Sales Gravy: Jeb Blount

What does it really take to build something great? It’s grind and refusing to stay down when you hit a wall. In this week’s Money Monday, Jeb Blount Jr. shares the story behind Sales Gravy’s early Everest and how the company scaled it instead of giving in. From the COVID-era studio investment that turned into a global advantage, to a strategic hire who walked away three weeks in, Jeb reveals that there really is no secret formula. You just have to get back up, again and again.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Business Owner’s Guide to Hiring Salespeople
🔗 Follow us on LinkedIn!

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

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

Ask a top performer what makes them successful, and they will often tell you, "I've just got great relationships." But that's not something a sales leader can coach or teach to the rest of the team. 
In this episode, sales advisor and author Jeff Bajorek joins Jeb Blount Jr. to break down how leaders can push past that response and uncover the specific, repeatable behaviors, from always picking up the phone to making one more call at the end of the day. He also covers why relationship-building looks different for every rep, and how leaders can coach to a process without forcing everyone into the same exact playbook.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Want to become a better sales coach? Check out our C.L.E.A.R. Coach™ Training
🔗 Follow us on LinkedIn!

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

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

How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?
In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day.
Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road.
For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster.
What You'll Learn:
Why B2B leads should almost never be fully abandoned, even after a project closes
What separates a lead gen service worth paying for from one that's just handing you a list
How to build a three tier calling structure using qualified leads
Why inbound leads should always get called before any cold outreach
When it makes sense to skip the voicemail entirely on a cold list
How building a homogenous prospecting list speeds up your voicemail messaging
The five step voicemail framework that gets you on and off the phone in under a minute

Whether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first.
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

What separates ultra-high performers from every other salesperson? It's Fanatical Prospecting. In this week’s Money Monday, Jeb Blount explores why a full pipeline is the ultimate predictor of sales success and reveals the simple, repeatable habit that top earners use every day to outsell the competition three to one.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Fanatical Prospecting Dial Tracking Sheet
🔗 Follow us on LinkedIn!

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

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

Today's buyers have already done the research before they ever talk to a seller, so why do deals still stall out? Victor Antonio joins Jeb Blount Jr. to break down buyer resistance as a physics problem and says that friction, not objections, is what actually kills deals. They dig into why AI-educated buyers don’t need sellers to educate them; they need someone to validate what they’ve learned and give them the confidence to decide. They navigate what that shift means for sellers standing in the last mile of the decision. Victor also previews his session at this year's Outbound Conference, focused on the future of selling in an AI-driven market.

🎟️ Grab your tickets for OutBound Conference
📝 Download the FREE Small Business Guide to Sales Training
🔗 Follow us on LinkedIn!

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

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