Sales Gravy: Jeb Blount

Why do prospects complain about their current vendor, ask you for a quote, and then ghost you?
You have a great discovery call, your prospect tells you everything their vendor gets wrong, and you send a proposal. Then you follow up for weeks and finally hear back: “We’re happy now. We’re giving them another chance.” In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Angie, who keeps losing deals this way to the two major competitors in her market.
Jeb’s answer comes down to two things. First, venting is not the same as being ready to leave. Your prospect has to feel enough pain to move, and they get there when they realize their vendor is taking them for granted. Second, your pricing is your leverage. If you hand it over without a meeting, you give their current vendor time to step in, offer concessions, and win them back.
What You’ll Learn:
Why prospects complain about their current vendor and then decide to stay
How to ask discovery questions that lead buyers to see their vendor is taking them for granted
Why you need to close while the prospect is still frustrated, before their vendor makes promises to change
How to stop prospects from using your proposal as leverage against their current vendor
What to do when a prospect says “just send me the pricing”
How to use your pricing as currency to secure a proposal meeting
Why chasing prospects makes them pull away, and how to test whether a buyer is serious
How to respond when you suspect you’re only being used for a price check
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Follow Jeb Blount on LinkedIn

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Most salespeople know their quota. Far fewer know what’s driving it. In this episode, Duff Tucker walks through the five numbers that tell you whether you’ll hit your goal, starting with the sales math behind how much pipeline you really need. He calls out the busy days that feel productive and produce nothing, and the “great opportunity” you’re still waiting to hear back on. Duff has a name for that one: a hope. Watch these five numbers, and month-end stops being a surprise.

👉 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 University

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

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Paul Watts spent years as an engineer before moving into sales, and he can still hear his mom’s heart break when he told her. Now the founder of Base Over Apex, he sits down with Jeb Blount Jr. to talk about why buyers expect the worst from salespeople and what the best reps do differently. They get into why a smaller deal on net 30 can beat a bigger one on net 90, how knowing margin from markup keeps you from discounting, and what to ask yourself mid-meeting when your message stops landing.

👉 Download our free guide on how to sell to the four types of buyers
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎥 Check out our YouTube Channel!

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

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Why do prospects hang up on your cold calls before you can even explain why you’re calling?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard.
Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours.
What You’ll Learn:
What a realistic cold call to appointment conversion rate is and how to track yours
How to stop getting hung up on in the first few seconds of a cold call
How to write a because statement that gives prospects a relevant reason to meet with you
Why leading with your expertise sounds more confident than leading with the prospect’s problem
What belongs on a prospecting call and what to save for the discovery meeting
How to A/B test your cold call opener to find what works
How to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notes
When and how to use video in your prospecting sequence
Jeb’s recommended Money Monday episodes for resilience and bouncing back after a tough prospecting day

Resources Mentioned:
George Foreman’s Masterclass on Resilience (Money Monday): Listen here
Failure is Not Permanent (Money Monday): Listen here
Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here
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Submit your question: salesgravy.com/ask
Purchase Fanatical Prospecting by Jeb Blount: https://a.co/d/0ahxYEgV
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

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You pull up the next number and start talking yourself out of it: “I’m going to bother them. I’ll sound salesy.” Suddenly, the phone weighs a thousand pounds. If you’re waiting to feel confident before you dial, Jessica Stokes says you have it backwards. Confidence comes from repetition. She shows you how to build momentum with warmer contacts, when email and LinkedIn become hiding places, and why a 15-minute daily challenge beats waiting until you feel ready.

👉 Download our free Cold Calling Guide with 25 Scripts to Ask for an Appointment
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy