wrong, that you’re absolutely going to win? I’ve been there. I know you have too. It’s one of the greatest feelings ever. But let’s juxtapose that against going into a meeting feeling insecure, where your focus is on everything that could go wrong versus everything that

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43:24

Turn Boring Sales Pitches Into Conversations That Close

Sales Gravy: Jeb Blount ·

2026/01/15

You are on slide 34 when the CFO’s phone buzzes. She glances down. The VP to her left is nodding, but you can tell he checked out ten minutes ago. You know this pitch cold. You have rehearsed it. You built the deck. You covered every feature, every capability, every objection. And still, you are dying up there.You spent weeks on this presentation. None of it matters because everyone in that room has already sat through the same pitch from three other vendors this month. “Pitching sucks,” says

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4:57

Why Great Salespeople Are Great Listeners (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/01/13

Here's a question I get asked all the time: What's the single biggest misconception holding salespeople back?That question came from a room full of college students at BYU-Idaho, ages 19 to 24, all exploring sales careers. And my answer is the same whether you're just starting out or you've been in the game for decades. The biggest lie about selling is this: Good salespeople have the gift of gab. You know the stereotype. The smooth talker. The fast-talking closer. The person who can talk their way

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8:42

Your Calendar Is Lying About Why You’re Not...

Sales Gravy: Jeb Blount ·

2026/01/12

You declined another prospecting block today, didn't you? That internal meeting popped up. Someone needed "just five minutes." Your CRM screamed for attention. Before you knew it, another day passed without a single cold call, without one new connection request, without moving the needle on your pipeline. But hey, at least your calendar looked impressively full. Here's what nobody wants to admit: your jam-packed calendar isn't proof that you're too busy to prospect. It's proof you've made

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34:18

Why Sales Professionals Fail at New Year’s Fitness...

Sales Gravy: Jeb Blount ·

2026/01/08

Are your fitness goals realistic for the life of a busy sales professional?"I find that a lot of sales leaders I work with are operating at about 110% capacity. So when we're talking about tackling health and fitness, we have to really understand what is going to be the few habits that are really easy to do and have the biggest bang for buck." That's Josh Hulsebosch, a fitness coach who specializes in working with sales professionals, speaking on the Sales Gravy podcast. His observation cuts

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7:11

Build Your Personal Brand Without Conflicting With...

Sales Gravy: Jeb Blount ·

2026/01/06

Here's a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company's toes?That's the question Taylor Deadrick asked me during a recent live event. Taylor works for Insperity (a fantastic company that handles all our HR and payroll at Sales Gravy, by the way), and she wanted to know how to establish her own brand while staying aligned with her employer. If you've ever felt this tension, you're not alone. The fear of conflicting with your

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10:24

How to Set Sales Goals That Actually Stick: From...

Sales Gravy: Jeb Blount ·

2026/01/05

This Money Monday Sales Gravy podcast episode is special because it kicks off our 20th season! It’s hard to believe that we’ve been producing the Sales Gravy continuously for 20 years. Over the last 20 years, thanks to you—our incredible audience—we’ve consistently ranked as the #1 most listened to sales podcast in markets all over the world. I remember my first podcast episode all those years ago, produced with a microphone I bought at Guitar Center and recorded under a blanket for sound

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37:14

The 4-Step Fix for Sales Goals That Always Fall Short

Sales Gravy: Jeb Blount ·

2026/01/02

Do you plan to hit your sales goals, or just hope you will?You set goals in January. By March, they are forgotten. It's because most salespeople confuse wanting something with planning for it. “I want to close more deals this year.” That is not a goal. That is a wish. “I want to be better at prospecting.” Still not a goal. Just a vague intention that leads nowhere. Real sales goals require a system. Not motivation. Not inspiration. A repeatable process that turns big numbers into daily actions

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14:43

How to Negotiate Sales Compensation Without Burning...

Sales Gravy: Jeb Blount ·

2025/12/30

Here's a question that keeps salespeople up at night: How do you ask for more compensation when you're getting competitive external job offers without sounding like you're issuing an ultimatum?That's the question posed by Brady from Arkansas. Brady's been getting legitimate job offers from recruiters, and he's wondering how to leverage these opportunities into better compensation at his current company without burning bridges or coming across as disloyal. If you've ever found yourself in this

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9:19

The $1 Billion Sales Psychology Mistake: Why Selling...

Sales Gravy: Jeb Blount ·

2025/12/29

Is your sales strategy built around how buyers should behave—or how they actually behave? Imagine walking into a store and seeing a shirt for $50. Fine. Unremarkable. You might buy it, you might not. Now imagine seeing that same shirt with a tag that reads: $100 NOW $50. Suddenly, you're interested. You found a deal. You beat the system. You're a hero. Same price. Same shirt. Completely different emotional response. That psychological gap between logic and emotion cost JCPenney roughly $1 billion

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37:18

4 Ways Top Performers Stay Motivated and Close More...

Sales Gravy: Jeb Blount ·

2025/12/26

How Do Top Performers Stay Motivated When Sales Gets Hard?You know the feeling when you close a big deal. The rush. The quiet satisfaction of updating your pipeline. Maybe a quick high-five with your manager. And then, almost immediately, it fades. You’re back to cold calls that go unanswered, emails that disappear into inboxes, and prospects who promised they were interested suddenly going silent. In sales, rejection isn’t a side effect of the job. It is the job. That reality is exactly why

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17:19

How to Hit Your Number When Production Can’t Keep Up...

Sales Gravy: Jeb Blount ·

2025/12/23

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce?That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the only salesperson for a small producer, working with limited tools (no proper CRM), and here's the kicker: he could sell a million dollars' worth of product, but production isn't enough to meet that demand. If you're shaking your head thinking this is a

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11:31

How to Move from Regret to Reflection: A Year-End...

Sales Gravy: Jeb Blount ·

2025/12/22

While regret anchors you to past failures, reflection acts as a catalyst for future sales growth. This article and Sales Gravy Money Monday Podcast episode explores how to break the "if-only" loop and provides a step-by-step year-end debrief to help you extract lessons from your wins and losses, ensuring you start the new year with clarity and a proven system for success. Explore: How to get out of your regret loop The power of reflection How reflection creates awareness A system for

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46:53

How to Get More from a Sales Mentor—and Be One Who...

Sales Gravy: Jeb Blount ·

2025/12/18

Why Do So Many Mentorship Relationships Fail Before They Ever Work?“You can't be more committed to somebody’s success than they are.” That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It's a simple statement that cuts through all the noise about mentorship and gets to the heart of why most mentoring relationships fail to deliver results. Sales professionals constantly talk about wanting mentors. They want access

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21:14

Why Rejection Hurts and What To Do About It (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/12/16

Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work upfront to lower the probability of rejection in the first place.That's the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week's episode about handling

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9:38

How to Sell More to Small Businesses Before Year-End:...

Sales Gravy: Jeb Blount ·

2025/12/14

If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product, service, or software in the final weeks of the year can give you the edge you need to get more sales closed. Business Owners are Motivated to Reduce Taxes In the United States, there are millions of SMBs, and the vast majority of these businesses are what we call

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37:11

Stop Worrying About What Your Mom Thinks of Your...

Sales Gravy: Jeb Blount ·

2025/12/11

Is Your LinkedIn Personal Branding Built for Buyers or Bystanders?"Respectfully, you are not my audience." Performance coach Giselle Ugarte said that on a recent episode of the Sales Gravy Podcast, and it might be the most liberating thing you'll hear about LinkedIn personal branding this year. Because somewhere between building your profile and hitting publish on that post, you've started making decisions based on what your college roommate might think. Or your former boss. Or yes, your

en-US

14:27

How to Carry Sales Momentum Through the Holidays and...

Sales Gravy: Jeb Blount ·

2025/12/09

Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December.That's the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week's Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong

en-US

15:34

What Bowling Reveals About Staying Consistent in...

Sales Gravy: Jeb Blount ·

2025/12/07

What Does a Perfect Bowling Game Have in Common With Top-Performing Sales Reps? Walk into a bowling alley on a Friday night, and you’ll see a scene that looks like pure recreation. The crash of pins, the rumble of conversation, the squeak of shoes on the approach. But beneath all that noise is something far more serious: discipline, repetition, emotional control, and the relentless pursuit of mastery. That’s the real game. And it’s the exact game top performers play in sales. Selling rewards

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464 results

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