Sales Gravy: Jeb Blount

When every product in your market looks the same, the only way you win is for your competitor to lose.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year sales veteran who moved from TV into digital advertising and has watched three deals in a row end with the prospect sticking with their current provider.
Jeb’s advice starts with the sales process. The buyer’s emotional experience is the most consistent predictor of whether you win, so stop fixating on the close and look at how you run discovery, how many commitments you ask for, and whether you can drive a wedge between the prospect and the incumbent. Sometimes the right move is to walk away before you hand your competitor your proposal. If you sell in a crowded market and keep losing to the incumbent, this episode will help you lay the groundwork for competitive displacement.
What You’ll Learn:
Why prospects stick with the status quo and what to do when you keep losing deals to no decision
How to compete in a commoditized market where every company and product looks the same
The five decisions buyers make before they choose to work with you
Why past customers, including accounts other reps once handled, are the best place to start prospecting
How adding steps to your sales process builds buyer commitment through the investment effect
Why sending your detailed proposal too early can give the incumbent vendor everything they need to keep the account
How to find out if a prospect is willing to change
How to ask discovery questions that help prospects realize their current vendor is taking them for granted
When to walk away from a deal and focus your pipeline on high-probability opportunities
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Submit your question: salesgravy.com/ask
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Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

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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

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

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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
🔗 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

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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