Sales Gravy: Jeb Blount

If your sales organization is new and growing fast, the worst thing you can do is hire more people before you have a system for them to run. In this Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two sharp questions from John, who leads sales for a Catholic nonprofit that is about to double in size through an acquisition.
Jeb's core message is clear: slow down, map your system, then scale. Without a documented sales process, every new hire is an expensive experiment. With one, you can bring someone in and get them producing results quickly, which means more resources going back to your mission instead of into onboarding chaos.
What You'll Learn:
Why documenting your sales process from prospecting through close is the foundation for scaling
How a repeatable, teachable sales system accelerates onboarding and protects your mission's resources
Why you should hire salespeople before you hire sales leaders when building a sales team from scratch
How to segment your prospect base by potential to help new reps win fast
How the Rogers Innovation Curve applies to niche markets and what to do when you hit the wall of late adopters
Why social proof and peer-to-peer influence matter more than brute force prospecting when selling to resistant prospects
How to use executive-level endorsements as a strategic multiplier when selling into slow-moving organizations
The role territory segmentation and CRM tools play in setting your team up for consistent execution

Whether you sell into churches, nonprofits, or any niche market with distinct adoption patterns, this episode gives you a practical roadmap for sustainable sales growth.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

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Most salespeople stay busy but struggle to produce consistent results. The reason usually comes down to one thing: they treat every prospect the same.
In this Money Monday, Sales Gravy master sales trainer Duff Tucker breaks down a three-variable prospecting framework built around lead temperature, sales cycle timing, and deal size. These three lenses help you decide who deserves immediate action, who needs nurturing, and who belongs in automation.

🎥 Check out Duff Tucker's courses on Sales Gravy University
📖 Purchase Jeb Blount's 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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Sellers often know a deal is falling apart before their leader does, so why do so many stay quiet about it? Helen Fanucci joins Jeb Jr. to unpack what that silence reveals about trust on a sales team, and why forecasts fall apart for reasons that have nothing to do with the numbers. They get into why buyers are harder to win over than ever, why AI is making the trust problem worse, and what leaders unknowingly do that keeps their sellers from speaking up. Helen also previews her session at this year's Outbound Conference, focused on building high-performing sales teams and retaining top talent.

🎟️ Grab your tickets for OutBound Conference
📝 Download the FREE Guide on How to Find a Sales Coach
🔗 Follow us on LinkedIn!

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Should we remove humans from sales?
Shakaib Arsalan, CTO of a software company in Pakistan, comes to Jeb Blount with a question straight from the boardroom: his CEO wants to go fully humanless in sales by replacing the sales team with AI agents. Jeb breaks down exactly why that strategy is likely to backfire, what AI can and cannot do in a sales process, and how to think about the right balance between automation and human connection.
What You'll Learn:
Why fully automated outbound sales is ineffective and dangerous to your pipeline
The difference between low-complexity and high-complexity sales and how each requires a different approach
How AI slop is actively destroying email as a sales channel and what happens when buyers catch on
How to use AI to enhance your salespeople rather than replace them
How to handle cross-cultural selling challenges when your team is calling into the US from another region
Why empathy, pacing, and authenticity matter when building trust across cultures

Jeb also gives Shakaib straight advice on the trust gap that salespeople in South Asia and the Middle East often face when selling to US buyers, including what actually moves the needle and what tends to make it worse.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

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

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

Brad Adams, senior master sales trainer at Sales Gravy, delivers a straight talk on one of the most overlooked problems in field sales today. During the pandemic, field reps were forced to prospect and manage clients virtually — and many had their best years ever. Now that in-person is back, most have abandoned those tools entirely and returned to burning hours behind the wheel. Brad breaks down why that shift is costing field sellers more than they realize, and how blending virtual and in-person communication strategically is the difference between reps who dominate their territory and those who just drive through it.

🎥 Check out Brad Adam's courses on Sales Gravy University
📖 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!

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

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