Shows
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 Podcast.
After forty years in sales, I'v...
2025-12-1721 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 through the holidays and into January.
If you're...
2025-12-1014 min
Crossroads 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 nadie habla de las ventas: Estrategias para no ser llamarada de...
2025-12-0314 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're not alone. This "research paralysis" is one of...
2025-11-2622 min
Crossroads 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
Food on the Mind: Awakened Geniusw/ Jeb Stuart JohnstonAre You Neo or Cypher? Seeing the System Without Losing Yourself: The Matrix of Self-HelpThe Panopticon of Self-Help: Seeing the System Without Losing YourselfStop being a project and start being a person. This week, we expose the dark side of the self-help world, arguing that modern productivity apps, health trackers, and optimization culture are a "Digital Panopticon"—a system of self-surveillance that traps you in a fear-based performance loop.Is your pursuit of growth truly liberation or is it just maintenance? Drawing on The Matrix and philosopher Michel Foucault, host Jeb Stuart Johnston breaks down the illusion of "Awareness Without Embodiment" (the Cypher paradox) and reveals the quiet, re...
2025-11-1227 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 to create an...
2025-11-1212 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 cold.
If you're shaking your head right now, th...
2025-11-0517 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 cold.
If you're shaking your head right now, th...
2025-11-0417 min
Metcalf Money Moment the PodcastEp 20 - Big 2025 Tax Reform Changes: What the OBBBA Means for Your MoneyThe 2025 tax cuts are not just changes; they are transformations that will impact your estate tax, standard deduction, and tax planning strategies. Join hosts Jeb, Ethan, and Eric on the Metcalf Money Moment podcast as they unpack the One Big Beautiful Bill Act (OBBBA), signed into law in 2025. This episode delves into critical updates, including higher estate tax exemptions for the ultra-wealthy, expanded standard deductions for retirees, and new deductions for business owners. Discover how 2025 tax reform estate planning can optimize your financial future, whether you're saving for retirement, managing a business, or planning your legacy. Tune in for...
2025-10-2226 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's why most people can't hack it.
But the ones...
2025-10-0810 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's why most people can't hack it.
But the ones...
2025-10-0710 min
Crossroads 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 entirely.
The Wrong Question That's Keeping You Stuck
Most people approach AI li...
2025-09-2311 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 entirely.
The Wrong Question That's Keeping You Stuck
Most people approach AI li...
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 between persistent prospecting and respectful relationship building is one of the...
2025-09-1714 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 between persistent prospecting and respectful relationship building is one of the...
2025-09-1614 min
Metcalf Money Moment the PodcastEp 17 - Decoding Social Security for Retirement PlanningWondering how to navigate the world of Social Security? Join financial advisors Jeb, Ethan and Eric as they tackle one of the most critical topics for retirees. This episode provides a clear overview of how Social Security works, from eligibility requirements and the Full Retirement Age to the often-overlooked spousal benefit. They offer valuable insights into the pros and cons of claiming social security early versus late. The hosts also address the big question on everyone's mind: what is the future of Social Security? Tune in for expert advice regarding this essential component of your retirement planning....
2025-08-2723 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 American culture and the English...
2025-08-2020 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 American culture and the English...
2025-08-1920 min
Metcalf Money Moment the PodcastEp 15 - Executive Edge: Understanding Elite Employee BenefitsEver wondered how top-tier professionals leverage their compensation to build lasting wealth? In this engaging episode of Metcalf Money Moment, hosts Jeb, Ethan, and Eric share decades of expertise to demystify elite employee benefits. They explore powerful tools such as deferred compensation, ESOPs, stock options, and HSAs, offering clear and practical strategies to help corporate executives and high earners optimize their financial plans. Whether you’re aiming to minimize taxes or grow your retirement savings, this episode delivers insights to inspire confidence and clarity on your wealth-building journey.IN THIS EPISODE: (00:00) Opening(01:08) Let’s focus on execu...
2025-07-3031 min
Metcalf Money Moment the PodcastEp 14 - Unlocking Business Growth with Brent Taylor’s Fractional CFO ExpertiseDiscover how to supercharge your business with expert financial strategies on this episode of Metcalf Money Moment! Hosts Jeb, Ethan, and Eric welcome Brent Taylor from KC CFO Services, who shares game-changing insights on fractional CFO services. Learn how to delegate effectively, plan for business growth, and navigate business exits with confidence, all while optimizing your financial future. Whether you're a small business owner or scaling a larger company, this episode delivers practical advice to elevate your success.IN THIS EPISODE: (04:15) The distinction between a fractional CFO and an accountant is clarified(08:30) Fractional CFO services help b...
2025-07-1623 min
Crossroads 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
Metcalf Money Moment the PodcastEp 13 - The Business of Planning: Financial Strategies for Business OwnersAre you a small business owner wondering how to plan for retirement or what your business is really worth? Have you thought about your exit strategy—or what happens if something unexpected takes you out of the game? Whether you're just starting to think about retirement planning or already navigating the complexities of being a business owner, this episode is for you.In this episode, hosts Jeb, Ethan, and Eric dive into the three key types of clients they serve at Metcalf Partners. While they support emerging affluent individuals and those nearing retirement, today’s conversation focuses on t...
2025-06-2530 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 multipliers is creating more problems than it's solving, and...
2025-06-1022 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 multipliers is creating more problems than it's solving, and...
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 managers to give their reps. It's for YO...
2025-05-2810 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 managers to give their reps. It's for YO...
2025-05-2810 min
Metcalf Money Moment the PodcastEp 11 - Riding the Waves: Understanding Market Volatility and RecoveryAre you letting fear drive your investment decisions? Or are you prepared to navigate market volatility with confidence and clarity? In this episode of Metcalf Money Moment, hosts Jeb, Ethan, and Eric discuss the emotional rollercoaster of the stock market, from historical bear markets to innovative diversification investment strategies. You'll hear insights from timeless charts like the First Trust Bull and Bear Markets chart, the J.P. Morgan Guide to the Markets, and the colorful Quilt Chart that illustrates why no single asset class wins annually. Whether you're worried about downturns or looking to turn volatility into opportunity, this...
2025-05-2819 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 Prospecting Paradox
Prospecting is the lifeblood of sales success...
2025-05-2107 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 Prospecting Paradox
Prospecting is the lifeblood of sales success...
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 every five minutes and wondering wh...
2025-05-1409 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 every five minutes and wondering wh...
2025-05-1409 min
Metcalf Money Moment the PodcastEp 10 - Navigating Rising Insurance Rates with Allen Smith of Blue Valley InsuranceAre you feeling the pinch from rising insurance premiums, especially regarding home and automobile rates? In this episode of Metcalf Money Moment, hosts Jeb, Ethan, and Eric sit down with Allen Smith of Blue Valley Insurance to explain why insurance rates are climbing and what you can do about it. From the impact of frequent roof damage claims to the hefty premiums that come with insuring teen drivers, Allen shares insights you need to know. You’ll learn how insurance rates are determined, the difference between independent and captive agents, and practical steps you can take to help lower yo...
2025-05-1429 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 is practically signed (equally absurd).
Here's my take...
2025-05-0716 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 is practically signed (equally absurd).
Here's my take...
2025-05-0716 min
Metcalf Money Moment the PodcastEp 9 - The Power of a Legacy Letter: How Meaningful Words Shape Generations with Blake BrewerHave you ever thought about the lasting impact of your words on your loved ones? On this episode of Metcalf Money Moment, hosts Jeb, Ethan, and Eric sit down with Blake Brewer to explore the power of the Legacy Letter—a heartfelt parent-child letter filled with meaningful words that stand the test of time. Blake shares his deeply personal story of loss and how a letter from his late father changed his life, inspiring him to help others leave behind a legacy of love and wisdom. From the essential components of crafting a letter to the profound influence it ca...
2025-04-3027 min
Metcalf Money Moment the PodcastEp 8 - Long-Term Wealth Building: How to Stay Resilient in Uncertain TimesAre you feeling uncertain about your investments in today’s turbulent market? You’re not alone. In this episode of Metcalf Money Moment, hosts Jeb, Ethan, and Eric break down the psychology of investing and how to navigate the ups and downs of the stock market with confidence. From understanding the emotional rollercoaster of fear and greed, to exploring strategies like diversification, downside protection, and opportunistic rebalancing, this conversation will equip you with the tools to stay level-headed and make smarter financial decisions. Tune in to learn how to harness the power of long-term thinking and make the psychology of i...
2025-04-1621 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, or TikTok to help them “fi...
2025-04-0816 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, or TikTok to help them “fi...
2025-04-0816 min
Metcalf Money Moment the PodcastEp 7 - Mastering Early Retirement: Social Security, Health Insurance, and MoreHow much money do you need to retire comfortably, and when is the best time to take Social Security? In this episode of the Metcalf Money Moment, hosts Jeb, Ethan, and Eric dive into the key components of retirement planning. They discuss the early retirement dichotomy, how much money you need to retire comfortably, and the complexities of managing retirement accounts. The conversation also explores the crucial decision of when to take Social Security, navigating the often overlooked topic of health insurance in retirement, and concludes with the bottom lines for anyone planning for the future. Whether you're thinking...
2025-04-0227 min
Crossroads 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
Metcalf Money Moment the PodcastEp 5 - Maximizing Your Wealth: What to Do When You Inherit MoneyNavigating the complexities of inheritance can be overwhelming, especially regarding tax implications and estate settlement. In this episode of Metcalf Money Moment, Jeb Graham, Ethan Hutcheson, and Eric Wymore break down key strategies for maximizing inheritance planning, ensuring tax efficiency, and streamlining the estate settlement process. From common mistakes—like cashing out an inherited IRA too soon—to the nuances of annuities, life insurance, and estate taxes, the hosts share valuable insights to help you make informed decisions. Whether planning your estate or preparing to inherit assets, this conversation will help you avoid costly pitfalls and save time and mone...
2025-03-0527 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 covers operations, customer support, escalations, and sales...
2025-03-0523 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 covers operations, customer support, escalations, and sales...
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 Yourself with Positive Inputs
When you...
2025-02-2616 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 Yourself with Positive Inputs
When you...
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 Sales Gravy Podcast! I’m Je...
2025-02-0512 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 Sales Gravy Podcast! I’m Je...
2025-02-0512 min
Metcalf Money Moment the PodcastEp 1 Navigating Wealth and Planning with Metcalf Money MomentWelcome to the inaugural episode of Metcalf Money Moment, hosted by Jeb Graham, Ethan Hutcheson, and Eric Wymore. In this first episode, we’ll share why we created this podcast—to provide practical strategies and insights for your financial journey. Whether it's wealth management, retirement planning, estate planning, or investment management, we’re here to break down complex topics into actionable advice. Our goal is to empower you with the knowledge to make informed decisions so you can confidently navigate your financial future. Stay tuned for upcoming episodes, including our next one, where we’ll dive into the important topic of...
2025-01-2914 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
Let’s face it: sales is tough, and it’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
Let’s face it: sales is tough, and it’s...
2025-01-2216 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 on driving revenue, growing your pipeline, leading your tea...
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 on driving revenue, growing your pipeline, leading your tea...
2025-01-0812 min
Crossroads 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 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 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 37
Sales 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.
Small companies lose customers because they...
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.
Small companies lose customers because they...
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 consistent with Fanatical Prospecting Sequences.
The sales lessons...
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 consistent with Fanatical Prospecting Sequences.
The sales lessons...
2023-07-141h 03
Plentiful Wealth PodcastInterested in Learning about Angel Investing?Episode 18: Louisville Certified Financial Planner Jeb Jarrell announces his involvement as the Director of the Render Capital Angel Network. Angel investing is an option for individuals who are looking for potential returns resulting in their funding of successful start-ups. The returns can be extremely high, but the same can be said for the risk. Jeb will explain angel investing and why it may be an option you should consider. Did You Like What You Heard Today? As we wrap up today’s episode, we want to encourage you to subscribe, so you don’t miss upcoming...
2023-01-3015 min
The Plentiful Wealth Perspectives PodcastInterested in Learning about Angel Investing?Episode 18: Louisville Certified Financial Planner Jeb Jarrell announces his involvement as the Director of the Render Capital Angel Network. Angel investing is an option for individuals who are looking for potential returns resulting in their funding of successful start-ups. The returns can be extremely high, but the same can be said for the risk. Jeb will explain angel investing and why it may be an option you should consider. Did You Like What You Heard Today? As we wrap up today’s episode, we want to encourage you to subscribe, so you don’t miss upcoming...
2023-01-3015 minPlentiful Wealth PodcastThe Journey to Acquisition - Interview with Katie BlakeleyEpisode 15: Louisville Certified Financial Planner Jeb Jarrell interviews Katie Blakeley. She rose to lead PetFirst, a pet insurance company and played a significant role in its growth and ultimate sale to MetLife. Jeb and Katie explore her journey and what she learned. I’d like to thank Katie Blakeley for taking the time to share her candor and advice for those who are thinking about selling the business or are beginning the process. It’s going to be an adventure. At the end of the day, you should sit down with a qualified, investment advisor who can...
2022-09-2151 minThe Plentiful Wealth Perspectives PodcastThe Journey to Acquisition - Interview with Katie BlakeleyEpisode 15: Louisville Certified Financial Planner Jeb Jarrell interviews Katie Blakeley. She rose to lead PetFirst, a pet insurance company and played a significant role in its growth and ultimate sale to MetLife. Jeb and Katie explore her journey and what she learned. I’d like to thank Katie Blakeley for taking the time to share her candor and advice for those who are thinking about selling the business or are beginning the process. It’s going to be an adventure. At the end of the day, you should sit down with a qualified, investment advisor who can...
2022-09-2151 minThe Plentiful Wealth Perspectives PodcastPreparing to Sell a Business - Interview with Linda RuffenachEpisode 14: Louisville Certified Financial Planner Jeb Jarrell interviews Certified Exit Planning Advisor (CEPA) Linda Ruffenach, with Execuity. She was the CEO of a large company. Now, she works with other business owners who are ready to begin maximizing the value of their companies and planning for succession. Linda and Jeff will discuss the process of succession planning and related topics. Meet Linda Ruffenach Linda owns Execuity Value Advisors. She and her team work with business owners to maximize the value and profitability of their businesses as a preliminary step to transitioning their roles. The end resul...
2022-08-2351 minPlentiful Wealth PodcastPreparing to Sell a Business - Interview with Linda RuffenachEpisode 14: Louisville Certified Financial Planner Jeb Jarrell interviews Certified Exit Planning Advisor (CEPA) Linda Ruffenach, with Execuity. She was the CEO of a large company. Now, she works with other business owners who are ready to begin maximizing the value of their companies and planning for succession. Linda and Jeff will discuss the process of succession planning and related topics. Meet Linda Ruffenach Linda owns Execuity Value Advisors. She and her team work with business owners to maximize the value and profitability of their businesses as a preliminary step to transitioning their roles. The end resul...
2022-08-2351 minPlentiful Wealth PodcastSelling a Business - Interview with Andrew McIntoshEpisode 13: Louisville Certified Financial Planner Jeb Jarrell interviews entrepreneur Andrew McIntosh. They’ll discuss Andrew’s journey and the eventual selling of his company, SKYE Technologies. Andrew is a cyber-security expert. We’d like to thank Andrew McIntosh for taking the time to share his journey and perspectives. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your strategies. A good advisor will bring a solid perspective, but also know how to develop and implement your strategy. You can schedule a meeting with Louisvi...
2022-08-0252 minThe Plentiful Wealth Perspectives PodcastSelling a Business - Interview with Andrew McIntoshEpisode 13: Louisville Certified Financial Planner Jeb Jarrell interviews entrepreneur Andrew McIntosh. They’ll discuss Andrew’s journey and the eventual selling of his company, SKYE Technologies. Andrew is a cyber-security expert. We’d like to thank Andrew McIntosh for taking the time to share his journey and perspectives. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your strategies. A good advisor will bring a solid perspective, but also know how to develop and implement your strategy. You can schedule a meeting with Louisvi...
2022-08-0252 minPlentiful Wealth PodcastAn Introduction to BondsEpisode 12: Certified Financial Planner Jeb Jarrell discusses bonds. He’ll explain a few different types of bonds and how they work as an investment. Depending upon the state of the economy, your bond strategy has a specific role as part of your overall, financial portfolio. Let’s listen to Jeb explain the how you may be able to use bonds more effectively to accomplish the goal of Maximizing Your Return on Life. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your investment strategies. A good ad...
2022-06-1419 minThe Plentiful Wealth Perspectives PodcastAn Introduction to BondsEpisode 12: Certified Financial Planner Jeb Jarrell discusses bonds. He’ll explain a few different types of bonds and how they work as an investment. Depending upon the state of the economy, your bond strategy has a specific role as part of your overall, financial portfolio. Let’s listen to Jeb explain the how you may be able to use bonds more effectively to accomplish the goal of Maximizing Your Return on Life. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your investment strategies. A good ad...
2022-06-1419 minThe Plentiful Wealth Perspectives PodcastInvestment Myth BustingEpisode 10: Certified Financial Planner Jeb Jarrell does some investment myth busting in today’s episode. There’s a lot of misinformation out there. Jeb’s going to provide some insights to help you to clear up some of the issues and help you to avoid a few common mistakes. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your investment strategies. A good advisor will bring a solid perspective, but also know how to develop and implement your strategy. Did You Like What You H...
2022-05-0318 minPlentiful Wealth PodcastInvestment Myth BustingEpisode 10: Certified Financial Planner Jeb Jarrell does some investment myth busting in today’s episode. There’s a lot of misinformation out there. Jeb’s going to provide some insights to help you to clear up some of the issues and help you to avoid a few common mistakes. At the end of the day, you should sit down with a qualified, investment advisor who can help you to think through your investment strategies. A good advisor will bring a solid perspective, but also know how to develop and implement your strategy. Did You Like What You Heard Toda...
2022-05-0318 minThe Plentiful Wealth Perspectives PodcastWorking with a Financial PlannerEpisode 2: Jeb Jarrell is a Certified Financial Planner and today he discusses what it’s like to work with a qualified financial planner. It’s much more than just stocks and bonds. Let’s listen as Jeb explores this topic. It Begins with Setting Goals Even before you first meet with an advisor, you’ll want to talk though your goals. Once you’ve defined them, a plan can be built to help you accomplish them. Focus on short, intermediate and long-term goals can help you to Maximize Your Return on Life. Part of Jeb’s role i...
2021-08-0319 minPlentiful Wealth PodcastWorking with a Financial PlannerEpisode 2: Jeb Jarrell is a Certified Financial Planner and today he discusses what it’s like to work with a qualified financial planner. It’s much more than just stocks and bonds. Let’s listen as Jeb explores this topic. It Begins with Setting Goals Even before you first meet with an advisor, you’ll want to talk though your goals. Once you’ve defined them, a plan can be built to help you accomplish them. Focus on short, intermediate and long-term goals can help you to Maximize Your Return on Life. Part of Jeb’s role i...
2021-08-0319 minPlentiful 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 minThe 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 FourOn 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 FourOn 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 is a Process | Jeb Blount & Diane Helbig | Part ThreeOn 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 ThreeOn 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 BlountIntentional Empathy | Jeb Blount & Diane Helbig | Part TwoOn 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 statistics and scientific data tell us that salespeople who are...
2021-04-1609 minSales Gravy: Jeb BlountIntentional Empathy | Jeb Blount & Diane Helbig | Part TwoOn 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 statistics and scientific data tell us that salespeople who are...
2021-04-1609 minSales Gravy: Jeb BlountSucceed Without Selling | Diane Helbig & Jeb Blount | Part OneThis 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 CLICK HERE TO TEXT...
2021-04-1310 minSales Gravy: Jeb BlountSucceed Without Selling | Diane Helbig & Jeb Blount | Part OneThis 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 CLICK HERE TO TEXT...
2021-04-1310 minSales Gravy: Jeb BlountHow Jeb Blount Jr Learned to Love SalesOn 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 access Sales Gravy University Here
2021-03-1944 minSales Gravy: Jeb BlountHow Jeb Blount Jr Learned to Love SalesOn 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 access Sales Gravy University Here
2021-03-1944 minSales Gravy: Jeb BlountBreak Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3On 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 face a fear repeatedly, you gain obstac...
2020-09-0414 minSales Gravy: Jeb BlountPART FIVE – Jeb Blount and Tom Hopkins – Professionalism in SalesOn this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.
2019-12-0711 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins Discuss When Buyers Say NoFor 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 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on the Power of Follow UpIn 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 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on Why You Should Never Give Up on Your DreamsIn 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 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on the Fear of RejectionJeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.
2019-12-0610 min