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.

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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

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Ashley Blount sits down with Harriet Mellor, founder of Your Sales Co out of Australia, for a conversation about building a sales career on integrity, patience, and genuine relationships. Harriet shares how she nurtures prospects through years-long sales cycles without becoming a nuisance, why she refers clients to competitors, how consultative selling has driven her biggest wins, and the deal she cried over on a Friday afternoon and won back the following week.

🎥 Check out Harriet Mellor's courses on Sales Gravy University

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You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.

In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.

What You Will Learn:

• Why greenfield prospects are your only realistic target when you are just starting out
• How to use Google Gemini to build a prospect list of local home service businesses in minutes
• The one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuing
• Why 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operators
• How to price your first customers to get skin in the game without scaring them off
• Why referrals and geographic territory focus accelerate early pipeline faster than any other tactic

Perfect For:

• Founders and entrepreneurs selling their own product for the first time
• Sales reps breaking into a market dominated by established players
• Anyone building a pipeline with no existing customer base or brand reputation

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

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

Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.

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

👉 Download our free Prospecting Dial Tracker

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Mark Hunter has trained elite sales teams all over the world, but in this episode of the Sales Gravy Podcast with Jeb Blount, Jr., he gets real about the deals he's blown, the mistakes he owned, and why selling with integrity isn't just the right thing to do — it's the only way to build a sales career that actually lasts.

🔗 Learn more about Mark Hunter and his new book, Integrity First Selling

🎟️ Grab your tickets for OutBound Conference

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

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Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast, Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for sellers and their teams today?

Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have.

But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table.

Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning on virtual meetings. Jeb makes a point that challenges every salesperson who has ever said their customers do not want to meet in person. Spoiler: it is not your customers who are avoiding the meeting.

In this episode you will learn:

• Why AI is poised to flip the information advantage from buyers back to sellers
• What the human-to-human relationship looks like in long, complex sales cycles
• Why salespeople project their own avoidance onto their customers and how to stop
• How to ask for a meeting with confidence instead of leaving the decision to your prospect
• The egg timer story: how Jeb turned a five-minute ask into an hour-long executive conversation
• Why great discovery and genuine curiosity will always outperform a polished pitch

Whether you are leading an enterprise team or carrying a bag yourself, this episode is a direct challenge to the habits that are keeping you from getting in front of the people who can actually buy.

Got a question you want Jeb to answer? Submit it at salesgravy.com/ask and you could be featured on the next Ask Jeb.

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

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