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Author: Jeb Blount

Most LinkedIn outreach fails before it starts. Jeb Blount and Brynne Tillman break down the most common LinkedIn outreach mistakes salespeople make and exactly how to fix them to build real pipeline. Read the full blog by Sales Gravy, the number one sales training platform

Why Your LinkedIn Outreach Is Getting Ignored (And What to Fix Right Now)

Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly, why they keep happening, and what…

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The Player-Coach Problem: How to Prospect and Lead at the Same Time (Ask Jeb)

One of the hardest roles in all of sales is the player-coach. You are quota-carrying, deal-closing, pipeline-building individual contributor AND you are expected to show up as a sales leader, sit in planning meetings, and help stand up a division.…

A professional 16:9 infographic diagram illustrating 'Closing the Training-Execution Gap.' The image shows an upward-spiraling continuous loop. On the left, 'TRAINING (Starting Line)' shows a diverse team learning 'Mechanics, Knowledge, Techniques.' This loops into 'COACHING BRIDGE (Bridge to Consistency)' on the right, depicting a coach and sales rep applying skills via 'Observation (Field Rides, Side by Sides)' and 'Feedback & Adjustments.' The loop then leads back upward, indicating the cycle repeating for 'Next Skill, Next Level, Next Challenge.' The color palette uses professional blues and teals, highlighted by prominent Sales Gravy tangerine orange (#FF8200) for all arrows and coaching actions.

The Training-Execution Gap: Why Coaching is the Secret to Performance Consistency

Summary at a Glance: Training vs. Coaching: Training provides the raw material (knowledge and skills), while coaching provides the refinement and application needed for mastery. The Execution Gap: The difference in performance after training is rarely about the curriculum; it…

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AI Will Not Kill Sales. But It Will Punish Mediocrity. (Ask Jeb)

Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the answer is simpler than you think,…

Sales Gravy, a top sales training organization, delivering sales leadership development and coaching programs for high-performing sales teams and managers

Why Your Best Salespeople Make Terrible Sales Leaders 

You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them.  On paper, it's a no-brainer. Six months later, the…

Featured image for Ask Jeb on The Sales gravy Podcast. Features headshot of Jeb Blount on a dark blue background and title text "Why Your Prospects Are Ghosting You"

Why Your Prospects Are Ghosting Your Meetings (Ask Jeb)

Here's a question that should stop you in your tracks: What do you do when you're booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after…

Ask Jeb on The Sales Gravy Podcast featured image for blog about episode, with a headshot of sales author and thought leader Jeb Blount accompanied by title text "In commodity sales, people buy you"

When Your Product Is a Commodity, You Are the Differentiator (Ask Jeb)

Here's a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor's, the buyer knows it, and the only lever they want to pull is price? That's…

Sales will always be a grind. The calls don't make themselves. The pipeline doesn't fill itself. The deals don't close themselves. But grinding without certainty is just another form of suffering. It's unsustainable. Eventually, you get frustrated, burn out, and give up. Certainty doesn't eliminate the hard work but it does make the hard work sustainable.

Why Grind Without Tenacity is Not Enough to Hit Quota (Money Monday)

You've heard people say, "Sales is a grind." And they're right. Sales requires relentless effort. You've got to make the calls, run the process, deal with internal roadblocks, handle piles of rejection, and show up every day with a smile…

I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President Sales for the EntreLeadership Divison. What stood out wasn't the size of the operation or the fancy building. It was walking into a room where sales reps genuinely wanted to talk to their leader. Most sales floors feel like number factories. Reps avoid their managers. One-on-ones get rescheduled. And everyone wonders why performance stays flat despite "investing in our people." Sales leaders say coaching matters. They talk about developing talent. Then they spend their days staring at dashboards and asking why the team isn't getting better. Real sales coaching looks nothing like what most organizations call coaching. And after watching Jason work, I'm reminded why so few leaders actually get this right. Listen to the full episode of the Sales Gravy podcast with Jeb Blount, the number one sales training podcast.

Inside Ramsey Solutions’ Coaching Framework for High-Performance Sales Teams

I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn't the size of the operation or the fancy building. It was walking into a room where…

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Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)

Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones? That is the challenge…

In the age of AI B2B sales professionals must take the friction out of the buying process to remain competitive

Are You Just Friction With a Friendly Face? An AI Wake Up Call for B2B Sales (Money Monday)

I'm going to ask you a question that might sting a little. As a sales professional, are you just friction with a friendly face? Think about it. A whole lot of salespeople are good people. They're polite, fun to be…

Ask Jeb Blount Podcast cover image. Feature photo of Jeb Blount with title "3 sales micro behaviors that win deals" on a 2 toned blue background

3 Micro Behaviors That Make Prospects Say Yes (Ask Jeb)

Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came down to three simple micro behaviors…

Jeb Blount is one of the most sought-after and transformative speakers in the world today. Best selling author, Anthony Iannarino, calls Jeb the “modern day Zig Ziglar.” His engaging stories and affable stage presence draw audiences in, keep them on the edges of their seats, and leave them begging for more. Jeb is known for his unique ability quickly assimilate the languages of the organizations he serves and customize his messages to his audiences. It’s not uncommon to hear audience members exclaim, “It felt like Jeb had been working here for his entire career."