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Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December. That's the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week's Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong. Now he's facing the most dangerous challenge of all: keeping that momentum alive through the holidays and into January. If you're nodding your head right now, you're not alone. This is the point in the year where sales teams either set themselves up for a championship quarter or dig themselves into a hole that takes months to climb out of. The last piece of maintaining momentum is taking time to celebrate what your team accomplished. Sit down with your team and tell them the story of what they did this year. Make sure they understand the lesson: When they shifted their mindset, they changed their game. That's what happened. Tell them they did a great job. Make sure they're taking time for their family and having fun. Help them manage their time so they can do both. But fill up their hearts with confidence and belief that they can do anything. Because here's the truth: Nothing changed this year except for them. And if that's true, then nothing can stop them next year either. It doesn't matter what happens in the marketplace. Even if we go into a recession, people are still hiring. The money is still there. It's just that more people are chasing it. Teach your team that it doesn't make a difference what happens. The economy can fall apart, but they're good enough to go find where the money is and take it. Because while everyone else is sitting around telling themselves what they can't do, your team is telling themselves what they can do. That's how you carry momentum. That's how you avoid the January hole. And that's how you build a championship sales team. Sales Gravy Podcast with Jeb Blount

How to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)

Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now

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Sales doesn’t have a perfect 300 game every time. Some days everything strikes clean. Some days you grind for spares. Some days the ball finds the gutter no matter how good your form feels. The separator is what you do next. Pros study the lane. They adjust their feet. They breathe. They get back on the approach and commit to the next shot with the same intensity as the first. So as you head into your day, think like a bowler playing the long game. Lace up your mindset. Respect your process. Choose your message with intention. Read your buyers the way pros read the lanes. Lean on your team. Track your scoreboard. And never cheat the follow-through. The pins are set. The lane is open. You’ve always got one more frame. Step up with purpose. Roll with confidence. And when in doubt, make one more call. Listen to the full Sales Gravy Podcast episode. Sales Gravy is the number one sales training platform founded by Jeb Blount

What Bowling Reveals About Staying Consistent in Sales (Money Monday)

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What Does a Perfect Bowling Game Have in Common With Top-Performing Sales Reps? Walk into a bowling alley on a Friday night, and you’ll see a scene that looks like pure recreation. The crash

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Being coachable gets you in the room. Being humble keeps you there. You can study every methodology, attend every training session, and absorb every leadership book. But if the goal is proving how great you are instead of elevating how great your team can become, you’re building on sand. The sales leaders who last, who build high-performing cultures and develop reps who grow into leaders, all understand one truth: success was never a solo act. Stay coachable so you keep growing. Stay humble so your team grows with you. Your people will feel the difference. So will your results. Listen to the full Episode on the Sales Gravy Podcast, the number one sales training podcast by Jeb Blount

Why Being Coachable Isn’t the Same as Being Humble in Sales

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You’re Coachable, But Are You Truly Humble? You’ve been coachable your entire career. You take feedback, adjust your approach, read books, listen to podcasts, and implement what works. Yet being coachable doesn’t automatically make

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Here's a question that'll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing? Of course not. That's insane. But if you're in sales and you let rejection stop you from making calls, booking appointments, and closing deals, that's exactly what you're doing. You're handing over your commission check to fear. That was the powerful insight from Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, on a recent episode of Ask Jeb the Sales Gravy Podcast. When you give rejection the power to stop you, you're literally taking money away from your family. Let that sink in. Listen more on the Sales Gravy Podcast, the number one sales training company

Are You Letting Rejection Control Your Sales Career? (Ask Jeb)

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Here’s a question that’ll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing?

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Being a linchpin isn't about what you sell. It's about how you show up for the buyer. When markets shift or leadership changes, your product might change—but your presence shouldn't. People will always buy you first. Show up curious. Listen for meaning, not just for answers. Teach what you know. Stay steady when others panic. This approach moves you from being one of many to being the one they call first. That's how you go from vendor to linchpin. Listen to the Sales Gravy Podcast, the number on sales training company

The Linchpin Effect: Making Your Buyers Need You, Not Just Want You (Money Monday)

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Your prospects know when you’re waiting for your turn to talk. They can feel when you’re performing instead of partnering. And the moment they sense you’re treating them like a transaction, you’ve already lost

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The work you do as a sales leader matters. The people on your team matter. And the small moments where you choose to show up and recognize their effort—those matter most of all. Your team isn’t waiting for the next corporate initiative or the annual awards ceremony. They’re waiting for you to notice. They’re waiting for you to care enough to say something about the work they’re doing right now. Stop outsourcing what should be human. Lead with authentic appreciation today, and watch your team thrive. Listen to the full episode on the Sales Gravy Podcast, the number one sales training platform

Using Authentic Appreciation to Drive Sales Team Success

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The automated “Great job, team!” email blasted to 47 people at 4:37 PM on a Friday isn’t authentic appreciation. Neither is the generic gift basket ordered by someone in HR who’s never met your

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Research isn't prospecting. Learn when to stop preparing and start dialing to book more meetings. Jeb Blount shares the framework on the Sales Gravy Podcast, the number one sales training podcast

How Much Research Should You Do Before a Cold Call (Ask Jeb)

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Here’s a question that’ll expose one of the most common productivity killers in sales: How much research should you do before making a cold call? That’s the challenge Michael Bricker from West Monroe, Louisiana,

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Practice gratitude daily to boost mindset, resilience, and sales performance. Learn how an attitude of thankfulness transforms results. Listen to the Sales Gravy Podcast for more sales training tips from Jeb Blount

The Gratitude Advantage: Why an Attitude of Gratitude Is a Sales Superpower (Money Monday)

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This is a very special Monday because it’s Thanksgiving week here in the United States. This is the week we pause to express gratitude for the people in our lives, for what we’ve been

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How to Maintain Prospecting Consistency (Ask Jeb)

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Jon Buehler from Jacksonville asks: “How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained

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3 Powerful Ways to Handle the “I’m In a Meeting!” Objection (Ask Jeb)

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If you’re doing any kind of cold calling or prospecting, you’ll eventually hear this objection: “I’m in a meeting right now.” Paul Wise, a heavy cold caller from Normandy, France, targets product managers at

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Road Warrior Prospecting (Ask Jeb)

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Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you’re constantly on the move. Kyle’s situation likely resonates with many of you in

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How to Handle the “How Much Does It Cost?” Objection (Ask Jeb)

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Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own

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How to Find Time to Cold Call So Your Pipeline Doesn’t Run Dry (Ask Jeb)

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Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads

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Email is Broken—Pick Up the Damn Phone! (Money Monday)

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If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.

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What Not to Say on a Sales Call

The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,

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The BTN Prospecting Method (Money Monday)

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WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the

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5 Things You’ll Learn at Fanatical Prospecting Live

Let’s be real—prospecting isn’t always fun. It’s like going to the gym: you know you need to do it, but cleaning out your inbox or reorganizing your desk suddenly seems so much more important.

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You Can Have Anything You Want If You Are Willing to Be Boring (Money Monday)

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During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like

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Self-Awareness: The Hidden Sales Skill

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Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates

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Three Strategies to Beat Last Year’s Results

You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the

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What Consultative Selling Really Means and Why It Matters More Than Ever (Ask Jeb)

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Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.

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How Sales Reps Should Break the Rules

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All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this

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Top 5 Sales Improvement Tips From Q1 Podcast Episodes

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Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales

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The Right Mindset Seals the Deal

The right mindset doesn’t just win games—it seals deals. It’s the “get it done” frame of mind that keeps your head in the game, keeps you sharp, and keeps you working for excellence. Work

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Cultivate Professional Presence — Buyers Evaluate You

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You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys

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How Disqualification Can Help You to Sell More

Everyone has been there. You’ve spent months working on a deal only to find out that you were talking to the wrong person. After conducting three discovery meetings and a demo, the stakeholders level

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Why Robots and Systems Can’t Replace Human Connection

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Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after

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Is Your Team Speaking The Same Sales Language?

Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even

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The Keys to Leading a Multi-Generational Sales Team

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On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading

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Why You Need to Love Your Sales Team

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In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than

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