Build Rapport, Not Transactions, to Secure Executive Meetings
Getting on a client's calendar shouldn't feel like an impossible task. As schedules become more compressed and office hours disappear, old-school, transactional tactics are falling short. If you want to get back in front of high-level enterprise accounts, it is time to stop selling at arm's length and start building real rapport. #SalesGravy #sellmore
Signal‑Based Outreach Beats Email Cadence for Pipeline
More emails won’t save your pipeline. Great outreach starts with timing and intent, not another automated cadence or generic sequence. This webinar breaks down how high-performing sales teams are making the shift to signal-based outreach that creates more meaningful conversations and better...
Consultative Relationships Drive Success in Complex Deals
The more complex the deal, the more vital the human connection becomes. In a world of custom solutions and high-risk shifts, the ability to build a deep, consultative relationship is the one thing that will give you an edge. In this...
Turn Daily Practice Into Sales Success – Pre‑Order Now
Don't just read about success. Practice it every single day. My 18th book, 90 Days to Level Up Your Sales Skills, is officially out in the world May 5th! This book gives you the exact exercises you need to apply to...
Earn the Right to Discuss Price by Understanding Buyers
“How much does it cost?” is a constant reflex you hear on a prospecting call, but most sales reps have no idea how to handle it in their favor. This week on Ask Jeb, I broke down how to handle...
Call Early: Reach High‑Performers When Others Sleep
Most salespeople avoid early morning calls because they wouldn’t want to be called at 7 AM themselves. If you are only calling between 9 and 5, you are missing the window when high-performers are most accessible. In this episode of Ask...
Relevance Beats Scripts: Outsmart AI Gatekeepers
There is a process for getting through any gatekeeper, whether they are human or artificial intelligence. It starts with relevance. You cannot just show up with generic scripts and expect to win. AI gatekeepers are becoming more prevalent, and they...
Say Yes First: Action Beats Perfection Every Time
Success starts with the courage to say 'yes' before you have all the answers. Not “I can’t.” Not “I’m not ready.” Just yes. In this week’s episode of the Sales Gravy Podcast, I sit down with Vera Stewart, and we...
Walk Away From Slow Buyers to Close Deals
Slow buyers will waste your time if you let them. If they refuse to let you engage other stakeholders, walk away. You are not closing that deal. You are babysitting it. In this episode of Ask Jeb, I break down how to...
Track Daily Calls to Boost Prospecting Success
If you want to get better at prospecting, start tracking your activity. Not in your head. Not when it’s convenient. Every day. How many dials are you making? How many real conversations are you having? How many are turning into meetings? Download my free Fanatical...
LinkedIn Turns Cold Prospecting Into Warm Relationships
I sat down with Brynne Tillman and Dr. Lorenzo Bizzi on this week's episode of the Sales Gravy podcast where we discuss how prospecting doesn't have to be a grind with LinkedIn. Historically, sellers have hated prospecting because it feels cold...
Demand Pay That Matches Your Director-Level Duties
Here’s my response to a question I got about managing extra leadership responsibilities on this week’s episode of Ask Jeb. If your compensation plan is for an individual performer but your daily tasks are for a director, you are being torn...
Automation Amplifies Noise, Undermines Human Value
Automation is a trap when you’re using it to scale noise instead of value. Your prospects know that if they don't block an AI-generated thread today, they’ll get ten more tomorrow from the same bot until it finally gives up. On...
Shift From Deal‑Based to Process‑Based Culture
If you’re living and dying based on what’s happening in your team's pipeline this month, you’re running a dysfunctional organization. Instead, I want my team living and dying on process goals. A cause-focused culture is inherently more resilient because you can...
Crack AI Gatekeepers: Get Your Outreach Noticed
Last chance to join us live for this FREE webinar. If your outreach feels like it’s disappearing into a black hole, there’s a reason. AI filters are screening messages, executive assistants are trained to block you, and decision makers are drowning...