Sales Gravy: Jeb Blount

Join sales expert Tony Morris, a key contributor to Sales Gravy University, as he emphasizes the essential role of mentorship in achieving sales success. He argues that every salesperson, from rookie to veteran, benefits immensely from guidance. Through relatable stories, including one about a struggling new seller, he illustrates how mentorship boosts confidence and helps avoid costly mistakes. Tony also dives into the critical distinction between confidence and arrogance, the importance of effective communication, and adapting to buyers' personalities.

A new insurance brokerage owner seeks ways to get fresh sales agents cold calling sooner without overwhelming them. The discussion focuses on balancing in-depth training with early prospecting to maintain enthusiasm. Confidence in new reps is highlighted as crucial for success, along with teamwork and practical experience. Best practices for onboarding emphasize the importance of setting clear expectations and integrating marketing efforts. Ultimately, immediate engagement and persistence are key to ramping up new sales rep productivity.

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. Then as I finally caught my breath, I started bawling at the shock of being involuntarily dismounted.  My mom caught the pony, led her back over to me, and gently told me to dust myself off and get back on. But by this time I was sobbing the way kids do when they’ve cried so hard that they can’t stop.  Failure is Just a Bruise I shook my head and refused to get back on the pony. My mother tried her best to calm me down and reason with me but I still refused to get back on.  Then she took a different tact and got tough. Her stern, direct tone of voice made it clear that she was not asking me to get back on the pony—she was telling me. That's what I remember the most because my mom had never talked to me like that before and has rarely ever used that tone and directness since.  “Get up, and get back on that pony now!” she admonished.  She was unmovable. Like Teflon. My tears and pleading made no difference. I knew I had no choice so I stood up, shaking, still trying to catch my breath and she helped me get back on the pony.  Right there in the riding ring, at six years old, I experienced one of the most pivotal lessons of my life. My mother taught me that failure is just a bruise, not a tattoo.  She wasn’t being cruel; she was being protective—protective of my future self, the one who might otherwise have carried an irrational fear of horses, or an ingrained habit of backing down at the first taste of adversity into the rest of my life. She knew that if she had let me off the hook and let me walk away from that pony that there was a good chance that I’d never get back on again. That the fear I felt when I landed on my back in the sand would grow and gain a life of its own. That I would vow to never let the pain and embarrassment of falling off happen to me again and with that, my brush with failure would become permanent.  Failure Can't Really Bite You The truth is, failure is usually a short-lived event. Yes, it’s jarring, unexpected, and can momentarily knock the breath out of you. But it doesn’t have to be the defining chapter of your story.  That’s what my mother understood so well in that riding ring. She insisted that I face my fear, effectively telling me, “Hey, the worst part’s over. Now that you’ve experienced fear and failure, get back on and prove to yourself you can handle it.”  Because once you push through that initial sting, you discover that the fear can’t really bite you unless you give it teeth in your own mind.  When Failure Becomes Permanent For far too many people, though, the pain of failure does become permanent. Instead of allowing themselves a moment to dust off and try again, they walk away in defeat—often without fully grasping the long-term impact of that decision.  Rather than letting the bruise fade, they opt to memorialize failure in their minds, assigning it more meaning than it deserves. They replay the embarrassment and pain over and over, until it becomes an unspoken vow: “Never again.”  And in that single choice, a brief setback can morph into a defining moment in which they forfeit the chance to learn, grow and eventually experience the sweetness of victory. Think about how this scenario plays out in everyday life. Maybe you dream of learning a new skill—painting, playing guitar, writing a book, starting a podcast—but in your first attempt, you falter or feel foolish. Rather than chalking it up to “beginner’s missteps,” you decide: “I’m terrible at this; I’ll never try again.” And that small bruise becomes a tattoo right there, on the spot. You miss out on the personal growth, the fun, and potentially incredible experiences you would have discovered if you’d simply dusted yourself off and tried again. Sales is a Tapestry of Failure In sales, this avoidance of failure is just as prevalent, if not more so, because the stakes often involve your income or your reputation at work.  One day, you run a sales call that goes terribly off the rails—the prospect is disinterested, you get flustered, or you stumble on a key question. You come away feeling embarrassed, incompetent, maybe even humiliated if it happened in front of your sales manager.  That single negative experience can color your perception of future calls. You avoid that type of call, that kind of prospect, or that particular approach. You remember that unpleasant feeling so vividly that you decide it’s “safer” never to try again.  So many sales reps finally gain the courage to cold call a C-level executive at a high-value prospect. Then freeze when they get a hard objection, leaving them feeling small and insecure. Instead of analyzing what went wrong, adjusting their approach, and trying again, they vow, “I’m never calling anyone that high up again.”  And while that might spare them from momentary embarrassment and discomfort, the long-term consequences are enormous. Their pipeline shrinks and income tanks because they’re playing it safe. And, ultimately, their career crashes because they’re afraid to push outside of their comfort zone. Sales Failure: Where the Bruise Can Really Hurt Sales can be bruising. Each rejection takes a piece out of you and can feel like a blow to your self-worth. It’s easy to internalize it. Over time, a string of “no’s” can erode your confidence, making the idea of picking up the phone and calling prospects feel daunting. Our minds can often be drama queens. When something painful happens, we cling to that memory and replay it, each time piling on new layers of negativity—“I can’t believe I said that,” “What was I thinking,” “I’m so stupid.” In reality, the prospect might barely remember it or might even respect your courage. But to you, it’s all-consuming. But remember, a “no” in sales is rarely personal. Often, it’s circumstantial—maybe the prospect is having a bad day, or their budget cycle doesn’t align with your proposal, or they had a negative experience with a different vendor and brought that baggage with them into your presentation.  The more you detach your self-worth from the outcome, the less likely you are to see these “nos” as a permanent markers of failure. Instead, you'll shift your mindset. You begin to view failure as data that you can use to gain insight on how to improve. You start to treat each rejection as a chance to refine your approach. Success Stories are Forged in Failure The true success stories in sales almost always come from people who learned to pick themselves up, analyze the failure, and adapt. They didn't let the fear of failure overshadow their potential for greatness.   The best salespeople—and frankly, the happiest people—know that failure is inevitable. Rather than avoiding it, they embrace it. They feel the pain just like anyone else but recognize that bruises eventually fade. You just have to keep moving forward in order to heal. At the end of the day, resilience in the face of failure is a choice. It doesn’t always feel like one, especially in the raw moments right after you’ve messed up, taken a big hit, or find yourself on your back in the dirt.  But as soon as you reclaim your power to stand up, brush off the dust, and climb back on—whether it’s a literal or figurative pony—you’ll find your perspective shifting. Failure no longer holds you hostage. It becomes a footnote in a broader story of your determination and personal growth. Failure is Only Final If You Make That Choice So, the next time you bomb a sales call, lose a deal you thought was a lock, get yelled at on a cold call, or face an embarrassing situation in front of your peers, remember: you get to choose. Will this be just a bruise or will you sear it into your psyche, turning it into a tattoo of permanent self-doubt?  My challenge to you this week is when things go wrong to look up and get up. Get back on the phone. Set another meeting. Propose the next big idea. Trust yourself to learn, adapt, and keep going. Will yourself to stop and make one more call.  Because failure is only final if you decide to never get back on that pony again. If you haven’t grabbed our brand new FREE guide 25 Ways to Ask for an Appointment on a Cold Call your going to want to download it today at salesgravy.com/appointment/

In this engaging discussion, guest Mike Malloy, CEO of Molloy Industries and an expert in B2B SaaS sales, shares insights on effective pitching. He delves into the PASTOR messaging method, emphasizing the importance of understanding customer pain points to foster authentic sales relationships. Malloy describes how sales should guide prospects through their challenges, ensuring they recognize and acknowledge their needs. He also reflects on his transformative journey into fractional leadership amidst the evolving workforce landscape, particularly influenced by AI.

Cindy dives into the challenges of cold calling in her new home services role, facing objections with confidence. The discussion emphasizes the emotional dynamics of sales, urging callers to project assurance. Strategies to adjust call timing to suit busy contractors are explored, encouraging new approaches to engaging clients. Personalizing meetings based on client needs emerges as a key tactic for overcoming cost-related objections while aiming for increased profitability. The importance of understanding client goals and ongoing learning is also highlighted.

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. People were upbeat and happy because they were celebrating success. And frankly, I love hanging out with ultra-high performers. It’s so energizing to be with winners. The challenge though was figuring out exactly what I was going to say to them.  Think about it. These sales professionals are the best of the best. Cream of the crop. The Bee’s Knees in the words of their VP of Sales. They’ve proven that they know what to do. They already are motivated. The last thing I wanted to do was bore them to tears or cause them to feel that I was talking down to them. So I spent several weeks nervously working on my keynote speech for this group of winners. I went around and around in circles unable to nail down the perfect message until it hit me that these sales professionals were in a very vulnerable position for the very fact that they were winners. Welcome to the Sales Graveyard The sales graveyard is full of former President’s Club winners who: Came home with a trophy and were fired because they quit selling.  Were one hit wonders—winning once and never getting back into the club again.  Came back with so much promise and potential only to drift along in mediocrity because they stopped doing the things that got them to the podium in the first place.  Too often when we win, we see it as an opportunity to take our foot off of the accelerator and coast for a while. It happens to President’s club winners and everyday sales reps. Have a good month, take a break from prospecting. Close a big deal. Start taking shortcuts. Win the big trip, celebrate a little too long. Some winners spend a little too much time reading their own press clippings. After working hard and doing all of the right things, they no longer believe that the rules of physics apply to them. Rather than going back home and honoring the basics and fundamentals of selling that brought them to the dance in the first place, they become undisciplined—delusional that they possess some sales superpower that guarantees their success.  Maintain your edge by taking courses on Sales Gravy University—the world’s most powerful sales training engine featuring more than 1500 hours of classes from over 40 of the world’s top sales experts and authors. plus live workshops each week and mastermind group coaching sessions. There is nothing else like it in the sales world.  You Cannot Be Delusional and Successful at the Same Time We’ve all been there in big and little ways. It happened to me just yesterday. While playing golf I hit a screaming drive—one of my longest ever—right down the middle of the fairway to within 50 yards of the hole. On that drive, I’d done everything right. I slowed down, followed my routine, focused myself on the fundamentals, and executed. It was an incredible feeling. I celebrated with a big fist pump and high fives all around.  Confident, I walked right up to my second shot—a short pitch into the green—tasting a birdie and then…I chunked it. For those of you who play golf you know exactly how this feels. It’s awful. But what was the difference between the first shot—the winner —and the second shot—the loser? It was me! Instead of running through my routine and being disciplined and intentional with my approach to that crucial shot, I became lazy. Rather focusing my mind on the basics and fundamentals, I believed that after that beautiful drive, the basics no longer applied to me. Trust me on this, gravity is a bitch. I walked away with a sad double-bogey proving once again that you cannot be delusional and successful at the same time.  You Cannot Afford the Luxury of a Negative Thought You become what you think. When you tell yourself that you have a magic success wand, you’ll start to believe it and act like it. You become delusional. Studies indicate that we talk to ourselves at the rate of up to 300 words a minute. That little voice inside your head jabbers away 24/7. Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions.  Pay attention to what you are saying to yourself. When your self-talk turns lazy, when it tells you that it's ok to rest, take your eye off of the ball, take a short cut, or skip the fundamentals—stop and change it. Replace lazy, undisciplined self-talk with the words of a disciplined winner, because if you want to keep winning, you cannot afford the luxury of a lazy thought.  In Sales, Boring Works Warren Buffett said that, “only when the tide goes out do we get to see who has been swimming naked.” This is his way of saying that people who drift away from or believe that the basics and fundamentals no longer apply to them will eventually be exposed.  It’s fascinating how often humans quit doing the very things that are working for them—especially President’s club winners. You were disciplined for a while but as soon as you saw some success, you abandoned what got you there.  It’s natural to go looking for easy buttons because the basics are boring. But do not get drawn in by this siren song. Put your swimming suit on because, in sales, boring works. Success in Sales is Rented There is a saying that when you are in second place you are competing with the person in front of you. But when you are in first place, you are competing with yourself.  What you must never forget is that success in sales is rented, and the rent is due every day, every month, every quarter. You don’t have the luxury of resting on your laurels after a big win, because that person in second place is going to blow right past you while you are sitting on the side of the road basking in your own glory. How you respond to winning is just as important as how you respond to losing. When you view winning as an opportunity to take your foot off of the accelerator, you will go back to losing.  But when you shift your mindset to view winning as a reason to get even better you will become more disciplined and determined. You’ll see winning as validation that you need to double down on the activities, disciplines, and behaviors that got you there in the first place. You will stay in front of the pack and produce even bigger results. How to Make Winning Predictable In any endeavor, especially in sales, when the right actions are repeated consistently, winning becomes predictable. The key words here are consistent and repeated. This is the real secret to getting back on the podium next year, closing your next big deal, or sinking that elusive birdie putt.  Never forget, when it’s time to go home, when you are tired, worn out, and your mind starts telling you that it's ok to quit, change your self-talk and will yourself to make one more call, because that is what winners do. Start winning more on cold calls with our FREE sales training guide: 25 Ways to Ask for the Appointment on Cold Calls

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. https://youtu.be/odBObaiywlg?feature=shared The Power of Personal Development In sales, it's easy to get caught up in the grind—calls to make and deals to close. But if you don’t make time to invest in yourself, sooner or later, you’ll hit a wall and fall into a rut.  As Sales Gravy Podcast guest Robert Herbst points out, one of the key reasons that sales people stagnate is a lack of personal development. The reason top performers prioritize learning new skills and pushing their boundaries is because it makes them better and helps them sell more. When you choose to prioritize yourself and your professional development you are choosing a better and happier you. Personal development isn’t a ‘nice-to-have’—it’s the backbone of sustained success.  Cultivating a Growth Mindset A growth mindset is essential for embracing personal development. This is the process of cultivating the belief that your abilities and talents can be improved through effort, learning, and perseverance. Developing a growth mindset leads to higher achievement, resilience, adaptability, and a more positive approach to self-improvement. It helps you grow from setbacks and adversity, rather than being defined by them—driving you to reach further and achieve goals others might think are impossible. Read a Book Everything you want to know about anything can be found in a book.  Reading isn’t just a habit—it’s a weapon that keeps you ahead of your competition. Seriously, if you want to grow and develop, start by reading books. An author spends a lifetime accumulating knowledge that they put into a book you can buy for only $20. That’s a massive value for the investment.  A best practice of top performers is to carve out 15-30 minutes each morning specifically for professional reading. Listen to Learn If you have a hard time reading or finding time, listen to an audiobook, a podcast, or an audio course.  Many top performers listen to learn while they workout, walk the dog, or do chores around the house. It’s also a great way to turn your commute or drivetime in the field on sales calls into Automobile University.  The point is: audio resources are so convenient you never have to stop learning.  Take Online Courses One of the key traits of top performers is that they invest in online training from sources like Sales Gravy University and their own company learning management systems.  E-learning offers the opportunity to gain and sustain winning sales skills anywhere, anytime and on any device, making it easy for on-the-go sales professionals to invest in themselves. These days, it’s easy to gain access to the top trainers and thought leaders in sales through affordable, on-demand training modules. From virtual training to in-person workshops, there’s no greater investment than in yourself and your sales game. It’s even worth traveling to get to transformational conferences that lift you to new heights.  In-Person Training and Conferences Seek out every opportunity to attend in-person training. Start by reaching out to your sales leader for information on in-house training offered by your company. Then look for external training events and industry conferences that fit your professional development plan.  Beyond the training and skill development gained from these events, you’ll spend time with peers, build your network and share best practices that will often boost your income. Level Up Every Day — Never Stop Growing Level up or lose out.  Personal development doesn’t work if you don’t make time for it. This means setting time aside that’s blocked specifically for learning every single day—whether it’s an audiobook, reading, online learning or a training event.  The cumulative impact of working on yourself every day is massive because in sales when you out learn, you out earn. Start today. Download the 25 Ways to Ask for An Appointment On A Cold Call or sign up for a course at Sales Gravy University.

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? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions. The Problem: Too Many Hats, Too Little Time Matt’s role covers operations, customer support, escalations, and sales. That’s a lot of hats for one head. Between urgent issues (like system outages) and everyday distractions (Slack messages, emails, ticket follow-ups), his cold-calling efforts often get pushed to the back burner. If urgent tasks always overshadow your pipeline-building activities, you’ll end up with a dangerously thin pipeline. Remember: “The Pipe is life.” The longer you allow other priorities to get in the way, the more your sales (and stress levels) suffer down the road. Triage “Urgent vs. Non-Urgent” Tasks Yes, certain crises truly are urgent. If your client’s phones are down, you can’t ignore that. But not everything that feels urgent is urgent. Often, we treat every Slack ping or email notification like a five-alarm fire. Identify Real Emergencies: A system outage that halts business? Absolutely that requires immediate action. A non-critical support request? Schedule it for later. Set boundaries so routine tasks don’t hijack your entire day. Use Focus Blocks Turn Off Notifications: Close Slack, kill your email window, silence your phone—whatever it takes to create an uninterrupted block. Leverage High-Intensity Sprints: Prospect in short bursts (15–30 minutes) where all you do is dial. Make notes on a physical list to avoid toggling between multiple browser tabs. Delegate If you’re not the only one who can handle support tickets, let others take them. Own the customer relationship; let your team own the problem resolution. The Art of Owning the Customer, Not the Problem One of the biggest time-sucks for salespeople is diving headfirst into problem-solving. If you’re an empathetic type, you might be tempted to fix every issue yourself. But that drains your time and divides your focus. Own the Relationship When a customer meltdown looms, they want reassurance. You’re the friendly face they trust. Let them know you’re on it, but don’t dive into the technical fix if there’s someone else better equipped. Set Expectations and Follow Up Get a clear commitment from your support team: “Can you resolve this by 3 p.m.?” Check in before the deadline, not after. That way, you can give the customer a timely update. Balance Accountability You, as the salesperson, remain responsible for the customer’s happiness. Your support or operations team, however, is responsible for execution. Keep close tabs on them, but don’t do their job for them. Sharpen Targeting To Build Better Prospecting Lists Matt’s telecom company has a strong base of medical practices—mostly gained through referrals. Now he wants to proactively call into that same niche. But how do you successfully cold call a vertical you’ve never actively prospected before? Define Your Ideal Customer Profile (ICP) Look at your existing medical clients. How big are they? What specialties do they serve? Who handles IT decisions? Notice any patterns in the types of practices or roles you consistently serve. Craft a Relevant Message Medical offices might not realize they’re missing features that could improve patient flow. Translate “telecom upgrades” into benefits that matter—like reducing patient wait times, integrating scheduling, or enabling secure remote access. If you offer advanced AI features (like intelligent call routing or sentiment analysis), frame it around operational efficiency and cost savings. Focus on the Conversation, Not the Sale In the initial call, your only goal is a deeper conversation—an appointment, a demo, a chance to learn more about their practice’s pains. Don’t try to close them on the phone. Earn the right to a serious meeting by showing genuine understanding of their challenges. High-Intensity Prospecting Sprints: Go Old-School When you’re juggling 100 tasks, the simplest method often works best. If your CRM is a magnet for distractions, go pen and paper: Pen, List, Phone (from Fanatical Prospecting) Prep a physical list of 20–25 leads you plan to dial in a short block. Put the CRM away. Jot quick notes in the margins—who picked up, who didn’t, outcome of each call. After you’re done, block 10 minutes to update your CRM. No more toggling and no wasted cycles. Front-Load Your Day Medical offices are typically more reachable early in the morning (before they’re swamped with patients). Tackle your call block first, then switch to operations or email triage. Stay Consistent Even a “BTN” (Better Than Nothing) approach ensures you don’t roll a zero on any given day. Make it a habit to achieve some number of outbound calls before lunch. You Control the Clock Matt’s question boiled down to two points: (1) How do I make time for prospecting when operational fires pop up? and (2) How do I penetrate a new (but familiar) niche? Focus Blocks: Turn off Slack and email. Give yourself short, intense windows for pure prospecting. Delegate and Own: Maintain the customer relationship, but don’t let every support ticket consume your day. Target Smartly: If you’ve already succeeded in a niche—like medical—mine that data to craft a strong value proposition. Execute with Simple Systems: Use pen-and-paper call lists and schedule your CRM updates afterward. When you’re tired at day’s end, battling an inbox full of escalations and half-finished tasks, remember: always make one more call. That extra push keeps your pipeline alive and your sales career thriving—even when you’re juggling a half-dozen hats. Got a burning question about sales, leadership, or juggling multiple roles? Ask me about it. Head to https://salesgravy.com/ask. One of our producers might schedule you for an upcoming Ask Jeb episode, where we tackle your biggest challenges together!

Salespeople are losing touch by relying on email, which is becoming less effective. Recent data shows a staggering increase in email volume but a drastic drop in response rates. The 'great ignore' phenomenon highlights how potential clients overlook emails entirely. Instead, the podcast emphasizes the importance of real conversations—whether on the phone or in person—to rebuild connections and trust. The fear of rejection shouldn’t deter salespeople from engaging meaningfully, as genuine human interaction is key to boosting sales.

Why do deals go cold despite a great pitch? Often, it's about your professional presence. First impressions are crucial; a polished appearance breeds credibility. Confidence, built through preparation, is contagious, but beware of arrogance. Discover how being new in sales can spark creativity and growth, and the essential collaboration between sales and marketing. Plus, enjoy a humorous networking mishap that turns into a golden opportunity, showcasing the power of confidence in unexpected scenarios.