Sales Gravy: Jeb Blount

Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending.

👉 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

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Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask instead, the ones that tie a problem to real consequences and lead buyers to discover latent pain on their own. Marcus walks through an oil change story every rep will recognize and explains how this shift helped his SMB team grow average deal size roughly fourfold.

👉 Download our Free Playbook for Understanding the Four Buyer Styles
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Watch the full episode on YouTube!

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

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If you can’t figure out who makes the buying decision, every cold call starts with a guess.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?
Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.
What You’ll Learn:
How to find the decision maker when job titles don’t tell you who buys
How to get the gatekeeper to give you the contact you need within the organization
Why separating prospecting time from research time protects your call blocks
How to sort prospects into A, B, C, and D lists so every call has a clear goal
How to build qualifiers that tell you when a lead is ready for an appointment
Why multithreading matters in complex sales
How to use AI tools to help you build a local prospecting list in minutes
How to build an ideal customer profile with your team to stop setting unqualified appointments
Why every new piece of information counts as a win for SDRs and BDRs
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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

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

Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch into a conversation to handling objections without arguing and turning a quick doorstep chat into a scheduled follow-up.

👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's new 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

Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.

👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Watch the full episode on YouTube!

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