Sales Gravy: Jeb Blount

It’s the never-ending task that most people push off as long as they can. But knowing the best day of the week, even the best time of day to make cold calls, is a sales skill itself. Jeb Blount tackles one of the most common questions salespeople ask him and discusses the oversaturation of internet studies that all contradict each other on the best times to pick up the phone. If the smartest teams in the business can’t agree on a set time, is there really even a best time to cold call? The trainers at Sales Gravy, backed by years of experience and measurable data, all overwhelmingly agree that there is.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎲 Learn more about the OutBound Conference
🖋️ Download our Free Fanatical Prospecting Call Tracker
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Buyer resistance doesn't stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it ever reaches a customer. She urges sales leaders to make the investment in the OutBound Conference to work through these strategies in person with her.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎲 Learn more about the OutBound Conference
🔗 Follow us on LinkedIn!

Our Sponsors:
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Getting screened out of sales jobs by AI before a human even looks at your resume?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Nick, who is trying to move from the rail industry into a sales career and keeps getting screened out by applicant tracking systems.
Jeb's answer is simple: stop treating your job search like an application and start treating it like a prospecting campaign. Nick's rail industry background is the exact expertise that companies selling into that industry are looking for. Jeb breaks down how to identify those companies, use LinkedIn and local networking to get in front of the people who make hiring decisions, and shares a real world example of an in-person walk in that landed a interview in just a few minutes.
What You'll Learn:
Why resume screening and AI applicant screening systems disqualify non-traditional candidates before a human ever sees their resume
How to identify companies that sell into your current industry and use your expertise as a shortcut into sales
Why treating your job search like a prospecting campaign beats just sending in applications
How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers
How walking in the door instead of submitting a resume can change the outcome entirely

Whether you're pivoting from a specialized industry or just trying to get noticed instead of filtered out, this episode gives you a practical playbook for getting in front of the right people in your search for a sales role.
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

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Prospecting can feel like playing the lottery, but treating it like one is a sure way to lose. In this week’s Money Monday, Jessica Stokes explains why the random approach to prospecting fails, and what actually separates reps with full pipelines from reps stuck in feast or famine. She breaks down how to target the right prospects, build lists before you need them, and use enough touchpoints to actually get a response, then leaves you with five questions to determine if your prospecting is working or just running on hope.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Follow us on LinkedIn!

Our Sponsors:
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You've been taught to keep a poker face with prospects, and it's costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that trust, drawing on his newest book, The Four Levers of Negotiating, to explain why stiff, perfect pitches repel buyers and why sharing your flaws upfront wins them over instead.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Download our Free Fanatical Prospecting Dial Tracking Sheet
🔗 Follow us on LinkedIn!

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

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