Shows
Sales Gravy: Jeb BlountHow 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:...
2026-06-0309 min
Crossroads with the Burtons PodcastEp.051: Rain Delays At Charlotte, Remembering Kyle Busch, And Jeb's Solar Panel DilemmaThis week, Jeb sits down with Brandon Brown and recaps the long weekend full of rain at Charlotte, and the solid performance they were having until the timing of their last pit stop and the early stoppage of the race made them finish much further back than they could have with the car they had that day. Jeb also shares some of his memories of Kyle Busch, as Jeb and Brandon remember the legacy that Kyle made throughout his career. Jeb ends the episode by bringing up a big dilemma about what to do with some property he purchased...
2026-05-2853 min
Sales Gravy: Jeb BlountJeb 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...
2026-05-2715 min
Crossroads with the Burtons PodcastEp.050: Grandstands Full Of Boos At South Boston Speedway, Jeb's Bad Luck At Dover, And Remembering Our Fallen Service Men And WomenOur 50th Episode!! This week, Brandon Brown and Ward Burton recap the weekend from Jeb's continued misfortune at Dover, to the stands being full of boos for Peyton Seller's last lap bump and run for the win. They also share laughs as they tell a few stories and then ultimately end the podcast with thanking our veterans, remembering those who lost their lives serving our country, as well as what all South Boston Speedway will be doing to remember fallen soldiers at their next race.
2026-05-2134 min
Sales Gravy: Jeb BlountHow New Salespeople Can Find Sales Advice Worth Trusting (Ask Jeb)What if you are brand new to sales and have no idea whose advice to trust? Andrew Osborne asked Jeb Blount exactly that question, and Jeb called it one of the best he has ever heard on this show.Sales advice is everywhere and a lot of it is flat-out wrong. Someone who was number one on their team for one year is not a sales guru. A technique that works for one person in one market in one season is not a universal truth. In this episode, Jeb walks through best practices for evaluating whether someone...
2026-05-2011 min
Crossroads with the Burtons PodcastEp.049: Wildlife Management That You Can Do On Your Own Land, Jeb Burton's NASCAR O'Reilly Series Season Updates, and Ward Burton Learns About The UFO FilesIn this week's episode, Jeb Burton joins us back at the table after 3 weeks of not being on the show and gives an update on how his NASCAR O'Reilly Series season is going so far, and where he hopes to see it go the rest of the year. Jeb and Ward Burton also dive deep into land management strategies and what people can be doing to manage their own property. Jeb also tells Ward what the UFO files are which sparks a lively conversation about the likelihood of aliens!
2026-05-1443 min
Sales Gravy: Jeb BlountHow to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb)You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go...
2026-05-1315 min
Crossroads with the Burtons PodcastEp.048: Fan Favorite Flashback Episode - Jeff, Ward, Jeb, and Harrison Burton Share Their StoriesOur first Flashback Episode! This was our 10th episode and quickly became a fan favorite. So enjoy hearing Ward and Jeff Burton tell old stories on how they got their start racing at local short tracks, sometimes even against each other. Ward's son, Jeb, and Jeff's son, Harrison, also share their own paths to a racing career and how their dads have played key roles in the inspiration on their careers.
2026-05-071h 02
Sales Gravy: Jeb BlountEnterprise 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 BlountWhy 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!Advertising Inquir...
2026-04-2814 min
Sales Gravy: Jeb BlountWhy 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 BlountHow 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
Crossroads with the Burtons PodcastEp.044: Ward Burton's "Made It Moment," Turkey Population Concerns, and Jeb Burton Gets Engaged!In this episode, Jeb and Ward Burton cover a lot of ground. Jeb updates us on the racing side of things, then asks Ward a series of questions asked by listeners of the podcast which included, what was the moment Ward felt like he had made it in the sport? One question also prompted Ward to tell us about how he used to keep snakes in his dresser drawer as a kid! Jeb and Ward then go into turkey season where they express concerns for the turkey population, Jeb announces that he has recently gotten engaged, and then also...
2026-04-0937 min
Sales Gravy: Jeb BlountWhy 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
Crossroads with the Burtons PodcastEp.043: How Jeb Burton Has Built His Racing Career and Survived the ChallengesIn this week's episode, Brandon Brown fills in for Ward Burton and sits with Jeb Burton as they recap Martinsville and discuss Lee Pulliam and his miss shift on the restart that caused the pile up that ultimately ended Jeb's great running day along with several other's. They also take a deep dive into Jeb's career all the way back to late models. Jeb talks about the highs, lows, and everything in between that he has had to conquer in order to still be racing today and as he hopes to keep racing another 10+ years. Jeb and his team...
2026-04-0243 min
Sales Gravy: Jeb BlountHow 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 BlountThe 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 BlountWhy Your Prospects Are Ghosting Your Meetings (Ask Jeb)Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you?
That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after quarter, on this week’s episode of Ask Jeb on The Sales Gravy Podcast featuring Will Frattini. Brittany was putting in the work, getting prospects to say yes on the phone, and then sitting alone on Zoom watching the clock tick. If you’ve been there, you know how demoralizing that is.
The first th...
2026-03-1718 min
Sales Gravy: Jeb BlountWhen Your Product Is a Commodity, You Are the Differentiator (Ask Jeb)Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they want to pull is price?
That’s the challenge Ash from Chennai, India brought to me on a recent Ask Jeb episode. Ash works as a trader importing textile goods from Asian manufacturers and selling them into Spanish-speaking markets in South America and Spain. No proprietary product. No unique features. Pure commodity, all the way down.
And yet Ash is hol...
2026-03-1013 min
Sales Gravy: Jeb BlountHunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones?
That is the challenge Jeff Velez brought to a recent episode of Ask Jeb. Jeff works in the real estate services industry, where referrals from agents, brokers, and affiliates drive most of the business. Retention matters. Relationships matter. But because there is always natural attrition, his team has drifted into full farmer mode.
If you are shaking your head...
2026-03-0312 min
Sales Gravy: Jeb BlountHow 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 BlountWhy Cold Calling Will Never Die (Ask Jeb)Here’s a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you’re staring at response rates that are circling the drain?
That’s the question Tara asked on a recent episode of Ask Jeb on The Sales Gravy Podcast, and it’s one I hear constantly from SDRs, account executives, and even sales managers who’ve convinced themselves that cold calling is outdated.
If you’re nodding along thinking email is the future and cold calling is dead, you need to wake up. Email ef...
2026-02-0325 min
Sales Gravy: Jeb BlountWhy Cold Calling Will Never Die (Ask Jeb)Here’s a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you’re staring at response rates that are circling the drain?
That’s the question Tara asked on a recent episode of Ask Jeb on The Sales Gravy Podcast, and it’s one I hear constantly from SDRs, account executives, and even sales managers who’ve convinced themselves that cold calling is outdated.
If you’re nodding along, thinking email is the future and cold calling is dead, you need to wake up. Email ef...
2026-02-0325 min
Sales Gravy: Jeb BlountWhy Rejection Hurts and What To Do About It (Ask Jeb)Here’s a truth that’ll make you uncomfortable: Getting rejected isn’t the real problem. The real problem is that you’re not doing the work upfront to lower the probability of rejection in the first place.
That’s the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week’s episode about handling rejection on Ask Jeb on The Sales Gravy...
2025-12-1721 minSales Gravy: Jeb BlountWhy Rejection Hurts and What To Do About It (Ask Jeb)Here’s a truth that’ll make you uncomfortable: Getting rejected isn’t the real problem. The real problem is that you’re not doing the work up front to lower the probability of rejection in the first place.
That’s the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week’s episode about handling rejection on Ask Jeb on The Sales Gr...
2025-12-1621 min
Sales Gravy: Jeb BlountHow to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they’re ready to coast through December.
That’s the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week’s Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong. Now he’s facing the most dangerous challenge of all: keeping that momentum alive throug...
2025-12-1014 minSales Gravy: Jeb BlountHow to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they’re ready to coast through December.
That’s the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week’s Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong. Now he’s facing the most dangerous challenge of all: keeping that momentum alive throug...
2025-12-0914 min
Crossroads with the Burtons PodcastEp.033: Jeb and Ward Burton's Worst Wrecks and Big Hunts on the HorizonIn this episode, Jeb and Ward Burton look forward to some big hunts on their schedule from taking Harrison Burton to get his first deer, to bear hunts, and their annual Arkansas duck hunt. They also talk about some of their toughest tracks to drive, best cars they have had, and their biggest wrecks and the affects that wrecks like that have on your body and mind. Ward also shares about the archeological digs and discoveries that have been happening at The Cove, all of the Native American history that is beginning to be uncovered, and how he is...
2025-12-0432 min
Sales Gravy: Jeb BlountAre You Letting Rejection Control Your Sales Career? (Ask Jeb)
Here’s a question that’ll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing?
Of course not. That’s insane.
But if you’re in sales and you let rejection stop you from making calls, booking appointments, and closing deals, that’s exactly what you’re doing. You’re handing over your commission check to fear.
That was the powerful insight from Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadi...
2025-12-0314 minSales Gravy: Jeb BlountAre You Letting Rejection Control Your Sales Career? (Ask Jeb)Here’s a question that’ll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing?
Of course not. That’s insane.
But if you’re in sales and you let rejection stop you from making calls, booking appointments, and closing deals, that’s exactly what you’re doing. You’re handing over your commission check to fear.
That was the powerful insight from Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadi...
2025-12-0214 min
Sales Gravy: Jeb BlountHow Much Research Should You Do Before a Cold Call (Ask Jeb)Here’s a question that’ll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?
That’s the challenge Michael Bricker from West Monroe, Louisiana brought to a recent Ask Jeb episode. Five months into his role at Cantara Networks, a fiber-backed internet provider, Michael was supposed to spend three minutes researching each prospect. Instead, he found himself spending 15 to 30 minutes per call, terrified he’d miss the one critical insight that would unlock the door.
Sound familiar? If you’re nodding right now, you’r...
2025-11-2622 minSales Gravy: Jeb BlountHow Much Research Should You Do Before a Cold Call (Ask Jeb)Here’s a question that’ll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?
That’s the challenge Michael Bricker from West Monroe, Louisiana, brought to a recent Ask Jeb episode. Five months into his role at Cantara Networks, a fiber-backed internet provider, Michael was supposed to spend three minutes researching each prospect. Instead, he found himself spending 15 to 30 minutes per call, terrified he’d miss the one critical insight that would unlock the door.
Sound familiar? If you’re nodding right now, you’r...
2025-11-2522 min
Crossroads with the Burtons PodcastEp.032: Jeb's Racing Plans for 2026 and Chasing Big Bucks on the FarmIn this episode of the podcast, Jeb Burton talks about his race plans for 2026 continuing with Jordan Anderson Racing. Jeb and Ward also talk a lot about what is going on at the Cove, a very successful harvest of a buck that they called Gladiator, and new farm equipment that has become a game changer for Ward.
2025-11-2137 min
Sales Gravy: Jeb BlountWhy Customer Experience Beats Price in Automotive Sales (Ask Jeb)Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful.
That’s the challenge Brendan Carlington from Mount Pleasant, Michigan brought to me on a recent episode of Ask Jeb. Brendan jumped back into auto sales this year after spending time in other industries and he noticed something big. Traditional sales positions are disappearing. Customers can research everything online, get quotes instantly, and even start negotiations with a click. What’s missing is training that teaches sales pros how t...
2025-11-1212 minSales Gravy: Jeb BlountWhy Customer Experience Beats Price in Auto Sales (Ask Jeb)Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful.
That’s the challenge Brendan Carlington from Mount Pleasant, Michigan, brought to me on a recent episode of Ask Jeb. Brendan jumped back into auto sales this year after spending time in other industries, and he noticed something big. Traditional sales positions are disappearing. Customers can research everything online, get quotes instantly, and even start negotiations with a click. What’s missing is training that teaches sales pros how t...
2025-11-1112 min
Sales Gravy: Jeb BlountWhat to Do When You Lose Your Sales Motivation After Success (Ask Jeb)Here’s a question that’ll mess with your head: What do you do when you’re making seven figures in sales, crushing every goal, and suddenly … you just don’t feel the same motivation anymore?
That’s the question Matthew Feit from Toms River, New Jersey, posed on an Ask Jeb episode. Matthew’s living the dream that most salespeople chase their entire careers. He’s at the top of his game financially. He’s proven everything he set out to prove. And now he’s stuck in this weird limbo where the fire that got him there has gone c...
2025-11-0517 minSales Gravy: Jeb BlountWhat to Do When You Lose Your Sales Motivation After Success (Ask Jeb)Here’s a question that’ll mess with your head: What do you do when you’re making seven figures in sales, crushing every goal, and suddenly … you just don’t feel the same motivation anymore?
That’s the question Matthew Feit from Toms River, New Jersey, posed on an Ask Jeb episode. Matthew’s living the dream that most salespeople chase their entire careers. He’s at the top of his game financially. He’s proven everything he set out to prove. And now he’s stuck in this weird limbo where the fire that got him there has gone c...
2025-11-0417 min
Sales Gravy: Jeb BlountHow a Carrot Keeps Top Sellers Disciplined (Ask Jeb)How do you prepare your mindset and create the discipline to be effective every single day?
That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the pros from the amateurs in sales.
Sales is the hardest profession in business. It’s the only job where you have to go out and find rejection and bring it home every single day. Every ask you make carries the potential to be rejected at a deep, painful level.
That’s why we get paid so well. And that...
2025-10-0810 minSales Gravy: Jeb BlountHow a Carrot Keeps Top Sellers Disciplined (Ask Jeb)How do you prepare your mindset and create the discipline to be effective every single day?
That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the pros from the amateurs in sales.
Sales is the hardest profession in business. It’s the only job where you have to go out and find rejection and bring it home every single day. Every ask you make carries the potential to be rejected at a deep, painful level.
That’s why we get paid so well. And that...
2025-10-0710 min
Crossroads with the Burtons PodcastEp.028: Ward Burton Visits Paris and Jeb Notches His Elk TagWard took a trip overseas and talks about the different experiences that he was able to have. Jeb has just returned from an Elk hunt where him and his buddy, Paul, were able to both tag an Elk with their bows. Jeb also is very optimistic of these last 6 races of the year and what next year has in store for him and his team.
2025-09-2531 min
Sales Gravy: Jeb BlountHow to Start Using AI in Sales (Ask Jeb)You know AI is transforming sales, everyone’s talking about it, but you’re still staring at ChatGPT like it’s some mysterious black box, wondering what magical question you should type in first.
That’s the reality for most salespeople even now. They know they need to embrace AI, they’ve heard the success stories, but they’re paralyzed by the complexity and overwhelmed by the options.
If you’re nodding your head right now, you’re not alone. The biggest barrier to AI adoption isn’t technical—it’s mental. Salespeople are asking the wrong question ent...
2025-09-2311 minSales Gravy: Jeb BlountHow to Start Using AI in Sales (Ask Jeb)You know AI is transforming sales, everyone’s talking about it, but you’re still staring at ChatGPT like it’s some mysterious black box, wondering what magical question you should type in first.
That’s the reality for most salespeople even now. They know they need to embrace AI, they’ve heard the success stories, but they’re paralyzed by the complexity and overwhelmed by the options.
If you’re nodding your head right now, you’re not alone. The biggest barrier to AI adoption isn’t technical—it’s mental. Salespeople are asking the wrong question ent...
2025-09-2311 min
Sales Gravy: Jeb BlountSales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)
Here’s a question that’ll keep you up at night: What do you do when you believe in “buy or die” but you’re terrified of ruining future opportunities with annoying prospecting sequences?
That’s exactly what Angie Anderson asked during a recent Ask Jeb session, and it’s a problem that’s plaguing salespeople everywhere. Angie subscribes to the “buy or die” mentality but doesn’t want to destroy her odds of winning in the future by becoming the prospect’s worst nightmare.
If you’re nodding your head right now, you’re not alone. The tension betwe...
2025-09-1714 minSales Gravy: Jeb BlountSales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)Here’s a question that’ll keep you up at night: What do you do when you believe in “buy or die” but you’re terrified of ruining future opportunities with annoying prospecting sequences?
That’s exactly what Angie Anderson asked during a recent Ask Jeb session, and it’s a problem that’s plaguing salespeople everywhere. Angie subscribes to the “buy or die” mentality but doesn’t want to destroy her odds of winning in the future by becoming the prospect’s worst nightmare.
If you’re nodding your head right now, you’re not alone. The tension betwe...
2025-09-1613 min
Sales Gravy: Jeb BlountWhy Cultural Intelligence Beats Language Skills in International Sales (Ask Jeb)
Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely speaks their language?
That’s exactly what Spencer Birmingham from Arkansas faced when he called into Ask Jeb. Fresh out of college with a marketing degree and an internship at International Paper under his belt, Spencer was heading to Spain for eight months as a language teaching assistant. His challenge? Figure out how to connect with Spanish students and “sell” them on Amer...
2025-08-2020 minSales Gravy: Jeb BlountWhy Cultural Intelligence Beats Language Skills in International Sales (Ask Jeb)Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely speaks their language?
That’s exactly what Spencer Birmingham from Arkansas faced when he called into Ask Jeb. Fresh out of college with a marketing degree and an internship at International Paper under his belt, Spencer was heading to Spain for eight months as a language teaching assistant. His challenge? Figure out how to connect with Spanish students and “sell” them on Amer...
2025-08-1920 min
Crossroads with the Burtons PodcastEp.022: Matt DiBenedetto Catches Up With Former Cup Series Teammate Jeb BurtonOn this special episode of Crossroads Podcast, Jeb and Ward Burton sit down on a call with Jeb's former teammate in the Cup Series, and good friend Matt DiBenedetto. These two friends have been racing against and with each other for years. Matt is able to reflect on the highs and lows of his career, how much he has grown as not just a driver but as a person too, and his excitement to be working with the current team that he is with driving the #99 Chevrolet for Viking Motorsports in the NASCAR Xfinity Series.
2025-06-2740 min
Sales Gravy: Jeb BlountStop Chasing Pipeline Multipliers: The Science of Building a Clean Sales Pipeline (Ask Jeb)Here’s a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota?
That’s exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.
If that number made you cringe, you’re not alone. The obsession with pipeline multiplier...
2025-06-1022 minSales Gravy: Jeb BlountStop Chasing Pipeline Multipliers: The Science of Building a Clean Sales Pipeline (Ask Jeb)Here’s a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota?
That’s exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.
If that number made you cringe, you’re not alone. The obsession with pipeline multiplier...
2025-06-1022 min
Sales Gravy: Jeb BlountStrategies to Turn Your Windshield Time Into a Competitive Advantage (Ask Jeb)If you’re in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that’s moving at the speed of molasses. Whether you’re dealing with Atlanta’s notorious I-285 parking lot or any other major city’s rush hour nightmare, that windshield time is either making you better or making you bitter.
Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here’s the thing—this advice isn’t just for manag...
2025-05-2810 minSales Gravy: Jeb BlountStrategies to Turn Your Windshield Time Into a Competitive Advantage (Ask Jeb)If you’re in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that’s moving at the speed of molasses. Whether you’re dealing with Atlanta’s notorious I-285 parking lot or any other major city’s rush hour nightmare, that windshield time is either making you better or making you bitter.
Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here’s the thing—this advice isn’t just for manag...
2025-05-2810 min
Sales Gravy: Jeb BlountHow to Maintain Prospecting Consistency (Ask Jeb)Jon Buehler from Jacksonville asks: “How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time.”
Jon’s question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It’s a challenge that plagues even experienced sales professionals.
In this Ask Jeb article and Sales Gravy Podcast, I dig into why this happens and how to fix it.
The Pros...
2025-05-2107 minSales Gravy: Jeb BlountHow to Maintain Prospecting Consistency (Ask Jeb)Jon Buehler from Jacksonville asks: “How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time.”
Jon’s question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It’s a challenge that plagues even experienced sales professionals.
In this Ask Jeb article and Sales Gravy Podcast, I dig into why this happens and how to fix it.
The Prospect...
2025-05-2107 min
Sales Gravy: Jeb BlountHow to Stop Prospects from Ghosting You (Ask Jeb)Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: “What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?”
If you’ve been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, you send over your proposal or pricing…and suddenly—radio silence.
The prospect ghosts you, leaving you frantically checking your email ever...
2025-05-1409 minSales Gravy: Jeb BlountHow to Stop Prospects from Ghosting You (Ask Jeb)Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: “What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?”
If you’ve been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, you send over your proposal or pricing…and suddenly—radio silence.
The prospect ghosts you, leaving you frantically checking your email ever...
2025-05-1409 min
Sales Gravy: Jeb BlountHow Do You Make So Many Cold Calls? (Ask Jeb)Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity?
In this podcast, I break down these answers in plain English.
When to Create a Deal: Finding the Sweet Spot
There’s no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Others won’t let you create one until the contract...
2025-05-0716 minSales Gravy: Jeb BlountHow Do You Make So Many Cold Calls? (Ask Jeb)Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity?
In this podcast, I break down these answers in plain English.
When to Create a Deal: Finding the Sweet Spot
There’s no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Others won’t let you create one until the contract...
2025-05-0716 min
Sales Gravy: Jeb BlountWhat Consultative Selling Really Means and Why It Matters More Than Ever (Ask Jeb)Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever.
From Information Scarcity to Information Overload
Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, o...
2025-04-0816 minSales Gravy: Jeb BlountWhat Consultative Selling Really Means and Why It Matters More Than Ever (Ask Jeb)Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever.
From Information Scarcity to Information Overload
Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, o...
2025-04-0816 min
Crossroads with the Burtons PodcastEp014: Tom Dano and Behind the Scenes of Jeb Burton RacingIn this special episode of Crossroads with the Burtons Podcast, Jeb and Ward sit with Partnership Manager, Tom Dano, for an inside look at behind the scenes of everything that it takes for Jeb to race every weekend. A lot goes into financing a NASCAR career, which Tom and Jeb work hard together each week to form partnerships that are crucial for Jeb's racing career.
2025-03-0742 min
Sales Gravy: Jeb BlountHow to Find Time to Cold Call So Your Pipeline Doesn’t Run Dry (Ask Jeb)Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.
Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions.
The Problem: Too Many Hats, Too Little Time
Matt’s role cov...
2025-03-0523 minSales Gravy: Jeb BlountHow to Find Time to Cold Call So Your Pipeline Doesn’t Run Dry (Ask Jeb)Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.
Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions.
The Problem: Too Many Hats, Too Little Time
Matt’s role cov...
2025-03-0523 min
Sales Gravy: Jeb BlountHow to Survive a Mid-Winter Sales Rut (Ask Jeb)Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?
On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you power through and regain your momentum.
Surround...
2025-02-2616 minSales Gravy: Jeb BlountHow to Survive a Mid-Winter Sales Rut (Ask Jeb)Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?
On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you power through and regain your momentum.
Surround...
2025-02-2616 min
Sales Gravy: Jeb BlountHow 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 minSales Gravy: Jeb BlountHow 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 minSales Gravy: Jeb BlountHow to Get CEOs to Answer Cold Calls (Ask Jeb)Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.
On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.
Why Sales Feels Harder Than Ever
Let’s...
2025-01-2216 min
Sales Gravy: Jeb BlountHow to Get CEOs to Answer Cold Calls (Ask Jeb)Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.
On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.
Why Sales Feels Harder Than Ever
...
2025-01-2216 minSales Gravy: Jeb BlountProspecting Secrets to Stand Out in a Noisy World (Ask Jeb)Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb!
I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world.
Ask Jeb is about you and your real world challenges. It’s your agenda and you are in control.
On this Sales Gravy Podcast segment, I answer your burning questions...
2025-01-0812 min
Sales Gravy: Jeb BlountProspecting Secrets to Stand Out in a Noisy World (Ask Jeb)Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb!
I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world.
Ask Jeb is about you and your real world challenges. It’s your agenda and you are in control.
On this Sales Gravy Podcast segment, I answer your burning questions...
2025-01-0812 min
Crossroads with the Burtons PodcastEp.008 Hound Hunting and Jeb's Record BuckIn this episode, Jeb and Ward tackle the controversial debate on hound hunting and what their opinion of it is. Jeb shares the story of his most recent personal record buck kill, gives some insight on what the NASCAR offseason is like especially dealing with sponsorships, and announces a new sponsorship for the 2025 season.
2024-12-0228 min
Crossroads with the Burtons PodcastEp.006 Jeb's AnnouncementLots of updates for the Burtons in this busy time of year. Jeb Burton announces that he will be racing in the Cup Series race in the 50 car at Phoenix. Ward also gives some big updates for the Ward Burton Wildlife Conservation.
2024-11-0635 min
Crossroads with the Burtons PodcastEp.002: Jeb and Ward Reflect On Their Racing CareersJeb starts off the episode by recapping his experience at his most recent race in Indianapolis. Jeb and Ward both look back at the start of their racing careers and the steps that they took to become successful NASCAR drivers. Jeb continues on to speak on what he hopes to see in the future of his current NASCAR career as it is still growing.
2024-07-2933 min
The JEB Board PodcastThe JEB Board Podcast (Ep. 10) - Week of 29 October 2023As the NFL and college football seasons continue, the fellas review the highlights and lowlights of the NFL's week 8 and College Football's week 9.
Keep listening to hear the JEB Board's NFL week 9 picks, "what-if" 12-team College Football Playoff projections, and college football week 10 picks. Also, Kyle has an extreme OOPP this week.
2023-11-011h 30
The JEB Board PodcastThe JEB Board Podcast (Ep. 9) - Week of 22 October 2023Join the JEB Board as they review the highlights and lowlights of both week 7 of the NFL season and week 8 of the college football season! After, the boys provide their picks for the upcoming week!
The JEB Board is also excited to announce a new separate podcast, "No Dog in the Fight"! "No Dog in the Fight" will be a weekly show about all things fantasy football. Keep an eye out for the new show!
2023-10-251h 28
The JEB Board PodcastThe JEB Board Podcast (Ep. 7) - Week of 8 October 2023This week the JEB Board reviews the highlights and lowlights of week 5 of the NFL season as well as the state of the AFC East. The boys discuss the outlook for week 6 of the NFL season, fantasy football, and their weekly NFL picks.
As we proceed into week 7 of the college football season, the Board discusses various topics from week 6, including Miami Coach Mario Cristobal's ridiculous playcalling against Georgia Tech. The Board also unveils the show's official tier listing of the top 25-ranked teams in college football.
After providing their week 7 picks, Kyle gives an OOPP of the Week...
2023-10-111h 35
The JEB Board PodcastThe JEB Board Podcast (Ep. 6) - Week of 1 October 2023Graison goes Super Saiyan and BB gets weird with a coke in this one. Join the fun as the boys discuss fantasy football outlooks and game predictions for week 5 of the NFL season. During the discussion, the guys will also provide their takes on the NFC East.
Right before hearing Kyle's OOPP of the week, the JEB Board also discusses week 5 of the college football season and provides their picks for week 6.
Also available on YouTube and Apple Podcasts! Just look up The JEB Board Podcast and subscribe/follow!
2023-10-041h 35
The JEB Board PodcastThe JEB Board Podcast (Ep. 5) - Week of 24 September 2023In this week's episode, the boys update the casuals on the mental health of one of the show's co-hosts after an awful showing by the South Alabama Jaguars. The boys also discuss the fantasy football outlook for week 4 of the NFL season in addition to discussing the state of the AFC East. After providing their week 4 NFL picks, the boys recap week 4 of the college football season before making their picks for week 5. Once Kyle finishes mispronouncing every known name in football, he unveils his OOPP of the week!
Also available on YouTube and Apple Podcasts! Just...
2023-09-271h 32
The JEB Board PodcastThe JEB Board Podcast (Ep. 4) - Week of 17 September 2023This week Kyle lets his thoughts on Packer's Defensive Coordinator Joe Barry be known. After picking out the highlights and lowlights of the NFL's second week of play, the boys make their picks for Week 3. In a special segment, the JEB Board explores the phenomenon known as the "T-shirt Fan" before recapping the highlights of college football's week 3 and making their picks for week 4, including Kyle's Out-of-Pocket Pick (OOPP) of the Week.
Enjoy the show? Please follow to ensure you don't miss any new episodes!
Also available on Youtube...
2023-09-201h 37Sales Gravy: Jeb BlountJeb 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 07Sales Gravy: Jeb BlountJeb 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 07Sales Gravy: Jeb BlountSales 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 03Sales Gravy: Jeb BlountSales 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
Plentiful Wealth PodcastMeet Certified Financial Planner Jeb JarrellEpisode 1: Jeb Jarrell is a Certified Financial Planner who’s launching his Plentiful Wealth podcast. On today’s episode, we’ll learn about Jeb’s background and his approach to helping you to Maximize Your Return on Life. Let’s join the conversation.
2021-07-1317 min
The Plentiful Wealth Perspectives PodcastMeet Certified Financial Planner Jeb JarrellEpisode 1: Jeb Jarrell is a Certified Financial Planner who’s launching his Plentiful Wealth podcast. On today’s episode, we’ll learn about Jeb’s background and his approach to helping you to Maximize Your Return on Life. Let’s join the conversation.
2021-07-1317 minSales Gravy: Jeb BlountSales 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 minSales Gravy: Jeb BlountSales 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
Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2021-04-3022 minSales Gravy: Jeb BlountSales 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 minSales Gravy: Jeb BlountSales 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
Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2021-04-2415 minSales Gravy: Jeb BlountIntentional 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 minSales Gravy: Jeb BlountIntentional 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 minSales Gravy: Jeb BlountSucceed 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 minSales Gravy: Jeb BlountSucceed 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 minSales Gravy: Jeb BlountHow 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 minSales Gravy: Jeb BlountHow 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 minSales Gravy: Jeb BlountPART 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2019-12-0711 minSales Gravy: Jeb BlountJeb 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2019-12-0708 minSales Gravy: Jeb BlountJeb 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2019-12-0707 minSales Gravy: Jeb BlountJeb 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2019-12-0609 minSales Gravy: Jeb BlountJeb 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
2019-12-0610 min