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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

8:53

4 Behaviors That Put You on the Top Sales Producer...

Sales Gravy: Jeb Blount ·

2026/03/15

Have you ever had a moment where the answer you were looking for was right in front of you? I’m talking about a giant neon sign moment where you realize that a strategy is working, and the proof is undeniable.Today, I want to share a quick story about an unexpected moment of validation that I recently had, and the valuable lesson that every top sales producer needs to keep front of mind. The Annual Sales Summit That Changed Everything I have a client that I’ve worked with for several

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33:58

How to Know What High Ticket Sales Prospects Actually...

Sales Gravy: Jeb Blount ·

2026/03/12

Morgan Keim, founder of Ocean Ridge Capital, raised over $400 million in venture capital before he turned 35. One of his companies alone pulled in over $300 million pre-revenue—convincing pension funds and VCs to invest hundreds of millions in a company that hadn’t made a single dollar yet.On a recent Sales Gravy podcast, he broke down exactly how he did it. The surprising truth? It had almost nothing to do with the pitch itself. “Your single biggest tools in your toolkit are going to be your

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13:43

When Your Product Is a Commodity, You Are the...

Sales Gravy: Jeb Blount ·

2026/03/10

Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they want to pull is price?That’s the challenge Ash from Chennai, India brought to me on a recent Ask Jeb episode. Ash works as a trader importing textile goods from Asian manufacturers and selling them into Spanish-speaking markets in South America and Spain. No proprietary product. No unique features

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13:55

Why Grind Without Tenacity is Not Enough to Hit Quota...

Sales Gravy: Jeb Blount ·

2026/03/09

You’ve heard people say, “Sales is a grind.” And they’re right. Sales requires relentless effort. You’ve got to make the calls, run the process, deal with internal roadblocks, handle piles of rejection, and show up every day with a smile on your face, ready to do it all over again. But the dirty little secret is that plenty of salespeople push through the grind day after day and still don’t seem to get ahead. They put in the effort and work hard, but get nowhere

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1:13:00

Inside Ramsey Solutions’ Coaching Framework for...

Sales Gravy: Jeb Blount ·

2026/03/05

I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the size of the operation or the fancy building. It was walking into a room where sales reps genuinely wanted to talk to their leader.Most sales floors feel like number factories. Reps avoid their managers. One-on-ones get rescheduled. And everyone wonders why performance stays flat despite “investing in our people.” Sales

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12:46

Hunters vs. Farmers: Why Your Sales Team Stopped...

Sales Gravy: Jeb Blount ·

2026/03/03

Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones?That is the challenge Jeff Velez brought to a recent episode of Ask Jeb. Jeff works in the real estate services industry, where referrals from agents, brokers, and affiliates drive most of the business. Retention matters. Relationships matter. But because there is always natural attrition, his

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13:22

Are You Just Friction With a Friendly Face? An AI...

Sales Gravy: Jeb Blount ·

2026/03/02

I’m going to ask you a question that might sting a little. As a sales professional, are you just friction with a friendly face? Think about it. A whole lot of salespeople are good people. They’re polite, fun to be around, and are good conversationalists. They are good at building relationships and getting along with people. They’re the type of people that buyers say they like. The problem is, those buyers who say that they like them often don’t buy from them. They stall

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38:56

What a Secret Service Interrogator Can Teach You...

Sales Gravy: Jeb Blount ·

2026/02/26

Brad Beeler, author of Tell Me Everything and retired Secret Service agent who has conducted more criminal polygraphs than anyone in the agency’s history, was clearing a house on a search warrant when he came across two dogs: a pitbull and a Chihuahua.His focus locked on the pitbull. The stereotype. The threat. Meanwhile, the Chihuahua circled behind him and jumped up, latching onto him right between the legs while his partner stood there laughing. We assign horns and halos fast. Brad learned

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3 Micro Behaviors That Make You Instantly More...

Sales Gravy: Jeb Blount ·

2026/02/24

Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came down to three simple micro behaviors that most salespeople never bother to master?I was speaking to a group of students and marketing professionals at BYU-Idaho recently, and this question came up in a great way. We were talking about what actually drives buying decisions, and I shared something I believe with every

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11:27

Failure is Not Permanent (Money Monday)

Sales Gravy: Jeb Blount ·

2026/02/23

One of the most vivid memories from my childhood was the day I was bucked off my pony, Macaroni. I was only six years old. We were in an arena where my mother was giving me my very first riding lessons. Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on, and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then, as I finally caught my breath, I started bawling at the shock of being involuntarily dismounted. My mom caught the pony, led

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35:01

Why Commoditized Selling Builds Better Salespeople

Sales Gravy: Jeb Blount ·

2026/02/19

If you’ve only sold sexy products with cool demos and unique features, you’re probably missing the fundamentals that separate good salespeople from great ones. Marcus Chan, CEO of Venli Consulting and recent guest on the Sales Gravy podcast, learned to sell in the trenches of commoditized selling: uniforms, facility services, telecom. Industries where you’re locked in multi-year contract cycles, competing against five other vendors who offer the exact same thing, and selling at two

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16:44

How to Use the Ledge Technique for Sales Objection...

Sales Gravy: Jeb Blount ·

2026/02/17

Here's a question that'll make every salesperson's blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you're not?That's the challenge facing Rick VanNess from Albuquerque, New Mexico. Rick co-founded a company that helps healthcare providers collect on older insurance claims (the ones sitting out 45-90 days that billing departments struggle to get paid). His team augments existing billing

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8:29

Main Character Syndrome: Why Prospects Tune You Out...

Sales Gravy: Jeb Blount ·

2026/02/16

You're at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You're not having a conversation. You're trapped in their monologue. You're annoyed. You tune out. You start looking for the exit. That's exactly how your prospects feel when you make yourself the star of the conversation. What Is Sales Main Character Syndrome? Sales main character syndrome is when you position yourself as the hero instead of your

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43:13

Stone Tablets, Trade Shows, and Telephones: 4,000...

Sales Gravy: Jeb Blount ·

2026/02/12

Imagine that you're so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. That's exactly what a Mesopotamian merchant did in 1750 and made sales history. The merchant was furious because he'd been promised high-grade copper, but the final product was subpar. That angry customer complaint is now sitting in the British Museum, 4,000 years later. The tablet reads: "What do you take me for? That you treat someone like me with

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13:21

How Do You Stop Prospects From No-Showing First Time...

Sales Gravy: Jeb Blount ·

2026/02/10

Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then… your prospect no-shows?That’s the challenge Emily Weissmueller faces every single day. Emily is a former elementary school teacher who pivoted into K-12 edtech sales eleven years ago. She works with special education administrators, and like so many salespeople in 2026, her meetings are primarily

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10:38

Single-Contact Selling is Killing 34% of Your Deals...

Sales Gravy: Jeb Blount ·

2026/02/08

You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you intelligence about the decision-making process. So you’re golden, right? Wrong. One reorganization, one promotion, one departure, and your deal could vanish overnight. Research from LinkedIn Sales Solutions analyzed thousands of enterprise deals and found something most salespeople refuse to believe: sales teams that build

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1:09:22

Why Your Sales Team is Underperforming — Patrick...

Sales Gravy: Jeb Blount ·

2026/02/05

“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.”That’s Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working Genius productivity framework on the Sales Gravy podcast. If you’re leading a sales team, this explains why high performers thrive in some roles and burn out in others. Right now, you probably have high performers who are

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25:07

Why Cold Calling Will Never Die (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/02/03

Here’s a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you’re staring at response rates that are circling the drain?That’s the question Tara asked on a recent episode of Ask Jeb on The Sales Gravy Podcast, and it’s one I hear constantly from SDRs, account executives, and even sales managers who’ve convinced themselves that cold calling is outdated. If you’re nodding along thinking email is the

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10:01

First Month Sales Results Gut Check (Money Monday)

Sales Gravy: Jeb Blount ·

2026/02/02

On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are against our new year goals. Next, we need to take stock of our first month’s sales performance and make adjustments. We’re just a little more than 30 days away from our New Year’s intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition that this year would be our best ever and that we’d make positive lasting changes in our

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22:13

Why Founder-Led Sales Teams Struggle to Scale

Sales Gravy: Jeb Blount ·

2026/01/29

“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it’s not that valuable. It’s actually quite risky.”Chris Spratling, founder of Chalkhill Blue Limited and author of The Exit Roadmap, shared this on a recent episode of the Sales Gravy podcast. He works with business owners preparing to sell their companies, helping them get operations, finances, and sales engines ready for new ownership. That insight cuts straight to the

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447 results

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