Sales Gravy: Jeb Blount

How to Break Into Sales With a Non-Traditional Resume (Ask Jeb)

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 resumeHow to identify companies that sell into your current industry and use your expertise as a shortcut into salesWhy treating your job search like a prospecting campaign beats just sending in applicationsHow to use LinkedIn, your network, and local business owners to get directly in front of hiring managersHow walking in the door instead of submitting a resume can change the outcome entirelyWhether 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.-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsGrab your tickets for OutBound ConferenceFollow Jeb Blount on LinkedInOur Sponsors:* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

How to Stop Gambling for Prospects (Money Monday)

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:* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Drop the Poker Face, Sell With Transparency

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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Jeb Blount on Budget Battles, AI Coaching Tools, & Motivating Complacent Reps (Ask Jeb)

If you are trying to get budget approved for professional development, wondering whether AI can actually improve your sales coaching, or stuck trying to motivate senior reps who have stopped caring, this episode of Ask Jeb on the Sales Gravy Podcast covers all three.Jeb tackles three real questions from the field. First, how to build the case for conference budget, whether you are asking for yourself or bringing your whole team. Second, what actually works and does not work when using AI to analyze and coach sales calls. Third, how to create urgency with successful but complacent senior reps who have lost their edge.What You'll Learn:How to build the ammunition you need to justify professional development budget to leadershipWhy framing a sales conference as a reward or a team kickoff event can unlock budget at small companiesWhy Outbound Conference works especially well for small companies that cannot afford a traditional sales kickoffWhere AI genuinely helps with sales call coaching, and where it falls apart at scaleHow to build a prompt library for AI call analysis and coachingWhy some of your best reps stop trying and what that actually meansHow a transparent, goals-first conversation can re-engage a complacent top performerWhy asking a veteran rep to teach the team can reignite their own learning and buy-inWhether you are fighting for conference budget, experimenting with AI in your sales process, or trying to reach a rep who has checked out, this episode gives you practical, tested approaches you can use right now.-Submit your question: salesgravy.com/askPurchase Jeb Blount's new book: 90 Days to Level Up Your Sales SkillsDownload our FREE Prospecting Call Tracking SheetFollow Jeb Blount on LinkedInOur Sponsors:* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Why Great Account Managers Know When to Stop Texting (Money Monday)

Text messaging is one of the fastest tools in a salesperson's toolkit, but it can also destroy the relationships it's supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation.📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills📱 Read Blending Text Messaging Into Your Account Management Process🔗 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.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy