Sales Gravy: Jeb Blount

Jeb Blount
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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. 1d ago

    Measure What Matters: The 5 Numbers Driving Your Quota (Money Monday)

    Most salespeople know their quota. Far fewer know what’s driving it. In this episode, Duff Tucker walks through the five numbers that tell you whether you’ll hit your goal, starting with the sales math behind how much pipeline you really need. He calls out the busy days that feel productive and produce nothing, and the “great opportunity” you’re still waiting to hear back on. Duff has a name for that one: a hope. Watch these five numbers, and month-end stops being a surprise. 👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 💻 Check out Duff Tucker's courses on Sales Gravy University Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    Measure What Matters: The 5 Numbers Driving Your Quota (Money Monday)

  2. 4d ago

    Does Your Prospect Think You Roll Back Odometers?

    Paul Watts spent years as an engineer before moving into sales, and he can still hear his mom’s heart break when he told her. Now the founder of Base Over Apex, he sits down with Jeb Blount Jr. to talk about why buyers expect the worst from salespeople and what the best reps do differently. They get into why a smaller deal on net 30 can beat a bigger one on net 90, how knowing margin from markup keeps you from discounting, and what to ask yourself mid-meeting when your message stops landing. 👉 Download our free guide on how to sell to the four types of buyers 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 🎥 Check out our YouTube Channel! Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    Does Your Prospect Think You Roll Back Odometers?

  3. 6d ago

    How to Avoid the Instant Hang Up on Cold Calls (Ask Jeb)

    Why do prospects hang up on your cold calls before you can even explain why you’re calling? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard. Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours. What You’ll Learn: What a realistic cold call to appointment conversion rate is and how to track yoursHow to stop getting hung up on in the first few seconds of a cold callHow to write a because statement that gives prospects a relevant reason to meet with youWhy leading with your expertise sounds more confident than leading with the prospect’s problemWhat belongs on a prospecting call and what to save for the discovery meetingHow to A/B test your cold call opener to find what worksHow to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notesWhen and how to use video in your prospecting sequenceJeb’s recommended Money Monday episodes for resilience and bouncing back after a tough prospecting day Resources Mentioned: George Foreman’s Masterclass on Resilience (Money Monday): Listen hereFailure is Not Permanent (Money Monday): Listen hereScottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here- Submit your question: salesgravy.com/ask Purchase Fanatical Prospecting by Jeb Blount: https://a.co/d/0ahxYEgV Grab your tickets for OutBound Conference Follow Jeb Blount on LinkedIn Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    How to Avoid the Instant Hang Up on Cold Calls (Ask Jeb)

  4. Nov 2

    When the Phone Weighs a Thousand Pounds (Money Monday)

    You pull up the next number and start talking yourself out of it: “I’m going to bother them. I’ll sound salesy.” Suddenly, the phone weighs a thousand pounds. If you’re waiting to feel confident before you dial, Jessica Stokes says you have it backwards. Confidence comes from repetition. She shows you how to build momentum with warmer contacts, when email and LinkedIn become hiding places, and why a 15-minute daily challenge beats waiting until you feel ready. 👉 Download our free Cold Calling Guide with 25 Scripts to Ask for an Appointment 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 💻 Enroll in Sales Gravy University Courses with Jessica Stokes Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    When the Phone Weighs a Thousand Pounds (Money Monday)

  5. Oct 30

    AI Just Made Your CRM Problem Worse

    Your CRM was already a mess. Now every tool in your stack wants to switch on its own AI agent, and all of them are running on bad data. Jeb Blount Jr. sits down with Jayant Umrani and Steve Keck of Bolt.today to break down what CRM optimization looks like when AI moves this fast, and why the fix starts with the reps who actually use the system. 👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 🎥 Watch the full video on YouTube Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    AI Just Made Your CRM Problem Worse

  6. Oct 28

    Losing Deals to Your Competitor? How to Break the Status Quo (Ask Jeb)

    When every product in your market looks the same, the only way you win is for your competitor to lose. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year sales veteran who moved from TV into digital advertising and has watched three deals in a row end with the prospect sticking with their current provider. Jeb’s advice starts with the sales process. The buyer’s emotional experience is the most consistent predictor of whether you win, so stop fixating on the close and look at how you run discovery, how many commitments you ask for, and whether you can drive a wedge between the prospect and the incumbent. Sometimes the right move is to walk away before you hand your competitor your proposal. If you sell in a crowded market and keep losing to the incumbent, this episode will help you lay the groundwork for competitive displacement. What You’ll Learn: Why prospects stick with the status quo and what to do when you keep losing deals to no decisionHow to compete in a commoditized market where every company and product looks the sameThe five decisions buyers make before they choose to work with youWhy past customers, including accounts other reps once handled, are the best place to start prospectingHow adding steps to your sales process builds buyer commitment through the investment effectWhy sending your detailed proposal too early can give the incumbent vendor everything they need to keep the accountHow to find out if a prospect is willing to changeHow to ask discovery questions that help prospects realize their current vendor is taking them for grantedWhen to walk away from a deal and focus your pipeline on high-probability opportunities- Submit your question: salesgravy.com/ask Purchase People Buy You by Jeb Blount: https://a.co/d/0eETyHhc Grab your tickets for OutBound Conference Follow Jeb Blount on LinkedIn Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    Losing Deals to Your Competitor? How to Break the Status Quo (Ask Jeb)

  7. Oct 26

    5 Top-of-Mind Touches That Beat “Just Checking In” (Money Monday)

    Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending. 👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide 📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills 💻 Check out Duff Tucker's courses on Sales Gravy University Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    5 Top-of-Mind Touches That Beat “Just Checking In” (Money Monday)

  8. Oct 23

    Uncover Pain Your Buyers Don’t Know They Have with Marcus Chan

    Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask instead, the ones that tie a problem to real consequences and lead buyers to discover latent pain on their own. Marcus walks through an oil change story every rep will recognize and explains how this shift helped his SMB team grow average deal size roughly fourfold. 👉 Download our Free Playbook for Understanding the Four Buyer Styles 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 🔗 Watch the full episode on YouTube! Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    Uncover Pain Your Buyers Don’t Know They Have with Marcus Chan
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4.7
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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
    545
  • Rating
    Clean
  • Copyright
    © 2026 Jeb Blount International, LLC, All Rights Reserved
  • Show Website
    Sales Gravy: Jeb Blount

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