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.

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

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You cannot win by pulling buyers off platforms they are already embedded in. When you are brand new to sales, your only real path to first customers is finding the people who have not committed to anyone yet. That is your greenfield, and that is where every founder and early-stage rep needs to focus first.

In this episode of Ask Jeb on the Sales Gravy Podcast, Robert from Nashville, Tennessee joins the show with a real-world challenge: he spent years as a developer building a CRM specifically for home service businesses, and now he has to go sell it with zero sales experience. Jeb breaks down exactly how to define a tight Ideal Customer Profile (ICP), build a prospect list using AI tools, qualify fast on one disqualifying question, and get enough early customers on the platform to generate social proof and referrals.

What You Will Learn:

• Why greenfield prospects are your only realistic target when you are just starting out
• How to use Google Gemini to build a prospect list of local home service businesses in minutes
• The one qualifying question to ask on every cold call that tells you instantly whether someone is worth pursuing
• Why 6:30 to 8:30 in the morning is your highest-value prospecting window for owner-operators
• How to price your first customers to get skin in the game without scaring them off
• Why referrals and geographic territory focus accelerate early pipeline faster than any other tactic

Perfect For:

• Founders and entrepreneurs selling their own product for the first time
• Sales reps breaking into a market dominated by established players
• Anyone building a pipeline with no existing customer base or brand reputation
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Jeb Blount is the author of Fanatical Prospecting, Objections, Sales EQ, and 12 other bestselling sales books. He is the founder of Sales Gravy and one of the most sought-after sales trainers and keynote speakers in the world.

Have a question for Jeb? Submit it at salesgravy.com/ask.

Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.

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

👉 Download our free Prospecting Dial Tracker

🔗 Follow us on LinkedIn!