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Sales Gravy: Jeb Blount: Daily Summaries Delivered
by Jeb Blount
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.
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- 3 days ago13 min
Losing Deals to Your Competitor? How to Break the Status Quo (Ask Jeb)
When every product in your market looks the same, the only way you win is for your competitor to lose. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year sales veteran who moved from TV into digital advertising and has watched three deals in a row end with the prospect sticking with their current provider.Jeb’s advice starts with the sales process. The buyer’s emotional experience is the most consistent predictor of whether you win, so stop fixating on the close and look at how you run discovery, how many commitments you ask for, and whether you can drive a wedge between the prospect and the incumbent. Sometimes the right move is to walk away before you hand your competitor your proposal. If you sell in a crowded market and keep losing to the incumbent, this episode will help you lay the groundwork for competitive displacement.What You’ll Learn:Why prospects stick with the status quo and what to do when you keep losing deals to no decisionHow to compete in a commoditized market where every company and product looks the sameThe five decisions buyers make before they choose to work with youWhy past customers, including accounts other reps once handled, are the best place to start prospectingHow adding steps to your sales process builds buyer commitment through the investment effectWhy sending your detailed proposal too early can give the incumbent vendor everything they need to keep the accountHow to find out if a prospect is willing to changeHow to ask discovery questions that help prospects realize their current vendor is taking them for grantedWhen to walk away from a deal and focus your pipeline on high-probability opportunities-Submit your question: salesgravy.com/askPurchase People Buy You by Jeb Blount: https://a.co/d/0eETyHhcGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 5 days ago8 min
5 Top-of-Mind Touches That Beat “Just Checking In” (Money Monday)
Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending.👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills💻 Check out Duff Tucker's courses on Sales Gravy UniversityOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago35 min
Uncover Pain Your Buyers Don’t Know They Have with Marcus Chan
Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask instead, the ones that tie a problem to real consequences and lead buyers to discover latent pain on their own. Marcus walks through an oil change story every rep will recognize and explains how this shift helped his SMB team grow average deal size roughly fourfold.👉 Download our Free Playbook for Understanding the Four Buyer Styles📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills💻 Enroll in Sales Gravy University Courses with Jessica Stokes🔗 Watch the full episode on YouTube!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago19 min
Jeb Blount’s Prospecting System: Why You Call Your A List First (Ask Jeb)
If you can’t figure out who makes the buying decision, every cold call starts with a guess.In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.What You’ll Learn:How to find the decision maker when job titles don’t tell you who buysHow to get the gatekeeper to give you the contact you need within the organizationWhy separating prospecting time from research time protects your call blocksHow to sort prospects into A, B, C, and D lists so every call has a clear goalHow to build qualifiers that tell you when a lead is ready for an appointmentWhy multithreading matters in complex salesHow to use AI tools to help you build a local prospecting list in minutesHow to build an ideal customer profile with your team to stop setting unqualified appointmentsWhy every new piece of information counts as a win for SDRs and BDRs-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 1 weeks ago13 min
9 Door-to-Door Prospecting Tips (Money Monday)
Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch into a conversation to handling objections without arguing and turning a quick doorstep chat into a scheduled follow-up.👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills💻 Enroll in Sales Gravy University Courses with Jessica StokesOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 weeks ago32 min
If There’s No Next Step, There’s No Deal
Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills💻 Enroll in Sales Gravy University Courses with Jessica Stokes🔗 Watch the full episode on YouTube!Our Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 weeks ago10 min
The Cold Call Opener That Books More Appointments (Ask Jeb)
What should you say on a cold call to book the appointment?In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Ryan, a real estate agent in Brooklyn, New York, who prospects expired listings and FSBOs and wants to know how to structure his because statement to land more meetings.Jeb’s advice is to get direct. An expired listing came off the market because it didn’t sell, so call it like it is, lead with the value you bring, and ask for the meeting with a specific time. When getting in front of the seller wins you the listing most of the time, the call has one job: book that meeting.What You’ll Learn:How to write a because statement that books appointments on cold callsWhy passive openers and permission-based questions invite objectionsHow to use the prospecting pyramid to organize your call listWhy FSBO prospecting is a relationship you nurture until the seller is readyWhy in-person meetings convert better than phone conversationsHow to ask for the appointment assumptively-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
- 2 weeks ago6 min
The Relentless Pursuit of Yes (Money Monday)
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.👉 Download Our Free Playbook for Selling to the Four Types of Buyers📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills🔗 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/jebAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
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About Sales Gravy: Jeb Blount
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.
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