Sales Gravy: Jeb Blount

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
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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
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What do you say when a prospect tells you "we already have someone who does that"?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount tackles this objection with Rob, an outside sales rep who runs into it constantly while prospecting door to door.
Jeb's core message: the real problem is who you're talking to. When you lead with an offer like a free quote or free inspection, gatekeepers default to sending you to procurement, and procurement is where your sales dreams go to die. Change what you open with, and you change who you end up in front of.
What You'll Learn:
How asking the right questions leads you to the actual decision maker
Why procurement is where deals stall and how to avoid ending up there
Why leading with "free" anything triggers defensiveness and routes you straight to procurement
How a short morning call block can turn cold door knocking into scheduled appointments
How to turn a local, relationship-driven value proposition into your strongest differentiator against larger competitors
A script for handling the "we already have someone" objection once you're in front of the right person

Whether you're selling compliance services, B2B solutions, or anything where a gatekeeper stands between you and the real decision maker, this episode gives you a practical way to change who you're talking to before you ever have to overcome an objection.
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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
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com
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Even the top sales reps can find themselves on the downward side of a spiral. Jeb Blount’s seen it happen many times, because he’s been there himself. Letting yourself fester in a sales rut can affect your attitude, your motivation, your team, and your job. In this episode, Jeb Blount explains how introspection and self-awareness can refocus your mindset and reroute your rut. He shares a time when his investment in himself brought him out of his rut and put him back on top of the team in just three months. 

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Goal Planning Guide 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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LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with Jeb Blount Jr. to break down why so many salespeople stay quiet on the one platform where their customers and prospects are logging in daily. Daniel shares his weekly three-post formula that spotlights his team, his customers, and his company. He emphasizes starting your posts with a hook and ending with a reason for people to engage. Lastly, Daniel and Jeb talk about OutBound and why it's the best investment you'll make in your sales career.

🎟️ Grab your tickets for OutBound Conference
💻 Enroll in Sales Gravy University Courses with Daniel Disney 
👉 Download our free LinkedIn Profile Makeover Checklist 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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