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Sales Gravy: Jeb Blount: Daily Summaries Delivered
by Jeb Blount
From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
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- Today36 min
The Neuroscience of Closing: How to Read Buyer Signals
Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestrate, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward.Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE A.C.E.D. Buyer's Style Guide🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 days ago9 min
How 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:Why relevance is the only thing that gets you through any gatekeeper, human or AIHow to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks upWhat to say in 15 seconds or less when you hit an AI screenerWhy your office phone may be the reason your calls are getting flagged as spam, and what to do about itHow to craft a relevance-first opening message for your specific industry and buyerWhether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.Submit your question: salesgravy.com/askPurchase Jeb Blount's new book, 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 4 days ago9 min
Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)
Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago30 min
Stop Letting AI Speak for You on LinkedIn with Daniel Disney
AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting point without losing their voice, why sales leaders need to lead by example on LinkedIn before they can expect results from their teams, and how to build a social selling strategy focused on outcomes instead of activity. If your LinkedIn presence feels like it is on autopilot, this conversation will wake it up. 🎥 Check out Daniel Disney's courses on Sales Gravy University!📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago15 min
Jeb 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 of his top performers kept prospecting into a dead market. His answer was simple: go where the money is. But making that shift happen at the team level takes leadership, market awareness, and consistent communication. The second question tackles compensation design, product confidence, and how to use success stories to shift your team's mindset from the path of least resistance to the deals that actually move the needle.In This Episode:Why salespeople won't naturally redirect their targeting when market conditions shiftHow sales leaders can stay ahead of market trends to point their teams in the right directionWhy salespeople default to easy deals and what drives that behaviorHow to fix the risk-reward structure without cutting incentives on bread-and-butter businessBuilding product confidence so your team can go toe-to-toe with complex buyersUsing success stories to motivate teams toward higher-value opportunitiesPerfect For:Sales leaders managing teams through market shifts or economic uncertaintySales managers with reps who avoid complex or longer-cycle dealsAnyone building or restructuring a sales compensation planJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and more than a dozen other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/askGet your tickets to OutBound Conference: outboundconference.comGet your copy of Jeb's new book: 90 Days to Level Up Your Sales SkillsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago4 min
Three Choices with Time (Money Monday)
Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Time Audit Log!🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 weeks ago30 min
The Rise of the LinkedIn Snake Oil Salesman with Jack Frimston and Zac Thompson
Jeb Blount Jr. sits down with Jack Frimston and Zac Thompson — co-founders of We Have a Meeting and co-authors of Sales is Therapy — for one of the most entertaining and honest conversations about what's gone wrong on LinkedIn. Jack and Zac have built their careers helping B2B companies fill their pipelines with qualified meetings by doing what most salespeople have forgotten how to do: pick up the phone and talk to people. In this episode, they react live to the cringiest LinkedIn sales posts they've ever seen, expose the red flags of the fake guru playbook, and share what authentic presence actually looks like in a world full of rented Lambos and borrowed credibility.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free Prospecting Call Tracking Sheet🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 weeks ago11 min
How 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 is worth learning from, including the questions to ask, the resume details to look for, and the phrases that should make you run in the other direction.In This Episode:How to tell the difference between real sales expertise and a flash in the panWhy longevity and an active book of business are the clearest signals of credibilityThe problem with "one way" sales thinking and why Jeb avoids it entirelyWhy all sales is poetry and probability, and what that means for how you trainHow to trust your instincts when advice sounds too easy or too good\Watch on YouTube: youtube.com/salesgravy Visit salesgravy.com for free sales resources and training programs. Get your tickets to OutBound Conference: outboundconference.com.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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About Sales Gravy: Jeb Blount
From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
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