Sales Gravy: Jeb Blount

Two months into a trip around the world, Morgan Keim landed in Bali and caught himself sending sales proposals. He was making great money, yet stepping away for even a few weeks felt like putting his family at risk. In this episode, Jeb Blount Jr. and Morgan, founder of Ocean Ridge Capital, talk about why top producers feel guilty the minute they slow down, how to figure out your freedom number, and why passive income for salespeople pays off in more than dollars. Morgan’s first passive income check was small, and it still changed how he sold. He got patient, listened better, and buyers could tell he had options.

👉 Download our free Playbook for Understanding the Four Buyer Styles

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills

🎥 Watch the full episode on YouTube!

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Why do prospects complain about their current vendor, ask you for a quote, and then ghost you?

You have a great discovery call, your prospect tells you everything their vendor gets wrong, and you send a proposal. Then you follow up for weeks and finally hear back: “We’re happy now. We’re giving them another chance.” In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Angie, who keeps losing deals this way to the two major competitors in her market.

Jeb’s answer comes down to two things. First, venting is not the same as being ready to leave. Your prospect has to feel enough pain to move, and they get there when they realize their vendor is taking them for granted. Second, your pricing is your leverage. If you hand it over without a meeting, you give their current vendor time to step in, offer concessions, and win them back.

What You’ll Learn:

• Why prospects complain about their current vendor and then decide to stay
• How to ask discovery questions that lead buyers to see their vendor is taking them for granted
• Why you need to close while the prospect is still frustrated, before their vendor makes promises to change
• How to stop prospects from using your proposal as leverage against their current vendor
• What to do when a prospect says “just send me the pricing”
• How to use your pricing as currency to secure a proposal meeting
• Why chasing prospects makes them pull away, and how to test whether a buyer is serious
• How to respond when you suspect you’re only being used for a price check

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Submit your question: salesgravy.com/ask

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

Follow Jeb Blount on LinkedIn

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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

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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!

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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 yours
• How to stop getting hung up on in the first few seconds of a cold call
• How to write a because statement that gives prospects a relevant reason to meet with you
• Why leading with your expertise sounds more confident than leading with the prospect’s problem
• What belongs on a prospecting call and what to save for the discovery meeting
• How to A/B test your cold call opener to find what works
• How to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notes
• When and how to use video in your prospecting sequence
• Jeb’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 here
• Failure is Not Permanent (Money Monday): Listen here
• Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here

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Submit your question: salesgravy.com/ask

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Grab your tickets for OutBound Conference

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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:
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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


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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 decision
• How to compete in a commoditized market where every company and product looks the same
• The five decisions buyers make before they choose to work with you
• Why past customers, including accounts other reps once handled, are the best place to start prospecting
• How adding steps to your sales process builds buyer commitment through the investment effect
• Why sending your detailed proposal too early can give the incumbent vendor everything they need to keep the account
• How to find out if a prospect is willing to change
• How to ask discovery questions that help prospects realize their current vendor is taking them for granted
• When to walk away from a deal and focus your pipeline on high-probability opportunities

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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:
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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


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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


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