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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

13:47

30 Minutes or Less: How Flawed Sales Incentive...

Sales Gravy: Jeb Blount ·

2025/08/11

In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incentive programs gone wrong. Within months, one brother traded his half of the business for a beat-up Volkswagen, leaving Tom Monaghan alone with his ambitions. By 1965, with three stores under his belt, Tom faced a naming crisis. He couldn't legally keep using the original name, DomiNick's, so an employee suggested "Domino's." The logo? Three dots, one

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31:13

5 Non-Negotiables for New Sales Leaders

Sales Gravy: Jeb Blount ·

2025/08/07

The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker. The top dog. The one everyone pointed to as the example of what a salesperson should be. Finally, you’ve earned the promotion you've been chasing: Sales Manager. The very habits that made you successful as a top-performing rep (moving fast, working independently, and ignoring administrative tasks) can

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13:31

How to Sell Professional Services Without Giving Away...

Sales Gravy: Jeb Blount ·

2025/08/05

Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free?That's the burning question from Laura and Adam, attorneys who are struggling with the classic professional services dilemma. Their intake team and attorneys want to showcase their expertise by giving away everything for free during sales conversations. Meanwhile, they're also trying to figure out what kind of salesperson they need to hire to sell high-value legal

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41:02

Your Multi-Channel Prospecting Blueprint: How Top...

Sales Gravy: Jeb Blount ·

2025/07/31

If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead. "The reality of buying and selling is that everyone has different preferences, and as a salesperson, we need to use as many tools as possible. If you are only making calls or sending emails, you’re missing [prospects] that don’t answer calls or reply to emails," says Daniel Disney, one of the world's leading social

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12:18

Stop Selling from a Script: Why Trust Wins the Close...

Sales Gravy: Jeb Blount ·

2025/07/29

Should you use sales scripts to close more deals?That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's a perfect set of words that'll make prospects say yes every time. Here's my answer: No. Not just no, but hell no. If you're using scripts, you're using a crutch that's actually crippling your ability to build the one thing that closes deals: trust. And worse,

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29:17

4 Strategies to Make Prospects Want What You’re Selling

Sales Gravy: Jeb Blount ·

2025/07/24

You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoralizing, and it's killing your close rate.But what if you didn’t have to push so hard? What if you could create the kind of pull where prospects actually leaned in and said, “How do I get started?” In this episode of the Sales Gravy podcast, high-performance coach Kristin Andree shared her perspective: "If we put ourselves out there and let people know

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14:17

Why Sales Confidence Disappears (And What Actually...

Sales Gravy: Jeb Blount ·

2025/07/22

Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter?That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence. If you're nodding your head right now, you're not alone. Every

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22:59

How Agentic AI Will Amplify Your Sales Team

Sales Gravy: Jeb Blount ·

2025/07/17

Will AI steal your sales team's jobs?It's the question haunting every sales floor conversation and keeping leaders up at night. But here's the crucial insight: The biggest threat to your team’s sales careers lies in misinterpreting AI's role. While the debate rages over robots replacing salespeople, forward-thinking organizations are already embracing "Agentic AI." This isn't your typical automation that just speeds up email sequences. It's a completely different approach that turns AI into your

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11:43

Comp Plan Mistakes That Sabotage Your Sales Team (Ask...

Sales Gravy: Jeb Blount ·

2025/07/15

How can one comp plan mistake sabotage your sales team before they even start? That's the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas workshops, they made the bold decision to transition to a non-attorney sales team. Six weeks later, they're all in on the strategy but hitting a wall on one critical issue: compensation structure. The problem? Like most law firms making this transition, they're stuck in the traditional legal mindset when it

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52:22

The 3-Call Fallacy: Why Most Sales Reps Quit...

Sales Gravy: Jeb Blount ·

2025/07/10

How many times do you actually attempt to reach out to a prospect before you give up?On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.” This common behavior defines The 3-Call Fallacy—the flawed belief that if someone doesn’t respond after a few tries, they’re not interested. It’s

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16:29

What Veteran Sellers Need to Know About Going from...

Sales Gravy: Jeb Blount ·

2025/07/08

Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind.That's the reality Margarita from Dallas discovered when she called into our podcast. She's a seasoned realtor with 20+ years of experience, built her entire business on referrals and warm market relationships, and suddenly realized she needs to master social media to stay competitive. Sound familiar? You're not alone if you're staring at this digital mountain wondering how the hell you're

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22:17

4 Warning Signs You Are Pushing Clients Away

Sales Gravy: Jeb Blount ·

2025/07/03

You think you're being helpful. Your clients think you're being annoying.Early in his career, Justin Goldstein learned this lesson the hard way. He admits, "I thought that picking up the phone and calling a client to talk about almost everything was the right way to go. I personally hate communicating over email. I'd rather just talk to you and figure it out." The reality hit hard: clients viewed his frequent outreach as a burden rather than a benefit. Weekly update calls meant to show

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16:44

How to Stay Emotionally Consistent in Sales—Even on...

Sales Gravy: Jeb Blount ·

2025/07/01

Here's a question that'll keep you up at night: What do you do when your emotions are sabotaging your sales performance?That's the exact challenge posed by Kurt O'Donnell and the sales team from Joyland Roofing in Lancaster County, Pennsylvania. They're crushing it—doing $10 million in revenue with individual reps generating $2 million each—but they identified a critical weakness that could derail their ambitious goal of hitting $100 million in 10 years. Kurt put it perfectly: "We need to

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18:28

5 Game-Changing Sales Insights from Q2 2025

Sales Gravy: Jeb Blount ·

2025/06/27

The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately.1. Focus on Activity, Not Outcomes The Problem: Most sales reps get discouraged when they don't book meetings, causing them to change their approach daily. The Solution: Cynthia Handal, who

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How to Spot Dead Deals Hiding in Your Pipeline Before...

Sales Gravy: Jeb Blount ·

2025/06/24

Here's a question that'll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals?That's the brutal reality I see in sales organizations every single day. Leaders are obsessing over MEDIC, BANT, and other qualification frameworks while their pipelines are stuffed with dead deals that will never close. Meanwhile, their forecasts are consistently wrong, deals keep

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9:52

Why You Need to Become Obsessed With Process Goals...

Sales Gravy: Jeb Blount ·

2025/06/24

Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result. This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes. Most Sellers Obsess Over Outcomes Most salespeople are focused on winning or losing

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Why Building Relationships in Sales Skyrockets Your...

Sales Gravy: Jeb Blount ·

2025/06/20

You know the drill. The quota clock is ticking, the pressure is mounting, and there's that relentless urge for a quick win. Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it.But here's the tough question you need to ask yourself: What if that very pressure is actively sabotaging your long-term success? What if chasing the fast buck is actually costing you the lucrative, lasting relationships that define an

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16:43

Can AI Really Replace Salespeople? (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/06/18

That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals.Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer." If you're losing sleep over this, take a deep breath. The fear is real, but it's also completely misplaced. Here's the brutal truth: AI isn't going

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12:14

Busting the Myth About Natural Sales Talent (Money...

Sales Gravy: Jeb Blount ·

2025/06/16

Is there such a thing as natural sales talent? Are top-level sales professionals born that way? Do they possess a gift from God that powers their ability to close sales? On this Money Monday, I answer these age-old questions.For the Love of the Game When I was 9 years old, after going to the Masters tournament with my Dad, I cut a limb that was shaped like a golf club from a tree, dug holes all over our backyard, and started playing “backyard golf” with a wiffle ball. I loved my little backyard

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52:10

The Alter Ego Advantage of Top Performers

Sales Gravy: Jeb Blount ·

2025/06/12

"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect. If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think. https://www.youtube.com/watch?v=ddjRyIHq6LA The Wisdom That Sounds Ridiculous (Until It Changes

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398 results

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