Sales Gravy: Jeb Blount

By: Jeb Blount
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  • Summary

  • From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
    2024 Jeb Blount, All Rights Reserved
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Career Success Economics Leadership Marketing
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Episodes
  • Crafting Resilience in Business feat. Deb Sellinger

    Crafting Resilience in Business feat. Deb Sellinger
    Jan 10 2025
    In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success. Key Takeaways - Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges. - Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success. - Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership. - Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies. - Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals. - Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions. - Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader’s strengths and values, driving sustainable growth. - Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth. - Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities. - Building for the Future: Involving teams in planning for the business’s future creates shared success and loyalty. https://youtu.be/CPYTTet0CUM The Importance of Resilience in Entrepreneurship Entrepreneurship demands resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact. Balancing Grief and Professional Responsibilities Personal loss doesn’t pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles. Turning Challenges into Opportunities Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It’s often the toughest moments that forge the strongest connections. Adapting to New Realities Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business’s focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success. Aligning Business with Personal Values Success without alignment can feel hollow. When one entrepreneur’s wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships. Leading with Responsibility True leadership shines in tough times.
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    51 mins
  • Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)

    Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)
    Jan 7 2025
    Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he’s been to our Outbound Conference so many times!) asked a critical question: “Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What’s our ‘silver bullet’—even if it doesn’t really exist?” No Silver Bullet, But... I’m the first to say there’s no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal: Telephone (still the fastest way to close deals) In-person visits (yes, face-to-face still works—and people love seeing a real human) Email (but make it personal and relevant) Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there) Snail Mail (because physical mailboxes are shockingly empty) Networking & Referrals (the original social media) It’s not just about persistence; it’s about persistence plus differentiation. If you’re simply bombarding prospects with a bunch of generic touches, you’re just adding to the noise. Instead, craft messaging that proves you understand their world. Messaging That Speaks to Them Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect’s key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you’ve done your homework. Think of It as One Extended Conversation Each touch—voicemail, email, text, or social message—should flow logically from the last. You don’t want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp. Question Two: Targeted vs. Personalized Messaging After Bob’s question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous: How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location. Short-Burst Sprints I’m a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game. Narrow Your Lists Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.
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    12 mins
  • You Can Only Control Three Things (Money Monday)

    You Can Only Control Three Things (Money Monday)
    Jan 5 2025
    Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset. Actions You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much. And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals. Reactions You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks. One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities. It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize. Leverage Mindfulness When you face emotionally challenging situations, one way to manage your reactions is through mindfulness. I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict. Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond. The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that? For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view, before I do, I’ll ask myself: Do I want to be happy or do I want to be right? If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them? Mindset And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important. Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears. There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset. Rain Barrel Salespeople Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain. This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves. Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential. Rainmakers Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen....
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    9 mins

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