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PODCAST

Sales Gravy: Jeb Blount

From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.

business careers

All Episodes

9:49

How to Prospect and Lead at the Same Time (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/03/31

Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.You will

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11:55

I Was Coasting in Sales Until a Six-Year-Old Humbled...

Sales Gravy: Jeb Blount ·

2026/03/30

A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.📚 Explore courses from Jeb Blount Jr. on Sales Gravy University.👉 Read the blog! 📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide🔗 Follow us on LinkedIn!

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43:14

Closing the Gap Between Prospecting Activity and Real...

Sales Gravy: Jeb Blount ·

2026/03/26

Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the product you sell, and how to turn daily LinkedIn activity into real pipeline.👉 Read the blog!📝 Download

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14:26

The AI Edge: How to Use Technology Without Losing...

Sales Gravy: Jeb Blount ·

2026/03/24

AI is everywhere. Salespeople are using it every day. But are you using it the right way?Caroline Cutter from Dayton, Ohio calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals?Jeb's answer is going to challenge the way you think about technology in sales.In this episode, Jeb breaks down the three types of salespeople in the AI era, and only one of them wins long term. He

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11:38

Stop Letting Busy Work Steal Your Golden Hours (Money...

Sales Gravy: Jeb Blount ·

2026/03/23

Top-performing sales reps don’t just work hard—they protect their Golden Hours. In this episode, Brad Adams, senior master trainer at Sales Gravy, breaks down the Golden Hours framework and shows how to prioritize high-value activities, stop low-value busy work from stealing your time, and maximize your pipeline every day.📚 Explore courses from Brad Adams on Sales Gravy University.👉 Read the blog!📝 Download our free Time Audit Log.🔗 Follow us on LinkedIn!

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61:54

Building a Sales Culture That Scales Without Breaking...

Sales Gravy: Jeb Blount ·

2026/03/19

Why do even high-performing sales teams plateau or collapse under growth? In this episode, Jeb Blount sits down with Dayna Williams, author of The Diligence Fix, to explore how disciplined leadership, aligned teams, and a resilient sales culture keep revenue organizations from breaking under pressure. Learn the ten dimensions of organizational diligence and practical strategies to build a high-performing, scalable sales culture that drives results.📚 Explore Dayna Williams' courses on Sales

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19:36

Why Your Prospects Are Ghosting Your Meetings (Ask Jeb)

Sales Gravy: Jeb Blount ·

2026/03/17

Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you?That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after quarter, on this week’s episode of Ask Jeb on The Sales Gravy Podcast featuring Will Frattini. Brittany was putting in the work, getting prospects to say yes on the phone, and then sitting alone on Zoom watching the clock tick. If you’ve been there,

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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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