Jeb Blount
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Editor of PANAMORAMA, a Substack journal of Pan-American news & views on politics, economics, energy, ecology and culture.
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Articles by Jeb Blount
The LinkedIn Edge eBook
more You'd pay $17 for this eBook elsewhere. An active work email is required to receive this offer. This offer expires December 23, 2025. Shop Now at TradePub by Jeb Blount and Brynne Tillman
The LinkedIn Edge: New Sales Strategies for Unleashing the Power of LinkedIn + AI to Cold Call Less and Sell More|Hardcover
The LinkedIn Edge: New Sales Strategies for Unleashing the Power of LinkedIn + AI to Cold Call Less and Sell More Combine LinkedIn and AI to multiply your selling potential Most sales professionals and entrepreneurs are desperate to find new techniques to help them break through the overwhelming noise and get the attention of high-value decision makers. They want to make fewer cold calls, face less resistance, and have more meaningful conversations.
Petrobras Taking Graft-Linked Q4 Writedown
Brazil's state-run oil company Petrobras is likely to take a corruption-related charge against earnings in its 2014 fourth-quarter audited financial statement expected by the end of April, a source with direct knowledge of the company's plans told Reuters on Wednesday. On Tuesday, the board of Petroleo Brasileiro SA, as Petrobras is formally known, declined to take a corruption-related writedown investors had expected as part of its delayed unaudited third-quarter financial statements.
Why the Basics Still Beat Fancy: The Unsexy Skills That Close Deals
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn’t won with hacks. It’s won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring.
What Consultative Selling Really Means and Why It Matters More Than Ever (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.
Selling Just Got Even Harder With Economic Uncertainty (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder.
How Coaching Transforms Sales Performance and Culture (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.
Q1 Sales Performance Gut Check
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS This is a very important Monday because this is the first Monday of the second quarter and it’s time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2.
Top 5 Sales Improvement Tips From Q1 Podcast Episodes
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.
How to Generate Better B2B Leads That Convert (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality.
George Foreman's Masterclass on Resilience (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS George Foreman, gave us a masterclass in resilience—on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known. His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.
Mentorship is the Path to Sales Success
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Wherever you are in your sales journey, you need a mentor—now. If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor who’s been through the fire and who can help you avoid costly mistakes.
How to Get New Sales Reps Cold Calling and Building Pipe Faster (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence.
Failure is Not a Tattoo (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS One of the most vivid memories from my childhood was the day I was bucked off of my pony. The pony’s name was Macaroni and I was six. We were in an arena where my mother was giving me my very first riding lessons. Macaroni was stung by a bee and she reacted by bucking. I couldn’t hang on and I landed hard on my back. It knocked the breath out of me. I gasped for air.
Your Sales Depend on Your Messaging
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale. A Framework to Tap Into Your Prospect’s Pain So what’s missing?
How to Handle the "How Much Does It Cost?" Objection (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls – no marketing team, no pre-existing territory full of warm leads.
The President's Club Vulnerability Paradigm (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS No matter if you’ve had a great month, closed a big deal, or made it to the winner’s circle at President’s club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week I delivered a keynote at a large company’s President’s club event. It was fun! Great hotel. Tropical destination.
How a Growth-Oriented Mindset Can Help You Sell More
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself out of it? The answer: invest in yourself. The Power of Personal Development In sales, it’s easy to get caught up in the grind—calls to make and deals to close.
How to Find Time to Cold Call So Your Pipeline Doesn’t Run Dry (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Sound familiar?
Email is Broken-Pick Up the Damn Phone! (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with. The problem is, far too many salespeople have quit talking with people.
How to Survive a Mid-Winter Sales Rut (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Carolyn is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too? On this Ask Jeb episode I offer practical, real-world strategies to help you thaw out from the winter freeze.
Our Greatest Weakness is Giving Up Too Soon
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Three weeks ago it warmed up here in Augusta Georgia so I played hooky from work to take advantage of the nice weather and play a round of Golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldn’t hear anything on the other end so I hung up. Ten minutes later it rang again with a call from the same number.
Shut Up and Sell More - The Power of Silence
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In sales – especially in product knowledge training – we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn.
What Not to Say on a Sales Call
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice, practice, practice is the sure-fire way to be prepared when the line picks up at the other end of the phone. Fanatical prospectors call leads every day using language they know will work. More practice equals better prepared.
Why Consultative Sellers Will Survive AI (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Marcin from Warsaw, Poland asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling.
The BTN Prospecting Method (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you.
Why Salespeople are Afraid to Ask for the Sale
There’s an underlying, deeply human factor that derails many capable sales professionals: The fear of asking for the sale. Rejection stings, whether it’s a “no” from a potential client or crickets after your presented a proposal you believed was bulletproof. We fear hearing “no” because we interpret it, consciously or not, as a sign that our competence or worth is lacking.
How Do I Earn Respect When Selling to People Who are Older Than Me? (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when you’re selling to people who are older and more experienced than you? Ellie’s question highlights a universal issue in sales.
The Cold Truth About Cold Calling (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps – all in their twenties. They had been assigned to me because their boss was tired of listening to their excuses about why they weren’t consistently picking up the phone and prospecting.
Make Your Website Work As Hard As Your Sales Team
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople.
How Sell to My Customer When They Need to Sell to Their Customer First (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Welcome to another Ask Jeb segment on the Sales Gravy Podcast! I’m Jeb Blount—bestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In each of these special episodes, we shine a spotlight on your questions, challenges, and roadblocks—offering real-world advice from sales pros who are in the trenches every single day.
First Month Sales Goals Gut Check
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS On this first Monday of the second month of the year it’s time for a gut check. First we need to check where we are against our new year goals. Next we need to take stock of our first month sales performance and make adjustments. We’re just a little more than thirty days away from our new year intentions, resolutions, and goals.
How to Embrace Conflict in Sales feat. Brian Parsley
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this conversation with Jeb Blount — bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy — motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.
How to Motivate Salespeople to Prospect Consistently (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently .
The Hardest Part of Asking is Shutting Up (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear death.
How to Get CEOs to Answer Cold Calls (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.
Are You Coachable? (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. “Coachability” is essential for top performance in sales – and for that matter ANY endeavor.
Coaching Performance on the Sales Floor feat. Charley Bible
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.
How to Use Data and the Right Tools to Build Your Sales Plan (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life.
How to Fix an Empty Sales Pipeline NOW (Money Monday)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline.
Crafting Resilience in Business feat. Deb Sellinger
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb’s inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success.
Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)
Podcast: Play in new window | Download | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy.
Sell More With This Year End SMB Closing Tactic
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS Learn how to sell more at the end of the year by helping small and medium sized businesses (SMBs) reduce their tax bill and while making strategic investments in their company on this episode of the Sales Gravy Podcast.
How to Blend AI Automation with Human Connection
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities. Key Takeaways: – Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology.
The Unused Budget Strategy to Sell More at the End of the Year
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good.
Top 20 Excuses for Not Selling
You can make excuses or you can sell, but you cannot do both at the same time. There are dozens of reasons why salespeople fail, but the number one reason is replacing productive sales activity with unproductive excuses. For many poor-performing salespeople, excuses rather than action define them. Sometimes excuse making is so ingrained that it’s difficult to root out this destructive behavior and shift their momentum.
Kristie Jones' Secret Weapon For Sales Success
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential.
Projecting is the Enemy of Prospecting Persistence
Other than not prospecting all together, giving up too soon is the primary reason salespeople are failing at prospecting on an epic scale. Three weeks ago, while I was on the golf course enjoying an afternoon out in the sun, my phone rang. I was waiting for the group in front of me to clear the green so I answered; but, I couldn’t hear anything on the other end and hung up. Ten minutes later it rang again with a call from the same number.
Sales on the Rocks feat. Patrick "Pops" Garrett
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick “Pops” Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement.
The Journey in Sales and Staffing
Podcast: Play in new window | Embed Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales.
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