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

Most salespeople think they have a time management problem. They don't. In this Money Monday episode, Jeb Blount reveals the real reason top performers consistently outproduce everyone else, and the three choices every sales professional faces during the golden hours that determine whether they win or lose.

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

👉 Download our free Time Audit Log!

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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.

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

👉 Download our free Prospecting Call Tracking Sheet

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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

👉 Download our free A.C.E.D. Buyer's Style Guide now!

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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

📚 Read the blog

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

👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences

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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.

📚 Read the blog

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

👉 Download our free Prospecting Dial Tracker

🔗 Follow us on LinkedIn!