Sales Gravy: Jeb Blount

Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestrate, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward.

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
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AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them.
Jeb breaks down why AI screeners and human gatekeepers have more in common than you think, and exactly what your team needs to say in 15 seconds to earn the callback.
In this episode you will learn:
Why relevance is the only thing that gets you through any gatekeeper, human or AI
How to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks up
What to say in 15 seconds or less when you hit an AI screener
Why your office phone may be the reason your calls are getting flagged as spam, and what to do about it
How to craft a relevance-first opening message for your specific industry and buyer

Whether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

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Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches.

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

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AI has made it easier than ever to post on LinkedIn. It has also made it easier than ever to sound exactly like everyone else. Daniel Disney, author of The Ultimate LinkedIn Sales Guide, joins Jeb Blount Jr. to break down why copy-paste content and AI-generated messaging are flooding the platform with noise and costing sellers real pipeline. Daniel shares how elite sellers use AI as a starting point without losing their voice, why sales leaders need to lead by example on LinkedIn before they can expect results from their teams, and how to build a social selling strategy focused on outcomes instead of activity. If your LinkedIn presence feels like it is on autopilot, this conversation will wake it up.

 🎥 Check out Daniel Disney's courses on Sales Gravy University!
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free Prospecting Call Tracking Sheet
🔗 Follow us on LinkedIn!

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When the market shifts, your salespeople won't shift with it on their own. That's your job as a sales leader. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes questions from two sales leaders navigating some of the most common and costly team management challenges in sales: how to redirect high performers when market conditions change, and how to get a small team to stop chasing easy transactional deals and start closing high-value complex ones.
Jeb draws on real experience, including a story from the early days of the pandemic when one of his top performers kept prospecting into a dead market. His answer was simple: go where the money is. But making that shift happen at the team level takes leadership, market awareness, and consistent communication. The second question tackles compensation design, product confidence, and how to use success stories to shift your team's mindset from the path of least resistance to the deals that actually move the needle.
In This Episode:
Why salespeople won't naturally redirect their targeting when market conditions shift
How sales leaders can stay ahead of market trends to point their teams in the right direction
Why salespeople default to easy deals and what drives that behavior
How to fix the risk-reward structure without cutting incentives on bread-and-butter business
Building product confidence so your team can go toe-to-toe with complex buyers
Using success stories to motivate teams toward higher-value opportunities

Perfect For:
Sales leaders managing teams through market shifts or economic uncertainty
Sales managers with reps who avoid complex or longer-cycle deals
Anyone building or restructuring a sales compensation plan

Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and more than a dozen other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and speakers in the world.
Have a question for Jeb? Submit it at salesgravy.com/ask
Get your tickets to OutBound Conference: outboundconference.com
Get your copy of Jeb's new book: 90 Days to Level Up Your Sales Skills

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