Quick Summary Q1 surfaced a consistent theme across our best podcast conversations: the reps who win consistently are the ones who treat the fundamentals (goal setting, communication, prospecting discipline, and self-awareness) as non-negotiable. In
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Why people buy has far less to do with logic than most salespeople think. Buyers make decisions driven by emotion first, then justify those choices with rational explanations after the fact. To close
Summary: In sales, relaxed assertive confidence is the calm, settled belief that when you ask, the answer will be yes. It is one of the most reliable traits separating top-performing salespeople from those who
Here is a question that comes up more than you might think: What do you do when your company is pushing you to have bigger, more strategic conversations with C-suite executives, but every relationship
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.
Quick Summary: The most effective way to rehearse a sales pitch is to practice out loud in front of real people until you own the story, not just recall it. When you reach that
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products.
Summary Elite sales performers differ from good ones in three key ways: they regulate their nervous system to lead conversations instead of react to them, they operate with clarity and alignment between their identity,
A strong LinkedIn prospecting sequence is built around subtle, intentional touches. If phone and email are the boxing gloves of prospecting — direct and hard-hitting — LinkedIn is the velvet glove. It softens your
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 suddenly the call reluctance feels
You’ve had great discovery calls, delivered compelling presentations, and built solid rapport with your prospect. Then comes the objection that stops your deal dead in its tracks. “We need to think about it.” “The
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. You know exactly who needs it: Fortune 1000 companies with
The sales landscape has fundamentally shifted. While your competitors are still dialing for dollars the old-fashioned way, elite sales professionals are leveraging AI as their secret weapon to prospect faster, personalize deeper, and close
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
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 on social media and hoping for the best?
The buzz around “social selling” is deafening. Every guru, every pundit, every platform is screaming about its power. And yet, most salespeople are failing at it. Miserably. They log into LinkedIn. They dabble with
Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they’re committing one of the worst offenses in modern sales: They’re treating LinkedIn like
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 customer experience painful. That’s the challenge Brendan Carlington from Mount
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
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 customer interaction that went sideways in ways you couldn’t
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in
The sales landscape has fundamentally shifted. While your competitors are still dialing for dollars the old-fashioned way, elite sales professionals are leveraging AI as their secret weapon to prospect faster, personalize deeper, and close
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 Gravy Podcast, sales expert and author Victor Antonio shares
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-$5 million within five years?
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
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 automated, another company replacing people with bots, another “AI agent” that
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and
Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening,
Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without
In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares
On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming
On this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture,
Sales objections pose a challenge for salespeople, leading to demoralization. Sales leaders play a crucial role in helping reps develop perseverance.
The article suggests using bingo as a teaching tool to handle objections
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom,
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to
