Sales Gravy: Jeb Blount

Will Frittini, a sales and go-to-market leader who coaches practical prospecting, argues for the staying power of phone outreach. He explains why email often fails and what to check in your approach. Short takes cover cold-calling skills, multichannel sequencing, ZoomInfo tips, and calling end users to build industry fluency.

A hard gut check on where your new-year sales goals really stand. Revisiting discipline versus slipping back into comfort. How prospecting habits and small excuses quietly derail pipeline progress. Quick paths to diagnose a slow start and recommit to daily fundamentals and coaching to get back on track.

Chris Spratling, founder of Chalk Hill Blue and author of The Exit Roadmap, helps owners scale and prep companies for profitable exits. He explains why founder-dependent sales create “golden handcuffs.” Topics include turning founder intuition into documented processes, hiring early sellers, buyer due diligence, and the timeline and red flags buyers watch for when assessing sales machines.

Jeb Blount, best-selling author and sales trainer known for Fanatical Prospecting, shares his origin story and what made him love selling. He discusses relentless prospecting and how talking to more people builds momentum. He explains blending channels, favoring real-time conversations, and the need to master phone, video, email, and in-person skills.

A talk about the gap between knowing sales techniques and actually sticking with them. A skate park story shows how repetition and iteration create mastery. Personal mishaps and practical testing routines illustrate why people quit too soon. Clear rules and a 20-repetition challenge push for persistent practice and learning from successful patterns.

Harriet Mellor, a sales and marketing leader, discusses her journey from a sales background to running Your Sales Co and hosting the Sell Like You podcast. She tackles why top-performing sales reps often resist training due to ego and pride. Harriet offers insights on how outside trainers can succeed where internal leaders struggle and emphasizes the importance of embracing failure in hiring. She also shares how teaching marketing teams to sell can improve campaigns and discusses her passion for cooking as a satisfying creative outlet.

Will Fertini, a sales and account management expert from ZoomInfo, joins to tackle a pressing issue: how to revive neglected accounts. The duo discusses the crucial first step of acknowledging past neglect instead of cold pitching. They explore using AI and data to prioritize accounts efficiently and emphasize the importance of genuinely listening to customer concerns to rebuild trust. Small gestures, like personalized check-ins, can make customers feel valued and significantly reduce churn.

Explore the crucial role of confidence in sales and how it influences outcomes. Discover the stark contrast between confident and insecure mindsets. Hear a relatable golf story that illustrates how one mistake can trigger a downward spiral. Learn about emotional contagion and the trust it builds with buyers. Gain practical tips for boosting self-assurance through education, planning, and roleplay. Jeb emphasizes that confidence is built through preparation and maintaining a healthy pipeline while sharing powerful self-care tactics.

In this engaging discussion, Danny Fontaine, known as the 'Pitch Guy,' shares his journey from art to sales and the art of transforming boring presentations into compelling conversations. He argues that traditional pitching fails due to predictability and emphasizes the power of storytelling and personal anecdotes to captivate audiences. Danny also reveals techniques for recovering when pitches falter, the importance of emotional connections, and how experiential pitches can lead to impactful engagements that drive sales forward.

In a lively discussion, the misconception that great salespeople are merely smooth talkers is debunked. Instead, the focus is on the art of listening and asking the right questions to unlock customer insights. Top performers thrive in the discovery phase, building connections that lead to successful closes. The podcast also explores how negative stereotypes about sales evolve from media portrayals and how persistence in sales careers pays off, even when facing rejection.