Sales Gravy: Jeb Blount

Sean sells a family engagement survey tool to public schools and charter systems, and prospecting is not his problem. His deals are moving through the early stages just fine. But somewhere around stage three, things slow down, conversations keep happening, and the deal stops going anywhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount breaks down exactly why this happens and what Sean needs to do differently to get deals moving again.
The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right.
In this episode:
The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against you
Why consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the deal
How to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authority
How to use micro stories and social proof to reduce fear and build confidence in the buying process
The upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commit

If you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration.
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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Success is supposed to be the goal. But for a lot of salespeople, it becomes the thing that unravels everything they built. Once you hit the leaderboard, start crushing your number, and get comfortable, success starts whispering that you've earned a break — that the fundamentals that got you there are optional now. That's where the danger lives.
In this Money Monday, Jeb Blount breaks down why comfort and complacency are the natural enemies of sustained success, what elite athletes like Kobe Bryant, Jerry Rice, and Tom Brady understood that most people miss, and how to do an honest success audit so you can find your hunger again before the wheels come off.

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

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

Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestraight, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward.

👉 Purchase Jake Stahl's Book, Own the Room
📚 Download our FREE A.C.E.D. Buyer's Style Guide
🔗 Follow us on LinkedIn!

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AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them.
Jeb breaks down why AI screeners and human gatekeepers have more in common than you think, and exactly what your team needs to say in 15 seconds to earn the callback.
In this episode you will learn:
Why relevance is the only thing that gets you through any gatekeeper, human or AI
How to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks up
What to say in 15 seconds or less when you hit an AI screener
Why your office phone may be the reason your calls are getting flagged as spam, and what to do about it
How to craft a relevance-first opening message for your specific industry and buyer

Whether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.
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

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

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

Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches.

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

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

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