Jeb Blount Jr. sits down with Jack Frimston and Zac Thompson — co-founders of We Have a Meeting and co-authors of Sales is Therapy — for one of the most entertaining and honest conversations about what's gone wrong on LinkedIn. Jack and Zac have built their careers helping B2B companies fill their pipelines with qualified meetings by doing what most salespeople have forgotten how to do: pick up the phone and talk to people. In this episode, they react live to the cringiest LinkedIn sales posts they've ever seen, expose the red flags of the fake guru playbook, and share what authentic presence actually looks like in a world full of rented Lambos and borrowed credibility.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

👉 Download our free Prospecting Call Tracking Sheet

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What if you are brand new to sales and have no idea whose advice to trust? Andrew Osborne asked Jeb Blount exactly that question, and Jeb called it one of the best he has ever heard on this show.

Sales advice is everywhere and a lot of it is flat-out wrong. Someone who was number one on their team for one year is not a sales guru. A technique that works for one person in one market in one season is not a universal truth. In this episode, Jeb walks through best practices for evaluating whether someone is worth learning from, including the questions to ask, the resume details to look for, and the phrases that should make you run in the other direction.

In This Episode:

• How to tell the difference between real sales expertise and a flash in the pan
• Why longevity and an active book of business are the clearest signals of credibility
• The problem with "one way" sales thinking and why Jeb avoids it entirely
• Why all sales is poetry and probability, and what that means for how you train
• How to trust your instincts when advice sounds too easy or too good

Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.

Have a question for Jeb? Submit it at salesgravy.com/ask.

Watch on YouTube: youtube.com/salesgravy

Get your tickets to OutBound Conference: outboundconference.com

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

In this episode of the Sales Gravy Podcast, Jeb Blount breaks down the four principles of effective sales conversations: why emotions are contagious and set the tone before you say a word, why your stakeholders' stories hold the clues to their real pain, how questions give you control without dominating the room, and why listening builds the kind of trust that erodes emotional walls and reveals what actually closes deals. If you're talking more than you're asking, this one's for you.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

👉 Download our free A.C.E.D. Buyer's Style Guide now!

🔗 Follow us on LinkedIn!