LinkedIn feels like too much work for a lot of professionals, but neglecting it completely leaves one of your best sales tools on the table. Daniel Disney sits down with Jeb Blount Jr. to break down why so many salespeople stay quiet on the one platform where their customers and prospects are logging in daily. Daniel shares his weekly three-post formula that spotlights his team, his customers, and his company. He emphasizes starting your posts with a hook and ending with a reason for people to engage. Lastly, Daniel and Jeb talk about OutBound and why it's the best investment you'll make in your sales career.

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How do you run an effective sales blitz, and what's the fastest way to reconnect with cold leads you've already written off?

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb's number one piece of advice for reconnecting with cold leads.

Jeb's answer to Chris starts with a simple truth: a blitz on existing customers should take about 30 days, no longer. You already know who they are and where they are, so the only thing standing between you and results is picking up the phone. New logos take more structure: build a targeted list by persona, company size, and likelihood to buy, assign a closing goal per rep, and run a focused 30 day sprint with daily call targets and twice weekly accountability check ins before rotating to the next product.

For Lindsay, Jeb's advice is easy: you revive dead leads by calling them. He backs it up with real numbers, including a rep who made 11 dials, reached 10 people, and turned four into pipeline opportunities from a completely random list, plus a story about a commercial kitchen equipment company that revived a dead deal into a multi restaurant order just by calling to check in.

What You'll Learn:

• Why a 30 day blitz outperforms a 90 day blitz for existing customer campaigns
• How to build a targeted new logo list using persona, company size, and buying likelihood
• Why leaders need to give reps the exact list, exact script, and exact call target instead of a vague directive to "go blitz"
• How twice weekly accountability check ins keep a blitz from losing momentum
• Why picking up the phone still outperforms every other reactivation tactic for cold and closed lost leads
• How one rep turned 11 random dials into 4 pipeline opportunities in 20 minutes
• Why you should be calling closed lost deals from months or years ago, not just recent ones
• How a single reactivation call turned an old dead deal into a multi location order

Whether you're planning a product launch blitz or sitting on a pile of cold leads you've written off, this episode gives you a clear, practical framework for turning both into revenue.

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Cold calling is the hardest task on your to-do list every single day. But it doesn’t have to be. Start by creating a structured, focused block of time on your calendar every day to make your cold calls. No interruptions, no emails, just picking up the phone and dialing. It’s called the Power Hour, and Sales Gravy’s Master Sales Trainer Sarah Greer explains how to make it more fun. Incorporating things like working with a teammate, building pre-call rituals, and even giving yourself a hype song to get yourself started can transform how you feel about cold calling. Use Sarah’s tips in this week’s Money Monday to shed the dread and build confidence around cold calling.

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Sales teams are buried under more tools than they can actually use. Jill Guardia calls it the 100 tool trap, and she predicts AI is about to shrink the stack instead of expanding it. Jill, SVP of Operations and Chief of Staff at Thought Industries, talks with Ashley Blount and breaks down her three-level framework for winning executive buy-in before building any training program. She also makes the case for slowing discovery down instead of rushing the sales cycle, and digs into why curiosity has disappeared from so many sales conversations, made worse by reps leaning on AI to generate their questions for them.

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If you're not prospecting because you're too busy putting out customer fires, you have a priorities problem.

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Steven in Texas, who lost deals in his pipeline because he was spending too much time servicing existing customers instead of prospecting and closing.

Jeb's core message: you can never let go of owning the customer relationship, but you have to let go of owning every customer problem. When you become the help desk instead of the salesperson, you stop scaling yourself and your pipeline dries up. Jeb breaks down how to shift from being the chief problem solver to being the quarterback, coaching your support team to fix issues while you hold them accountable through consistent follow up, all without damaging the relationships that keep your business and referrals coming.

What You'll Learn:

• Why the tension between customer service and prospecting is a choice of priorities, not an unavoidable cost of doing business
• How trying to personally fix every customer issue quietly empties your pipeline
• The difference between owning the customer relationship and owning the customer's problem
• How shifting from "chief problem solver" to "quarterback" lets you scale as a salesperson
• How to coach your support team to find solutions instead of solving everything yourself
• Why a disciplined follow up system is what actually protects your customers and your deals
• How to hold your support team accountable while still investing in the relationship with them

-

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Cracks in communication are the fastest way to tank a team sales call. In this episode, Jessica Stokes addresses the common plight of a team sales call: an uncoordinated plan from an unorganized team. Jessica argues that customers evaluate more than the product in these moments. They notice when your sales team can communicate and work together and treat it as a preview of what it looks like to be your customer. She introduces the THRIVE framework as a structure for pre-call planning and post-call debriefs and drives home that unclear ownership stalls deals, while assigned roles and scheduled preparation create momentum and trust.

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Most B2B messaging fails for one simple reason: it speaks the wrong language. Lisa Dennis has spent over a decade proving that when marketing says one thing, sales says another, and the product team adds a third version, all the buyer hears is noise. Lisa joins Ashley Blount to unpack why account-based marketing keeps underperforming even when the strategy looks solid on paper, and why the fix starts with flipping the entire value proposition on its head. She breaks down the difference between strategy and tactics and how AI is actually creating more room for real strategic thinking instead of replacing it.

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If you are still the only person selling at your company, the worst thing you can do is start hiring before you have a documented process for people to follow.

In this Ask Jeb, Jeb Blount answers two questions on scaling a sales team the right way, one from Yemi, who is building his first team from scratch, and one from Ramesh, who is trying to figure out how to budget for sales pay and support in a B2B healthcare business.

Jeb walks through the three stages every founder hits when they try to grow a team: the solo seller, the roller coaster, and the building phase, including the $45,000 mistake he made this year by skipping straight to hiring without a process in place. He also breaks down how to think about compensation, why a lower base and higher commission actually raises your cost of sale, and how to calculate what a new sale should cost you as your business grows.

What You'll Learn:

• Why documenting your sales process before you scale protects you from expensive turnover
• The three phases every founder cycles through when growing a sales team, and which is the most dangerous one
• Why you have to block time outside of peak selling hours to build out your system instead of waiting until you are desperate
• How bringing in a sales leader to document the process, separate from the founder's own instincts, speeds up the process
• How to calculate cost of sale in and use it to guide your compensation strategy
• Why a low base salary and high commission structure can actually lower your true cost of sale
• Why your margin should determine how much you can afford to pay in commission
• How support staff and infrastructure spending shift as a company grows past its early scrappy stage

-

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It’s the never-ending task that most people push off as long as they can. But knowing the best day of the week, even the best time of day to make cold calls, is a sales skill itself. Jeb Blount tackles one of the most common questions salespeople ask him and discusses the oversaturation of internet studies that all contradict each other on the best times to pick up the phone. If the smartest teams in the business can’t agree on a set time, is there really even a best time to cold call? The trainers at Sales Gravy, backed by years of experience and measurable data, all overwhelmingly agree that there is.

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Buyer resistance doesn't stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it ever reaches a customer. She urges sales leaders to make the investment in the OutBound Conference to work through these strategies in person with her.

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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 resume
• How to identify companies that sell into your current industry and use your expertise as a shortcut into sales
• Why treating your job search like a prospecting campaign beats just sending in applications
• How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers
• How walking in the door instead of submitting a resume can change the outcome entirely

Whether 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.

-

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Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

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