Sales Gravy: Jeb Blount

Why do prospects hang up on your cold calls before you can even explain why you’re calling?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard.
Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours.
What You’ll Learn:
What a realistic cold call to appointment conversion rate is and how to track yours
How to stop getting hung up on in the first few seconds of a cold call
How to write a because statement that gives prospects a relevant reason to meet with you
Why leading with your expertise sounds more confident than leading with the prospect’s problem
What belongs on a prospecting call and what to save for the discovery meeting
How to A/B test your cold call opener to find what works
How to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notes
When and how to use video in your prospecting sequence
Jeb’s recommended Money Monday episodes for resilience and bouncing back after a tough prospecting day

Resources Mentioned:
George Foreman’s Masterclass on Resilience (Money Monday): Listen here
Failure is Not Permanent (Money Monday): Listen here
Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here
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Submit your question: salesgravy.com/ask
Purchase Fanatical Prospecting by Jeb Blount: https://a.co/d/0ahxYEgV
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

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You pull up the next number and start talking yourself out of it: “I’m going to bother them. I’ll sound salesy.” Suddenly, the phone weighs a thousand pounds. If you’re waiting to feel confident before you dial, Jessica Stokes says you have it backwards. Confidence comes from repetition. She shows you how to build momentum with warmer contacts, when email and LinkedIn become hiding places, and why a 15-minute daily challenge beats waiting until you feel ready.

👉 Download our free Cold Calling Guide with 25 Scripts to Ask for an Appointment
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Your CRM was already a mess. Now every tool in your stack wants to switch on its own AI agent, and all of them are running on bad data. Jeb Blount Jr. sits down with Jayant Umrani and Steve Keck of Bolt.today to break down what CRM optimization looks like when AI moves this fast, and why the fix starts with the reps who actually use the system.

👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎥 Watch the full video on YouTube

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

When every product in your market looks the same, the only way you win is for your competitor to lose.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Jen, a 20-year sales veteran who moved from TV into digital advertising and has watched three deals in a row end with the prospect sticking with their current provider.
Jeb’s advice starts with the sales process. The buyer’s emotional experience is the most consistent predictor of whether you win, so stop fixating on the close and look at how you run discovery, how many commitments you ask for, and whether you can drive a wedge between the prospect and the incumbent. Sometimes the right move is to walk away before you hand your competitor your proposal. If you sell in a crowded market and keep losing to the incumbent, this episode will help you lay the groundwork for competitive displacement.
What You’ll Learn:
Why prospects stick with the status quo and what to do when you keep losing deals to no decision
How to compete in a commoditized market where every company and product looks the same
The five decisions buyers make before they choose to work with you
Why past customers, including accounts other reps once handled, are the best place to start prospecting
How adding steps to your sales process builds buyer commitment through the investment effect
Why sending your detailed proposal too early can give the incumbent vendor everything they need to keep the account
How to find out if a prospect is willing to change
How to ask discovery questions that help prospects realize their current vendor is taking them for granted
When to walk away from a deal and focus your pipeline on high-probability opportunities
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Submit your question: salesgravy.com/ask
Purchase People Buy You by Jeb Blount: https://a.co/d/0eETyHhc
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Your stalled deals are still alive. When the buying window opens, the buyer calls the salesperson they remember. Sales Gravy Master Sales Trainer Duff Tucker breaks down top-of-mind selling: why “just checking in” drains your value, how every touch becomes a deposit or withdrawal in the buyer’s memory bank, the five types of touches that keep you relevant, and the VALUE framework for deciding what’s worth sending.

👉 Download our free 7 Steps to Building Effective Prospecting Sequences Guide
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
💻 Check out Duff Tucker's courses on Sales Gravy University

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy