Sales Gravy: Jeb Blount

Jeb Blount
  • 4.6 (29)
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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.

  1. How to Scale a Sales Organization from the Ground Up (Ask Jeb)

    1d ago

    How to Scale a Sales Organization from the Ground Up (Ask Jeb)

    If your sales organization is new and growing fast, the worst thing you can do is hire more people before you have a system for them to run. In this Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two sharp questions from John, who leads sales for a Catholic nonprofit that is about to double in size through an acquisition. Jeb's core message is clear: slow down, map your system, then scale. Without a documented sales process, every new hire is an expensive experiment. With one, you can bring someone in and get them producing results quickly, which means more resources going back to your mission instead of into onboarding chaos. What You'll Learn: Why documenting your sales process from prospecting through close is the foundation for scalingHow a repeatable, teachable sales system accelerates onboarding and protects your mission's resourcesWhy you should hire salespeople before you hire sales leaders when building a sales team from scratchHow to segment your prospect base by potential to help new reps win fastHow the Rogers Innovation Curve applies to niche markets and what to do when you hit the wall of late adoptersWhy social proof and peer-to-peer influence matter more than brute force prospecting when selling to resistant prospectsHow to use executive-level endorsements as a strategic multiplier when selling into slow-moving organizationsThe role territory segmentation and CRM tools play in setting your team up for consistent execution Whether you sell into churches, nonprofits, or any niche market with distinct adoption patterns, this episode gives you a practical roadmap for sustainable sales growth. Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills Download our FREE Prospecting Call Tracking Sheet Follow Jeb Blount on LinkedIn Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    10 min
  2. Stop Treating Every Prospect the Same (Money Monday)

    3d ago

    Stop Treating Every Prospect the Same (Money Monday)

    Most salespeople stay busy but struggle to produce consistent results. The reason usually comes down to one thing: they treat every prospect the same. In this Money Monday, Sales Gravy master sales trainer Duff Tucker breaks down a three-variable prospecting framework built around lead temperature, sales cycle timing, and deal size. These three lenses help you decide who deserves immediate action, who needs nurturing, and who belongs in automation. 🎥 Check out Duff Tucker's courses on Sales Gravy University 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    7 min
  3. Your Sellers Don't Trust You Enough to Tell You the Truth

    6d ago

    Your Sellers Don't Trust You Enough to Tell You the Truth

    Sellers often know a deal is falling apart before their leader does, so why do so many stay quiet about it? Helen Fanucci joins Jeb Jr. to unpack what that silence reveals about trust on a sales team, and why forecasts fall apart for reasons that have nothing to do with the numbers. They get into why buyers are harder to win over than ever, why AI is making the trust problem worse, and what leaders unknowingly do that keeps their sellers from speaking up. Helen also previews her session at this year's Outbound Conference, focused on building high-performing sales teams and retaining top talent. 🎟️ Grab your tickets for OutBound Conference 📝 Download the FREE Guide on How to Find a Sales Coach 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    17 min
  4. AI Can't Replace Your Sales Team (Ask Jeb)

    Jun 17

    AI Can't Replace Your Sales Team (Ask Jeb)

    Should we remove humans from sales? Shakaib Arsalan, CTO of a software company in Pakistan, comes to Jeb Blount with a question straight from the boardroom: his CEO wants to go fully humanless in sales by replacing the sales team with AI agents. Jeb breaks down exactly why that strategy is likely to backfire, what AI can and cannot do in a sales process, and how to think about the right balance between automation and human connection. What You'll Learn: Why fully automated outbound sales is ineffective and dangerous to your pipelineThe difference between low-complexity and high-complexity sales and how each requires a different approachHow AI slop is actively destroying email as a sales channel and what happens when buyers catch onHow to use AI to enhance your salespeople rather than replace themHow to handle cross-cultural selling challenges when your team is calling into the US from another regionWhy empathy, pacing, and authenticity matter when building trust across cultures Jeb also gives Shakaib straight advice on the trust gap that salespeople in South Asia and the Middle East often face when selling to US buyers, including what actually moves the needle and what tends to make it worse. Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills Download our FREE Prospecting Call Tracking Sheet Follow Jeb Blount on LinkedIn Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    15 min
  5. Field Sales Teams Lost Their Edge After The Pandemic (Money Monday)

    Jun 15

    Field Sales Teams Lost Their Edge After The Pandemic (Money Monday)

    Brad Adams, senior master sales trainer at Sales Gravy, delivers a straight talk on one of the most overlooked problems in field sales today. During the pandemic, field reps were forced to prospect and manage clients virtually — and many had their best years ever. Now that in-person is back, most have abandoned those tools entirely and returned to burning hours behind the wheel. Brad breaks down why that shift is costing field sellers more than they realize, and how blending virtual and in-person communication strategically is the difference between reps who dominate their territory and those who just drive through it. 🎥 Check out Brad Adam's courses on Sales Gravy University 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    12 min
  6. The Most Famous Sales Pitches in History Had No Slides with Danny Fontaine

    Jun 12

    The Most Famous Sales Pitches in History Had No Slides with Danny Fontaine

    Most salespeople think a great pitch means a polished deck and a well-rehearsed script. Danny Fontaine, author of Pitch, is back on the Sales Gravy Podcast, joining Jeb Blount Jr. to walk through some of the most persuasive pitches in history, none of which involved a single slide. From Elisha Otis dropping an elevator three stories at the 1853 World's Fair to Cleopatra smuggling herself into Julius Caesar's chambers rolled inside a carpet, Danny unpacks what actually makes a pitch land: show don't tell, pattern interruption, sensory immersion, and putting the prospect at the center of the story. If your pitches are getting lost in a sea of sameness, this episode will change how you think about walking into a room. Learn more about Danny Fontaine Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills Download our FREE A.C.E.D. Buyer's Style Guide 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    38 min
  7. Why Your Deals Are Stalling and How to Fix It (Ask Jeb)

    Jun 10

    Why Your Deals Are Stalling and How to Fix It (Ask Jeb)

    Sean sells a family engagement survey tool to public schools and charter systems, and prospecting is not his problem. His deals are moving through the early stages just fine. But somewhere around stage three, things slow down, conversations keep happening, and the deal stops going anywhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount breaks down exactly why this happens and what Sean needs to do differently to get deals moving again. The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right. In this episode: The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against youWhy consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the dealHow to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authorityHow to use micro stories and social proof to reduce fear and build confidence in the buying processThe upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commit If you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration. Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills Download our FREE Prospecting Call Tracking Sheet Follow Jeb Blount on LinkedIn Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    13 min
  8. Why Success Can Be Dangerous: Beating Complacency Before It Costs You (Money Monday)

    Jun 8

    Why Success Can Be Dangerous: Beating Complacency Before It Costs You (Money Monday)

    Success is supposed to be the goal. But for a lot of salespeople, it becomes the thing that unravels everything they built. Once you hit the leaderboard, start crushing your number, and get comfortable, success starts whispering that you've earned a break — that the fundamentals that got you there are optional now. That's where the danger lives. In this Money Monday, Jeb Blount breaks down why comfort and complacency are the natural enemies of sustained success, what elite athletes like Kobe Bryant, Jerry Rice, and Tom Brady understood that most people miss, and how to do an honest success audit so you can find your hunger again before the wheels come off. 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 👉 Download our free Prospecting Call Tracking Sheet 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    9 min
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Hosts & Guests

4.6
out of 5
29 Ratings

About

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.

Information

  • Creator
    Jeb Blount
  • Years Active
    2007 - 2026
  • Episodes
    486
  • Rating
    Clean
  • Copyright
    © 2026 Jeb Blount International, LLC, All Rights Reserved
  • Show Website
    Sales Gravy: Jeb Blount

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