From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/11/16/c596bb3c-8354-42a3-90a2-cf429e0b23a4_ake_behind_every_bad_sales_hire_ask_jeb_blount.mp3

How do you actually know someone can sell before you&#39;ve hired them, trained them, and found out the hard way?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two hiring questions from Ramesh: how to find and hire the right salespeople, and whether that approach changes for a small company versus a large one.Jeb&#39;s answer: he&#39;s made the same hiring mistakes every leader makes, even after building a career on turning struggling sales teams around. Hiring is part process and part gut, there is no magic formula to get it right every time. The good news is you can stack the odds heavily in your favor with the right approach.What You&#39;ll Learn:<ul><li>How whether a role is heavy hunting, heavy account management, or a hybrid should shape who you hire</li><li>Where assessments fit into the hiring process and why</li><li>How to build an assessment stack depending on the complexity of the role</li><li>How to ask situational interview questions tailored to pushed past rehearsed answers </li><li>Why bringing multiple people into the interview process catches what one person reviewing candidates alone will miss</li><li>How a candidate&#39;s energy in an interview can mislead you if you don&#39;t weigh it against other signals</li><li>Why small companies face higher hiring stakes than large companies, and how to protect yourself from a costly bad hire</li><li>How a long hiring cycle can cost you strong candidates to competitors who move faster</li></ul> Whether you&#39;re building your first sales team or creating a hiring process at scale, this episode gives you a practical framework for making better hiring decisions.-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

The One Mistake Behind Every Bad Sales Hire (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/10/16/221370b0-689b-450c-9654-a31dc4f4add9_s_your_company_needs_a_fractional_sales_leader.mp3

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&#39;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 <a href="https://salesgravy.com/when-to-hire-a-fractional-sales-leader/" rel="nofollow">When to Hire a Fractional Sales Leader: 7 Signs Your Company is Ready</a>🧑‍💼 Learn more about <a href="https://salesgravy.com/fractional-sales-leadership/" rel="nofollow">Sales Gravy’s Fractional Sales Leadership Solutions</a>💻 Enroll in <a href="https://salesgravy.com/teams/duff-tucker/" rel="nofollow">Sales Gravy University Courses with Duff Tucker</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

7 Warning Signs Your Company Needs a Fractional Sales Leader (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/10/13/32eed46c-90b8-45e3-9713-6bd13ae07b37_2026_02_27_jbj_jack_zack_round2__1_.mp3

It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Zac, co-founders of the UK sales consultancy We Have a Meeting, sat down with Jeb Blount Jr. to break down this idea, which they discuss in their book, Sales as Therapy. They go over prospecting techniques that uncover real, often personal stakes behind a buying decision. They also discuss two tools that get more guarded prospects to open up. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>👉 Download our free <a href="https://salesgravy.com/resource/aced-buyer-style-playbook/" rel="nofollow">A.C.E.D. Buyer Style Playbook for Sales Professionals</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How Two Sellers Turned Their Prospecting Calls Into Therapy Sessions

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/3/15/2e47c5b5-f652-4e8d-b8fe-1582a6f49cf8_ys_theyre_already_taken_care_of_ask_jeb_blount.mp3

What do you say when a prospect tells you &#34;we already have someone who does that&#34;? 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&#39;s core message: the real problem is who you&#39;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&#39;ll Learn:<ul><li>How asking the right questions leads you to the actual decision maker</li><li>Why procurement is where deals stall and how to avoid ending up there</li><li>Why leading with &#34;free&#34; anything triggers defensiveness and routes you straight to procurement</li><li>How a short morning call block can turn cold door knocking into scheduled appointments</li><li>How to turn a local, relationship-driven value proposition into your strongest differentiator against larger competitors</li><li>A script for handling the &#34;we already have someone&#34; objection once you&#39;re in front of the right person</li></ul> Whether you&#39;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&#39;re talking to before you ever have to overcome an objection.-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

What to Say When a Prospect Says They're Already Taken Care Of (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/4/18/0983370a-65c1-42c8-a5ee-d0b78a7d4f43_fix_your_attitude_to_fix_your_sales_rut.mp3

Even the top sales reps can find themselves on the downward side of a spiral. Jeb Blount’s seen it happen many times, because he’s been there himself. Letting yourself fester in a sales rut can affect your attitude, your motivation, your team, and your job. In this episode, Jeb Blount explains how introspection and self-awareness can refocus your mindset and reroute your rut. He shares a time when his investment in himself brought him out of his rut and put him back on top of the team in just three months.  📖 Purchase Jeb Blount&#39;s new book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>👉 Download Our Free <a href="https://salesgravy.com/resource/goal-planning-guide/" rel="nofollow">Goal Planning Guide for Sales Professionals</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Fix Your Attitude to Fix Your Sales Rut (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/3/17/a5fa09a9-636a-40ad-bc79-9b40421d1fde_hree-post_formula_for_standing_out_on_linkedin.mp3

LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with Jeb Blount Jr. to break down why so many salespeople stay quiet on the one platform where their customers and prospects are logging in daily. Daniel shares his weekly three-post formula that spotlights his team, his customers, and his company. He emphasizes starting your posts with a hook and ending with a reason for people to engage. Lastly, Daniel and Jeb talk about OutBound and why it&#39;s the best investment you&#39;ll make in your sales career. 🎟️ Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a>💻 Enroll in <a href="https://www.salesgravy.university/pages/daniel-disney" rel="nofollow">Sales Gravy University Courses with Daniel Disney </a>👉 Download our free <a href="https://salesgravy.com/resource/linkedin-profile-checklist/" rel="nofollow">LinkedIn Profile Makeover Checklist for Sales Professionals</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

The Three-Post Formula for Standing Out on LinkedIn with Daniel Disney

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/31/13/5429dabc-00dd-42bc-85cc-feb2d3d992d4_les_blitz_and_revive_cold_leads_ask_jeb_blount.mp3

How do you run an effective sales blitz, and what&#39;s the fastest way to reconnect with cold leads you&#39;ve already written off? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb&#39;s number one piece of advice for reconnecting with cold leads.Jeb&#39;s answer to Chris starts with a simple truth: a blitz on existing customers should take about 30 days, no longer. You already know who they are and where they are, so the only thing standing between you and results is picking up the phone. New logos take more structure: build a targeted list by persona, company size, and likelihood to buy, assign a closing goal per rep, and run a focused 30 day sprint with daily call targets and twice weekly accountability check ins before rotating to the next product. For Lindsay, Jeb&#39;s advice is easy: you revive dead leads by calling them. He backs it up with real numbers, including a rep who made 11 dials, reached 10 people, and turned four into pipeline opportunities from a completely random list, plus a story about a commercial kitchen equipment company that revived a dead deal into a multi restaurant order just by calling to check in.What You&#39;ll Learn:<ul><li>Why a 30 day blitz outperforms a 90 day blitz for existing customer campaigns</li><li>How to build a targeted new logo list using persona, company size, and buying likelihood</li><li>Why leaders need to give reps the exact list, exact script, and exact call target instead of a vague directive to &#34;go blitz&#34;</li><li>How twice weekly accountability check ins keep a blitz from losing momentum</li><li>Why picking up the phone still outperforms every other reactivation tactic for cold and closed lost leads</li><li>How one rep turned 11 random dials into 4 pipeline opportunities in 20 minutes</li><li>Why you should be calling closed lost deals from months or years ago, not just recent ones</li><li>How a single reactivation call turned an old dead deal into a multi location order</li></ul> Whether you&#39;re planning a product launch blitz or sitting on a pile of cold leads you&#39;ve written off, this episode gives you a clear, practical framework for turning both into revenue.-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How to Run a Sales Blitz and Revive Cold Leads (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/27/20/dc8932ae-e125-4c40-86b4-669ffa80225f_o_drop_the_dread_and_cold_call_with_confidence.mp3

Cold calling is the hardest task on your to-do list every single day. But it doesn’t have to be. Start by creating a structured, focused block of time on your calendar every day to make your cold calls. No interruptions, no emails, just picking up the phone and dialing. It’s called the Power Hour, and Sales Gravy’s Master Sales Trainer Sarah Greer explains how to make it more fun. Incorporating things like working with a teammate, building pre-call rituals, and even giving yourself a hype song to get yourself started can transform how you feel about cold calling. Use Sarah’s tips in this week’s Money Monday to shed the dread and build confidence around cold calling. 📖 Purchase Jeb Blount&#39;s new book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>💻 Enroll in <a href="https://www.salesgravy.university/pages/sarah-greer" rel="nofollow">Sales Gravy University Courses with Sarah Greer</a>📱 Read <a href="https://salesgravy.com/make-cold-calling-fun-in-3-easy-steps/" rel="nofollow">Can You Make Cold Calling More Fun?</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How to Drop the Dread and Cold Call with Confidence (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/27/20/b9061ae4-6d9d-4b8d-afea-670d4219c350_es_team_is_trading_curiosity_for_ai_shortcuts_.mp3

Sales teams are buried under more tools than they can actually use. <a href="https://www.linkedin.com/in/jillguardia/" rel="nofollow">Jill Guardia</a> calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of expanding it. Jill, SVP of Operations and Chief of Staff at Thought Industries, talks with Ashley Blount and breaks down her three-level framework for winning executive buy-in before building any training program. She also makes the case for slowing discovery down instead of rushing the sales cycle, and digs into why curiosity has disappeared from so many sales conversations, made worse by reps leaning on AI to generate their questions for them. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>👉 Download our free <a href="https://salesgravy.com/resource/aced-buyer-style-playbook/" rel="nofollow">A.C.E.D. Buyer Style Playbook for Sales Professionals</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Your Sales Team Is Trading Curiosity for AI Shortcuts

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/25/14/9b20235d-ca1d-4044-aac4-ddaec6431b28_rospecting_and_customer_service_ask_jeb_blount.mp3

If you&#39;re not prospecting because you&#39;re too busy putting out customer fires, you have a priorities problem.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Steven in Texas, who lost deals in his pipeline because he was spending too much time servicing existing customers instead of prospecting and closing.Jeb&#39;s core message: you can never let go of owning the customer relationship, but you have to let go of owning every customer problem. When you become the help desk instead of the salesperson, you stop scaling yourself and your pipeline dries up. Jeb breaks down how to shift from being the chief problem solver to being the quarterback, coaching your support team to fix issues while you hold them accountable through consistent follow up, all without damaging the relationships that keep your business and referrals coming.What You&#39;ll Learn:<ul><li>Why the tension between customer service and prospecting is a choice of priorities, not an unavoidable cost of doing business</li><li>How trying to personally fix every customer issue quietly empties your pipeline</li><li>The difference between owning the customer relationship and owning the customer&#39;s problem</li><li>How shifting from &#34;chief problem solver&#34; to &#34;quarterback&#34; lets you scale as a salesperson</li><li>How to coach your support team to find solutions instead of solving everything yourself</li><li>Why a disciplined follow up system is what actually protects your customers and your deals</li><li>How to hold your support team accountable while still investing in the relationship with them</li></ul>-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Jeb Blount on Why You're Losing Deals to Customer Service Fires (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/20/16/10ba034e-9f04-470e-9d81-d40ecfc95875__team_alignment_builds_the_most_customer_trust.mp3

Cracks in communication are the fastest way to tank a team sales call. In this episode, Jessica Stokes addresses the common plight of a team sales call: an uncoordinated plan from an unorganized team. Jessica argues that customers evaluate more than the product in these moments. They notice when your sales team can communicate and work together and treat it as a preview of what it looks like to be your customer. She introduces the THRIVE framework as a structure for pre-call planning and post-call debriefs and drives home that unclear ownership stalls deals, while assigned roles and scheduled preparation create momentum and trust. 📖 Purchase Jeb Blount&#39;s new book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>💻 Enroll in <a href="https://www.salesgravy.university/pages/jessica-stokes" rel="nofollow">Sales Gravy University Courses with Jessica Stokes</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Nobody Sells Alone: Why Team Alignment Builds the Most Customer Trust (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/20/17/60bc1c08-dd1e-406a-a7c3-05568e540074_ak_your_buyer_s_language_in_a_noisy_market__.mp3

Most B2B messaging fails for one simple reason: it speaks the wrong language. Lisa Dennis has spent over a decade proving that when marketing says one thing, sales says another, and the product team adds a third version, all the buyer hears is noise. Lisa joins Ashley Blount to unpack why account-based marketing keeps underperforming even when the strategy looks solid on paper, and why the fix starts with flipping the entire value proposition on its head. She breaks down the difference between strategy and tactics and how AI is actually creating more room for real strategic thinking instead of replacing it. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>💻 Enroll in <a href="https://www.salesgravy.university/pages/lisa-dennis" rel="nofollow">Sales Gravy University Courses with Lisa Dennis</a> 👉 Download our free guide for <a href="https://salesgravy.com/resource/cold-calling-guide/" rel="nofollow">25 Ways to Ask for an Appointment on a Cold Call</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How To Speak Your Buyer’s Language in a Noisy Market

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/13/17/a97eac78-21f3-4c54-b70b-1e857d1d5f94_cess_before_you_scale_your_team_ask_jeb_blount.mp3

If you are still the only person selling at your company, the worst thing you can do is start hiring before you have a documented process for people to follow. In this Ask Jeb, Jeb Blount answers two questions on scaling a sales team the right way, one from Yemi, who is building his first team from scratch, and one from Ramesh, who is trying to figure out how to budget for sales pay and support in a B2B healthcare business.Jeb walks through the three stages every founder hits when they try to grow a team: the solo seller, the roller coaster, and the building phase, including the $45,000 mistake he made this year by skipping straight to hiring without a process in place. He also breaks down how to think about compensation, why a lower base and higher commission actually raises your cost of sale, and how to calculate what a new sale should cost you as your business grows.What You&#39;ll Learn:<ul><li>Why documenting your sales process before you scale protects you from expensive turnover</li><li>The three phases every founder cycles through when growing a sales team, and which is the most dangerous one</li><li>Why you have to block time outside of peak selling hours to build out your system instead of waiting until you are desperate</li><li>How bringing in a sales leader to document the process, separate from the founder&#39;s own instincts, speeds up the process</li><li>How to calculate cost of sale in and use it to guide your compensation strategy</li><li>Why a low base salary and high commission structure can actually lower your true cost of sale</li><li>Why your margin should determine how much you can afford to pay in commission</li><li>How support staff and infrastructure spending shift as a company grows past its early scrappy stage</li></ul>-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How to Build a Sales Process Before You Scale Your Team (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/12/17/7ced2da5-ecc9-4989-9947-c3e80740c01b_sg-_mm-best-time-to-cold-call.mp3

It’s the never-ending task that most people push off as long as they can. But knowing the best day of the week, even the best time of day to make cold calls, is a sales skill itself. Jeb Blount tackles one of the most common questions salespeople ask him and discusses the oversaturation of internet studies that all contradict each other on the best times to pick up the phone. If the smartest teams in the business can’t agree on a set time, is there really even a best time to cold call? The trainers at Sales Gravy, backed by years of experience and measurable data, all overwhelmingly agree that there is. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>🎲 Learn more about the <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a>🖋️ Download our <a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">Free Fanatical Prospecting Call Tracker</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Is There a Cold Calling Sweet Spot? (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/12/16/4ee25d73-d7ae-4d3e-aa9e-0db5f32dbf1c__buyer_resistance_starts_inside_your_own_team2.mp3

Buyer resistance doesn&#39;t stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it ever reaches a customer. She urges sales leaders to make the investment in the OutBound Conference to work through these strategies in person with her. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>🎲 Learn more about the <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Why Breaking Through Buyer Resistance Starts Inside Your Own Team

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/10/16/96ca94e2-bdfc-4d18-ae0e-9090c4d8c88f_s_with_a_non_traditional_resume_ask_jeb_blount.mp3

Getting screened out of sales jobs by AI before a human even looks at your resume?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Nick, who is trying to move from the rail industry into a sales career and keeps getting screened out by applicant tracking systems.Jeb&#39;s answer is simple: stop treating your job search like an application and start treating it like a prospecting campaign. Nick&#39;s rail industry background is the exact expertise that companies selling into that industry are looking for. Jeb breaks down how to identify those companies, use LinkedIn and local networking to get in front of the people who make hiring decisions, and shares a real world example of an in-person walk in that landed a interview in just a few minutes.What You&#39;ll Learn:<ul><li>Why resume screening and AI applicant screening systems disqualify non-traditional candidates before a human ever sees their resume</li><li>How to identify companies that sell into your current industry and use your expertise as a shortcut into sales</li><li>Why treating your job search like a prospecting campaign beats just sending in applications</li><li>How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers</li><li>How walking in the door instead of submitting a resume can change the outcome entirely</li></ul> Whether you&#39;re pivoting from a specialized industry or just trying to get noticed instead of filtered out, this episode gives you a practical playbook for getting in front of the right people in your search for a sales role.-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How to Break Into Sales With a Non-Traditional Resume (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/7/14/cd7f7d31-368a-447c-9dac-fb41cce69d31_how_to_stop_gambling_for_prospects.mp3

Prospecting can feel like playing the lottery, but treating it like one is a sure way to lose. In this week’s Money Monday, Jessica Stokes explains why the random approach to prospecting fails, and what actually separates reps with full pipelines from reps stuck in feast or famine. She breaks down how to target the right prospects, build lists before you need them, and use enough touchpoints to actually get a response, then leaves you with five questions to determine if your prospecting is working or just running on hope. 📖 Purchase Jeb Blount&#39;s new book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>💻 Enroll in <a href="https://www.salesgravy.university/pages/jessica-stokes" rel="nofollow">Sales Gravy University Courses with Jessica Stokes</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

How to Stop Gambling for Prospects (Money Monday)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/6/17/be356723-4f08-42ea-a4dd-4ad5fcd18886_rop_the_poker_face__sell_with_transparency__1_.mp3

You&#39;ve been taught to keep a poker face with prospects, and it&#39;s costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that trust, drawing on his newest book, The Four Levers of Negotiating, to explain why stiff, perfect pitches repel buyers and why sharing your flaws upfront wins them over instead. 📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>👉 Download our <a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">Free Fanatical Prospecting Dial Tracking Sheet</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Drop the Poker Face, Sell With Transparency

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/4/16/08bca76b-6a1e-4f41-aed2-13416040868c_2026_07_22_ask_jeb_cj_dennis_greg_mp3.mp3

If you are trying to get budget approved for professional development, wondering whether AI can actually improve your sales coaching, or stuck trying to motivate senior reps who have stopped caring, this episode of Ask Jeb on the Sales Gravy Podcast covers all three.Jeb tackles three real questions from the field. First, how to build the case for conference budget, whether you are asking for yourself or bringing your whole team. Second, what actually works and does not work when using AI to analyze and coach sales calls. Third, how to create urgency with successful but complacent senior reps who have lost their edge.What You&#39;ll Learn:<ul><li>How to build the ammunition you need to justify professional development budget to leadership</li><li>Why framing a sales conference as a reward or a team kickoff event can unlock budget at small companies</li><li>Why <a href="https://outboundconference.com/" rel="nofollow">Outbound Conference</a> works especially well for small companies that cannot afford a traditional sales kickoff</li><li>Where AI genuinely helps with sales call coaching, and where it falls apart at scale</li><li>How to build a prompt library for AI call analysis and coaching</li><li>Why some of your best reps stop trying and what that actually means</li><li>How a transparent, goals-first conversation can re-engage a complacent top performer</li><li>Why asking a veteran rep to teach the team can reignite their own learning and buy-in</li></ul> Whether you are fighting for conference budget, experimenting with AI in your sales process, or trying to reach a rep who has checked out, this episode gives you practical, tested approaches you can use right now.-<a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a><a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">Download</a> our <a href="https://salesgravy.com/resource/dial-sheet/" rel="nofollow">FREE Prospecting Call Tracking Sheet</a><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Jeb Blount on Budget Battles, AI Coaching Tools, & Motivating Complacent Reps (Ask Jeb)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/7/29/18/7549152f-f15d-4b76-81ad-6458be967124_eat_account_managers_know_when_to_stop_texting.mp3

Text messaging is one of the fastest tools in a salesperson&#39;s toolkit, but it can also destroy the relationships it&#39;s supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation. 📖 Purchase Jeb Blount&#39;s new book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a>📱 Read <a href="https://salesgravy.com/blending-text-messaging-into-your-account-management-process/" rel="nofollow">Blending Text Messaging Into Your Account Management Process</a>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a> Our Sponsors: * Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb * Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com * Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a> Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

Why Great Account Managers Know When to Stop Texting (Money Monday)

From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.