Sales Gravy: Jeb Blount

You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.
In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.
What You Will Learn:
Why greenfield prospects are your only realistic target when you are just starting out
How to use Google Gemini to build a prospect list of local home service businesses in minutes
The one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuing
Why 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operators
How to price your first customers to get skin in the game without scaring them off
Why referrals and geographic territory focus accelerate early pipeline faster than any other tactic

Perfect For:
Founders and entrepreneurs selling their own product for the first time
Sales reps breaking into a market dominated by established players
Anyone building a pipeline with no existing customer base or brand reputation

Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and 12 other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.
Have a question for Jeb? Submit it at salesgravy.com/ask.

Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free Prospecting Dial Tracker
🔗 Follow us on LinkedIn!

Mark Hunter has trained elite sales teams all over the world, but in this episode of the Sales Gravy Podcast with Jeb Blount, Jr., he gets real about the deals he's blown, the mistakes he owned, and why selling with integrity isn't just the right thing to do — it's the only way to build a sales career that actually lasts.

🔗 Learn more about Mark Hunter and his new book, Integrity First Selling
🎟️ Grab your tickets for OutBound Conference
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call

Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast, Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for sellers and their teams today?
Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have.
But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table.
Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning on virtual meetings. Jeb makes a point that challenges every salesperson who has ever said their customers do not want to meet in person. Spoiler: it is not your customers who are avoiding the meeting.
In this episode you will learn:
Why AI is poised to flip the information advantage from buyers back to sellers
What the human-to-human relationship looks like in long, complex sales cycles
Why salespeople project their own avoidance onto their customers and how to stop
How to ask for a meeting with confidence instead of leaving the decision to your prospect
The egg timer story: how Jeb turned a five-minute ask into an hour-long executive conversation
Why great discovery and genuine curiosity will always outperform a polished pitch

Whether you are leading an enterprise team or carrying a bag yourself, this episode is a direct challenge to the habits that are keeping you from getting in front of the people who can actually buy.
Got a question you want Jeb to answer? Submit it at salesgravy.com/ask and you could be featured on the next Ask Jeb.
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Read the blog
🔗 Follow us on LinkedIn!

In this episode of Money Monday, Keith Lubner fills in for Jeb Blount and breaks down the one metric that actually predicts sales success: the First Time Appointment (FTA). Using the Moneyball story as a framework, Keith explains why FTAs are the sales equivalent of getting on base — and how tracking them can transform your pipeline, your coaching conversations, and your close rates.

🎟️ Grab your tickets for OutBound Conference
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
📝 Download the FREE 25 Ways to Ask for an Appointment on a Cold Call
🔗 Follow us on LinkedIn!