Sales Gravy: Jeb Blount

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
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Tony Morris wants you to say less so you'll win more. It's his mantra for prospecting. Tony sat down with Jeb Blount Jr. to discuss how he has reframed his process so that he's not focused on being the seller, but on helping people be the buyer. He shares his rule that every month without contact costs you a slice of the relationship, and why he sends prospects books, articles, and webinar links with no ask attached. This approach breaks through buyer resistance more easily and gets you better conversations with your prospects. Tony will be at Outbound this year talking more about his process and why focusing on curiosity over closing creates more opportunity.

🎟️ Grab your tickets for OutBound Conference
💻 Enroll in Sales Gravy University Courses with Tony Morris
👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals
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How do you actually know someone can sell before you've hired them, trained them, and found out the hard way?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two hiring questions from Ramesh: how to find and hire the right salespeople, and whether that approach changes for a small company versus a large one.
Jeb's answer: he's made the same hiring mistakes every leader makes, even after building a career on turning struggling sales teams around. Hiring is part process and part gut, there is no magic formula to get it right every time. The good news is you can stack the odds heavily in your favor with the right approach.
What You'll Learn:
How whether a role is heavy hunting, heavy account management, or a hybrid should shape who you hire
Where assessments fit into the hiring process and why
How to build an assessment stack depending on the complexity of the role
How to ask situational interview questions tailored to pushed past rehearsed answers
Why bringing multiple people into the interview process catches what one person reviewing candidates alone will miss
How a candidate's energy in an interview can mislead you if you don't weigh it against other signals
Why small companies face higher hiring stakes than large companies, and how to protect yourself from a costly bad hire
How a long hiring cycle can cost you strong candidates to competitors who move faster

Whether you're building your first sales team or creating a hiring process at scale, this episode gives you a practical framework for making better hiring decisions.
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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

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Admitting your company needs sales leadership is one of the hardest calls a founder makes, and one of the smartest. Duff Tucker walks you through seven critical signs that your company has outgrown founder-led sales, from reps getting check-ins instead of real coaching to a forecast that's become a guess instead of a weekly discipline. Duff breaks down what each sign actually looks like and how to spot it in your own company. Showing even one of the seven warning signs is reason enough to consider bringing on a fractional sales leader.

🖋️ Read When to Hire a Fractional Sales Leader: 7 Signs Your Company is Ready
🧑‍💼 Learn more about Sales Gravy’s Fractional Sales Leadership Solutions
💻 Enroll in Sales Gravy University Courses with Duff Tucker
🔗 Follow us on LinkedIn!

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It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Zac, co-founders of the UK sales consultancy We Have a Meeting, sat down with Jeb Blount Jr. to break down this idea, which they discuss in their book, Sales as Therapy. They go over prospecting techniques that uncover real, often personal stakes behind a buying decision. They also discuss two tools that get more guarded prospects to open up.

📖 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
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

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