Win Long Sales Cycles Without Annoying Your Prospects
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 588 Ratings
🗓️ 15 May 2026
⏱️ 42 minutes
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Summary
Ashley Blount sits down with Harriet Mellor, founder of Your Sales Co out of Australia, for a conversation about building a sales career on integrity, patience, and genuine relationships. Harriet shares how she nurtures prospects through years-long sales cycles without becoming a nuisance, why she refers clients to competitors, how consultative selling has driven her biggest wins, and the deal she cried over on a Friday afternoon and won back the following week.
🎥 Check out Harriet Mellor's courses on Sales Gravy University
📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
👉 Download our free guide on The Seven Steps to Building Effective Prospecting Sequences
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Transcript
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| 0:00.0 | When it comes to your sales stack, stop tool hopping and start winning with Nooks. |
| 0:05.1 | Simplify your outbound today at nox.aI forward slash sales gravy. That's N-O-O-O-K-S dot AI forward-slash sales gravy. |
| 0:19.5 | This is the sales gravy podcast. Hi, I'm Jeb Blunt, bestselling author, fanatical prospecting, |
| 0:25.4 | objection, sales EQ, and ink, and I'm here to help you open more doors, close bigger deals, |
| 0:30.8 | and rock your commission check. Welcome here to the sales gravy podcast. It's absolutely wonderful |
| 0:36.2 | to have you back with us again. |
| 0:38.1 | Thank you. Thanks having me. Oh, you're welcome. So I want to jump right into it. I want to know |
| 0:43.2 | how did you get your start in tech and like SaaS sales in that world? Well, I fell into it. |
| 0:49.9 | I wasn't on the hunt. I wasn't ready, you know, let's go into this role and find this industry. |
| 0:54.8 | I was an event organizer and then managed to get myself an role in a tech company doing events, |
| 1:00.8 | which was like the Google-esque, and we had a slide that went outside and really cool things. |
| 1:05.8 | And so I was let loose there and kind of found my feet in other roles and helped them grow the business |
| 1:11.0 | and sort out some of the different departments and then landed in sales, which the CEO always wanted |
| 1:16.2 | me to do. And I was over my dead body, was my vibe at the time. And then the more I got to know |
| 1:21.7 | the company and the organization, the impact, the more I wants to help them have that impact |
| 1:25.9 | wider and that's essentially what sales is. So work with them, grew that grew an outbound sales team, and then move to Australia |
| 1:33.5 | and then forge the cybersecurity path that I have today. |
| 1:37.2 | That's awesome. And I love your background and events, you know, like especially being in the, |
| 1:42.1 | in the tech and like SaaS space, that's a much more complex |
| 1:45.4 | sales cycle. So I'm sure there's a lot of skills that you developed and with your events |
| 1:50.2 | background that contributed to that. So what might some of those things be that you were able to |
| 1:54.8 | pull over into sales? Yeah, I think for me, the piece was the confidence piece around dealing with people. And I didn't go to |
... |
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