Sales Gravy: Jeb Blount
From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
Episodes
April 28, 2025 • 14 mins
Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make or break you. When all things are equal, mindset is one thing that separates winners and losers.
This is one of the reasons that I love golf so much. Once you understand the basic mechanics of the golf swing the only thing that...
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April 24, 2025 • 42 mins
Let’s kill the myth: sales coaching isn’t just for newbies or underperformers.
It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period.
This isn’t feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason.
Everyone, and I mean everyone, nee...
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April 23, 2025 • 13 mins
Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move.
Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar?
He had read ...
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April 20, 2025 • 7 mins
On this Money Monday, we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean. It was gritty, emotional, and one of the most unforgettable moments in sports history.
Rory stepped onto the first tee looking calm, focused. Like a man who’d been here before, and this time, was ready to finish it. He was 12-under. Two ...
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April 17, 2025 • 52 mins
You crushed your quota. Commission check hits the account.
Your first instinct? Celebrate! You earned it, right?
Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you’re just renting a lifestyle.
Here’s the truth: Top sales pros don’t just sell like professionals—they manage their money like professionals. They know the high of a commission check ...
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April 16, 2025 • 17 mins
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your price?
His company builds industrial dust-collection equipment and ducting, but they don’t sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alte...
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April 14, 2025 • 11 mins
There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections.
If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” then we're going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill.
Turbulent Ti...
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April 10, 2025 • 38 mins
Everybody wants the hacks.
The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame.
But let me give it to you straight: Sales isn’t won with hacks. It’s won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring.
If you’re not hitting your number, it’s probably not because you need better leads, better tech, or better timing....
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April 8, 2025 • 16 mins
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever.
From Information Scarcity to Info...
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April 6, 2025 • 6 mins
We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder.
As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from t...
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April 3, 2025 • 45 mins
All’s fair in love and war—and sales.
At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.
Did you make quota this quarter? Did you crush your numbers? Or did you fall short?
If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to.
Top performers don’t just follow the playbook. They know when t...
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April 2, 2025 • 13 mins
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling.
Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.
Why Sales Coaching Is Essential
Sales is a skill position. Even the best reps lose...
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March 30, 2025 • 8 mins
This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming out of Q1, and what you need to adjust and think about as we move into Q2.
Start with setting aside a dedicated, focused time block of one to two hours for reviewing your:
Q1 Results
Current state of your pipeline
2025 goals & personal business...
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March 27, 2025 • 14 mins
Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals.
We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.
These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.
If you want to crush your numbers, start here.
h...
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March 25, 2025 • 14 mins
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality.
Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face...
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March 23, 2025 • 11 mins
George Foreman gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known. His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.
Foreman’s "In the Mud" Moment
The George Foreman most of us remember, ...
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March 20, 2025 • 45 mins
Wherever you are in your sales journey, you need a mentor—now.
If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor who’s been through the fire and who can help you avoid costly mistakes.
Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast....
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March 18, 2025 • 15 mins
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence.
If you’ve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you’ll relate to Gaius’s dilemma. Below, you’ll find the key takeaways from our ...
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March 16, 2025 • 11 mins
One of the most vivid memories from my childhood was the day I was bucked off of my pony. The pony’s name was Macaroni and I was six. We were in an arena where my mother was giving me my very first riding lessons.
Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then as I finally caught my breath, I started bawling at the s...
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March 13, 2025 • 27 mins
How many times have you gotten to the meeting but your pitch fell flat?
You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted.
It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale.
A Framework to Tap Into Your Prospect’s Pain
So what’s missing?
A framework that actually speaks to your prospect’s pain, builds urgency, a...
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