Sales Gravy: Jeb Blount

Most sales leaders are building good teams and calling it done. Cheryl Parks joins Money Monday to challenge that — breaking down the three levers that actually separate good reps from elite performers: nervous system regulation, the CAR Framework, and decision velocity. If your team is talented but stuck, this episode is worth your time.

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Most salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn for salespeople right now.
They get into why cold outreach feels so painful and how LinkedIn changes that, the difference between fast and slow prospecting, and the LinkedIn outreach mistakes that are silently killing pipeline for sales teams everywhere. Jeb, Brynne, and Dr. Bizzi also break down what a good LinkedIn strategy looks like at the profile level, the message level, and the network level.
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Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.
In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.
You will learn how to protect your prospecting time, how to talk to your organization about compensation and structure without issuing ultimatums, and why you have to set boundaries with yourself just as much as you set them with your company. Jeb also explains why hoping the situation will fix itself is not a strategy and what to do instead.
If you are in a role where your individual sales responsibilities and your leadership responsibilities are pulling you in two different directions, this episode is for you.
Have a question for Jeb? Submit it at salesgravy.com/ask and you could be on the show.

A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.

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Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the product you sell, and how to turn daily LinkedIn activity into real pipeline.

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