Why Your Deals Go Cold Before You Ever Get to the Close (Ask Jeb)
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 588 Ratings
🗓️ 7 April 2026
⏱️ 16 minutes
🧾️ Download transcript
Summary
Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time.
In this episode of Ask Jeb on The Sales Gravy Podcast, Jeb Blount explains why Philip's problem is not a closing problem at all. It is a qualification problem that has to be solved at the very start of the sales process.
In this episode, Jeb covers:
- Why fast buyers and slow buyers require completely different sales approaches
- How to identify a seeker before you hand over your best leverage
- The investment principle and why multiple checkpoints close more deals than a single proposal
- How to test engagement at every stage so your pipeline only carries deals that are actually moving
If your deals are going quiet after you send proposals, this episode will change how you run your entire sales process.
Have a sales challenge you want Jeb to answer? Submit your question at salesgravy.com/ask and you could be featured on the next Ask Jeb episode.
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Transcript
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| 0:00.0 | This is the sales gravy podcast. |
| 0:07.4 | Hi, I'm Jeb Blunt, bestselling author, fanatical prospecting, objection, sales EQ, and ink, |
| 0:12.5 | and I'm here to help you open more doors, close bigger deals, and rock your commission check. |
| 0:18.1 | Welcome back to the sales gravy podcast. It's Wisdom Wednesday, where you drive the agenda, because on this segment to the sales gravy podcast it's wisdom Wednesday where you drive the agenda because on this segment of the sales gravy |
| 0:24.1 | podcast you bring your biggest sales challenges and Jeb Blunt delivers his best |
| 0:28.6 | answers and those answers they come straight from the trenches because Jeb's |
| 0:32.5 | not just teaching sales he's out there prospecting closing and leading sales |
| 0:36.2 | teams every single day. |
| 0:37.8 | So let's take that next caller. |
| 0:42.3 | Jeb, up next, we have Philip, and he is from the Philippines. |
| 0:47.3 | All right. |
| 0:48.4 | From the Philippines. |
| 0:50.2 | All right, Philip, tell me what's going on in your world. |
| 0:51.9 | What I am is a character licensing agent. |
| 0:55.7 | And to those who don't know what that is, we represent characters for specific properties from three parties. |
| 1:04.0 | So these would be video games, anime, films, comics, and the merchandising and promotional rights to those we would be selling to our |
| 1:14.8 | local partners, and that could be a milk tea chain, an apparel brand, a fun run organizer, |
| 1:21.5 | basically anyone who wants to use our licensers' characters on their products or promotions. |
| 1:27.8 | Now, our main problem, Jeb, is that we have trouble moving many of these clients to the close. |
| 1:35.8 | And what that looks like is they submit a business proposal or forecast. |
| 1:41.8 | And what we found is our character, at least many of them are popular enough that we can |
| 1:47.5 | get to the first meeting. |
... |
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