Sales Gravy: Jeb Blount

8:49

Sacrifice What You Want Now for What You Want Most...

Sales Gravy: Jeb Blount ·

2026/10/05

Some mornings you wake up ready to prospect. Most mornings you'd rather do anything else. Duff Tucker, filling in for Jeb Blount, explains why that feeling is exactly where freedom starts, and how top performers turn discipline into a pipeline full of options. It all comes back to a core principle: sacrifice what you want now for what you want most.👉 Download our Free Fanatical Prospecting Call Tracking Sheet📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills💻 Check out

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27:15

Before You Hire Another Rep, Look at Your Best One

Sales Gravy: Jeb Blount ·

2026/10/02

Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of

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9:38

Sales Discovery Mistakes That Kill Trust (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/09/30

When prospects won't share their pain, pushing harder only raises the wall. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Laura, who sells advertising in a crowded local market. Jeb explains why pain-focused discovery sounds self-serving and walks through the five decisions buyers make before they give you money.What You'll Learn:Why pain point questions make prospects hold backThe real reasons people buy, from aspiration to ego to brand

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6:56

Don’t Take the Bait on Red Herring Objections (Money...

Sales Gravy: Jeb Blount ·

2026/09/28

Red herring objections are a buyer’s emotional self-protection and can derail a sales call fast. But you can break through them with the right approach. Jeb Blount shares a firsthand example from a software demo his own executive team sat through, showing exactly how a rep got baited into a defensive spiral that killed the deal. Jeb explains that most red herrings are built from a lifetime of bad experiences with salespeople and don’t always signal a deal-breaker. He lays out the discipline required

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50:01

4 Lessons from Our Top Sales Conversations in Q2

Sales Gravy: Jeb Blount ·

2026/09/25

Q2 gave us a lot of great sales conversations. These four taught us the most. Ashley Blount and Jeb Blount Jr. unpack what ties Mark Hunter's take on integrity, a hard-won deal recovery story, tactical language from Jeb Blount for reducing buyer friction, and a leadership lesson on empathy over sympathy. The lesson behind them: the right language, integrity, and mission are what turn conversations into long-term customers.📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills👉

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13:26

How to Know If You're in the Right Sales Job (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/09/23

How do you know if your sales role is right for you? And how do you get better when you're the only rep on the team with no one to learn from?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions from Gabriel, an early-career business development rep in Montreal working at a small startup.Jeb's advice: at the start of your career, you often have to take what you can get and be the best at it, even if it isn't the right fit. As you gain experience, stop

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8:09

Guard Your Golden Hours From Distractions (Money Monday)

Sales Gravy: Jeb Blount ·

2026/09/21

It’s easy to mistake motion for progress. But answering emails, updating the CRM, and sitting in internal meetings don’t generate revenue. In this episode of Money Monday, Jessica Stokes breaks down the concept of Golden Hours, the specific times during the day when prospects are most likely to pick up the phone or respond to outreach. She explains why protecting that time is one of the best revenue-generating decisions you can make in your sales career. Jessica also offers guidance to sales leaders

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19:43

Help People Buy: Tony Morris's Playbook for Breaking...

Sales Gravy: Jeb Blount ·

2026/09/18

Tony Morris wants you to say less so you'll win more. It's his mantra for prospecting. Tony sat down with Jeb Blount Jr. to discuss how he has reframed his process so that he's not focused on being the seller, but on helping people be the buyer. He shares his rule that every month without contact costs you a slice of the relationship, and why he sends prospects books, articles, and webinar links with no ask attached. This approach breaks through buyer resistance more easily and gets you

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9:25

The One Mistake Behind Every Bad Sales Hire (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/09/16

How do you actually know someone can sell before you've hired them, trained them, and found out the hard way?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two hiring questions from Ramesh: how to find and hire the right salespeople, and whether that approach changes for a small company versus a large one.Jeb's answer: he's made the same hiring mistakes every leader makes, even after building a career on turning struggling sales teams around. Hiring is part

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10:55

7 Warning Signs Your Company Needs a Fractional Sales...

Sales Gravy: Jeb Blount ·

2026/09/14

Admitting your company needs sales leadership is one of the hardest calls a founder makes, and one of the smartest. Duff Tucker walks you through seven critical signs that your company has outgrown founder-led sales, from reps getting check-ins instead of real coaching to a forecast that's become a guess instead of a weekly discipline. Duff breaks down what each sign actually looks like and how to spot it in your own company. Showing even one of the seven warning signs is reason enough to

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26:46

How Two Sellers Turned Their Prospecting Calls Into...

Sales Gravy: Jeb Blount ·

2026/09/11

It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Zac, co-founders of the UK sales consultancy We Have a Meeting, sat down with Jeb Blount Jr. to break down this idea, which they discuss in their book, Sales as Therapy. They go over prospecting techniques that uncover real, often personal stakes behind a buying decision. They also discuss two tools that get more guarded prospects to

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12:04

What to Say When a Prospect Says They're Already...

Sales Gravy: Jeb Blount ·

2026/09/09

What do you say when a prospect tells you "we already have someone who does that"? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount tackles this objection with Rob, an outside sales rep who runs into it constantly while prospecting door to door.Jeb's core message: the real problem is who you're talking to. When you lead with an offer like a free quote or free inspection, gatekeepers default to sending you to procurement, and procurement is where your sales dreams go

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5:28

Fix Your Attitude to Fix Your Sales Rut (Money Monday)

Sales Gravy: Jeb Blount ·

2026/09/07

Even the top sales reps can find themselves on the downward side of a spiral. Jeb Blount’s seen it happen many times, because he’s been there himself. Letting yourself fester in a sales rut can affect your attitude, your motivation, your team, and your job. In this episode, Jeb Blount explains how introspection and self-awareness can refocus your mindset and reroute your rut. He shares a time when his investment in himself brought him out of his rut and put him back on top of the team in just three

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34:40

Daniel Disney's Three-Post Formula for Standing Out...

Sales Gravy: Jeb Blount ·

2026/09/04

LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with Jeb Blount Jr. to break down why so many salespeople stay quiet on the one platform where their customers and prospects are logging in daily. Daniel shares his weekly three-post formula that spotlights his team, his customers, and his company. He emphasizes starting your posts with a hook and ending with a reason for people to

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9:19

How to Run a Sales Blitz and Revive Cold Leads (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/09/02

How do you run an effective sales blitz, and what's the fastest way to reconnect with cold leads you've already written off? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb's number one piece of advice for reconnecting with cold leads.Jeb's answer to Chris starts with a simple truth: a blitz on existing customers should take about 30

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6:58

How to Drop the Dread and Cold Call with Confidence...

Sales Gravy: Jeb Blount ·

2026/08/31

Cold calling is the hardest task on your to-do list every single day. But it doesn’t have to be. Start by creating a structured, focused block of time on your calendar every day to make your cold calls. No interruptions, no emails, just picking up the phone and dialing. It’s called the Power Hour, and Sales Gravy’s Master Sales Trainer Sarah Greer explains how to make it more fun. Incorporating things like working with a teammate, building pre-call rituals, and even giving yourself a hype song to

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33:49

Your Sales Team Is Trading Curiosity for AI Shortcuts

Sales Gravy: Jeb Blount ·

2026/08/28

Sales teams are buried under more tools than they can actually use. Jill Guardia calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of expanding it. Jill, SVP of Operations and Chief of Staff at Thought Industries, talks with Ashley Blount and breaks down her three-level framework for winning executive buy-in before building any training program. She also makes the case for slowing discovery down instead of rushing the sales cycle, and digs into why curiosity has

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7:49

Jeb Blount on Why You're Losing Deals to Customer...

Sales Gravy: Jeb Blount ·

2026/08/26

If you're not prospecting because you're too busy putting out customer fires, you have a priorities problem.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Steven in Texas, who lost deals in his pipeline because he was spending too much time servicing existing customers instead of prospecting and closing.Jeb's core message: you can never let go of owning the customer relationship, but you have to let go of owning every customer problem. When you

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7:50

Nobody Sells Alone: Why Team Alignment Builds the...

Sales Gravy: Jeb Blount ·

2026/08/24

Cracks in communication are the fastest way to tank a team sales call. In this episode, Jessica Stokes addresses the common plight of a team sales call: an uncoordinated plan from an unorganized team. Jessica argues that customers evaluate more than the product in these moments. They notice when your sales team can communicate and work together and treat it as a preview of what it looks like to be your customer. She introduces the THRIVE framework as a structure for pre-call planning and post-call

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24:47

How To Speak Your Buyer’s Language in a Noisy Market

Sales Gravy: Jeb Blount ·

2026/08/21

Most B2B messaging fails for one simple reason: it speaks the wrong language. Lisa Dennis has spent over a decade proving that when marketing says one thing, sales says another, and the product team adds a third version, all the buyer hears is noise. Lisa joins Ashley Blount to unpack why account-based marketing keeps underperforming even when the strategy looks solid on paper, and why the fix starts with flipping the entire value proposition on its head. She breaks down the difference between

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