Sales Gravy: Jeb Blount

Sean sells a family engagement survey tool to public schools and charter systems, and prospecting is not his problem. His deals are moving through the early stages just fine. But somewhere around stage three, things slow down, conversations keep happening, and the deal stops going anywhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount breaks down exactly why this happens and what Sean needs to do differently to get deals moving again.The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right.In this episode:The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against youWhy consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the dealHow to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authorityHow to use micro stories and social proof to reduce fear and build confidence in the buying processThe upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commitIf you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration.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

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 Orchestraight, 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 Jake Stahl's Book, Own the Room📚 Download 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

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

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

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

In this episode of the Sales Gravy Podcast, Jeb Blount breaks down the four principles of effective sales conversations: why emotions are contagious and set the tone before you say a word, why your stakeholders' stories hold the clues to their real pain, how questions give you control without dominating the room, and why listening builds the kind of trust that erodes emotional walls and reveals what actually closes deals. If you're talking more than you're asking, this one's for you.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills👉 Download our free A.C.E.D. Buyer's Style Guide now!🔗 Follow us on LinkedIn!Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.What You Will Learn:Why greenfield prospects are your only realistic target when you are just starting outHow to use Google Gemini to build a prospect list of local home service businesses in minutesThe one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuingWhy 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operatorsHow to price your first customers to get skin in the game without scaring them offWhy referrals and geographic territory focus accelerate early pipeline faster than any other tacticPerfect For:Founders and entrepreneurs selling their own product for the first timeSales reps breaking into a market dominated by established playersAnyone building a pipeline with no existing customer base or brand reputationJeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.Have a question for Jeb? Submit it at salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy