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

    1d ago

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

    3d ago

    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
  3. The Neuroscience of Closing: How to Read Buyer Signals

    6d ago

    The Neuroscience of Closing: How to Read Buyer Signals

    Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestraight, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward. 👉 Purchase Jake Stahl's Book, Own the Room 📚 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

    36 min
  4. How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb)

    Jun 3

    How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb)

    AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them. Jeb breaks down why AI screeners and human gatekeepers have more in common than you think, and exactly what your team needs to say in 15 seconds to earn the callback. In this episode you will learn: Why relevance is the only thing that gets you through any gatekeeper, human or AIHow to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks upWhat to say in 15 seconds or less when you hit an AI screenerWhy your office phone may be the reason your calls are getting flagged as spam, and what to do about itHow to craft a relevance-first opening message for your specific industry and buyer Whether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today. 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

    9 min
  5. Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)

    Jun 1

    Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)

    Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches. 📖 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

    10 min
  6. Stop Letting AI Speak for You on LinkedIn with Daniel Disney

    May 29

    Stop Letting AI Speak for You on LinkedIn with Daniel Disney

    AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting point without losing their voice, why sales leaders need to lead by example on LinkedIn before they can expect results from their teams, and how to build a social selling strategy focused on outcomes instead of activity. If your LinkedIn presence feels like it is on autopilot, this conversation will wake it up.  🎥 Check out Daniel Disney's courses on Sales Gravy University! 📖 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

    30 min
  7. Jeb Blount on Sales Leadership: Keeping Your Team Focused on the Right Opportunities (Ask Jeb)

    May 27

    Jeb Blount on Sales Leadership: Keeping Your Team Focused on the Right Opportunities (Ask Jeb)

    When the market shifts, your salespeople won't shift with it on their own. That's your job as a sales leader. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes questions from two sales leaders navigating some of the most common and costly team management challenges in sales: how to redirect high performers when market conditions change, and how to get a small team to stop chasing easy transactional deals and start closing high-value complex ones. Jeb draws on real experience, including a story from the early days of the pandemic when one of his top performers kept prospecting into a dead market. His answer was simple: go where the money is. But making that shift happen at the team level takes leadership, market awareness, and consistent communication. The second question tackles compensation design, product confidence, and how to use success stories to shift your team's mindset from the path of least resistance to the deals that actually move the needle. In This Episode: Why salespeople won't naturally redirect their targeting when market conditions shiftHow sales leaders can stay ahead of market trends to point their teams in the right directionWhy salespeople default to easy deals and what drives that behaviorHow to fix the risk-reward structure without cutting incentives on bread-and-butter businessBuilding product confidence so your team can go toe-to-toe with complex buyersUsing success stories to motivate teams toward higher-value opportunities Perfect For: Sales leaders managing teams through market shifts or economic uncertaintySales managers with reps who avoid complex or longer-cycle dealsAnyone building or restructuring a sales compensation plan Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and more than a dozen other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and speakers in the world. Have a question for Jeb? Submit it at salesgravy.com/ask Get your tickets to OutBound Conference: outboundconference.com Get your copy of Jeb's new book: 90 Days to Level Up Your Sales Skills Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    15 min
  8. Three Choices with Time (Money Monday)

    May 25

    Three Choices with Time (Money Monday)

    Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose. 📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills 👉 Download our free Time Audit Log! 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

    5 min
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Hosts & Guests

4.7
out of 5
588 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
    480
  • Rating
    Clean
  • Copyright
    © 2026 Jeb Blount International, LLC, All Rights Reserved
  • Show Website
    Sales Gravy: Jeb Blount

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