エピソード

  • Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne Tillman

    Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne Tillman
    2026/04/02

    Most salespeople treat LinkedIn like a digital brochure or a place to blast connection requests and hope something sticks. In this episode of the Sales Gravy Podcast, Jeb Blount sits down with Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, and Dr. Lorenzo Bizzi, business strategy professor at California State University, to talk about what actually works on LinkedIn for salespeople right now.

    They get into why cold outreach feels so painful and how LinkedIn changes that, the difference between fast and slow prospecting, and the LinkedIn outreach mistakes that are silently killing pipeline for sales teams everywhere. Jeb, Brynne, and Dr. Bizzi also break down what a good LinkedIn strategy looks like at the profile level, the message level, and the network level.

    📚 Explore courses from Jeb & Brynne on Sales Gravy University.

    📖 Purchase The LinkedIn Edge now!

    📝 Download our free LinkedIn Profile Makeover Checklist

    🔗 Follow us on LinkedIn!
    続きを読む 一部表示
    57 分
  • How to Prospect and Lead at the Same Time (Ask Jeb)

    How to Prospect and Lead at the Same Time (Ask Jeb)
    2026/03/31

    Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.

    In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.

    You will learn how to protect your prospecting time, how to talk to your organization about compensation and structure without issuing ultimatums, and why you have to set boundaries with yourself just as much as you set them with your company. Jeb also explains why hoping the situation will fix itself is not a strategy and what to do instead.

    If you are in a role where your individual sales responsibilities and your leadership responsibilities are pulling you in two different directions, this episode is for you.

    Have a question for Jeb? Submit it at salesgravy.com/ask and you could be on the show.
    続きを読む 一部表示
    10 分
  • I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)

    I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)
    2026/03/30

    A humbling moment on the ice forced Jeb Blount Jr. to confront a hard truth: he’d been coasting. In this episode, he shares how ego, comfort, and experience can stall growth—and how getting uncomfortable again can reignite performance in sales.


    📚 Explore courses from Jeb Blount Jr. on Sales Gravy University.

    👉 Read the blog!

    📝 Download our free 25 Ways to Ask for an Appointment on a Cold Call Guide

    🔗 Follow us on LinkedIn!
    続きを読む 一部表示
    12 分
  • Closing the Gap Between Prospecting Activity and Real Pipeline with Brad Pearse

    Closing the Gap Between Prospecting Activity and Real Pipeline with Brad Pearse
    2026/03/26

    Most sales reps are busy every day, but still can't fill their pipeline. In this episode, Jeb Blount Jr. sits down with Brad Pearse, founder of Simplified Sales, to diagnose why — from the social media vanity trap to the research black hole that burns reps out without producing results. Brad breaks down his 5-3-1 prospecting framework, how to lead with the problem you solve instead of the product you sell, and how to turn daily LinkedIn activity into real pipeline.


    📝 Download our free The LinkedIn Edge Book Club Guide

    🔗 Follow us on LinkedIn!
    続きを読む 一部表示
    43 分
  • The AI Edge: How to Use Technology Without Losing Your Human Touch (Ask Jeb)

    The AI Edge: How to Use Technology Without Losing Your Human Touch (Ask Jeb)
    2026/03/24

    AI is everywhere. Salespeople are using it every day. But are you using it the right way?

    Caroline Cutter from Dayton, Ohio calls in with a question a lot of sales professionals are wrestling with right now: how do you leverage AI efficiently without losing the human touch that actually closes deals?

    Jeb's answer is going to challenge the way you think about technology in sales.

    In this episode, Jeb breaks down the three types of salespeople in the AI era, and only one of them wins long term. He explains why AI-generated emails are not just getting deleted, they are getting you blocked and costing you access to prospects permanently. He also shares how he personally uses AI to prepare faster, write smarter, and spend more time doing what only humans can do: connecting, reading the room, and building trust.

    Here is the truth: AI is not going to kill sales. But it is absolutely going to punish mediocrity. The reps who survive and thrive will be the ones who use technology as a force multiplier without losing their humanity in the process.

    In this episode you will learn:

    • Why wisdom is scarce in a world of unlimited intelligence
    • The three types of salespeople in the AI era and which one wins
    • Why AI-blasted emails are burning lists and closing doors permanently
    • How Jeb personally uses AI to prep, draft, and move faster without sacrificing quality
    • Why right now is a boom time for in-person and phone prospecting
    • How to use AI responsibly so it works for you, not against you


    Have a question for Jeb? Submit it at salesgravy.com/ask and you could be featured on a future episode.
    続きを読む 一部表示
    14 分
  • Stop Letting Busy Work Steal Your Golden Hours (Money Monday)

    Stop Letting Busy Work Steal Your Golden Hours (Money Monday)
    2026/03/23

    Top-performing sales reps don’t just work hard—they protect their Golden Hours. In this episode, Brad Adams, senior master trainer at Sales Gravy, breaks down the Golden Hours framework and shows how to prioritize high-value activities, stop low-value busy work from stealing your time, and maximize your pipeline every day.

    📚 Explore courses from Brad Adams on Sales Gravy University.

    👉 Read the blog!

    📝 Download our free Time Audit Log.

    🔗 Follow us on LinkedIn!
    続きを読む 一部表示
    12 分
  • Building a Sales Culture That Scales Without Breaking with Dayna Williams

    Building a Sales Culture That Scales Without Breaking with Dayna Williams
    2026/03/19

    Why do even high-performing sales teams plateau or collapse under growth? In this episode, Jeb Blount sits down with Dayna Williams, author of The Diligence Fix, to explore how disciplined leadership, aligned teams, and a resilient sales culture keep revenue organizations from breaking under pressure. Learn the ten dimensions of organizational diligence and practical strategies to build a high-performing, scalable sales culture that drives results.

    📚 Explore Dayna Williams' courses on Sales Gravy University.

    👉 Read the blog on "Why Your Best Salespeople Make Terrible Sales Leaders"

    📝 Download our free Leader's Guide to Sales Training

    ▶️ Watch the full episode on YouTube

    🔗 Follow us on LinkedIn!
    続きを読む 一部表示
    1 時間 2 分
  • Why Your Prospects Are Ghosting Your Meetings (Ask Jeb)

    Why Your Prospects Are Ghosting Your Meetings (Ask Jeb)
    2026/03/17
    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 quarter, on this week’s episode of Ask Jeb on The Sales Gravy Podcast featuring Will Frattini. Brittany was putting in the work, getting prospects to say yes on the phone, and then sitting alone on Zoom watching the clock tick. If you’ve been there, you know how demoralizing that is. The first thing you need to understand is the math. The best show rate you can hope for on first-time appointments is about fifty percent. If you’re above that, keep riding it. But fifty percent is the benchmark. That means for every ten meetings you book, expect five no-shows. The fix isn’t magic. The fix is volume and process. Stop Pushing People Into Meetings They Don’t Want Before you even think about your confirmation sequence, go back and listen to your prospecting calls. Ask yourself honestly: did that prospect agree to meet because they were genuinely interested, or because you wore them down and they said yes to get off the phone? If you’re so good at closing for the meeting that you’re talking people into it rather than compelling them, you’ve already lost. That’s not a show rate problem. That’s a buyer’s remorse problem. The prospect hangs up, questions their decision, and when Thursday rolls around they’ve convinced themselves they never really needed to meet in the first place. Strengthening your prospecting approach so that prospects are genuinely curious when they agree is the only real fix for that. The Confirmation Process That Actually Works Assuming you have a real reason to meet, the work doesn’t stop when they say yes. Here’s what actually stops prospects from ghosting. Before you get off the phone, confirm the meeting out loud. Say it. “I’m looking forward to seeing you Thursday at two.” Get that verbal confirmation back. Then ask for their email address on the spot and send the calendar invite immediately. Do not wait. And when you title that invite, don’t put “Meeting with Will.” Put your name, your company, their name, their company, and what you’re meeting about. A prospect who sees a generic calendar placeholder will delete it without a second thought. A specific, descriptive invite looks like real business and that’s exactly the psychological signal you need to send. The ten-and-two rule is worth using when you’re booking the meeting. Give two time options, not an open-ended “what works for you.” Something like: “I have Tuesday between ten and ten-thirty or Thursday around two. Does Thursday at two work?” Give a choice, take one away, let them pick. It creates agency and it creates commitment. Stay Visible, Stay Relevant Between the booking and the meeting, do not disappear. Send a short personalized video or email mid-week that reinforces why the meeting is worth their time. “I looked into your organization and I’m looking forward to learning more.” That’s it. No pitch. No agenda. Just warmth and presence. What you’re doing is building what I call the guilt asset. You’ve shown up. You’ve done the work. For most people, not showing up now would feel rude. You’ve made it harder for them to ghost you. For high-stakes meetings, large accounts, or anything where you’re bringing additional executives, confirm directly. Call or email. The calculus changes when the cost of a no-show is high. But for a standard first-time appointment with a single stakeholder, skip the confirmation call because it hands them an easy exit. Instead, if you have their office number, call the night before after hours and leave a voicemail. Let them know you’re looking forward to it and you’ll see them tomorrow. Now they have to do the work to cancel, and most people simply won’t. Keeping your pipeline full of qualified first-time appointments is the foundation. But turning booked meetings into actual conversations is where the money lives. When They Still Don’t Show You did everything right. They still ghosted. Now what? Here’s the message: “Hey, I hope everything’s okay. I was on the meeting for about seven minutes. I’ve got time reserved Thursday and Friday morning between nine and ten. Just let me know if you’re okay, and if you don’t want to meet, I have really thick skin.” Keep it human. Keep it short. Then, if they’re a real account worth pursuing, reach out to reschedule by suggesting the same time on the same day of the following week. They agreed to that slot once, which means it was likely open. Don’t make them think about a new time. Just reset the existing appointment. Here’s the principle behind all of this: when you do the work, you own the moral high ground. And when you own the moral high ground, your prospect feels like they owe you. That means a higher probability they reset ...
    続きを読む 一部表示
    19 分