Sales Gravy: Jeb Blount

What Should Be on a Sales Call Scorecard?

Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 2

What Every New Salesperson Needs to Know to Succeed in Their First Year (Ask Jeb)

Starting a sales career is hard, and the first year will test your confidence before it rewards your effort. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb B

Sacrifice What You Want Now for What You Want Most (Money Monday)

Some mornings you wake up ready to prospect. Most mornings you'd rather do anything else. Duff Tucker, filling in for Jeb Blount, explains why that feeling is exactly whe

Before You Hire Another Rep, Look at Your Best One

Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six

Sales Discovery Mistakes That Kill Trust (Ask Jeb)

When prospects won't share their pain, pushing harder only raises the wall. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from La

Don’t Take the Bait on Red Herring Objections (Money Monday)

Red herring objections are a buyer’s emotional self-protection and can derail a sales call fast. But you can break through them with the right approach. Jeb Blount shares

4 Lessons from Our Top Sales Conversations in Q2

Q2 gave us a lot of great sales conversations. These four taught us the most. Ashley Blount and Jeb Blount Jr. unpack what ties Mark Hunter's take on integrity, a hard-wo

How to Know If You're in the Right Sales Job (Ask Jeb)

How do you know if your sales role is right for you? And how do you get better when you're the only rep on the team with no one to learn from? In this episode of Ask Jeb

Guard Your Golden Hours From Distractions (Money Monday)

It’s easy to mistake motion for progress. But answering emails, updating the CRM, and sitting in internal meetings don’t generate revenue. In this episode of Money Monday

Help People Buy: Tony Morris's Playbook for Breaking Buyer Resistance

Tony Morris wants you to say less so you'll win more. It's his mantra for prospecting. Tony sat down with Jeb Blount Jr. to discuss how he has reframed his process so tha

The One Mistake Behind Every Bad Sales Hire (Ask Jeb)

How do you actually know someone can sell before you've hired them, trained them, and found out the hard way? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb

7 Warning Signs Your Company Needs a Fractional Sales Leader (Money Monday)

Admitting your company needs sales leadership is one of the hardest calls a founder makes, and one of the smartest. Duff Tucker walks you through seven critical signs tha

How Two Sellers Turned Their Prospecting Calls Into Therapy Sessions

It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Z

What to Say When a Prospect Says They're Already Taken Care Of (Ask Jeb)

What do you say when a prospect tells you "we already have someone who does that"? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount tackles this object

Fix Your Attitude to Fix Your Sales Rut (Money Monday)

Even the top sales reps can find themselves on the downward side of a spiral. Jeb Blount’s seen it happen many times, because he’s been there himself. Letting yourself fe

The Three-Post Formula for Standing Out on LinkedIn with Daniel Disney

LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with

How to Run a Sales Blitz and Revive Cold Leads (Ask Jeb)

How do you run an effective sales blitz, and what's the fastest way to reconnect with cold leads you've already written off? In this episode of Ask Jeb on the Sales Gra

How to Drop the Dread and Cold Call with Confidence (Money Monday)

Cold calling is the hardest task on your to-do list every single day. But it doesn’t have to be. Start by creating a structured, focused block of time on your calendar ev

Your Sales Team Is Trading Curiosity for AI Shortcuts

Sales teams are buried under more tools than they can actually use. Jill Guardia calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of e

Jeb Blount on Why You're Losing Deals to Customer Service Fires (Ask Jeb)

If you're not prospecting because you're too busy putting out customer fires, you have a priorities problem. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb B