Jeb Blount - Podcast Details

Shows

Sales Gravy: Jeb Blount Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast, Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for sellers and their teams today?Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has...

2026-05-0514 min

Sales Gravy: Jeb Blount Moneyball for Sales: Why You're Tracking the Wrong Metrics (Money Monday)In this episode of Money Monday, Keith Lubner fills in for Jeb Blount and breaks down the one metric that actually predicts sales success: the First Time Appointment (FTA). Using the Moneyball story as a framework, Keith explains why FTAs are the sales equivalent of getting on base — and how tracking them can transform your pipeline, your coaching conversations, and your close rates.🎟️ Grab your tickets for OutBound Conference📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

2026-05-0408 min

Sales Gravy: Jeb Blount Buyer Resistance Is at an All-Time High with Colleen StanleyBuyer resistance is higher than ever, and most salespeople are losing deals because they lack the emotional intelligence to push through it. In this episode of the Sales Gravy podcast, Jeb Blount Jr. sits down with Colleen Stanley, Founder of SalesLeadership and author of Emotional Intelligence for Sales Success, ahead of her keynote at Outbound 2026.Colleen breaks down why delayed gratification, internal locus of control, and assertiveness are the real drivers behind consistent pipeline movement. She also challenges sales leaders to rethink their hiring practices in an AI-driven world — because learning agility and teamwork are now non-negotiable....

2026-04-3012 min

Sales Gravy: Jeb Blount Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)When prospects jump straight to “How much does it cost?” it’s usually a sign you’ve lost control of the conversation. In this Ask Jeb episode, Jeb Blount breaks down how to handle early price questions with confidence, avoid sounding desperate, and redirect the conversation toward value so you can secure more appointments.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call🔗 Follow us on LinkedIn!

2026-04-2814 min

Sales Gravy: Jeb Blount 5 Hard Sales Lessons Most Reps Learn Too LateMost sales reps figure out the fundamentals too late — after the missed quotas, the lost deals, and the hard conversations. In this Best of Q1 episode, Jeb Blount Jr. and Ashley Blount pull the most impactful sales performance insights from the last quarter into one place: goal setting, prospecting discipline, communication channels, and what top performers do differently.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Read the blog! 📝 Download our FREE Prospecting Call Tracker Sheet🔗 Follow us on LinkedIn!

2026-04-2336 min

Sales Gravy: Jeb Blount Why Your Daily Sales Meetings Aren't Working (Ask Jeb)Are your daily sales meetings actually driving results, or just taking up time? In this Ask Jeb episode, Jeb Blount answers two real questions from sales leaders: how to run effective morning sales meetings that energize your team without wasting time, and how to balance empathy with accountability when coaching reps. You’ll learn how to structure daily huddles that reinforce skills, build consistency, and keep your team focused—while still holding the line on performance.🎤 Ask Jeb a question on the podcast👉 Read the blog📝 Download the FREE Fanatical Prospecting B...

2026-04-2111 min

Sales Gravy: Jeb Blount Say Yes Before You’re Ready and Figure It Out Later with Vera StewartWhat happens when you stop waiting until you feel ready and just say yes? In this episode, Jeb Blount sits down with entrepreneur Vera Stewart to break down the mindset that separates top performers from everyone else—confidence, asking for more, and creating opportunities instead of waiting for them. If you’ve ever hesitated to go bigger in your accounts or held back from asking for more, this conversation will challenge the way you sell.👉 Read the blog - "The Power of Relaxed Assertive Confidence." 🎥 Watch the episode on YouTube!📝 Download a Fr...

2026-04-1619 min

Sales Gravy: Jeb Blount How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)Struggling to break into the C-suite without damaging your existing relationships? In this episode, Jeb Blount walks through how to multithread accounts, earn executive access, and craft a message that speaks directly to revenue, cost, and competitive advantage. Learn how to position your outreach so decision-makers lean in—and your current contacts help you get there.☎️ Have a sales challenge you want Jeb to answer? Submit your question at salesgravy.com/ask, and you could be featured on the next Ask Jeb episode.👉 Download our free A.C.E.D. Buyer Style Guide...

2026-04-1419 min

Sales Gravy: Jeb Blount Why Your Deals Go Cold Before You Ever Get to the Close (Ask Jeb)Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time.In this episode of Ask Jeb on The Sales Gravy Podcast, Jeb Blount explains why Philip's problem is not a closing problem at all. It is a qualification problem that has to be solved at the very start of the sales process.In this episode, Jeb covers:...

2026-04-0716 min

Sales Gravy: Jeb Blount Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne TillmanMost salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn for salespeople right now.They get into why cold outreach feels so painful and how LinkedIn changes that, the difference between fast and slow prospecting, and the LinkedIn outreach mistakes that are silently...

2026-04-0257 min

Sales Gravy: Jeb Blount How to Prospect and Lead at the Same Time (Ask Jeb)Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.You will learn how to protect your prospecting time...

2026-03-3109 min

Sales Gravy: Jeb Blount I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.📚 Explore courses from Jeb Blount Jr. on Sales Gravy University.👉 Read the blog! 📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide🔗 Follow us on LinkedIn!

2026-03-3011 min

Sales Gravy: Jeb Blount The AI Edge: How to Use Technology Without Losing Your Human Touch (Ask Jeb)AI is everywhere. Salespeople are using it every day. But are you using it the right way?Caroline Cutter from Dayton, Ohio, calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals?Jeb's answer is going to challenge the way you think about technology in sales.In this episode, Jeb breaks down the three types of salespeople in the AI era, and only one of them wins long-term. He explains why AI-generated emails...

2026-03-2414 min

Sales Gravy: Jeb Blount How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then… your prospect no-shows? That’s the challenge Emily Weissmueller faces every single day. Emily is a former elementary school teacher who pivoted into K-12 edtech sales eleven years ago. She works with special education administrators, and like so many salespeople in 2026, her meetings are primarily virtual. She’s doing everything right: prospecting consistently, securing appointments, sending calendar invites. But when it’s time for the meeting? Hit or miss...

2026-02-1013 min

Sales Gravy: Jeb Blount Jeb Blount’s 3 Non-Negotiables for Modern Sales Success (Ask Jeb)Here’s a question that’ll change how you think about this profession forever: What’s the one moment that reveals you’re built for sales success? For most people, that moment never comes. They stumble into sales, struggle with the stereotypes, and either quit or spend their entire career fighting against what they think selling is supposed to be. But for those of us who get it, there’s a moment of clarity so powerful it changes everything. Mine happened in high school when I was chasing a girl and ended up on the yearbook s...

2026-01-2713 min

Sales Gravy: Jeb Blount 5 Battle-Tested Sales Strategies to Finish the Year StrongThe gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They’ve mastered the fundamentals that turn prospects into customers and customers into advocates. If you’re ready to finish the year strong and blow past your quota, these five battle-tested sales strategies from previous podcasts will transform how you sell. 1. Deliver an Unforgettable Customer Experience by Mastering Your Emotions Your prospect doesn’t care about your bad morning or the th...

2025-10-1020 min

Sales Gravy: Jeb Blount 5 Battle-Tested Sales Strategies to Finish the Year StrongThe gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They’ve mastered the fundamentals that turn prospects into customers and customers into advocates.If you’re ready to finish the year strong and blow past your quota, these five battle-tested sales strategies from previous podcasts will transform how you sell.1. Deliver an Unforgettable Customer Experience by Mastering Your EmotionsYour prospect doesn’t care about your bad morning or the three deals...

2025-10-0920 min

Sales Gravy: Jeb Blount How to Sell to My Customer When They Need to Sell to Their Customer First (Ask Jeb)Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. Welcome to another Ask Jeb segment on the...

2025-02-0512 min

Sales Gravy: Jeb Blount Navigating The Future With AI & SalesOn this episode of the Sales Gravy podcast, Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal in an increasingly automated world. You’ll listen to their engaging discussions and thought-provoking perspectives on the intersection of sales and artificial intelligence (AI). Key Takeaways: – AI and Buying Windows: The conversation highlights the potential of AI in identifying buying windows by analyzing customer behavior across multiple data sources, including websites and databases. – List-Building Challenges: Despit...

2024-08-151h 33

Sales Gravy: Jeb Blount How Customer Retention Drives Revenue Growth feat. Barry KleinOn this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo’s Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. Customer Success as a Priority: Emphasizing the importance of customer success in maintaining and expanding bu...

2024-03-2440 min

Sales Gravy: Jeb Blount How Story Getters Sell More Featuring Ryan TaftOn this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. They have mastered the subtle art of connecting with people and...

2024-01-2451 min

Sales Gravy: Jeb Blount Sales Fitness: How Staying Physically Fit Helps You Sell MoreSales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch. Sales is a demanding profession that requires both mental and physical stamina. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. This requires a tremendous amount of mental energy. Energy that is not there...

2024-01-0141 min

Sales Gravy: Jeb Blount You’re a New Sales Manager, Now What? Featuring Mike WeinbergOn this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you’ll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an un...

2023-12-0439 min

Sales Gravy: Jeb Blount Jeb Blount Solves Mastermind Group Incredible’s Sales ChallengesMastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their toughest sales challenges. Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Whether you’re a solopreneur, small business owner, sales professional, you’ll take away powerful strategies to advance your career, grow your business, or land your dream account. Smal...

2023-08-251h 07

Sales Gravy: Jeb Blount Sales Mastermind Group Awesome Asks Jeb Blount AnythingOn this episode of the Sales Gravy podcast, Sales Mastermind Group “Awesome” asks Jeb Blount sales questions. If you’ve ever had a question you wanted to ask Jeb then you’ll love this episode. It’s free flowing, insightful, and informative. There is so much to learn from this episode including: – How to get more prospecting done in less time. – Building targeted prospecting lists and leveraging social proof to get engagement. – Keys to building better prospecting lists. – How to be more confident with your messaging. – How to be more consisten...

2023-07-141h 03

Sales Gravy: Jeb Blount Why Robots and Systems Can’t Replace Human ConnectionHuman Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges. Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your c...

2023-06-2253 min

Sales Gravy: Jeb Blount Alexander Zakharin is a Fanatical ProspectorOn 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....

2023-03-0752 min

Sales Gravy: Jeb Blount Prepare for the Economic StormEconomic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we’ve recently experienced because we’ll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies. We are still going to have some supply chain issues and interest rates are going to be...

2022-10-2311 min

Sales Gravy: Jeb Blount Sales Professionals Need to Prepare Now for the Economic StormEconomic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we've recently experienced because we'll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies. We are still going to have some supply chain issues and interest rates are going to be crazy. If you need to borrow money, it...

2022-10-1900 min

Sales Gravy: Jeb Blount Selling in Volatile TimesRecession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis. You’ll learn why it pays to think like a squirrel, why rainmakers are already digging for ponies, and why you need to get right with reality and put your sw...

2022-10-1356 min

Sales Gravy: Jeb Blount On Doing Whatever It Takes Featuring Brandon BornancinAre you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot’s of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do whatever it takes. On this episode of the Sales Gravy Podcast, Jeb Blount and Brandon Bornancin dive into what it really me...

2022-06-2453 min

Sales Gravy: Jeb Blount How to Sell More and Still Have Fun Over the HolidaysDuring the holiday season, sales professionals face a host of difficult challenges. The holidays offer a perfect excuse not to go out and prospect new business. It is harder to close deals in December and create urgency with pipeline opportunities, let alone engage and get meetings with new prospects. And now more than ever, it’s critical to have proper time discipline to reach your goals and crush your number as the end of the year approaches, while also setting yourself up to have a robust Q1 pipeline in the new year. In this conversation be...

2021-12-091h 02

Sales Gravy: Jeb Blount What to Do When Prospects Hang Up on Cold Calls | #AskJEB On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls. Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don’t have to be. Jeb gives you tips and tactics for dealing effectively with prospects who hang up during cold calls.

2021-10-0803 min

Sales Gravy: Jeb Blount What’s the Best Time of Day and Week to Make Cold Calls? | #AskJeb On this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting.

2021-08-1203 min

Sales Gravy: Jeb Blount Why Modern Leaders Don’t Need to Have All of the Answers On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can’t Know it All. In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don’t need to have all of the answers. Instead, top leaders focus on making themselves obsolete through coaching and developing a team of experts who know how to get the job done. There is so much truth about leadership to unpack in this episode that you’ll likely want to listen...

2021-08-021h 20

Sales Gravy: Jeb Blount How Do I Get People to Answer the Phone When Cold Calling? #AskJeb Brett asks Jeb, “I made 40 prospecting calls and couldn’t get anyone to pick up the phone. How to I get people to answer the telephone when I call?” On this Ask Jeb episode, Fanatical Prospecting author Jeb Blount gives Brett three reasons why he is struggling to get people to answer his cold calls and what to do about it. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question you want to ask Jeb just text it to 1-706...

2021-07-2803 min

Sales Gravy: Jeb Blount If Salespeople Did This One Thing They’d Close More Sales #AskJeb If more sales reps would do this one thing (hint: talk to people) their sales would instantly increase. On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question while dropping a major sales truth bomb! Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question for Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.

2021-07-2001 min

Sales Gravy: Jeb Blount Why Emotional Intelligence Matters for Sales Leaders What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team. On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leader. Download your FREE leaders guide to Sales...

2021-06-041h 08

Sales Gravy: Jeb Blount Choice Based Closing Skills On this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It’s all about selling without selling. Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist

2021-05-2851 min

Sales Gravy: Jeb Blount Empathy, Diversity, and Selling in a Post-Pandemic World On this episode of the Sales Gravy Podcast, Jeb Blount and Cherilynn Castleman, author of What’s in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need to know about selling in a post-pandemic world. You’ll love this conversation and you’ll especially want to pay attention to Cherilynn’s 4Fs! Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist

2021-05-2146 min

Sales Gravy: Jeb Blount Mastering the Internal Sale OUCH! The internal sale was more challenging than closing the actual deal! A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don’t understand how to get past those organizational hurdles. On this powerful episode of the Sales Gravy Podcast, Jeb Blount and Victor Antonio take you step-by-step through the behavioral and mindset shifts you must make in order to master the in...

2021-05-0736 min

Sales Gravy: Jeb Blount Sales Fitness If you are tired of being tired, you’ll love this Sales Gravy Podcast episode. Jeb Blount and Rachel Pitts (Women Your Mother Warned You About) offer tips for staying fit. For sales professionals, to out wit and out perform your competitors, you need to be physically fit because mental energy is limited by your physical energy. Jeb and Rachel focus on the golden triangle of fitness: Sleep, Nutrition, and Motion We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send...

2021-05-0430 min

Sales Gravy: Jeb Blount Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Listen to Part Three – Sales is a Process

2021-04-3022 min

Sales Gravy: Jeb Blount Sales is a Process | Jeb Blount & Diane Helbig | Part Three On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy

2021-04-2415 min

Sales Gravy: Jeb Blount Intentional Empathy | Jeb Blount & Diane Helbig | Part Two On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales. Empathy is the key to stepping into your buyer’s shoes, understanding their situation, and building relationships. Yet, the best salespeople are naturally less empathetic and more self-centered. Therefore, to be more effective at closing complex sales, they must focus on and leverage intentional empathy. Listen to Part One – Selling Without Selling Listen to Part Three – Sales is a Process Becoming Other-Focused Jeb: The st...

2021-04-1609 min

Sales Gravy: Jeb Blount Succeed Without Selling | Diane Helbig & Jeb Blount | Part One This Sales Gravy Podcast episode is part one of Jeb Blount’s (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn’t about “selling.” Instead, when you focus on solving problems, that’s when the real magic happens. Listen to Part Two – Intentional Empathy Listen to Part Three – Sales is a Process We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or...

2021-04-1310 min

Sales Gravy: Jeb Blount God Uses Broken Things | How to Grow From Adversity On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity. This past week I stumbled on this quote passage from Vance Havner. God uses broken things: broken soil to produce a crop, broken clouds to give rain, broken grain to give bread, broken bread to give strength and broken people to do great things. We have all been broken in some way, no matter what your path, no matter where you came from, no matter wh...

2021-04-0306 min

Sales Gravy: Jeb Blount How to Balance Prospecting Activity with Account Management On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener’s question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Balance Prospecting and Account Management Maggie is a member of my insider group, and she asked me a pretty important question about how to balance prospecting and account management. “I’m a top salesperson, and I want to stay on top. But one of the things about my job is that I have to manage and service my existing accounts, and I have...

2021-03-2908 min

Sales Gravy: Jeb Blount How Jeb Blount Jr Learned to Love Sales On this fun Sales Gravy Podcast episode, Sales Gravy Master Trainer Gina Trimarco and Account Executive Jeb Blount Jr discuss how they learned to love selling. From cold calling, to losing deals, and all of the challenges in between, you’ll love the story of how a young college grad finds his way in the sale profession. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT. Ps. You can...

2021-03-1944 min

Sales Gravy: Jeb Blount When You Are Coachable People Will Invest in You On this episode of the Sales Gravy podcast, Jeb Blount is joined by the Women Your Mother Warned You About – Gina Trimarco & Rachel Pitts. We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or just...

2021-02-2121 min

Sales Gravy: Jeb Blount 3 Sales Messaging Tactics for Closing Bigger Deals On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer’s shoes, these tried and true techniques will help you both grab and hold your buyer’s attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals. Jeb and Keith break the process of down in a way that makes it easy to begin crafting sales messages that resonate. We...

2021-02-0538 min

Sales Gravy: Jeb Blount How to Celebrate Success During the Pandemic and Beyond How to celebrate success during the pandemic? Salespeople and their leaders are asking this question. This season, the pandemic has canceled President’s Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty. In this Sales Gravy Podcast episode, Jeb Blount and Victor Antonio discuss the keys to celebrating success and staying motivated this year and beyond. We want to hear from you. What are you doing this year to celebrate success, reward yourself, and...

2021-01-3044 min

Sales Gravy: Jeb Blount Networking Tips and Tactics for Introverts On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab” and be an outgoing self-promoter. The truth is, it’s just the opposite. In fact, introverts often make the best networkers. You just need a plan, system, and authenticity. On this paradigm-shifting podcast episode, you learn tips and tactics for leveraging your innate introvert superpowers to target prospects and influencers, engage...

2021-01-0859 min

2021-01-081h 00

Sales Gravy: Jeb Blount How to Create a Sales Accountability CultureOn this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You’ll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Kristie: How I Developed My Passion for Creating a Sales Accountability Culture I actually started in SaaS sales leadership back in 2000. As I progressed through my career, I started to work for some VC-backed companies, and I got that VC-backed startup bug. Accountability is so...

2020-12-291h 00

Sales Gravy: Jeb Blount How One Entrepreneur Leveraged Fanatical Prospecting to Build His BusinessOn this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. This conversation about sales and entrepreneurship is both educational and inspirational. Sales and the things that we do in sales matter, wherever we are in life. And we can all chase and achieve our dreams if we just make the decision to take action. Listen all Sales Gravy Podcast episodes here...

2020-12-1837 min

Sales Gravy: Jeb Blount The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss the massive impact of small actions, done a little bit, every day. Listen to the other episodes in the series: Part One | Part Two | Part Three Jeb – Does Faith Matter in Sales? Alex, I’ve got a question for you about faith. This is not a religious question. It’s a faith question. You are very convincing human being. You say that sales can be done in 5 minutes a day. Talk to people, call old customers...

2020-09-1917 min

Sales Gravy: Jeb Blount Break Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3 On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses. Jeb On Breaking the Fear of Rejection Into Doable Doses Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home. However, when you break your fear of rejection into doable doses, it gets easier to handle because, over time, when you f...

2020-09-0414 min

Sales Gravy: Jeb Blount How to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part Two On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of the greatest sources of new pipeline opportunities. It’s the people that you already know. Talking with the people you know is an easy way to eliminate...

2020-08-2813 min

Sales Gravy: Jeb Blount Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people. This is Part One in our series on 5 Minute Selling – how to get a massive amount of sales activity done, a few minutes at a time. Just Texting It In On this episode Jeb tells the story of a lazy sales rep who lost his business that because he began “texting it in” rather than interacting by phone. “A year earlier, text became his primary...

2020-08-2809 min

Sales Gravy: Jeb Blount “Yes – And” How to Increase Sales With Improv Mastering the “Yes – And” Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales. On this Sales Gravy Podcast episode, Jeb Blount (Virtual Selling) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You’ll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations. Improv is the art of off-the-cuff, un-scripted comedy in which the actors re...

2020-07-3147 min

Sales Gravy: Jeb Blount Part Four | Sleep and Sales Performance | The Two Laws of Sleep On part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep. Jeb and Jeff explore: Sleep Debt Circadian Rhythm Sleep Procrastination Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance

2020-06-2316 min

Sales Gravy: Jeb Blount Why Salespeople Must Embrace Marketing Now On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to engage more prospects, build a bigger pipeline, and close more sales, then you’ll want to pay attention to and heed Jeb’s and Darryl’s advice. There are new rules for sales and marketing. Sales professionals who embrace these rules will thrive. Those who don’t may soon go extinct.

2020-03-0836 min

Sales Gravy: Jeb Blount PART FIVE – Jeb Blount and Tom Hopkins – Professionalism in Sales On this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

2019-12-0711 min

Sales Gravy: Jeb Blount Jeb Blount and Tom Hopkins Discuss When Buyers Say No For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount’s interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.

2019-12-0708 min

Sales Gravy: Jeb Blount Jeb Blount and Tom Hopkins on the Power of Follow Up In part three of Jeb Blount’s conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

2019-12-0707 min

Sales Gravy: Jeb Blount Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams In part two of Jeb Blount’s interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams.

2019-12-0609 min

Sales Gravy: Jeb Blount Jeb Blount and Tom Hopkins on the Fear of Rejection Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

2019-12-0610 min

Sales Gravy: Jeb Blount How to Engage Prospects Using Cold Email On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on email prospecting. Jeb Blount is the author of the mega-hit book Fanatical Prospecting.

2019-11-2931 min