202 episodes

Jeb Blount is the bestselling author of 15 of the most definitive books ever written for the sales profession. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

Sales Gravy: Jeb Blount Jeb Blount

    • Business
    • 4.7 • 435 Ratings

Jeb Blount is the bestselling author of 15 of the most definitive books ever written for the sales profession. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

    Vera Stewart Doesn’t Take No For An Answer | A Story of Persistence

    Vera Stewart Doesn’t Take No For An Answer | A Story of Persistence

    On this episode of the Sales Gravy Podcast, Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a "never take no for an answer" mindset helped her build a business empire.

    Southern Home Cook Turned Nationally Recognized Celebrity Chef

    Vera’s entrepreneurial journey started back in her undergrad days, baking cakes and pies for her chemistry professor just to get a passing grade. After graduating from the University of Georgia (Go Dawgs!) she taught school for four years before starting her family and becoming a stay at home mom. 

    But Vera missed the sense of self-reliance that having an income brought her, and started a catering business out of her home kitchen in Cartersville, Georgia.

    The rest of the story is legendary as she leveraged luck, chance meetings, relentless persistence, and an infectious competitive spirit to build a business empire and nationally known brand in hospitality and cooking.  

    Taking Risks Creates Opportunity for Success

    As her business grew, Vera took advantage of opportunities as they arose. What some might have considered a risk, Vera saw as an area of potential.

    From catering the governor's luncheon, to appearing on Food Network, starting her own TV show, and writing amazing cookbooks, Vera always rose to the challenge, took advantage of every opportunity, and never took no for an answer.

    She was able to climb to the next level again and again at different points in her story because she held on to a simple, but powerful mantra: “All they can do is say no.”

    The VeryVera Show Origin Story

    Through a stroke of luck and the willingness to say yes in the face of uncertainty, Vera landed a spot on Throwdown With Bobby Flay. It was a pivot point that changed everything. 

    Following her appearance with Bobby Flay, a local Augusta, Georgia TV station offered to let Vera record six episodes for her own show. It was an instant hit and she wanted more.

    When she was told that it would take five years to get syndicated, Vera was undaunted. She approached a station in Savannah, GA with a pitch to syndicate her new show. 

    Value First

    Vera pitched her show to WSAV, with a crucial mindset—she led with value and focused on what was in it for them. She demonstrated exactly how she could help them sell more advertising.

    This is how The VeryVera Show landed its first syndicated market. Today, The VeryVera Show is in 40 markets with over 300 episodes to date and has never had a station cancel. 

    Resilience. Tenacity. Adversity.

    Vera's entrepreneurial journey is as inspiring as it is informative. What we can learn from her story is that resilience, tenacity, and the willingness to face adversity are invaluable to paving the way to a successful business or career.

    Sales is a unique profession that affords salespeople the opportunity to essentially work as an entrepreneur within an organization to earn commission.

    In many respects, you are your own boss, call your own shots, and have an incredibly high earning potential compared to other lines of work. The only way to take advantage of that potential is to overcome obstacles, take risks, deal with rejection, and not take no for an answer.

    Sales professionals who adopt an entrepreneurial mindset can leverage their skills, knowledge, and experience to achieve remarkable success. Entrepreneurs are known for their ability to innovate, take risks, and seize opportunities, and salespeople who embody these traits can excel in their careers. Here are five ways that salespeople can harness an entrepreneurial mindset to be successful.

    5 Ways Salespeople Can Harness An Entrepreneurial Spirit to Advance Their Career

    • 1 hr 1 min
    Alexander Zakharin is a Fanatical Prospector

    Alexander Zakharin is a Fanatical Prospector

    On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting.

    Alexander Zakharin's Inspiring Real Estate Journey

    Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world.

    When he had visited NYC a few years before, it was love at first sight as he rode a greyhound bus all the way from Chicago into Midtown West. Drawn to the skyscrapers and beautiful buildings he would later rent and sell, Zakharin took the leap after attending college in the UK and moving back to Russia for work.

    He arrived in the states without a job or a plan and stumbled into real estate by pure chance— with no real estate experience. He had a background in oil and gas that provided him some sales experience, but he’d never sold real estate. He jokes that his first real estate transaction was renting out his apartment in St. Petersburg the day before he left Russia.

    Through a personal connection who rented apartments in Manhattan, Zakharin got an interview as a real estate agent. He then leveraged Fanatical Prospecting, grit, hard work and social media to climb the brutal real estate ladder in New York City.

    Since then, Zakharin has sold over 31 million dollars in real estate proving that anything is possible when you set your mind to it. His astronomical success illustrates how the power of relentless prospecting combined with savvy social media strategies have become keys to success in the real estate market, no matter the economic conditions.

    It Pays To Have An Entrepreneurial Mindset

    Real estate is a highly competitive industry that is constantly influenced by market fluctuations. As a real estate agent, you are essentially your own boss, which means that you have the freedom to control your own earning potential.

    This is ultimately what draws so many people into real estate, but it requires a significant mindset shift. You are responsible for your own success and income. In order to thrive in the real estate industry, you must be self-motivated and highly disciplined with a love for competition.

    As a real estate agent, you work for yourself, and you are a self-employed entity. You earn exactly what you work for, and it’s up to you to make it happen. This was one of the main reasons that Zakharin saw early success in real estate and decided to stay on that path.

    However, it’s important to remember that this success doesn’t come easily. Real estate agents must put in the time and effort to build their network, find leads, and close deals.

    What It Takes To Be Great In Real Estate

    Overwhelmingly, your ticket to success, regardless of what business or vertical you’re in (especially if it’s a service business), is meeting people and making connections. The more you focus on the human side of sales or service, the faster you close deals and the longer you hold onto relationships.

    High performing professionals understand the value of building networks. Likewise, in real estate, the most successful agents are those who focus on the human aspect of their work and prioritize personal connections with potential clients.

    Zakharin explains that the most successful new agents aren't the one with the fanciest Excel sheets or the perfect messaging, they're the ones who aren't afraid to call up people in their network and say, "By the way, I'm doing real estate now. If you're looking to rent or buy, reach out to me."

    Having conversations with people helps any professional gain practical knowledge and experience through...

    • 52 min
    The Keys to Leading a Multi-Generational Sales Team

    The Keys to Leading a Multi-Generational Sales Team

    On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.

    Challenges With Leading Multi-Generational Sales Team

    Leading a multi-generational sales team can be challenging. The differences in values, work styles, communication preferences, and technological competencies will stretch you as a leader. These challenges include:

    Different work values: Different generations may have varying work ethics and priorities, making it difficult to align everyone towards common goals.

    Communication differences: Younger generations may prefer digital communication, while older generations may prefer face-to-face or phone conversations.

    Technological competency: Younger generations may be more familiar with technology and digital tools, while older generations may require additional training and support.

    Different learning styles: Different generations may have different preferences for how they learn and receive information, making it challenging to provide training and development opportunities that accommodate everyone.

    Resistance to change: Some team members may resist new technologies, processes, or ways of working that are introduced to the team.

    To effectively lead a multi-generational sales team, you must adapt to these differences and foster collaboration, communication, and teamwork across generations.

    The Strengths of Multi-Generational Sales Teams

    The good news is that multi-generational sales teams bring a diverse range of skills, perspectives, and experiences to the table. This  leads to numerous strengths over teams that lack this level of diversity.

    Diversity of ideas: Team members from different generations can bring unique perspectives, experiences, and creative approaches to problem-solving and decision-making.

    Range of skills: Different generations bring different skill sets and competencies to the table, such as expertise in different technologies or a deep understanding of traditional sales techniques.

    Mentorship: Older team members can provide mentorship to younger team members, while younger team members can bring help their older team members embrace new ideas and tech.

    Flexibility: A multi-generational sales team can be more flexible and adaptable to changing market conditions, customer needs, and technological innovations.

    Increased customer understanding: Team members from different generations can help the team better understand and connect with customers from different age groups and backgrounds.

    By leveraging the strengths of multi-generational sales teams, you will quickly increase sales and deliver better numbers.

    Seven Keys to Leading and Coaching Multi-Generational Sales Teams

    Leading a multi-generational sales team requires understanding and accommodating the differences and unique strengths of each generation. It can be rewarding, but it's not easy.

    Here are a few tips to effectively lead a multi-generational sales team:

    Communicate effectively: Use clear, concise, and consistent communication to ensure everyone understands their role, goals, and expectations.

    Provide opportunities for development: Offer ongoing training and professional development opportunities to help your team grow and meet their career aspirations.

    Foster a positive work environment: Encourage collaboration, teamwork, and open communication, and celebrate the successes of your team.

    Flexibility in work styles: Recognize and accommodate different w...

    • 35 min
    Living and Loving With Chronic Lyme Disease

    Living and Loving With Chronic Lyme Disease

    On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease.

    Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease.

    You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention is key, and how you can support anyone in your life who is battling a chronic illness.

    Living With Someone Who Has Chronic Lyme Disease

    Living with a loved one who has Chronic Lyme Disease can be emotionally and mentally challenging, as the condition can cause a wide range of symptoms that can affect the person's physical, emotional, and mental well-being. Your loved one may experience depression, anxiety, and irritability as a result of their condition.

    Fred discusses how important it is to be supportive, patience, and understanding. He explains that everyone's experience with Chronic Lyme Disease is different, so it's important to be flexible and open to different approaches to treatment and care.

    One of the most difficult aspects of living with someone who has Chronic Lyme Disease is dealing with the person's ongoing fatigue and pain. These symptoms can make it difficult for the person to perform daily tasks and can also affect their mood and ability to socialize.

    But, as Fred says, where there is love, there is hope.

    What is Lyme Disease

    Lyme disease is an infectious disease caused by a bacteria called Borrelia burgdorferi. It is primarily spread through the bite of infected black-legged ticks, also known as deer ticks. The black-legged tick is found in wooded, brushy, and grassy areas, and when it bites, it can transmit the bacteria to the person.

    The most common early symptoms of Lyme disease include fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. The rash, called erythema migraines (EM), usually appears at the site of the tick bite and can expand to become a large red area.

    Chronic Lyme Disease

    Chronic Lyme disease, also known as post-treatment Lyme disease syndrome (PTLDS), is a condition that can occur after a person has been treated for an initial infection with the bacteria that causes Lyme disease.

    People with PTLDS may continue to experience symptoms, such as fatigue, pain, and cognitive difficulties, long after the bacteria have been cleared from their body. Fred explains that this is why it is difficult and frustrating for people who are living with Chronic Lyme disease to get physicians and loved ones to believe them.

    The cause of PTLDS is not fully understood, but it is thought that it may be related to ongoing inflammation or damage to tissues caused by the initial infection. Some researchers also believe that the bacteria may persist in the body, despite treatment, and continue to cause symptoms.

    Lyme Disease Symptoms

    The symptoms of Lyme disease can vary widely and may be different for each person. The most common symptoms include:

    Erythema migrans (EM) rash: A bull's-eye rash that appears at the site of the tick bite, usually within 3 to 30 days after the tick bite. The rash can expand to become a large red area and may or may not be itchy or painful.

    Flu-like symptoms: fever, chills, fatigue, headache, muscle and joint aches, and swollen lymph nodes.

    Neurological symptoms: difficulty concentrating, memory problems, and headaches. Some people may also experience facial palsy, which is a temporary weakness or drooping of the facial muscles.

    Cardiovascular symptoms: irregular heartbeats, or chest pain.

    • 36 min
    Reality Testing Sales Pipeline Opportunities

    Reality Testing Sales Pipeline Opportunities

    On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much.

    Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It's important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process.

    Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy.

    For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what's in their pipeline. 

    The Problem With Confirmation Bias

    Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one's preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear. 

    With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It's the act of putting on rose colored lenses. 

    For example: When a buyer says, "I might be interested." It is interpreted to mean, "I absolutely want to do business with you."

    Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews.

    Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about - considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions. 

    Empty Pipeline Lead Confirmation Bias 

    Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you'll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts.

    The culprit, in most cases though, is simple: Empty pipelines.

    When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn't meet their win probability standards, they'll walk away.

    In other words, a full pipeline begets clear judgement.

    On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close.

    Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full.

    Focus on Winnable Deals

    This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets.

    • 16 min
    Why You Need to Love Your Sales Team

    Why You Need to Love Your Sales Team

    In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay.

    On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection.

    In this wide ranging discussion on modern sales leadership you'll learn:

    The language of sales coaching

    Why sales leadership is personal

    What you really get paid for as a sales leader

    Tactics for 1-2-1 meetings

    How to approach turn-around situations

    How to prepare for a future sales leadership role

    What to do when you meet your team for the first time

    And much more . . .

    In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. Pivotal means that your team's performance rest squarely on your shoulders. To be successful you must be adept at both implementing and executing a system of sales management AND winning the hearts of your sellers.

    Hiring the right salespeople is a huge challenge for sales leaders. This is why we developed the Sales Managers Ultimate Interview Guide. This FREE 25 page guide walks you through a step-by-step process for hiring your next sales superstar: https://salesgravy.com/ultimate-sales-interview-guide/

    • 51 min

Customer Reviews

4.7 out of 5
435 Ratings

435 Ratings

Colleen0722 ,

A Real Pro

I’ve conducted a couple of podcasts with Jeb. It’s a great conversation because the discussion is “real world” stuff!

Wendy Weiss: ,


Jeb Blount is the best-selling author of People Buy You... And, I buy Jeb. He knows his stuff. Great interviews, creative ideas, compelling conversations... A not-to-be-missed podcast.

oliviabaker13 ,

Don’t miss it!

Hands down one of the best sales podcasts out there! Jeb finds guests that truly care about being a positive force in sales, and shares insights that only an expert practitioner can unearth. Don't miss it - your career will thank you!

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