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 ...
Jun 03, 2026•9 min
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 thr...
Jun 01, 2026•10 min
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...
May 29, 2026•30 min
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 experienc...
May 27, 2026•15 min
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/brands Pri...
May 25, 2026•5 min
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 t...
May 22, 2026•31 min
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 so...
May 20, 2026•12 min
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...
May 18, 2026•8 min
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 cou...
May 15, 2026•41 min
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 f...
May 13, 2026•16 min
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 📖 Purch...
May 11, 2026•9 min
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 Y...
May 07, 2026•36 min
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 ...
May 05, 2026•14 min
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 S...
May 04, 2026•8 min
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 move...
Apr 30, 2026•13 min
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 👉 Read the blog 📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call 🔗 Follow us on...
Apr 28, 2026•14 min
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 👉 Read the blog 📝 Download our FREE Prospecting Call Tracker Sheet 🔗 Follow us on LinkedIn! Advertising Inquiries: https://re...
Apr 27, 2026•9 min
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 👉 Read the blog! 📝 Download our FREE Prospecting ...
Apr 23, 2026•37 min
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 ...
Apr 21, 2026•11 min
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 Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out...
Apr 20, 2026•7 min
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 Confi...
Apr 16, 2026•19 min
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 ...
Apr 14, 2026•19 min
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 . 📝 Download our free Leader's Guide to Sales Training 🔗 Follow us on LinkedIn! Advertising Inquiries: ht...
Apr 13, 2026•9 min
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 protectin...
Apr 09, 2026•32 min
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 episod...
Apr 07, 2026•16 min
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. 👉 Read the blog! 📚 Explore courses from Cheryl Parks on Sales Gravy University. 📝 Download our free Leader's Guide to Sales Training 🔗 Follow us on LinkedI...
Apr 06, 2026•13 min
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 ...
Apr 02, 2026•57 min
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 l...
Mar 31, 2026•10 min
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 . 👉 Read the blog! 📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide 🔗 Follow us on LinkedIn! Advertising Inquiries: https://redcircle.com/brands Privacy & Op...
Mar 30, 2026•12 min
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. 👉 Read the blog! 📝 Download ...
Mar 26, 2026•43 min
