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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

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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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 proclaimings 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 that

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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 for

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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 can't

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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 Unforgettable

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10:20

How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)

Sales Gravy: Jeb Blount ·

2025/10/08

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 why most

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398 results

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