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. 16h ago

    Jeb Blount’s Prospecting System: Why You Call Your A List First (Ask Jeb)

    If you can’t figure out who makes the buying decision, every cold call starts with a guess. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO? Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list. What You’ll Learn: How to find the decision maker when job titles don’t tell you who buysHow to get the gatekeeper to give you the contact you need within the organizationWhy separating prospecting time from research time protects your call blocksHow to sort prospects into A, B, C, and D lists so every call has a clear goalHow to build qualifiers that tell you when a lead is ready for an appointmentWhy multithreading matters in complex salesHow to use AI tools to help you build a local prospecting list in minutesHow to build an ideal customer profile with your team to stop setting unqualified appointmentsWhy every new piece of information counts as a win for SDRs and BDRs- Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills 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

    Jeb Blount’s Prospecting System: Why You Call Your A List First (Ask Jeb)

  2. 2d ago

    9 Door-to-Door Prospecting Tips (Money Monday)

    Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch into a conversation to handling objections without arguing and turning a quick doorstep chat into a scheduled follow-up. 👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide 📖 Purchase Jeb Blount's new 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

    9 Door-to-Door Prospecting Tips (Money Monday)

  3. 5d ago

    If There’s No Next Step, There’s No Deal

    Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review. 👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 💻 Enroll in Sales Gravy University Courses with Jessica Stokes 🔗 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

    If There’s No Next Step, There’s No Deal

  4. Oct 14

    The Cold Call Opener That Books More Appointments (Ask Jeb)

    What should you say on a cold call to book the appointment? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Ryan, a real estate agent in Brooklyn, New York, who prospects expired listings and FSBOs and wants to know how to structure his because statement to land more meetings. Jeb’s advice is to get direct. An expired listing came off the market because it didn’t sell, so call it like it is, lead with the value you bring, and ask for the meeting with a specific time. When getting in front of the seller wins you the listing most of the time, the call has one job: book that meeting. What You’ll Learn: How to write a because statement that books appointments on cold callsWhy passive openers and permission-based questions invite objectionsHow to use the prospecting pyramid to organize your call listWhy FSBO prospecting is a relationship you nurture until the seller is readyWhy in-person meetings convert better than phone conversationsHow to ask for the appointment assumptively- Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills 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

    The Cold Call Opener That Books More Appointments (Ask Jeb)

  5. Oct 12

    The Relentless Pursuit of Yes (Money Monday)

    Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most. 👉 Download Our Free Playbook for Selling to the Four Types of Buyers 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 🔗 Follow us 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

    The Relentless Pursuit of Yes (Money Monday)

  6. Oct 9

    What Should Be on a Sales Call Scorecard?

    Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 27-point sales call scorecard. Every criterion was valid, but the list was too long to remember, so the coaching never stuck. Jonny, founder and CEO of BridgeSelling and author of Fix Your Broken Sales Calls, joins Jeb Blount Jr. to break down how to rebuild the scorecard from your own calls. The moves that close deals are already in your best reps’ calls, waiting to be written down. 👉 Download the free 7 Steps to Building Effective Prospecting Sequences 📚 Learn how Sales Gravy can transform your sales organization 🔗  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

    What Should Be on a Sales Call Scorecard?

  7. Oct 7

    What Every New Salesperson Needs to Know to Succeed in Their First Year (Ask Jeb)

    Starting a sales career is hard, and the first year will test your confidence before it rewards your effort. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year one of his sales career over again, what would he tell himself? His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today. What You'll Learn: What to focus on in your first year in sales to avoid early burnoutWhy it takes months for a new sales rep to see resultsHow to set process goals that keep you focused on daily prospecting activity instead of quota anxietyHow to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindsetWhy career changers need to stop projecting past experience onto a new sales roleHow to build a sales pipeline one meaningful conversation at a timeWhat golf legend Ben Hogan's advice on process over outcome teaches salespeopleWhy following your sales manager's system pays off even when your instincts push back- Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills 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

    What Every New Salesperson Needs to Know to Succeed in Their First Year (Ask Jeb)

  8. Oct 5

    Sacrifice What You Want Now for What You Want Most (Money Monday)

    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 Duff Tucker's courses on Sales Gravy University 🔗 Follow us 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

    Sacrifice What You Want Now for What You Want Most (Money Monday)
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Hosts & Guests

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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
    537
  • Rating
    Clean
  • Copyright
    © 2026 Jeb Blount International, LLC, All Rights Reserved
  • Show Website
    Sales Gravy: Jeb Blount

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