Sales Gravy: Jeb Blount

Latest Episodes:

The Relentless Pursuit of Yes (Money Monday) Oct 12, 2026

Show notes

Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most.

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What Should Be on a Sales Call Scorecard? Oct 09, 2026

Show notes

Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 27-point sales call scorecard. Every criterion was valid, but the list was too long to remember, so the coaching never stuck. Jonny, founder and CEO of BridgeSelling and author of Fix Your Broken Sales Calls, joins Jeb Blount Jr. to break down how to rebuild the scorecard from your own calls. The moves that close deals are already in your best reps’ calls, waiting to be written down.

👉 Download the free 7 Steps to Building Effective Prospecting Sequences

📚 Learn how Sales Gravy can transform your sales organization

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What Every New Salesperson Needs to Know to Succeed in Their First Year (Ask Jeb) Oct 07, 2026

Show notes

Starting a sales career is hard, and the first year will test your confidence before it rewards your effort.

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year one of his sales career over again, what would he tell himself?

His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today.

What You'll Learn:

What to focus on in your first year in sales to avoid early burnout
Why it takes months for a new sales rep to see results
How to set process goals that keep you focused on daily prospecting activity instead of quota anxiety
How to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindset
Why career changers need to stop projecting past experience onto a new sales role
How to build a sales pipeline one meaningful conversation at a time
What golf legend Ben Hogan's advice on process over outcome teaches salespeople
Why following your sales manager's system pays off even when your instincts push back

Submit your question: salesgravy.com/ask

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

Grab your tickets for OutBound Conference

Follow Jeb Blount on LinkedIn

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

Sacrifice What You Want Now for What You Want Most (Money Monday) Oct 05, 2026

Show notes

Some mornings you wake up ready to prospect. Most mornings you'd rather do anything else. Duff Tucker, filling in for Jeb Blount, explains why that feeling is exactly where freedom starts, and how top performers turn discipline into a pipeline full of options. It all comes back to a core principle: sacrifice what you want now for what you want most.

👉 Download our Free Fanatical Prospecting Call Tracking Sheet

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

💻 Check out Duff Tucker's courses on Sales Gravy University

🔗 Follow us on LinkedIn!

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
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Before You Hire Another Rep, Look at Your Best One Oct 02, 2026

Show notes

Your best rep is sitting at 130% of quota, and every instinct says it's time to hire. So you start writing the job description for another hire, bracing for three to six months of ramp time right when you need momentum most. Kyle Willis, VP of Growth at BELAY, thinks most sales leaders are betting on the wrong rep. Jeb Blount Jr. sits down with Kyle to break down what happens when a top performer gets a virtual sales assistant and wins back 5 to 10 hours a week. One rep pushed past 150% of quota, and her self-sourced pipeline grew enough that marketing could spend less. The difference came down to which work she handed off and which old leads she went back after.

👉 Download Belay's Free "5 Reasons You Aren't Hitting Quota" Guide

🎤 Get your ticket to the OutBound Conference

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

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
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Sales Discovery Mistakes That Kill Trust (Ask Jeb) Sep 30, 2026

Show notes

When prospects won't share their pain, pushing harder only raises the wall.

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Laura, who sells advertising in a crowded local market. Jeb explains why pain-focused discovery sounds self-serving and walks through the five decisions buyers make before they give you money.

What You'll Learn:

Why pain point questions make prospects hold back
The real reasons people buy, from aspiration to ego to brand awareness
The five decisions buyers make before they do business with you
Why first impressions are not the final word on likability
Why listening is the fastest way to become likable
How to ask about a prospect's world and let them tell their story
How giving your time and attention makes buyers feel important
How value bridging connects a buyer's goals to your solution
How micro stories help you sell intangibles through other clients' results
Why earning trust turns one-time buyers into repeat customers

Submit your question: salesgravy.com/ask

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

Grab your tickets for OutBound Conference

Follow Jeb Blount on LinkedIn

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

Don’t Take the Bait on Red Herring Objections (Money Monday) Sep 28, 2026

Show notes

Red herring objections are a buyer’s emotional self-protection and can derail a sales call fast. But you can break through them with the right approach. Jeb Blount shares a firsthand example from a software demo his own executive team sat through, showing exactly how a rep got baited into a defensive spiral that killed the deal. Jeb explains that most red herrings are built from a lifetime of bad experiences with salespeople and don’t always signal a deal-breaker. He lays out the discipline required to acknowledge these objections calmly, hold the agenda, and keep the sales conversation moving toward its actual objective.

📖 Purchase Jeb Blount's book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No

👉 Download the free Objections Book Club Guide for Sales Teams

🔗 Follow us on LinkedIn!

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

4 Lessons from Our Top Sales Conversations in Q2 Sep 25, 2026

Show notes

Q2 gave us a lot of great sales conversations. These four taught us the most. Ashley Blount and Jeb Blount Jr. unpack what ties Mark Hunter's take on integrity, a hard-won deal recovery story, tactical language from Jeb Blount for reducing buyer friction, and a leadership lesson on empathy over sympathy. The lesson behind them: the right language, integrity, and mission are what turn conversations into long-term customers.

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

👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals

🔗 Follow us on LinkedIn!

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

How to Know If You're in the Right Sales Job (Ask Jeb) Sep 23, 2026

Show notes

How do you know if your sales role is right for you? And how do you get better when you're the only rep on the team with no one to learn from?

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions from Gabriel, an early-career business development rep in Montreal working at a small startup.

Jeb's advice: at the start of your career, you often have to take what you can get and be the best at it, even if it isn't the right fit. As you gain experience, stop chasing the right company and start choosing the right leader. And when there's no top performer to follow, master the fundamentals and build your own learning path.

What You'll Learn:

Why entry-level salespeople rarely know if a role is the right fit, and why a bad fit still teaches you something
The questions to ask yourself to discover which sales role fits you best
Why the right boss matters more than the right company, and how it can mean up to 20% higher income
How to vet a sales leader during the interview process
Why loving the sales process matters more than loving the product you sell
How to earn your role progression
Why "find the top sales rep and copy them" is not helpful sales advice
How to build your sales skills without a team around you through networking groups, sales conferences, and training

Submit your question: salesgravy.com/ask

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

Grab your tickets for OutBound Conference

Follow Jeb Blount on LinkedIn

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

Guard Your Golden Hours From Distractions (Money Monday) Sep 21, 2026

Show notes

It’s easy to mistake motion for progress. But answering emails, updating the CRM, and sitting in internal meetings don’t generate revenue. In this episode of Money Monday, Jessica Stokes breaks down the concept of Golden Hours, the specific times during the day when prospects are most likely to pick up the phone or respond to outreach. She explains why protecting that time is one of the best revenue-generating decisions you can make in your sales career. Jessica also offers guidance to sales leaders on shielding their team’s selling windows from internal scheduling conflicts.

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

💻 Enroll in Sales Gravy University Courses with Jessica Stokes

👉 Download our Sales Gravy Time Audit Log for Sales Professionals

🔗 Follow us on LinkedIn!

Featured Sponsor

*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
Advertising Inquiries: https://redcircle.com/brands
Privacy & Opt-Out: https://redcircle.com/privacy

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