Sales Gravy: Jeb Blount

Latest Episodes:

Jeb Blount on Why You're Losing Deals to Customer Service Fires (Ask Jeb) Aug 26, 2026

Show notes

If you're not prospecting because you'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'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'll Learn:

Why the tension between customer service and prospecting is a choice of priorities, not an unavoidable cost of doing business
How trying to personally fix every customer issue quietly empties your pipeline
The difference between owning the customer relationship and owning the customer's problem
How shifting from "chief problem solver" to "quarterback" lets you scale as a salesperson
How to coach your support team to find solutions instead of solving everything yourself
Why a disciplined follow up system is what actually protects your customers and your deals
How to hold your support team accountable while still investing in the relationship with them

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

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
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Nobody Sells Alone: Why Team Alignment Builds the Most Customer Trust (Money Monday) Aug 24, 2026

Show notes

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

💻 Enroll in Sales Gravy University Courses with Jessica Stokes

🔗 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 Speak Your Buyer’s Language in a Noisy Market Aug 21, 2026

Show notes

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's book, 90 Days to Level Up Your Sales Skills

💻 Enroll in Sales Gravy University Courses with Lisa Dennis

👉 Download our free guide for 25 Ways to Ask for an Appointment on a Cold Call

🔗 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 Build a Sales Process Before You Scale Your Team (Ask Jeb) Aug 19, 2026

Show notes

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'll Learn:

Why documenting your sales process before you scale protects you from expensive turnover
The three phases every founder cycles through when growing a sales team, and which is the most dangerous one
Why you have to block time outside of peak selling hours to build out your system instead of waiting until you are desperate
How bringing in a sales leader to document the process, separate from the founder's own instincts, speeds up the process
How to calculate cost of sale in and use it to guide your compensation strategy
Why a low base salary and high commission structure can actually lower your true cost of sale
Why your margin should determine how much you can afford to pay in commission
How support staff and infrastructure spending shift as a company grows past its early scrappy stage

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

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

Is There a Cold Calling Sweet Spot? (Money Monday) Aug 17, 2026

Show notes

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's book, 90 Days to Level Up Your Sales Skills

🎲 Learn more about the OutBound Conference

🖋️ Download our Free Fanatical Prospecting Call Tracker

🔗 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

Why Breaking Through Buyer Resistance Starts Inside Your Own Team Aug 14, 2026

Show notes

Buyer resistance doesn'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's book, 90 Days to Level Up Your Sales Skills

🎲 Learn more about the OutBound Conference

🔗 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 Break Into Sales With a Non-Traditional Resume (Ask Jeb) Aug 12, 2026

Show notes

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's answer is simple: stop treating your job search like an application and start treating it like a prospecting campaign. Nick'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'll Learn:

Why resume screening and AI applicant screening systems disqualify non-traditional candidates before a human ever sees their resume
How to identify companies that sell into your current industry and use your expertise as a shortcut into sales
Why treating your job search like a prospecting campaign beats just sending in applications
How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers
How walking in the door instead of submitting a resume can change the outcome entirely

Whether you'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.

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

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 Stop Gambling for Prospects (Money Monday) Aug 10, 2026

Show notes

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

💻 Enroll in Sales Gravy University Courses with Jessica Stokes

🔗 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

Drop the Poker Face, Sell With Transparency Aug 07, 2026

Show notes

You've been taught to keep a poker face with prospects, and it'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's book, 90 Days to Level Up Your Sales Skills

👉 Download our Free Fanatical Prospecting Dial Tracking Sheet

🔗 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

Jeb Blount on Budget Battles, AI Coaching Tools, & Motivating Complacent Reps (Ask Jeb) Aug 05, 2026

Show notes

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'll Learn:

How to build the ammunition you need to justify professional development budget to leadership
Why framing a sales conference as a reward or a team kickoff event can unlock budget at small companies
Why Outbound Conference works especially well for small companies that cannot afford a traditional sales kickoff
Where AI genuinely helps with sales call coaching, and where it falls apart at scale
How to build a prompt library for AI call analysis and coaching
Why some of your best reps stop trying and what that actually means
How a transparent, goals-first conversation can re-engage a complacent top performer
Why asking a veteran rep to teach the team can reignite their own learning and buy-in

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.

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

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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