Sales Gravy: Jeb Blount

The AI Account Planning Method That Helped a New AE Land C-Suite Appointments

20 Nov 2025

Contributed by Lukas

Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. E...

Beat Sales Call Reluctance and Get Back to Fanatical Prospecting (Ask Jeb)

19 Nov 2025

Contributed by Lukas

Here's a question that hits closer to home than most sales reps want to admit: What do you do when you've been away from prospecting for a while and s...

Beat Sales Call Reluctance and Get Back to Fanatical Prospecting (Ask Jeb)

18 Nov 2025

Contributed by Lukas

Here's a question that hits closer to home than most sales reps want to admit: What do you do when you've been away from prospecting for a while and s...

Win on Value, Not Price with The IKEA Effect (Money Monday)

17 Nov 2025

Contributed by Lukas

A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematicall...

Win on Value, Not Price with The IKEA Effect (Money Monday)

17 Nov 2025

Contributed by Lukas

A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematicall...

Why Your Best SDRs Burn Out by Month Four — And How to Stop It

13 Nov 2025

Contributed by Lukas

To a sales leader, it’s a familiar story. Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling. Month...

Why Your Best SDRs Burn Out by Month Four — And How to Stop It

13 Nov 2025

Contributed by Lukas

To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two...

Why Customer Experience Beats Price in Automotive Sales (Ask Jeb)

11 Nov 2025

Contributed by Lukas

Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the cust...

Why Customer Experience Beats Price in Auto Sales (Ask Jeb)

11 Nov 2025

Contributed by Lukas

Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the cust...

5 Keys to Outselling the Holidays (Money Monday)

09 Nov 2025

Contributed by Lukas

We are moving into the most dangerous time of year for sales professionals . . . the holidays.  From now until the first week of January, you're goi...

5 Keys to Outselling the Holidays (Money Monday)

09 Nov 2025

Contributed by Lukas

We are moving into the most dangerous time of year for sales professionals . . . the holidays.  From now until the first week of January, you're g...

The Sales Mindset Lessons from an American Ninja Warrior

06 Nov 2025

Contributed by Lukas

Every salesperson knows that feeling, the one right before the big meeting when confidence wavers and doubt creeps in. Alex Weber knows it, too. He...

The Sales Mindset Lessons from an American Ninja Warrior

06 Nov 2025

Contributed by Lukas

Every salesperson knows that feeling, the one right before the big meeting when confidence wavers and doubt creeps in. Alex Weber knows it, too. He...

What to Do When You Lose Your Sales Motivation After Success (Ask Jeb)

04 Nov 2025

Contributed by Lukas

Here's a question that'll mess with your head: What do you do when you're making seven figures in sales, crushing every goal, and suddenly … you jus...

What to Do When You Lose Your Sales Motivation After Success (Ask Jeb)

04 Nov 2025

Contributed by Lukas

Here's a question that'll mess with your head: What do you do when you're making seven figures in sales, crushing every goal, and suddenly … you jus...

Why Your Rivals Pray You Cut Training—And Why You Shouldn’t (Money Monday)

03 Nov 2025

Contributed by Lukas

This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut...

Why Your Rivals Pray You Cut Training (And Why You Shouldn’t)

03 Nov 2025

Contributed by Lukas

This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut...

16 Sales Horror Stories That Prove You’re Not Alone

30 Oct 2025

Contributed by Lukas

Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The cus...

16 Sales Horror Stories That Prove You’re Not Alone

30 Oct 2025

Contributed by Lukas

Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The cus...

How to Build an Enterprise Sales Strategy for Startups (Ask Jeb)

29 Oct 2025

Contributed by Lukas

Here's a problem that'll tie you in knots: You've got a killer software solution that saves companies massive amounts of money on employee benefits. Y...

How to Build an Enterprise Sales Strategy for Startups (Ask Jeb)

28 Oct 2025

Contributed by Lukas

Here's a problem that'll tie you in knots: You've got a killer software solution that saves companies massive amounts of money on employee benefits. Y...

How to Turn the Panic Button into a Profit Engine (Money Monday)

26 Oct 2025

Contributed by Lukas

The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their ...

How to Turn the Panic Button into a Profit Engine

26 Oct 2025

Contributed by Lukas

The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their ...

The Sales Skills That Matter Most When AI Handles Everything Else

23 Oct 2025

Contributed by Lukas

AI in sales isn't coming soon. It's already here, and it's quietly separating the salespeople who will thrive from those who won't. On the Sales Gr...

The Sales Skills That Matter Most When AI Handles Everything Else

23 Oct 2025

Contributed by Lukas

AI in sales isn't coming soon. It's already here, and it's quietly separating the salespeople who will thrive from those who won't. On the Sales Gr...

How to Scale a $300K Company to Multi-Million Dollar Revenue (Ask Jeb)

21 Oct 2025

Contributed by Lukas

Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-...

How to Scale a $300K Company to Multi-Million Dollar Revenue (Ask Jeb)

21 Oct 2025

Contributed by Lukas

Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-...

What Surprises Salespeople the Most When They Pick Up the Phone (Money Monday)

19 Oct 2025

Contributed by Lukas

I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phon...

What Surprises Salespeople the Most When They Pick Up the Phone (Money Monday)

19 Oct 2025

Contributed by Lukas

I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phon...

Building Sales Teams That Actually Want to Show Up

16 Oct 2025

Contributed by Lukas

Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? Randy Wilinski spent 1...

Building Sales Teams That Actually Want to Show Up

16 Oct 2025

Contributed by Lukas

Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? Randy Wilinski spent 1...

How to Train MLM Recruits to Sell Without Sales Experience (Ask Jeb)

14 Oct 2025

Contributed by Lukas

Here's a question that'll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting o...

How to Train MLM Recruits to Sell Without Sales Experience (Ask Jeb)

14 Oct 2025

Contributed by Lukas

Here's a question that'll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting o...

Is AI Coming for Your Sales Job? (Money Monday)

13 Oct 2025

Contributed by Lukas

You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automa...

Is AI Coming for Your Sales Job? (Money Monday)

13 Oct 2025

Contributed by Lukas

You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automa...

5 Battle-Tested Sales Strategies to Finish the Year Strong

09 Oct 2025

Contributed by Lukas

The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers fo...

5 Battle-Tested Sales Strategies to Finish the Year Strong

09 Oct 2025

Contributed by Lukas

The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers fo...

How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)

08 Oct 2025

Contributed by Lukas

How do you prepare your mindset and create the discipline to be effective every single day? That's what Jeff Vellas asked on a recent Ask Jeb episo...

How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)

07 Oct 2025

Contributed by Lukas

How do you prepare your mindset and create the discipline to be effective every single day? That's what Jeff Vellas asked on a recent Ask Jeb episo...

Desperate for Attention in a Noisy Prospecting World (Money Monday)

06 Oct 2025

Contributed by Lukas

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you a...

Desperate for Attention in a Noisy Prospecting World (Money Monday)

06 Oct 2025

Contributed by Lukas

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you a...

I Got Punched for a Living: Why Cold Calling Isn’t Scary

03 Oct 2025

Contributed by Lukas

Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you're botheri...

I Got Punched for a Living: Why Cold Calling Isn’t Scary

02 Oct 2025

Contributed by Lukas

Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you're botheri...

Building Pipeline From Zero as a First Time Sales Hire (Ask Jeb)

30 Sep 2025

Contributed by Lukas

Here's a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there's zero techn...

Building Pipeline From Zero as a First Time Sales Hire (Ask Jeb)

30 Sep 2025

Contributed by Lukas

Here's a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there's zero techn...

Thinking Time (Money Monday)

29 Sep 2025

Contributed by Lukas

Cicero once said, "Cultivation of the mind is as necessary as food to the body." Sales is fundamentally a mental game. Your capacity for understand...

Thinking Time (Money Monday)

28 Sep 2025

Contributed by Lukas

Cicero once said, "Cultivation of the mind is as necessary as food to the body." Sales is fundamentally a mental game. Your capacity for understand...

How a Poor Sales Meeting Strategy Kills Win Rates

25 Sep 2025

Contributed by Lukas

Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-genera...

How a Poor Sales Meeting Strategy Kills Win Rates

25 Sep 2025

Contributed by Lukas

Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-genera...

How to Start Using AI in Sales (Ask Jeb)

23 Sep 2025

Contributed by Lukas

You know AI is transforming sales, everyone's talking about it, but you're still staring at ChatGPT like it's some mysterious black box, wondering wha...

How to Start Using AI in Sales (Ask Jeb)

23 Sep 2025

Contributed by Lukas

You know AI is transforming sales, everyone's talking about it, but you're still staring at ChatGPT like it's some mysterious black box, wondering wha...

Welcome to Grind Season (Money Monday)

21 Sep 2025

Contributed by Lukas

Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest ...

Welcome to Grind Season (Money Monday)

21 Sep 2025

Contributed by Lukas

Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest ...

How to Uncover Untapped Markets Before Your Competition Does

18 Sep 2025

Contributed by Lukas

Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the i...

How to Uncover Untapped Markets Before Your Competition Does

18 Sep 2025

Contributed by Lukas

Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the i...

Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)

16 Sep 2025

Contributed by Lukas

Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities w...

Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)

16 Sep 2025

Contributed by Lukas

Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities w...

How Charlie Kirk Disagreed Is More Important Than What He Believed

15 Sep 2025

Contributed by Lukas

I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week,...

How Charlie Kirk Disagreed Is More Important Than What He Believed

14 Sep 2025

Contributed by Lukas

I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week,...

The One-Question Revolution That Transforms Sales Discovery

11 Sep 2025

Contributed by Lukas

What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” T...

The One-Question Revolution That Transforms Sales Discovery

11 Sep 2025

Contributed by Lukas

What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” T...

How Emotional Regulation Impacts Sales Performance (Ask Jeb)

09 Sep 2025

Contributed by Lukas

Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training the...

How Emotional Regulation Impacts Sales Performance (Ask Jeb)

09 Sep 2025

Contributed by Lukas

Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training the...

How to Turn Podcast Interviews Into a Sales Lead Machine

04 Sep 2025

Contributed by Lukas

While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They...

How to Turn Podcast Interviews Into a Sales Lead Machine

04 Sep 2025

Contributed by Lukas

While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They...

How to Overcome Sales Burnout and Stop Crashing During Long Days (Ask Jeb)

02 Sep 2025

Contributed by Lukas

A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, gr...

How to Overcome Sales Burnout and Stop Crashing During Long Days (Ask Jeb)

02 Sep 2025

Contributed by Lukas

A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, gr...

5 Sales Leadership Skills You Can’t Fake

29 Aug 2025

Contributed by Lukas

Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, bu...

5 Sales Leadership Skills You Can’t Fake

28 Aug 2025

Contributed by Lukas

Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, bu...

5 Ways to Stop Sales Territory Disputes From Destroying Your Team (Ask Jeb)

26 Aug 2025

Contributed by Lukas

Here's a question about sales territory disputes that'll make your head spin: What do you do when overlapping territories and shared relationships tur...

5 Ways to Stop Sales Territory Disputes From Destroying Your Team (Ask Jeb)

26 Aug 2025

Contributed by Lukas

Here's a question about sales territory disputes that'll make your head spin: What do you do when overlapping territories and shared relationships tur...

Stop Mistaking Sales Activity Motion For Pipeline Momentum

22 Aug 2025

Contributed by Lukas

Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of ac...

Stop Mistaking Sales Activity Motion For Pipeline Momentum

20 Aug 2025

Contributed by Lukas

Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of ac...

Why Cultural Intelligence Beats Language Skills in International Sales (Ask Jeb)

20 Aug 2025

Contributed by Lukas

Here's a question that'll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish ...

Why Cultural Intelligence Beats Language Skills in International Sales (Ask Jeb)

19 Aug 2025

Contributed by Lukas

Here's a question that'll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish ...

3 Account Expansion Habits of Top-Performing Account Managers

14 Aug 2025

Contributed by Lukas

In today's economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the m...

3 Account Expansion Habits of Top-Performing Account Managers

14 Aug 2025

Contributed by Lukas

In today's economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the m...

Overcoming Call Reluctance: How to Stop the Mental Block of Interrupting Prospects (Ask Jeb)

12 Aug 2025

Contributed by Lukas

Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it's time to pick up the phone. They're paralyzed by ...

Overcoming Call Reluctance: How to Stop the Mental Block of Interrupting Prospects (Ask Jeb)

12 Aug 2025

Contributed by Lukas

Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it's time to pick up the phone. They're paralyzed by ...

30 Minutes or Less: How Flawed Sales Incentive Programs Cost Domino’s $78 Million

11 Aug 2025

Contributed by Lukas

In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incen...

30 Minutes or Less: How Flawed Sales Incentive Programs Cost Domino’s $78 Million

11 Aug 2025

Contributed by Lukas

In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incen...

5 Non-Negotiables for New Sales Leaders

07 Aug 2025

Contributed by Lukas

The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your nu...

5 Non-Negotiables for New Sales Leaders

07 Aug 2025

Contributed by Lukas

The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your nu...

How to Sell Professional Services Without Giving Away Free Advice + What to Look for When Hiring Salespeople (Ask Jeb)

05 Aug 2025

Contributed by Lukas

Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That's the bur...

How to Sell Professional Services Without Giving Away Free Advice + What to Look for When Hiring Salespeople (Ask Jeb)

05 Aug 2025

Contributed by Lukas

Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That's the bur...

Your Multi-Channel Prospecting Blueprint: How Top Sales Reps are Using LinkedIn

31 Jul 2025

Contributed by Lukas

If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and ...

Your Multi-Channel Prospecting Blueprint: How Top Sales Reps are Using LinkedIn

30 Jul 2025

Contributed by Lukas

If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and ...

Stop Selling from a Script: Why Trust Wins the Close Every Time (Ask Jeb)

29 Jul 2025

Contributed by Lukas

Should you use sales scripts to close more deals? That's the question I get from salespeople who are struggling to hit their numbers and looking for ...

Stop Selling from a Script: Why Trust Wins the Close Every Time (Ask Jeb)

24 Jul 2025

Contributed by Lukas

Should you use sales scripts to close more deals? That's the question I get from salespeople who are struggling to hit their numbers and looking fo...

4 Strategies to Make Prospects Want What You’re Selling

24 Jul 2025

Contributed by Lukas

You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoraliz...

4 Strategies to Make Prospects Want What You’re Selling

24 Jul 2025

Contributed by Lukas

You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoraliz...

Why Sales Confidence Disappears (And What Actually Brings It Back) [Ask Jeb]

22 Jul 2025

Contributed by Lukas

Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anyth...

Why Sales Confidence Disappears (And What Actually Brings It Back) [Ask Jeb]

22 Jul 2025

Contributed by Lukas

Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anyth...

How Agentic AI Will Amplify Your Sales Team

17 Jul 2025

Contributed by Lukas

Will AI steal your sales team's jobs? It's the question haunting every sales floor conversation and keeping leaders up at night. But here's the cru...

How Agentic AI Will Amplify Your Sales Team

17 Jul 2025

Contributed by Lukas

Will AI steal your sales team's jobs? It's the question haunting every sales floor conversation and keeping leaders up at night. But here's the cru...

Comp Plan Mistakes That Sabotage Your Sales Team (Ask Jeb)

15 Jul 2025

Contributed by Lukas

How can one comp plan mistake sabotage your sales team before they even start?  That's the challenge facing Adam and Laura from the Rossen Law Fir...

Comp Plan Mistakes That Sabotage Your Sales Team (Ask Jeb)

15 Jul 2025

Contributed by Lukas

How can one comp plan mistake sabotage your sales team before they even start?  That's the challenge facing Adam and Laura from the Rossen Law Fir...

The 3-Call Fallacy: Why Most Sales Reps Quit Prospecting Too Early

10 Jul 2025

Contributed by Lukas

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common...

The 3-Call Fallacy: Why Most Sales Reps Quit Prospecting Too Early

10 Jul 2025

Contributed by Lukas

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common...

What Veteran Sellers Need to Know About Going from Referrals to Social Media (Ask Jeb)

08 Jul 2025

Contributed by Lukas

Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind. That's the reality Margarita from Dallas...