Sales Gravy: Jeb Blount

How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?
In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day.
Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road.
For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster.
What You'll Learn:
Why B2B leads should almost never be fully abandoned, even after a project closes
What separates a lead gen service worth paying for from one that's just handing you a list
How to build a three tier calling structure using qualified leads
Why inbound leads should always get called before any cold outreach
When it makes sense to skip the voicemail entirely on a cold list
How building a homogenous prospecting list speeds up your voicemail messaging
The five step voicemail framework that gets you on and off the phone in under a minute

Whether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

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What separates ultra-high performers from every other salesperson? It's Fanatical Prospecting. In this week’s Money Monday, Jeb Blount explores why a full pipeline is the ultimate predictor of sales success and reveals the simple, repeatable habit that top earners use every day to outsell the competition three to one.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download Our Free Fanatical Prospecting Dial Tracking Sheet
🔗 Follow us on LinkedIn!

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Today's buyers have already done the research before they ever talk to a seller, so why do deals still stall out? Victor Antonio joins Jeb Blount Jr. to break down buyer resistance as a physics problem and says that friction, not objections, is what actually kills deals. They dig into why AI-educated buyers don’t need sellers to educate them; they need someone to validate what they’ve learned and give them the confidence to decide. They navigate what that shift means for sellers standing in the last mile of the decision. Victor also previews his session at this year's Outbound Conference, focused on the future of selling in an AI-driven market.

🎟️ Grab your tickets for OutBound Conference
📝 Download the FREE Small Business Guide to Sales Training
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If you sell into large companies, the biggest mistake you can make is prospecting the obvious title instead of the right one.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Martin, who runs a high-end corporate gifting business and wants to know how to get decision makers at Fortune 500 companies to pay attention.
Jeb's answer starts with a simple filter: are these gifts going to employees or to customers? That single question determines whether you start in HR or in sales and marketing, and it changes everything about your prospecting approach. From there, Jeb walks through how to build a target list, how to use tools like ZoomInfo paired with LinkedIn to map an org chart and find real contact information, and why case studies and testimonials are the fastest way to make a new prospect feel safe saying yes.
What You'll Learn:
How to decide between targeting inside a large account
How to use tools like ZoomInfo paired with LinkedIn to build an org chart and find the right contact
Why big company buyers are motivated by avoiding risk more than by getting excited about your product
How to use existing customers as case studies and testimonials to build trust with new prospects
How many target accounts you actually need in your pipeline to make relationship-based selling pay off
What to do before you ever hire your first salesperson as a small business owner

Whether you're trying to break into your first Fortune 500 account or building out a sales team for the first time, this episode gives you a practical framework for finding the right person to sell to and proving you're safe to do business with.
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Download our FREE Prospecting Call Tracking Sheet
Follow Jeb Blount on LinkedIn

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Most sales reps spend their entire career chasing a number someone else set for them. In this Money Monday, Brad Adams, Senior Master Trainer at Sales Gravy, breaks down why quota is the wrong target — and what ultra high performers focus on instead. Four specific needle movers separate reps who hit quota from the ones making million dollar months look repeatable.

🎥 Check out Brad's Sales Gravy University Page
📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Download our free Time Audit Log
🔗 Follow us on LinkedIn!

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