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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

26:16

Why Being Coachable Isn’t the Same as Being Humble in...

Sales Gravy: Jeb Blount ·

2025/12/04

You’re Coachable, But Are You Truly Humble?You’ve been coachable your entire career. You take feedback, adjust your approach, read books, listen to podcasts, and implement what works. Yet being coachable doesn’t automatically make you humble—and that gap may be costing you more than you realize. Nicolas Restrepo, Senior Vice President of Sales at World Emblem, shared on a recent Sales Gravy Podcast episode: “What advice would I give myself ten years ago? Be humble. There’s a difference between

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14:09

Are You Letting Rejection Control Your Sales Career?...

Sales Gravy: Jeb Blount ·

2025/12/02

Here's a question that'll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing?Of course not. That's insane. But if you're in sales and you let rejection stop you from making calls, booking appointments, and closing deals, that's exactly what you're doing. You're handing over your commission check to fear. That was the powerful insight from Wendy Ramirez, a leading Mexican sales expert and

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12:43

The Linchpin Effect: Making Your Buyers Need You, Not...

Sales Gravy: Jeb Blount ·

2025/11/30

Your prospects know when you're waiting for your turn to talk. They can feel when you're performing instead of partnering. And the moment they sense you're treating them like a transaction, you've already lost the sale, or at least the loyalty that comes after it.The difference between good salespeople and unforgettable ones isn't about closing techniques or fancy proposals. It's about becoming the trusted sales advisor your buyers can't imagine doing business without. It's about evolving from

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35:27

Using Authentic Appreciation to Drive Sales Team Success

Sales Gravy: Jeb Blount ·

2025/11/27

The automated "Great job, team!" email blasted to 47 people at 4:37 PM on a Friday isn’t authentic appreciation. Neither is the generic gift basket ordered by someone in HR who’s never met your top performer, or the corporate recognition program where nobody actually feels valued.These things look like recognition, but your people know the truth: leadership is outsourcing one of the most human tasks—seeing the people who show up every day and make things happen. And your teams feel the

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22:21

How Much Research Should You Do Before a Cold Call...

Sales Gravy: Jeb Blount ·

2025/11/25

Here's a question that'll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?That's the challenge Michael Bricker from West Monroe, Louisiana brought to a recent Ask Jeb episode. Five months into his role at Cantara Networks, a fiber-backed internet provider, Michael was supposed to spend three minutes researching each prospect. Instead, he found himself spending 15 to 30 minutes per call, terrified he'd miss the one critical

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9:19

The Gratitude Advantage: Why an Attitude of Gratitude...

Sales Gravy: Jeb Blount ·

2025/11/24

This is a very special Monday because it's Thanksgiving week here in the United States. This is the week we pause to express gratitude for the people in our lives, for what we've been given, and for what we've accomplished. But gratitude isn't just a feel-good emotion reserved for the holidays. It's also a performance- and life-enhancing routine that can give you sales superpowers. Gratitude Builds a Strong Mindset Sales is a mental game. Your mindset, attitude, and beliefs have more impact on your

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26:12

The AI Account Planning Method That Helped a New AE...

Sales Gravy: Jeb Blount ·

2025/11/20

Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. Each one needs research, a plan, and outreach that doesn't sound like every other cold email clogging their prospect's inbox. Jake McOsker, an account executive at Forrester Research, found himself facing exactly this problem when he moved from BDR to AE. He cracked it by changing how he used AI for account planning. "Rather than taking 10 to 15

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16:23

Beat Sales Call Reluctance and Get Back to Fanatical...

Sales Gravy: Jeb Blount ·

2025/11/19

Here's a question that hits closer to home than most sales reps want to admit: What do you do when you've been away from prospecting for a while and suddenly the call reluctance feels brand new again? That's the situation Dwayne Malmberg from Sugar Land, Texas found himself in. He'd been crushing it in inside sales and appointment setting since the 90s. He was good at it. Really good. But after taking just over two years away from the phones, a new opportunity came along and suddenly he was facing

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10:41

Win on Value, Not Price with The IKEA Effect (Money...

Sales Gravy: Jeb Blount ·

2025/11/17

A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematically wouldn’t fit in my new home. I loved that table, and losing it felt like losing a member of the family. So I started the hunt for a replacement, a piece worthy of its memory. I found a potential candidate at a high-end furniture store: a stunning cherry table. I ran my hand along its smooth, cool surface, picturing it loaded with platters of food,

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26:44

Why Your Best SDRs Burn Out by Month Four — And How...

Sales Gravy: Jeb Blount ·

2025/11/13

To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling. Month two: Still strong. Meetings are getting booked. Dashboard looks good. Month three: Cracks appear. Rejections pile up. But they hang in. Month four: Burnout. The dials drop. The energy’s gone. That superstar you hired 90 days ago is updating their LinkedIn profile—and you know exactly what that means. Now you’re back in hiring mode, your team’s pipeline is

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12:25

Why Customer Experience Beats Price in Automotive...

Sales Gravy: Jeb Blount ·

2025/11/11

Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful. That’s the challenge Brendan Carlington from Mount Pleasant, Michigan brought to me on a recent episode of Ask Jeb. Brendan jumped back into auto sales this year after spending time in other industries and he noticed something big. Traditional sales positions are disappearing. Customers can research everything online, get quotes

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11:09

5 Keys to Outselling the Holidays (Money Monday)

Sales Gravy: Jeb Blount ·

2025/11/09

We are moving into the most dangerous time of year for sales professionals . . . the holidays. From now until the first week of January, you're going to face a perfect storm of distractions, excuses, and temptations that can absolutely destroy your year end number and your first quarter production next year. Sadly, most salespeople don't even see it coming. It’s not until the end of December that they realize they’re in trouble, but by then, it’s too late. The Trouble With the Holidays The trouble

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28:09

The Sales Mindset Lessons from an American Ninja Warrior

Sales Gravy: Jeb Blount ·

2025/11/06

Every salesperson knows that feeling, the one right before the big meeting when confidence wavers and doubt creeps in.Alex Weber knows it, too. He’s one of the few people to go from hosting American Ninja Warrior to competing on the show. When I asked him what separates winners from everyone else on an episode of The Sales Gravy Podcast, he said: “Winners believe they're going to win. You’re not going to win every deal. But even as I say that, I’m never going to let myself actually believe

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17:44

What to Do When You Lose Your Sales Motivation After...

Sales Gravy: Jeb Blount ·

2025/11/04

Here's a question that'll mess with your head: What do you do when you're making seven figures in sales, crushing every goal, and suddenly … you just don't feel the same motivation anymore? That's the question Matthew Feit from Toms River, New Jersey, posed on an Ask Jeb episode. Matthew's living the dream that most salespeople chase their entire careers. He's at the top of his game financially. He's proven everything he set out to prove. And now he's stuck in this weird limbo where the fire that

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8:02

Why Your Rivals Pray You Cut Training—And Why You...

Sales Gravy: Jeb Blount ·

2025/11/03

This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to hit larger quotas. What's the first line item to feel the squeeze? Training and development. It is often incorrectly labeled a 'want' and not a 'need.' We hear leaders say, "It can wait until next quarter," or, "Once we stabilize revenue, we'll invest in the team." This short-sighted thinking doesn’t

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47:20

16 Sales Horror Stories That Prove You’re Not Alone

Sales Gravy: Jeb Blount ·

2025/10/30

Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The customer interaction that went sideways in ways you couldn't predict. The moment you sat in your car afterward in complete silence, questioning every decision that led you to this career.These moments feel intensely personal and isolating. But the truth is, every rep who’s lasted in this profession has been there. On an episode of The Sales Gravy

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20:46

How to Build an Enterprise Sales Strategy for...

Sales Gravy: Jeb Blount ·

2025/10/29

Here's a problem that'll tie you in knots: You've got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with self-insured health plans. But you can't get a single meeting with the people who matter. That's the situation Peter Kleinman from Provo, Utah, finds himself in. As the sales and marketing guy for his dad's startup, he's tasked with landing enterprise clients while juggling full-time classes at

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7:28

How to Turn the Panic Button into a Profit Engine...

Sales Gravy: Jeb Blount ·

2025/10/26

The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in Grovers Mill, New Jersey. Within minutes, panic erupted as citizens fled their homes, convinced Earth was under alien attack. The entire event was fake. It was a perfectly executed radio drama by 23-year-old Orson Welles. Here's the sales lesson tucked into The War of the Worlds sci-fi

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44:40

The Sales Skills That Matter Most When AI Handles...

Sales Gravy: Jeb Blount ·

2025/10/23

AI in sales isn't coming soon. It's already here, and it's quietly separating the salespeople who will thrive from those who won't.On the Sales Gravy Podcast, sales expert and author Victor Antonio shares this quote: "You won't lose your job to AI. You'll lose your job to people who are using AI." While everyone debates whether artificial intelligence will replace salespeople, the real shift is already happening. What you need to know is which parts of your job will still matter when a machine

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18:54

How to Scale a $300K Company to Multi-Million Dollar...

Sales Gravy: Jeb Blount ·

2025/10/21

Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years? That's the challenge facing Greg Hirschi from Colorado. He's the new executive leader of an 18-year-old company selling ethics assessment services to professional licensing boards. They've expanded from an entrepreneurial model to a small team with one salesperson and one customer service representative. The goal is

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464 results

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