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How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
Here's a question that'll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then... your prospect no-shows? That's…
Single-Contact Selling is Killing 34% of Your Deals (Money Monday)
You've got a champion. Someone inside the account who gets it. They love your solution, they're fighting for your proposal, and they're feeding you intelligence about the decision-making…
Why Your Sales Team is Underperforming — Patrick Lencioni on Working Genius
"You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others." That’s Patrick Lencioni, bestselling author and…
Why Cold Calling Will Never Die (Ask Jeb)
Here's a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you're staring at response rates that are circling the drain? That's the…
First Month Sales Results Gut Check (Money Monday)
On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are against our new year goals. Next, we need to take stock of our first month's…
Why Founder-Led Sales Teams Struggle to Scale
“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it's not that valuable. It's actually quite risky.” Chris Spratling, founder of…
Jeb Blount’s 3 Non-Negotiables for Modern Sales Success (Ask Jeb)
Here's a question that'll change how you think about this profession forever: What's the one moment that reveals you're built for sales success? For most people, that moment never comes. They…
What Skateboarders Can Teach Salespeople About Mastering New Skills (Money Monday)
I’m not sure if you noticed this, but there is a massive gap between what salespeople and leaders know and what they actually do. I've written 18 books and trained hundreds of thousands of…
Coaching Sales Reps Who Think They Know Everything
"That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down." I said that…
How to Save Neglected Accounts Before They Disappear (Ask Jeb)
Here's a question that'll make your head spin: You just inherited 50 neglected accounts, and your customers feel taken for granted. How do you reposition yourself as a high-value partner instead of…
Where Confidence Comes From and Why it Matters in Sales (Money Monday)
Have you ever gone into a closing meeting, a sales presentation, or even a prospecting call with total confidence? That mindset and feeling that everything's going to go your way, that nothing can go…
Turn Boring Sales Pitches Into Conversations That Close
You are on slide 34 when the CFO’s phone buzzes. She glances down. The VP to her left is nodding, but you can tell he checked out ten minutes ago. You know this pitch cold. You have rehearsed it. You…
Why Great Salespeople Are Great Listeners (Ask Jeb)
Here's a question I get asked all the time: What's the single biggest misconception holding salespeople back? That question came from a room full of college students at BYU-Idaho, ages 19 to 24,…
Your Calendar Is Lying About Why You’re Not Prospecting (Money Monday)
You declined another prospecting block today, didn't you? That internal meeting popped up. Someone needed "just five minutes." Your CRM screamed for attention. Before you knew it, another day…
Why Sales Professionals Fail at New Year’s Fitness Goals (And How to Actually Succeed)
Are your fitness goals realistic for the life of a busy sales professional? "I find that a lot of sales leaders I work with are operating at about 110% capacity. So when we're talking about…
Build Your Personal Brand Without Conflicting With Your Company (Ask Jeb)
Here's a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company's toes? That's the question Taylor Deadrick asked me during a…
How to Set Sales Goals That Actually Stick: From Vision to System (Money Monday)
This Money Monday Sales Gravy podcast episode is special because it kicks off our 20th season! It’s hard to believe that we’ve been producing the Sales Gravy continuously for 20 years. Over the…
The 4-Step Fix for Sales Goals That Always Fall Short
Do you plan to hit your sales goals, or just hope you will? You set goals in January. By March, they are forgotten. It's because most salespeople confuse wanting something with planning for…
How to Negotiate Sales Compensation Without Burning Bridges (Ask Jeb)
Here's a question that keeps salespeople up at night: How do you ask for more compensation when you're getting competitive external job offers without sounding like you're issuing an…
The $1 Billion Sales Psychology Mistake: Why Selling Logic Kills Deals (Money Monday)
Is your sales strategy built around how buyers should behave—or how they actually behave? Imagine walking into a store and seeing a shirt for $50. Fine. Unremarkable. You might buy it, you might…
Frequently Asked Questions
Sales Gravy: Jeb Blount has published 300 episodes since June 2020, covering topics in Business, Careers.
Sales Gravy: Jeb Blount is currently highly active with new episodes every few days. Average episode length is 28m.
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