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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

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

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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

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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 ·

2025/10/28

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

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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

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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

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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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10:14

What Surprises Salespeople the Most When They Pick Up...

Sales Gravy: Jeb Blount ·

2025/10/19

I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a customer.” My favorite posts are from salespeople who took this advice, called a customer, and were surprised—even stunned—to discover that their customer actually wanted to talk. It’s more proof that buyers are starving for real, authentic,

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39:16

Building Sales Teams That Actually Want to Show Up

Sales Gravy: Jeb Blount ·

2025/10/16

Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? Randy Wilinski spent 15 years building high-performance sales teams before joining our training team at Sales Gravy. His answer to this question cuts through the usual explanations about territory problems or skill gaps. The real issue? Most sales leaders are managing activity instead of developing people. They're applying pressure instead of addressing the mental blocks

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17:43

How to Train MLM Recruits to Sell Without Sales...

Sales Gravy: Jeb Blount ·

2025/10/14

Here's a question that'll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best? That's the question Andrew Osborne from Pittsburgh brought to me. Andrew works in direct selling and network marketing, specifically health and wellness nutrition supplements. Like most MLM leaders, he's frustrated watching new recruits default to the guru-approved strategy of posting on Instagram and waiting

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8:19

Is AI Coming for Your Sales Job? (Money Monday)

Sales Gravy: Jeb Blount ·

2025/10/13

You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that can do the work of ten humans in half the time. And if you spend too much time reading those headlines, it’s easy to start wondering, What happens to me? What happens to salespeople like us in a world where machines can do almost everything we used to do? AI is Here to Stay You

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20:51

5 Battle-Tested Sales Strategies to Finish the Year...

Sales Gravy: Jeb Blount ·

2025/10/09

The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They've mastered the fundamentals that turn prospects into customers and customers into advocates. If you’re ready to finish the year strong and blow past your quota, these five battle-tested sales strategies from previous podcasts will transform how you sell. 1. Deliver an

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10:20

How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/10/07

How do you prepare your mindset and create the discipline to be effective every single day? That's what Jeff Vellas asked on a recent Ask Jeb episode, and it's the question that separates the pros from the amateurs in sales. Sales is the hardest profession in business. It's the only job where you have to go out and find rejection and bring it home every single day. Every ask you make carries the potential to be rejected at a deep, painful level. That's why we get paid so well. And that's

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10:58

Desperate for Attention in a Noisy Prospecting World...

Sales Gravy: Jeb Blount ·

2025/10/06

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting. In sales, everything rests on putting qualified opportunities in your pipeline. Prospecting is the beginning and the end, alpha and omega. If you don't prospect, you will fail. That is a guaranteed truth. Each and every sales day, you must connect with prospects, engage them in meaningful conversations, and

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37:00

I Got Punched for a Living: Why Cold Calling Isn’t Scary

Sales Gravy: Jeb Blount ·

2025/10/02

Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you're bothering people who don't want to hear from you. Before transitioning into sales, Steve Munn spent nine years as a professional hockey defenseman. As a hockey player, his job was to make life difficult for the other team and absorb whatever they dished back. "Part of it was getting punched in the face," he said on a recent episode of the Sales Gravy

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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

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9:10

Thinking Time (Money Monday)

Sales Gravy: Jeb Blount ·

2025/09/28

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 to win, your ability to think, to truly contemplate and reflect, might be the most underutilized competitive advantage in your sales arsenal. Always

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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

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300 results

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