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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

15:44

Building Pipeline From Zero as a First Time Sales...

Sales Gravy: Jeb Blount ·

2025/09/30

Here's a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there's zero technology, no tools, and absolutely no data resources available?That's the challenge Matthew Russell brought to the table, and it's a scenario that's far more common than you'd think. Companies transitioning from founder-led sales often throw their first sales hire into the deep end with nothing but a laptop and a "good luck" pat on the back. If you're

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9:10

Thinking Time (Money Monday)

Sales Gravy: Jeb Blount ·

2025/09/29

Cicero once said, "Cultivation of the mind is as necessary as food to the body."Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing creative solutions that solve their problems – that's your winning edge. In a profession where you need to outwit and out maneuver your competitors in order to win, your ability to think, to truly contemplate and reflect, might be the most underutilized competitive advantage in your sales

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16:09

How a Poor Sales Meeting Strategy Kills Win Rates

Sales Gravy: Jeb Blount ·

2025/09/25

Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-generated talking points, thinking preparation is about having more material. But while they’re busy organizing, their prospects are mentally checking out—and the meeting hasn’t even started. Lee Salz, bestselling author and founder of Sales Architects, has observed this pattern for decades. "If you want to win more deals at the prices you want, you need

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11:33

How to Start Using AI in Sales (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/09/23

You know AI is transforming sales, everyone's talking about it, but you're still staring at ChatGPT like it's some mysterious black box, wondering what magical question you should type in first. That's the reality for most salespeople even now. They know they need to embrace AI, they've heard the success stories, but they're paralyzed by the complexity and overwhelmed by the options. If you're nodding your head right now, you're not alone. The biggest barrier to AI adoption isn't technical—it's

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9:18

Welcome to Grind Season (Money Monday)

Sales Gravy: Jeb Blount ·

2025/09/21

Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end your year strong, hit your income goals, make it to the winner's circle at President's Club, and start next year with a full pipeline OR wallow in mediocrity, miss your number, and damage your career. Write Your Sales Comeback Story If you're ahead of your goals, this is your time to build an

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38:20

How to Uncover Untapped Markets Before Your...

Sales Gravy: Jeb Blount ·

2025/09/18

Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competitors don’t take seriously—or don’t even notice. They’re wide open, and they reward the salespeople willing to do the work. On the Sales Gravy Podcast, I spoke with Nicholas Lalla, an economic development expert who helped bring more than $200 million of investment into a market everyone else had written

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14:00

Sales Prospecting Sequences and ZoomInfo: Buy or Die...

Sales Gravy: Jeb Blount ·

2025/09/16

Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities with annoying prospecting sequences?That's exactly what Angie Anderson asked during a recent Ask Jeb session, and it's a problem that's plaguing salespeople everywhere. Angie subscribes to the buy or die mentality but doesn't want to destroy her odds of winning in the future by becoming the prospect's worst nightmare. If you're nodding your head right

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12:21

How Charlie Kirk Disagreed Is More Important Than...

Sales Gravy: Jeb Blount ·

2025/09/15

I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an amazing group of young salespeople with wide-open minds, I learned that Charlie Kirk had been assassinated. It disturbed me deeply and I feel compelled to deliver this message. The Assassination That Shook America On Sept. 10, 2025, Charlie Kirk was fatally shot while addressing an audience at Utah Valley University in

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37:29

The One-Question Revolution That Transforms Sales...

Sales Gravy: Jeb Blount ·

2025/09/11

What if one simple discovery question could close your next big deal?Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee talked, debated, and worked their way toward their own clarity. By the end of the call, they had essentially closed the deal for me. I barely said a word. That’s not a fairy tale—it happened. And it proves why most sales discovery fails: reps focus on their checklist and pitch instead of helping the buyer gain

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20:23

How Emotional Regulation Impacts Sales Performance...

Sales Gravy: Jeb Blount ·

2025/09/09

Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they're still underperforming because they can't regulate their emotions under pressure?That's exactly what Natalie Brooks from Charlotte discovered when she noticed how drastically emotions were impacting her team's performance during tough selling days. Meanwhile, salespeople like Jordan from San Diego are making decisions they later

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32:29

How to Turn Podcast Interviews Into a Sales Lead Machine

Sales Gravy: Jeb Blount ·

2025/09/04

While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They've discovered how to stop chasing and start attracting, all by generating warm leads through podcast interviews. Not by starting their own shows, but by treating every podcast appearance as a lead generation machine built on conversation and credibility. As Molly Ruland, CEO of Heartcast Media, puts it, "You don't need a hundred new clients tomorrow

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9:17

How to Overcome Sales Burnout and Stop Crashing...

Sales Gravy: Jeb Blount ·

2025/09/02

A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between appointments, and by 2 p.m., you're mentally checked out, struggling to focus on that critical prospect meeting. That's the reality facing Angela Mendez from Austin and Marcus Taylor from Denver. Angela's crashing every afternoon when she skips meals or eats on the go. Marcus is burning out fast, juggling a packed pipeline and

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22:31

5 Sales Leadership Skills You Can’t Fake

Sales Gravy: Jeb Blount ·

2025/08/29

Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales Trainer, puts it on this episode of the Sales Gravy Podcast:"You have to model the behaviors that you want your team to live out. When you model those, you get a lot of credibility. You have respect. You have influence.” In today's hyper-competitive sales environment, your team

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18:31

5 Ways to Stop Sales Territory Disputes From...

Sales Gravy: Jeb Blount ·

2025/08/26

Here's a question about sales territory disputes that'll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over who owns what?That's the exact predicament faced by Kayla Lujan, VP of Sales at Down to Earth Landscape and Irrigation, in Orlando, Florida. Her team manages defined territories, but their business model creates inevitable crossover with HOA managers who oversee multiple properties

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39:45

Stop Mistaking Sales Activity Motion For Pipeline...

Sales Gravy: Jeb Blount ·

2025/08/22

Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing, and by the end of the day, you’re drained. But your numbers aren’t moving. You’re not gaining ground; you’re just driving in circles. As Ron Karr, author of Velocity Mindset, says, the difference between amateurs and top performers isn’t how fast they move, but whether they’re moving with a

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20:43

Why Cultural Intelligence Beats Language Skills in...

Sales Gravy: Jeb Blount ·

2025/08/20

Here's a question that'll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you're the obvious American outsider who barely speaks their language?That's exactly what Spencer Birmingham from Arkansas faced when he called into Ask Jeb. Fresh out of college with a marketing degree and an internship at International Paper under his belt, Spencer was heading to Spain for eight months as a language teaching

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34:49

3 Account Expansion Habits of Top-Performing Account...

Sales Gravy: Jeb Blount ·

2025/08/14

In today's economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to show measurable value while driving growth.Reva Pellerin, the #1 enterprise account manager at Vidyard, puts it bluntly: "If you simply renew your book of business at 100%, that's not your target. Your target is to grow the customer base." The best account managers aren't just order-takers

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18:15

Overcoming Call Reluctance: How to Stop the Mental...

Sales Gravy: Jeb Blount ·

2025/08/12

Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it's time to pick up the phone. They're paralyzed by one simple fear: interrupting a prospect's day.That's exactly what Kurt Roberts from Richmond, Virginia, brought to the table. Kurt's problem wasn't about not knowing what to say or how to pitch—it was the mental block around the very idea of interruption. He hated being interrupted by low-quality sales calls himself. And even though 99% of the time

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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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436 results

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