Sales Gravy: Jeb Blount

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Why Your Deals Are Stalling and How to Fix It (Ask Jeb)

Wed, 10 Jun 2026 07:00:38 +0000

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 you
Why consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the deal
How to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authority
How to use micro stories and social proof to reduce fear and build confidence in the buying process
The upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commit

If 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/ask

Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

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Why Success Can Be Dangerous: Beating Complacency Before It Costs You (Money Monday)

Mon, 08 Jun 2026 09:54:35 +0000

Success is supposed to be the goal. But for a lot of salespeople, it becomes the thing that unravels everything they built. Once you hit the leaderboard, start crushing your number, and get comfortable, success starts whispering that you've earned a break — that the fundamentals that got you there are optional now. That's where the danger lives.

In this Money Monday, Jeb Blount breaks down why comfort and complacency are the natural enemies of sustained success, what elite athletes like Kobe Bryant, Jerry Rice, and Tom Brady understood that most people miss, and how to do an honest success audit so you can find your hunger again before the wheels come off.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

👉 Download our free Prospecting Call Tracking Sheet

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The Neuroscience of Closing: How to Read Buyer Signals

Fri, 05 Jun 2026 09:42:34 +0000

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

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How to Beat AI Call Screeners & Get More Prospects on the Phone (Ask Jeb)

Wed, 03 Jun 2026 08:00:27 +0000

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 AI
How to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks up
What to say in 15 seconds or less when you hit an AI screener
Why your office phone may be the reason your calls are getting flagged as spam, and what to do about it
How to craft a relevance-first opening message for your specific industry and buyer

Whether 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/ask

Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

Download our FREE Prospecting Call Tracking Sheet

Follow Jeb Blount on LinkedIn

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Stop Waiting to Feel Motivated: How Activity Cures Any Sales Slump (Money Monday)

Mon, 01 Jun 2026 11:29:53 +0000

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

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Stop Letting AI Speak for You on LinkedIn with Daniel Disney

Fri, 29 May 2026 10:30:21 +0000

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

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Jeb Blount on Sales Leadership: Keeping Your Team Focused on the Right Opportunities (Ask Jeb)

Wed, 27 May 2026 08:01:07 +0000

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 shift
How sales leaders can stay ahead of market trends to point their teams in the right direction
Why salespeople default to easy deals and what drives that behavior
How to fix the risk-reward structure without cutting incentives on bread-and-butter business
Building product confidence so your team can go toe-to-toe with complex buyers
Using success stories to motivate teams toward higher-value opportunities

Perfect For:

Sales leaders managing teams through market shifts or economic uncertainty
Sales managers with reps who avoid complex or longer-cycle deals
Anyone building or restructuring a sales compensation plan

Jeb 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/ask

Get your tickets to OutBound Conference: outboundconference.com

Get your copy of Jeb's new book: 90 Days to Level Up Your Sales Skills

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Three Choices with Time (Money Monday)

Mon, 25 May 2026 13:20:58 +0000

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!

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The Rise of the LinkedIn Snake Oil Salesman with Jack Frimston and Zac Thompson

Fri, 22 May 2026 12:02:53 +0000

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

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How New Salespeople Can Find Sales Advice Worth Trusting (Ask Jeb)

Wed, 20 May 2026 08:20:04 +0000

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 pan
Why longevity and an active book of business are the clearest signals of credibility
The problem with "one way" sales thinking and why Jeb avoids it entirely
Why all sales is poetry and probability, and what that means for how you train
How to trust your instincts when advice sounds too easy or too good

Jeb 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/ask.

Watch on YouTube: youtube.com/salesgravy

Get your tickets to OutBound Conference: outboundconference.com

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

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Four Principles of Effective Sales Conversations (Money Monday)

Mon, 18 May 2026 09:10:28 +0000

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!

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Win Long Sales Cycles Without Annoying Your Prospects

Fri, 15 May 2026 09:07:18 +0000

Ashley Blount sits down with Harriet Mellor, founder of Your Sales Co out of Australia, for a conversation about building a sales career on integrity, patience, and genuine relationships. Harriet shares how she nurtures prospects through years-long sales cycles without becoming a nuisance, why she refers clients to competitors, how consultative selling has driven her biggest wins, and the deal she cried over on a Friday afternoon and won back the following week.

🎥 Check out Harriet Mellor's courses on Sales Gravy University

📚 Read the blog

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences

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How to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb)

Wed, 13 May 2026 07:02:04 +0000

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 out
How to use Google Gemini to build a prospect list of local home service businesses in minutes
The one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuing
Why 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operators
How to price your first customers to get skin in the game without scaring them off
Why referrals and geographic territory focus accelerate early pipeline faster than any other tactic

Perfect For:

Founders and entrepreneurs selling their own product for the first time
Sales reps breaking into a market dominated by established players
Anyone building a pipeline with no existing customer base or brand reputation

Have a question for Jeb? Submit it at salesgravy.com/ask

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

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The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday)

Mon, 11 May 2026 11:08:30 +0000

Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.

📚 Read the blog

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👉 Download our free Prospecting Dial Tracker

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Integrity First Selling with Mark Hunter

Thu, 07 May 2026 14:17:04 +0000

Mark Hunter has trained elite sales teams all over the world, but in this episode of the Sales Gravy Podcast with Jeb Blount, Jr., he gets real about the deals he's blown, the mistakes he owned, and why selling with integrity isn't just the right thing to do — it's the only way to build a sales career that actually lasts.

🔗 Learn more about Mark Hunter and his new book, Integrity First Selling

🎟️ Grab your tickets for OutBound Conference

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

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Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)

Tue, 05 May 2026 18:00:55 +0000

Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast, Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for sellers and their teams today?

Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have.

But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table.

Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning on virtual meetings. Jeb makes a point that challenges every salesperson who has ever said their customers do not want to meet in person. Spoiler: it is not your customers who are avoiding the meeting.

In this episode you will learn:

Why AI is poised to flip the information advantage from buyers back to sellers
What the human-to-human relationship looks like in long, complex sales cycles
Why salespeople project their own avoidance onto their customers and how to stop
How to ask for a meeting with confidence instead of leaving the decision to your prospect
The egg timer story: how Jeb turned a five-minute ask into an hour-long executive conversation
Why great discovery and genuine curiosity will always outperform a polished pitch

Whether you are leading an enterprise team or carrying a bag yourself, this episode is a direct challenge to the habits that are keeping you from getting in front of the people who can actually buy.

Got a question you want Jeb to answer? Submit it at salesgravy.com/ask and you could be featured on the next Ask Jeb.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

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Moneyball for Sales: Why You're Tracking the Wrong Metrics (Money Monday)

Mon, 04 May 2026 13:06:58 +0000

In this episode of Money Monday, Keith Lubner fills in for Jeb Blount and breaks down the one metric that actually predicts sales success: the First Time Appointment (FTA). Using the Moneyball story as a framework, Keith explains why FTAs are the sales equivalent of getting on base — and how tracking them can transform your pipeline, your coaching conversations, and your close rates.

🎟️ Grab your tickets for OutBound Conference

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

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Buyer Resistance Is at an All-Time High with Colleen Stanley

Thu, 30 Apr 2026 18:30:51 +0000

Buyer resistance is higher than ever, and most salespeople are losing deals because they lack the emotional intelligence to push through it. In this episode of the Sales Gravy podcast, Jeb Blount Jr. sits down with Colleen Stanley, Founder of SalesLeadership and author of Emotional Intelligence for Sales Success, ahead of her keynote at Outbound 2026.

Colleen breaks down why delayed gratification, internal locus of control, and assertiveness are the real drivers behind consistent pipeline movement. She also challenges sales leaders to rethink their hiring practices in an AI-driven world — because learning agility and teamwork are now non-negotiable.

🎟️ Grab your tickets for OutBound Conference

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

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Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)

Tue, 28 Apr 2026 18:31:21 +0000

When prospects jump straight to “How much does it cost?” it’s usually a sign you’ve lost control of the conversation. In this Ask Jeb episode, Jeb Blount breaks down how to handle early price questions with confidence, avoid sounding desperate, and redirect the conversation toward value so you can secure more appointments.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

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Your Attitude Walks Into the Room Before You Do (Money Monday)

Mon, 27 Apr 2026 12:30:15 +0000

Before you say a single word, buyers are already reacting to your energy. In this episode of Money Monday, Jessica Stokes breaks down why your attitude walks into every call and meeting before you do, and how one simple 30-second reset can change your outcomes on the phone, on Zoom, and in person.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download our FREE Prospecting Call Tracker Sheet

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5 Hard Sales Lessons Most Reps Learn Too Late

Thu, 23 Apr 2026 18:00:41 +0000

Most sales reps figure out the fundamentals too late — after the missed quotas, the lost deals, and the hard conversations. In this Best of Q1 episode, Jeb Blount Jr. and Ashley Blount pull the most impactful sales performance insights from the last quarter into one place: goal setting, prospecting discipline, communication channels, and what top performers do differently.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📝 Download our FREE Prospecting Call Tracker Sheet

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Why Your Daily Sales Meetings Aren't Working (Ask Jeb)

Tue, 21 Apr 2026 19:34:00 +0000

Are your daily sales meetings actually driving results, or just taking up time? In this Ask Jeb episode, Jeb Blount answers two real questions from sales leaders: how to run effective morning sales meetings that energize your team without wasting time, and how to balance empathy with accountability when coaching reps. You’ll learn how to structure daily huddles that reinforce skills, build consistency, and keep your team focused—while still holding the line on performance.

🎤 Ask Jeb a question on the podcast

📝 Download the FREE Fanatical Prospecting Bootcamp to use in sales meetings

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People Buy For Their Reasons, Not Yours (Money Monday)

Mon, 20 Apr 2026 12:10:57 +0000

Why do buyers say no even when your solution makes sense? In this Money Monday episode, Jeb Blount breaks down why people buy based on their own priorities—not your pitch—and how to align your conversations with what actually drives decisions. Learn how to shift your approach to close more deals by focusing on the buyer’s world, not your own.

👉 Download our free A.C.E.D. Buyer Style Guide

🔗 Follow Sales Gravy on LinkedIn

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Say Yes Before You’re Ready and Figure It Out Later with Vera Stewart

Thu, 16 Apr 2026 16:20:44 +0000

What happens when you stop waiting until you feel ready and just say yes? In this episode, Jeb Blount sits down with entrepreneur Vera Stewart to break down the mindset that separates top performers from everyone else—confidence, asking for more, and creating opportunities instead of waiting for them. If you’ve ever hesitated to go bigger in your accounts or held back from asking for more, this conversation will challenge the way you sell.

👉 Read the blog - "The Power of Relaxed Assertive Confidence."

🎥 Watch the episode on YouTube!

📝 Download a Free Chapter of Sales EQ by Jeb Blount

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How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)

Tue, 14 Apr 2026 20:47:47 +0000

Struggling to break into the C-suite without damaging your existing relationships? In this episode, Jeb Blount walks through how to multithread accounts, earn executive access, and craft a message that speaks directly to revenue, cost, and competitive advantage. Learn how to position your outreach so decision-makers lean in—and your current contacts help you get there.

☎️ Have a sales challenge you want Jeb to answer? Submit your question at salesgravy.com/ask, and you could be featured on the next Ask Jeb episode.

👉 Download our free A.C.E.D. Buyer Style Guide

🔗 Follow Sales Gravy on LinkedIn

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Q1 Stumbles to Q2 Wins: Intentional Moves Top Leaders Make (Money Monday)

Mon, 13 Apr 2026 10:00:40 +0000

Q1 is behind us—what is your pipeline really telling you? In this Money Monday episode, Duff Tucker breaks down how top-performing sales teams use Q1 feedback to protect momentum, close gaps, and get intentional about their time, execution, and coaching. Learn actionable strategies to turn small adjustments into big results for Q2.

📚 Explore Duff Tucker's courses on Sales Gravy University.

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Ditch the Dog-and-Pony Show and Create Sales Pitches That Close

Thu, 09 Apr 2026 18:50:38 +0000

Learning how to pitch with confidence and emotional impact is the difference between closing deals and losing them — and Danny Fontaine, author of Pitch, is back on the Sales Gravy Podcast with Jeb Blount, Jr., to show you exactly how it's done. He breaks down the psychology of storytelling, how to read any room in real time, and the mindset shift that turns a rehearsed presentation into a genuine buyer connection. Plus, Danny gets candid about burnout, the power of saying no, and why protecting your priorities is the secret weapon behind every great pitch.

📖 Get your copy of PITCH by Danny Fontaine

📝 Download our FREE A.C.E.D. Buyer Styler Guide

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Why Your Deals Go Cold Before You Ever Get to the Close (Ask Jeb)

Tue, 07 Apr 2026 18:15:13 +0000

Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time.

In this episode of Ask Jeb on The Sales Gravy Podcast, Jeb Blount explains why Philip's problem is not a closing problem at all. It is a qualification problem that has to be solved at the very start of the sales process.

In this episode, Jeb covers:

Why fast buyers and slow buyers require completely different sales approaches
How to identify a seeker before you hand over your best leverage
The investment principle and why multiple checkpoints close more deals than a single proposal
How to test engagement at every stage so your pipeline only carries deals that are actually moving

If your deals are going quiet after you send proposals, this episode will change how you run your entire sales process.

Have a sales challenge you want Jeb to answer? Submit your question at salesgravy.com/ask and you could be featured on the next Ask Jeb episode.

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The 3 Levers that Separate "Good" Teams and Elite Performers (Money Monday)

Mon, 06 Apr 2026 11:03:26 +0000

Most sales leaders are building good teams and calling it done. Cheryl Parks joins Money Monday to challenge that — breaking down the three levers that actually separate good reps from elite performers: nervous system regulation, the CAR Framework, and decision velocity. If your team is talented but stuck, this episode is worth your time.

📚 Explore courses from Cheryl Parks on Sales Gravy University.

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Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne Tillman

Thu, 02 Apr 2026 20:02:19 +0000

Most salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn for salespeople right now.

They get into why cold outreach feels so painful and how LinkedIn changes that, the difference between fast and slow prospecting, and the LinkedIn outreach mistakes that are silently killing pipeline for sales teams everywhere. Jeb, Brynne, and Dr. Bizzi also break down what a good LinkedIn strategy looks like at the profile level, the message level, and the network level.

📚 Explore courses from Jeb & Brynne on Sales Gravy University.

📖 Purchase The LinkedIn Edge now!

📝 Download our free LinkedIn Profile Makeover Checklist

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How to Prospect and Lead at the Same Time (Ask Jeb)

Tue, 31 Mar 2026 18:00:16 +0000

Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.

In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.

You will learn how to protect your prospecting time, how to talk to your organization about compensation and structure without issuing ultimatums, and why you have to set boundaries with yourself just as much as you set them with your company. Jeb also explains why hoping the situation will fix itself is not a strategy and what to do instead.

If you are in a role where your individual sales responsibilities and your leadership responsibilities are pulling you in two different directions, this episode is for you.

Have a question for Jeb? Submit it at salesgravy.com/ask and you could be on the show.

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I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)

Mon, 30 Mar 2026 11:02:14 +0000

A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.

📚 Explore courses from Jeb Blount Jr. on Sales Gravy University.

📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide

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Closing the Gap Between Prospecting Activity and Real Pipeline with Brad Pearse

Thu, 26 Mar 2026 21:32:31 +0000

Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the product you sell, and how to turn daily LinkedIn activity into real pipeline.

📝 Download our free The LinkedIn Edge Book Club Guide

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The AI Edge: How to Use Technology Without Losing Your Human Touch (Ask Jeb)

Tue, 24 Mar 2026 19:40:47 +0000

AI is everywhere. Salespeople are using it every day. But are you using it the right way?

Caroline Cutter from Dayton, Ohio, calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals?

Jeb's answer is going to challenge the way you think about technology in sales.

In this episode, Jeb breaks down the three types of salespeople in the AI era, and only one of them wins long-term. He explains why AI-generated emails are not just getting deleted; they are getting you blocked and costing you access to prospects permanently. He also shares how he personally uses AI to prepare faster, write smarter, and spend more time doing what only humans can do: connecting, reading the room, and building trust.

Here is the truth: AI is not going to kill sales. But it is absolutely going to punish mediocrity. The reps who survive and thrive will be the ones who use technology as a force multiplier without losing their humanity in the process.

In this episode, you will learn:

Why wisdom is scarce in a world of unlimited intelligence
The three types of salespeople in the AI era and which one wins
Why AI-blasted emails are burning lists and closing doors permanently
How Jeb personally uses AI to prep, draft, and move faster without sacrificing quality
Why right now is a boom time for in-person and phone prospecting
How to use AI responsibly so it works for you, not against you

Have a question for Jeb? Submit it at salesgravy.com/ask, and you could be featured on a future episode.

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Stop Letting Busy Work Steal Your Golden Hours (Money Monday)

Mon, 23 Mar 2026 10:47:26 +0000

Top-performing sales reps don’t just work hard—they protect their Golden Hours. In this episode, Brad Adams, senior master trainer at Sales Gravy, breaks down the Golden Hours framework and shows how to prioritize high-value activities, stop low-value busy work from stealing your time, and maximize your pipeline every day.

📚 Explore courses from Brad Adams on Sales Gravy University.

👉 Read the blog!

📝 Download our free Time Audit Log.

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Building a Sales Culture That Scales Without Breaking with Dayna Williams

Thu, 19 Mar 2026 14:54:58 +0000

Why do even high-performing sales teams plateau or collapse under growth? In this episode, Jeb Blount sits down with Dayna Williams, author of The Diligence Fix, to explore how disciplined leadership, aligned teams, and a resilient sales culture keep revenue organizations from breaking under pressure. Learn the ten dimensions of organizational diligence and practical strategies to build a high-performing, scalable sales culture that drives results.

📚 Explore Dayna Williams' courses on Sales Gravy University.

👉 Read the blog on "Why Your Best Salespeople Make Terrible Sales Leaders"

📝 Download our free Leader's Guide to Sales Training

▶️ Watch the full episode on YouTube