Sales Gravy: Jeb Blount

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

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Text messaging is one of the fastest tools in a salesperson's toolkit, but it can also destroy the relationships it's supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
📱 Read Blending Text Messaging Into Your Account Management Process
🔗 Follow us on LinkedIn!

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Most reps aren't losing deals because they're lazy. They're losing deals because they're busy with the wrong ones. Mark Hunter joins Jeb Blount Jr. to call out the habits wrecking pipelines everywhere, and hands over the one move that flips a stalled deal into a closed one.
Mark also talks about the OutBound Conference, where he’s been a speaker since the very first event in 2018. He explains why he still shows up every year to challenge his own limiting beliefs alongside other top performers. 

🎟️ Grab your tickets for OutBound Conference
📝 Download the FREE A.C.E.D. Buyer Style Playbook for Sales Professionals
🔗 Follow us on LinkedIn!

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If you're moving into sales from a completely different industry, you're probably wondering which matters more: how likable you are or how well you run your process.
In this Ask Jeb, Andrew, a former manufacturing supervisor from Manhattan, Kansas now building a sales career, asks Jeb Blount to settle the debate between people skills and sales mechanics.
Jeb breaks sales down into two forces that both matter: the poetry of messaging and relationship building, and the probability of running a consistent process. He explains why he'll bet on a process person over a "gift of gab" person almost every time, why tricks and tactics fail the moment a prospect sees through them, and why the one metric he tracks above all else is qualified first time appointments, the Moneyball number that predicts everything downstream.
What You'll Learn:
How to diagnose whether a slump is a targeting problem or a skills problem
How to build a qualification process around the are the one metric that matters most in your business
Why Jeb bets on a process-driven salesperson over a naturally charming one
Why sales is both an art and a science
How the "alternatives equal power" principle plays out in every deal you're chasing
How a mindset from manufacturing applies directly to building a sales system
Why relationship building matters, but never at the expense of running your process

If you're new to sales and trying to figure out where to focus first, this episode gives you the framework to build your foundation the right way.
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

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!

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

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