Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast I walk Matt through practical strategies to carve out time f…

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people.Email Prospecting Has…

You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold?The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction. https://www.youtube.com/watch?v=ELR-Mhzv7eAFirst Impressions Matt…

Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting …

Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldn’t hear anything on the other end so I hung up. Ten minutes later it rang again with a call from …

In sales - especially in product knowledge training - we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the fa…

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales?Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you’ll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you…

WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you.It’s the BTN method, and I learned it from a friend of mine who completely transformed his life and his h…

On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or insecure about asking.On this episode of the Sales Gravy Podcast, Jeb Blount explores why salesp…

Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older and more experienced than you?Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps,…

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their 20s. They had been assigned to me because their boss was tired of listening to their excuses about why they weren’t consistently picking up the phone and prospecting. When he brought me in, he said matter of factly: “They won’t pay any attent…

Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exe…

Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first.In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construct…

On this first Monday of the second month of the year, it’s time for a gut check. First we need to check where we are against our new year goals. Next we need to take stock of our first month sales performance and make adjustments.We’re just a little more than 30 days away from our new year intentions, resolutions, and goals. A month ago, we set out…

Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley.Key Takeaways Conflict Isn’t the Enemy: Whether it’s internal (“me-me”) or between you and others, conflict can be a catalyst for growth if handled with empathy and a…

If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you.In this episode, I answer a question from Paul in Rancho Cucamonga, California, who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect …

As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear d…

Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, lead…

Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.On this As…

Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means."Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how w…

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge…

Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen.Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, l…

I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline.If you are in this situation and don’t have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because…

Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business wit…

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb!I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’r…

Happy New Sales Year!This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster.It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control.…

Discover the secrets to lead follow up and conversion after trade show, conference, and events. On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers.Ke…

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.Personal Goal BucketsWhen developing personal goals, I break them down into three bu…

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape.Key Takeaways:This year reinforced a crucial truth: the fundamentals of sales never go out of style, but a…

For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly.If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection.T…

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.Key Takeaways…

Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to …

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon.Key Takeaways:– Resilience in Craft Be…

Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast.If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger…

In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities.Key Takeaways:– Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with …

In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year.There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the …

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential.Key Takeaways: – The Importance of Positivity in Decision-Making: Positive decisions about entering a sales role, rather than trying t…

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement.Key Takeaways:– Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to …

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales…

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.Neil emphasizes the significance of understanding buyer …

Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale.Key Takeaways– Success in outbound selling relies on maintaining str…

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales.Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales perfor…

In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success.Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to t…

Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession.Key Takeaways: – Behavioral Changes for Success: Increme…

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 20…

"Early sales careers can involve a lot of cold calling, rejection, and setbacks. However, having a competitive spirit can drive you to keep pushing, knowing that persistence will eventually pay off."On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from h…

In this episode of The Sales Gravy Podcast, host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author.Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from his extensive military experience and his work as the co-creator of the US Navy Warrior…

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales.On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulseb…

In this episode of The Sales Gravy podcast, Jeb Blount Jr. hosts Barrett King, Senior Director of Revenue and Partnerships. In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success.Barrett's approach to how sales …

On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away from price and towards value, helping salespeople overcome objections and close more deals.Key Tak…