Sales Gravy: Jeb Blount

Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending.👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills💻 Check out Duff Tucker's courses on Sales Gravy UniversityOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

If you can’t figure out who makes the buying decision, every cold call starts with a guess.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.What You’ll Learn:How to find the decision maker when job titles don’t tell you who buysHow to get the gatekeeper to give you the contact you need within the organizationWhy separating prospecting time from research time protects your call blocksHow to sort prospects into A, B, C, and D lists so every call has a clear goalHow to build qualifiers that tell you when a lead is ready for an appointmentWhy multithreading matters in complex salesHow to use AI tools to help you build a local prospecting list in minutesHow to build an ideal customer profile with your team to stop setting unqualified appointmentsWhy every new piece of information counts as a win for SDRs and BDRs-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills💻 Enroll in Sales Gravy University Courses with Jessica Stokes🔗 Watch the full episode on YouTube!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most.👉 Download Our Free Playbook for Selling to the Four Types of Buyers📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills🔗 Follow us on LinkedIn!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year one of his sales career over again, what would he tell himself?His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today.What You'll Learn:What to focus on in your first year in sales to avoid early burnoutWhy it takes months for a new sales rep to see resultsHow to set process goals that keep you focused on daily prospecting activity instead of quota anxietyHow to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindsetWhy career changers need to stop projecting past experience onto a new sales roleHow to build a sales pipeline one meaningful conversation at a timeWhat golf legend Ben Hogan's advice on process over outcome teaches salespeopleWhy following your sales manager's system pays off even when your instincts push back-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of quota, and her self-sourced pipeline grew enough that marketing could spend less. The difference came down to which work she handed off and which old leads she went back after.👉 Download Belay's Free "5 Reasons You Aren't Hitting Quota" Guide🎤 Get your ticket to the OutBound Conference📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales SkillsOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 a firsthand example from a software demo his own executive team sat through, showing exactly how a rep got baited into a defensive spiral that killed the deal. Jeb explains that most red herrings are built from a lifetime of bad experiences with salespeople and don’t always signal a deal-breaker. He lays out the discipline required to acknowledge these objections calmly, hold the agenda, and keep the sales conversation moving toward its actual objective.📖 Purchase Jeb Blount's book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No👉 Download the free Objections Book Club Guide for Sales Teams🔗 Follow us on LinkedIn!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 on the Sales Gravy Podcast, Jeb Blount answers two questions from Gabriel, an early-career business development rep in Montreal working at a small startup.Jeb's advice: at the start of your career, you often have to take what you can get and be the best at it, even if it isn't the right fit. As you gain experience, stop chasing the right company and start choosing the right leader. And when there's no top performer to follow, master the fundamentals and build your own learning path.What You'll Learn:Why entry-level salespeople rarely know if a role is the right fit, and why a bad fit still teaches you somethingThe questions to ask yourself to discover which sales role fits you bestWhy the right boss matters more than the right company, and how it can mean up to 20% higher incomeHow to vet a sales leader during the interview processWhy loving the sales process matters more than loving the product you sellHow to earn your role progressionWhy "find the top sales rep and copy them" is not helpful sales adviceHow to build your sales skills without a team around you through networking groups, sales conferences, and training-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 that he's not focused on being the seller, but on helping people be the buyer. He shares his rule that every month without contact costs you a slice of the relationship, and why he sends prospects books, articles, and webinar links with no ask attached. This approach breaks through buyer resistance more easily and gets you better conversations with your prospects. Tony will be at Outbound this year talking more about his process and why focusing on curiosity over closing creates more opportunity.🎟️ Grab your tickets for OutBound Conference💻 Enroll in Sales Gravy University Courses with Tony Morris👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals🔗 Follow us on LinkedIn!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 that your company has outgrown founder-led sales, from reps getting check-ins instead of real coaching to a forecast that's become a guess instead of a weekly discipline. Duff breaks down what each sign actually looks like and how to spot it in your own company. Showing even one of the seven warning signs is reason enough to consider bringing on a fractional sales leader.🖋️ Read When to Hire a Fractional Sales Leader: 7 Signs Your Company is Ready🧑‍💼 Learn more about Sales Gravy’s Fractional Sales Leadership Solutions💻 Enroll in Sales Gravy University Courses with Duff Tucker🔗 Follow us on LinkedIn!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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 objection with Rob, an outside sales rep who runs into it constantly while prospecting door to door.Jeb's core message: the real problem is who you're talking to. When you lead with an offer like a free quote or free inspection, gatekeepers default to sending you to procurement, and procurement is where your sales dreams go to die. Change what you open with, and you change who you end up in front of.What You'll Learn:How asking the right questions leads you to the actual decision makerWhy procurement is where deals stall and how to avoid ending up thereWhy leading with "free" anything triggers defensiveness and routes you straight to procurementHow a short morning call block can turn cold door knocking into scheduled appointmentsHow to turn a local, relationship-driven value proposition into your strongest differentiator against larger competitorsA script for handling the "we already have someone" objection once you're in front of the right personWhether you're selling compliance services, B2B solutions, or anything where a gatekeeper stands between you and the real decision maker, this episode gives you a practical way to change who you're talking to before you ever have to overcome an objection.-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy