Sales Gravy: Jeb Blount

By Jeb BlountBusiness Entrepreneurship Marketing Careers Management

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on Marketing
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Typical duration
16 min
per episode
If it hooks
88%
finish an episode

Based on Podcast App listening data

Sales Gravy: Jeb Blount episodes

October 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
💻 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
36 min
October 21Jeb 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 buys
How to get the gatekeeper to give you the contact you need within the organization
Why separating prospecting time from research time protects your call blocks
How to sort prospects into A, B, C, and D lists so every call has a clear goal
How to build qualifiers that tell you when a lead is ready for an appointment
Why multithreading matters in complex sales
How to use AI tools to help you build a local prospecting list in minutes
How to build an ideal customer profile with your team to stop setting unqualified appointments
Why 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
20 min
October 19 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
14 min
October 16 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
33 min
October 14The 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 calls
Why passive openers and permission-based questions invite objections
How to use the prospecting pyramid to organize your call list
Why FSBO prospecting is a relationship you nurture until the seller is ready
Why in-person meetings convert better than phone conversations
How 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
11 min
October 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
7 min
October 09 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
28 min
October 07What 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 burnout
Why it takes months for a new sales rep to see results
How to set process goals that keep you focused on daily prospecting activity instead of quota anxiety
How to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindset
Why career changers need to stop projecting past experience onto a new sales role
How to build a sales pipeline one meaningful conversation at a time
What golf legend Ben Hogan's advice on process over outcome teaches salespeople
Why 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
11 min
October 05 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
9 min
October 02 Before You Hire Another Rep, Look at Your Best One
Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of quota, and her self-sourced pipeline grew enough that marketing could spend less. The difference came down to which work she handed off and which old leads she went back after.

👉 Download Belay's Free "5 Reasons You Aren't Hitting Quota" Guide
🎤 Get your ticket to the OutBound Conference
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills

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
28 min

About Sales Gravy: Jeb Blount

From the publisher's feed

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.