Sales Gravy: Jeb Blount

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

AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting point without losing their voice, why sales leaders need to lead by example on LinkedIn before they can expect results from their teams, and how to build a social selling strategy focused on outcomes instead of activity. If your LinkedIn presence feels like it is on autopilot, this conversation will wake it up.

 🎥 Check out Daniel Disney's courses on Sales Gravy University!
📖 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

When the market shifts, your salespeople won't shift with it on their own. That's your job as a sales leader. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes questions from two sales leaders navigating some of the most common and costly team management challenges in sales: how to redirect high performers when market conditions change, and how to get a small team to stop chasing easy transactional deals and start closing high-value complex ones.
Jeb draws on real experience, including a story from the early days of the pandemic when one of his top performers kept prospecting into a dead market. His answer was simple: go where the money is. But making that shift happen at the team level takes leadership, market awareness, and consistent communication. The second question tackles compensation design, product confidence, and how to use success stories to shift your team's mindset from the path of least resistance to the deals that actually move the needle.
In This Episode:
Why salespeople won't naturally redirect their targeting when market conditions shift
How sales leaders can stay ahead of market trends to point their teams in the right direction
Why salespeople default to easy deals and what drives that behavior
How to fix the risk-reward structure without cutting incentives on bread-and-butter business
Building product confidence so your team can go toe-to-toe with complex buyers
Using success stories to motivate teams toward higher-value opportunities

Perfect For:
Sales leaders managing teams through market shifts or economic uncertainty
Sales managers with reps who avoid complex or longer-cycle deals
Anyone building or restructuring a sales compensation plan

Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and more than a dozen other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and speakers in the world.
Have a question for Jeb? Submit it at salesgravy.com/ask
Get your tickets to OutBound Conference: outboundconference.com
Get your copy of Jeb's new book: 90 Days to Level Up Your Sales Skills

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

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

Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free Time Audit Log!
🔗 Follow us on LinkedIn!

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

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

Jeb Blount Jr. sits down with Jack Frimston and Zac Thompson — co-founders of We Have a Meeting and co-authors of Sales is Therapy — for one of the most entertaining and honest conversations about what's gone wrong on LinkedIn. Jack and Zac have built their careers helping B2B companies fill their pipelines with qualified meetings by doing what most salespeople have forgotten how to do: pick up the phone and talk to people. In this episode, they react live to the cringiest LinkedIn sales posts they've ever seen, expose the red flags of the fake guru playbook, and share what authentic presence actually looks like in a world full of rented Lambos and borrowed credibility.

📖 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