Sales Gravy: Jeb Blount

What if you are brand new to sales and have no idea whose advice to trust? Andrew Osborne asked Jeb Blount exactly that question, and Jeb called it one of the best he has ever heard on this show.
Sales advice is everywhere and a lot of it is flat-out wrong. Someone who was number one on their team for one year is not a sales guru. A technique that works for one person in one market in one season is not a universal truth. In this episode, Jeb walks through best practices for evaluating whether someone is worth learning from, including the questions to ask, the resume details to look for, and the phrases that should make you run in the other direction.
In This Episode:
How to tell the difference between real sales expertise and a flash in the pan
Why longevity and an active book of business are the clearest signals of credibility
The problem with "one way" sales thinking and why Jeb avoids it entirely
Why all sales is poetry and probability, and what that means for how you train
How to trust your instincts when advice sounds too easy or too good\

Watch on YouTube: youtube.com/salesgravy
Visit salesgravy.com for free sales resources and training programs.
Get your tickets to OutBound Conference: outboundconference.com.

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In this episode of the Sales Gravy Podcast, Jeb Blount breaks down the four principles of effective sales conversations: why emotions are contagious and set the tone before you say a word, why your stakeholders' stories hold the clues to their real pain, how questions give you control without dominating the room, and why listening builds the kind of trust that erodes emotional walls and reveals what actually closes deals. If you're talking more than you're asking, this one's for you.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free A.C.E.D. Buyer's Style Guide now!
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Ashley Blount sits down with Harriet Mellor, founder of Your Sales Co out of Australia, for a conversation about building a sales career on integrity, patience, and genuine relationships. Harriet shares how she nurtures prospects through years-long sales cycles without becoming a nuisance, why she refers clients to competitors, how consultative selling has driven her biggest wins, and the deal she cried over on a Friday afternoon and won back the following week.

🎥 Check out Harriet Mellor's courses on Sales Gravy University
📚 Read the blog
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences
🔗 Follow us on LinkedIn!

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You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.
In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.
What You Will Learn:
Why greenfield prospects are your only realistic target when you are just starting out
How to use Google Gemini to build a prospect list of local home service businesses in minutes
The one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuing
Why 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operators
How to price your first customers to get skin in the game without scaring them off
Why referrals and geographic territory focus accelerate early pipeline faster than any other tactic

Perfect For:
Founders and entrepreneurs selling their own product for the first time
Sales reps breaking into a market dominated by established players
Anyone building a pipeline with no existing customer base or brand reputation

Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and 12 other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.
Have a question for Jeb? Submit it at salesgravy.com/ask.

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Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.

📚 Read the blog
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free Prospecting Dial Tracker
🔗 Follow us on LinkedIn!

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