Sales Gravy: Jeb Blount

Buyer resistance doesn't stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it ever reaches a customer. She urges sales leaders to make the investment in the OutBound Conference to work through these strategies in person with her.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎲 Learn more about the OutBound Conference
🔗 Follow us on LinkedIn!

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Getting screened out of sales jobs by AI before a human even looks at your resume?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Nick, who is trying to move from the rail industry into a sales career and keeps getting screened out by applicant tracking systems.
Jeb's answer is simple: stop treating your job search like an application and start treating it like a prospecting campaign. Nick's rail industry background is the exact expertise that companies selling into that industry are looking for. Jeb breaks down how to identify those companies, use LinkedIn and local networking to get in front of the people who make hiring decisions, and shares a real world example of an in-person walk in that landed a interview in just a few minutes.
What You'll Learn:
Why resume screening and AI applicant screening systems disqualify non-traditional candidates before a human ever sees their resume
How to identify companies that sell into your current industry and use your expertise as a shortcut into sales
Why treating your job search like a prospecting campaign beats just sending in applications
How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers
How walking in the door instead of submitting a resume can change the outcome entirely

Whether you're pivoting from a specialized industry or just trying to get noticed instead of filtered out, this episode gives you a practical playbook for getting in front of the right people in your search for a sales role.
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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:
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Prospecting can feel like playing the lottery, but treating it like one is a sure way to lose. In this week’s Money Monday, Jessica Stokes explains why the random approach to prospecting fails, and what actually separates reps with full pipelines from reps stuck in feast or famine. She breaks down how to target the right prospects, build lists before you need them, and use enough touchpoints to actually get a response, then leaves you with five questions to determine if your prospecting is working or just running on hope.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Follow us on LinkedIn!

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

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

You've been taught to keep a poker face with prospects, and it's costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that trust, drawing on his newest book, The Four Levers of Negotiating, to explain why stiff, perfect pitches repel buyers and why sharing your flaws upfront wins them over instead.

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

Our Sponsors:
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If you are trying to get budget approved for professional development, wondering whether AI can actually improve your sales coaching, or stuck trying to motivate senior reps who have stopped caring, this episode of Ask Jeb on the Sales Gravy Podcast covers all three.
Jeb tackles three real questions from the field. First, how to build the case for conference budget, whether you are asking for yourself or bringing your whole team. Second, what actually works and does not work when using AI to analyze and coach sales calls. Third, how to create urgency with successful but complacent senior reps who have lost their edge.
What You'll Learn:
How to build the ammunition you need to justify professional development budget to leadership
Why framing a sales conference as a reward or a team kickoff event can unlock budget at small companies
Why Outbound Conference works especially well for small companies that cannot afford a traditional sales kickoff
Where AI genuinely helps with sales call coaching, and where it falls apart at scale
How to build a prompt library for AI call analysis and coaching
Why some of your best reps stop trying and what that actually means
How a transparent, goals-first conversation can re-engage a complacent top performer
Why asking a veteran rep to teach the team can reignite their own learning and buy-in

Whether you are fighting for conference budget, experimenting with AI in your sales process, or trying to reach a rep who has checked out, this episode gives you practical, tested approaches you can use right now.
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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

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

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

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