Sales Gravy: PowerPrinciples

This is a very important Monday because this is the first Monday of the second quarter and it’s time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2.

Start with setting aside a dedicated, focused time block of one to two hours for reviewing your:

Q1 Results
Current state of your pipeline
2025 goals & Personal business plan

Evaluate Your Q1 Performance Against Your Sales Goals
Begin with an honest evaluation of your Q1 sales performance it’s likely that your performance falls into one of three scenarios,

You Crushed It – You had a killer quarter, blew away your goals, and you are walking on cloud nine.
You Hit Quota – You on track and right where you are supposed to be against your number
You are in trouble – You missed your number, are behind quota, and are feeling the pressure.

Incredible Quarter. Crushing It!
If You Crushed it, and you’re on the top of the ranking report congratulations, this is exactly where you want to be at the end of Q1. Being ahead of your number now is an insurance policy against unforeseen setbacks in the future.

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do.

The most important thing you can do right now is conduct a deep dive analysis of your pipeline. It’s not unusual to work hard to close so many deals at the end of the quarter that you start off in a weak position at the beginning of the quarter.

Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. Then get to work immediately building the pipe you need to hit that goal.

But do not wait to do this. With a great quarter behind you, the temptation will be there to take a breather and take your foot off of the accelerator. After all, you deserve it. But be very careful if your pipeline needs work, the failure to take immediate action will come back to bite you.

If you feel a bit burned out from working so hard to deliver such a great quarter, it might make sense to take a few days off to rest, recover, and recommit to your goals or raise the bar with stretch goals.

You’ve set the foundation for what could be a massive year and a trip to President’s Club, take advantage of what you accomplished in Q1 to get even better in Q2.
On Quota. On Track
If you hit your quota in Q1 and ended up right where you should be, nice job! Quota isn’t easy to achieve. You’ve executed and done exactly what your company asked you to do. You’ve kept your promise.

Your biggest challenge now is that it's not going to get any easier as the year progresses. You'll need to keep executing and keep grinding.

For you, this is a good time to step back and take a look at what is working well for you, where you can improve, and where you may have gotten off track. It’s a good time to reacquaint yourself with the basics and fundamentals that create success in both sales and your industry.

Of course, after battling it out in Q1 you may need to refill your tank. This is the perfect time to double down on investing in yourself. With so much volatility in the market place in the moment I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University.

I’ve always found that investing in myself and learning gives me a boost of energy and motivation when I need it the most.
Bad Quarter, In Trouble
If you had a bad Q1 and you are behind your number then you are likely in trouble and are feeling the pressure. You may have already been put on a plan which is not fun. The good news is that this is survivable, if you choose to survive.

I know this isn’t where you want to be. No-one tanks their sales number on purpose. But where you are now is almost always a result of small slips in discipline tha...

Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals.

We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.

These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.

If you want to crush your numbers, start here.
The Grind Gets You Gold
You won’t become a sales expert overnight.

But you can practice your way to excellence and then—one day—reach elite levels of selling.

As sales guru Tony Morris said, “You get out what you put in. … You don’t have to be the greatest; you’ve got to be the hardest [worker].”

In other words, be ready to roll up your sleeves and get in the trenches.

Everyone sees the skills of great athletes, but not everyone considers all the consistent work it took to hit that home run or make that perfect golf swing. Sales success is no different—it’s the result of countless daily reps, not just the big wins.

Top performers make it all look fluid—like a dance that should be easy to learn. But it’s not. Developing sales acumen takes time and massive effort, plus dedication to the grind.

You have to dedicate time every day to getting better—no matter what. Practice is an integral part of the grind. Drill your frameworks. Roleplay with mentors. Ask for feedback.

You have to pick up the phone and make calls no one else will—that’s how you win.

Don’t give up before you see results.
You Must Learn to Sell
Once you’ve learned the basics, the grind perfects them. But you better start with some solid foundational skills.

Sales strategist Dawnna St. Louis puts it this way: “The first thing you need to do is learn to sell.”

Because trying to sell without knowing how to sell is an uphill climb that most never finish.

Learn to sell, or risk losing everything. It’s an ultimatum that no sales rep can afford to ignore.

Even the best subject matter experts fail without sales skills.

Take courses and identify a mentor—a seasoned veteran who can provide feedback on your calls and negotiation techniques. Find a personal sales coach to teach you the ropes.
Perfect Your Digital Profile
Stick to the simple; nix the jargon. As Breaking B2B Founder Sam Dunning says, “Does it pass the Caveman Grunt test?”

Given a few seconds, could a caveman successfully grunt what you do based on your website—or your social media presence—alone?

If not, you’re in trouble. No one is going to buy from you if they don’t understand what you do or your expertise.

A website is the online lobby of a business—the introduction to your service or product for potential digital customers.

But take Dunning’s advice one step further and apply it to your Linkedin profile and social media accounts that are your lobby to your potential customers.

Lean into the basics: Who are you? What do you do? Why should a customer pick you?

The quality of your messaging can encourage prospects to reach out to you or establish you as a trustworthy source of business.

Create content that positions you as a thought leader and advisor.

Otherwise? Your social presence is useless.
Wasted Time is the Enemy
Time is the one commodity that you can’t replenish. Once it’s gone, it’s gone.

That’s why you must dedicate time to filling your pipeline every week. Protect your Golden Hours at all costs and then use that time wisely to make as many calls as you can.

Whether you’re in the same building or your team includes remote workers, pick a mutual time and start dialing numbers.

As best-selling author and sales expert Jeb Blount put it in a recent Ask Jeb, “Pick a period of time and say ‘We’re going to run call blocks.’ … Be ready with your list and we’re going to chop wood.”

Eat the frog—carve out specific time to focus on your hardest task of the day.

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality.
Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.

Why a Multi-Channel Strategy Matters
There’s rarely a single magic trick that opens the floodgates of perfect leads. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. The sum of these efforts can accelerate your pipeline more effectively than leaning on one channel alone.

Lead with Pain-Focused Messaging
If you expect busy decision-makers to respond, talk about their pain—not your credentials. It’s easier to draw someone in by asking a question they can’t ignore: “Is high turnover costing you millions in lost productivity?” or “Has rapid growth left your culture in shambles?” The goal is to make them nod in agreement before they realize they’re reading a marketing pitch. That’s when they self-select into your funnel and become receptive to a follow-up call.

Close the Speed-to-Lead Gap
Wes wanted advice on better leads, but high-quality leads can still go cold if your response lags. Once someone opts in or fills out a form, you have a limited window to capitalize on that interest. Even a 30-minute delay can drop contact rates dramatically.

Set strict targets for response time and measure them.
Make phone calls the first touch whenever possible, not a generic email.
Remind them that prospects seeking help have a pressing trigger event—act fast, or they’ll move on.

Enhance Leads With Thought Leadership Touches
Because B2B solutions aren’t often top-of-mind until there’s an obvious buying window, thought leadership and content marketing are critical. Position your business as a problem-solver. Short webinars, white papers, or case studies can showcase real transformations you’ve facilitated.

Offer timely webinars on pain points you see trending in your market.
Gate them with a simple registration form to capture new leads.
Follow up quickly, ideally within hours, to schedule a deeper conversation.

Stay Narrow on Your Ideal Customer Profile
Wes asked whether to target a handful of organizations deeply or go wide. In B2B, sales randomness is the enemy of effectiveness. Identify the types of companies—size, leadership style, growth trajectory—that consistently need your help. Zero in on those decision-makers who likely hold budget authority, whether that’s a CEO, COO, or line-of-business leader. Aim higher first and multi-thread down later, if needed.

Ace the Last Mile
It’s one thing to get leads in the door and another to turn them into appointments. That “last mile” is where your marketing spend either pays off or gets wasted. By the time leads get to you, they’re often aware of a problem. Your job is to connect that problem to a tangible path forward:

Coach reps to identify the pain, clarify it, and propose a next step.
Track and revisit call recordings or email exchanges to spot recurring objections.
If you see a pattern—like pricing concerns—equip your team with a fast, concise way to handle it without sinking the opportunity.

Keep Tweaking and Testing
Even the most robust strategy will fade if you aren’t iterating. Launch new ad campaigns in short sprints, measure cost per lead, and pivot quickly if the numbers don’t add up. Tweak email subject lines and social copy. Identify high-potential communities (like certain LinkedIn groups or niche events) where your target ICP congregates. Expect to experiment regularly to keep your funnel act...

George Foreman gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known. His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.
Foreman’s "In the Mud" Moment
The George Foreman most of us remember, the man with the big charismatic smile selling grills on TV, was a far cry from the young man growing up in poverty in Houston’s Fifth Ward, where lunch was often a mayonnaise sandwich.

As a teenager, George was an angry, mean bully who stole from kids at school and was shoplifting and mugging his way through his neighborhood. He was living on the edge, one arrest away from landing in a jail cell and potentially a life behind bars.

One night, he was lying flat on his face in stinking mud, hiding from the police, when it hit him like a left hook that he was going nowhere like this. It was a moment of truth that changed the trajectory of his life.

Lying there covered in filth, he made a promise to himself to change his path. He realized that if he wanted to avoid going nowhere, he had to make a massive mindset shift.

He enrolled in the Job Corps—a federal program that helps disadvantaged youth pick up real life skills—and soon after discovered boxing. And from that moment on, he replaced petty crime with gloves, replaced street fights with disciplined training, replaced despair with a sense of purpose.

This type of mindset shift is exactly what resilience is about. Sometimes you’ve got to face the fact that your old excuses, old habits, or old environment aren’t working for you anymore. And when you decide to do something different—really decide—you set the stage for everything else that follows.

That stinking mud moment is where you get real about your situation. It’s where you decide that you’ve had enough and realize that the change you are looking for can only be found inside yourself because that’s where resilience comes from.
Developing Resilience in the Face of Devastating Defeat
Once George got serious about boxing, he rocketed to stardom. He won gold in the 1968 Olympics, then tore through the heavyweight division.

In one of his most famous fights, he defeated Joe Frazier in just two rounds, creating the iconic moment when Howard Cosell screams, “Down goes Frazier, down goes Frazier, down goes Frazier!” Foreman emerged from that fight as a heavyweight wrecking ball, the unstoppable champion of the world.

Then, he ran into a wall called Muhammad Ali. Millions of people tuned in to watch Foreman and Ali battle it out in what was hyped as the “Rumble in the Jungle.”

Going into the fight, Foreman was the overwhelming favorite. But it was his overconfidence that lulled him into Ali’s famous rope-a-dope strategy. This led to a crushing and embarrassing defeat.

Ali knocked Foreman out in the eighth round, shocking the world and pulling off the upset of the century. Foreman was humiliated on the global stage. In that moment, he went from being the hardest hitting, baddest man on the planet to an also-ran.

Sales and life can be the same way. You might have soared for months, hitting every goal. Then the bottom falls out. The real test isn’t whether you can ride success, but whether you can respond to defeat with resilience. The real question is, will you pick yourself up and make a comeback or fold up like a cheap lawn chair and quit. Will your failure become a tattoo or temporary bruise?
Retreat and Reinvention — The Next Pivot
After that loss to Ali, Foreman was devastated. But he continued fighting until at the age of 28, he had a near death experience in Puerto Rico following a loss to Jimmy Young. It was one more lapse into overconfidence in which Foreman failed to prepare for the fight and was taken down by yet another underdog.

Wherever you are in your sales journey, you need a mentor—now.

If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor who’s been through the fire and who can help you avoid costly mistakes.

Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales is about 80% confidence—you can’t afford to miss out.

The truth is, the best salespeople aren’t born—they’re built. And behind almost every top closer is a mentor who showed them the ropes.

https://youtu.be/QqXHY7ONs_k
Mentorship Means a Better You. Period.
Let’s imagine you’re new to sales. Or you’ve got some time under your belt. Or maybe you’re a seasoned vet.

What do you all have in common? You all need a mentor.

Most salespeople fail not because they lack talent, but because they try to figure everything out on their own. They treat sales like a solo sport when it’s really a team effort.
When It’s All Going Wrong, You Need Help
Take the case of Paul—fresh out of college and hungry to make a name for himself in sales. He had the energy and the drive, but he was missing something critical: guidance.

Paul made call after call, sent countless emails, and chased leads relentlessly. But his close rate was abysmal.

He’d get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest.

But sales isn’t just about following a script—it’s about reading the room.

Timing, tone, objection handling, and reading the prospect’s emotional state. That’s where a mentor comes in.
Advice from a Veteran is Key
After months of frustration, Paul finally got paired with Mark. Mark was a legend—consistently at the top of the leaderboard, always winning deals that seemed impossible.

Mark had also been in the trenches. He’d faced every objection and lost more deals than Paul had even pitched.

Mark didn’t give Paul a playbook—he gave him a framework. He taught Paul how to listen instead of just hearing. He showed him how to control the flow of a conversation and ask better questions.

Mark didn’t just give Paul advice. He let him shadow his calls, debrief after tough conversations, and sharpen his approach through roleplay.

Within three months, Paul’s close rate skyrocketed. Why? Because Mark showed him what works. Paul didn’t have to figure it out through trial and error—he had a shortcut.
Ask for Feedback
Positive or negative, feedback makes you a better closer. It cuts down your learning curve and sharpens your edge.

There’s constructive criticism: how to fix your call framework, how your because statement falls flat, how your questions didn’t draw out the prospect’s pain. How your buyer wasn’t in the room

Then there’s positive feedback—every salesperson’s favorite. What you’re doing right that you can lean into, continue to hone, and repeat.
Three Edges a Mentor Gives You
Great sales mentors aren’t a dime a dozen. But the guidance they provide is invaluable. Here’s what a mentor gives you:

Pattern Recognition: The best mentors will point out where you’re consistently falling short—so you can fix it and move on.
Accountability: Mentors keep you on track because they’ll check your progress—and keep you focused on specific goals. When you slip into bad habits, they’ll call you out.
Emotional Control: Rejection stinks and it’s hard to get over—especially when you’re new to sales. A mentor helps you separate rejection from self-worth so you can bounce back faster.

Master The Game
Here’s the reality: You can figure sales out on your own. You can take your lumps, learn from failures, and eventually get better.

Or you can bypass the struggle by finding a mentor who’s already walked that path.

Having a mentor isn’t just about getting better at sales—it’s about becoming the kind of per...

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence.
If you’ve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you’ll relate to Gaius’s dilemma. Below, you’ll find the key takeaways from our conversation on accelerating new rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts.

The Challenge: New Hires, Big Learning Curves
Gaius plans to hire new property-casualty agents in classes of four, each going through about 3–4 months of training. During that time, they have to learn multiple carriers, underwriting guidelines, and compliance rules so they don’t accidentally write poor-fit policies or lose deals over technicalities.
It’s crucial they build confidence before being “thrown to the wolves.”
But here’s the catch: If new hires only focus on product and system knowledge for months, their pipeline remains empty. By the time they’re “ready” to sell, they’ll be way behind on prospecting —and might even lose that DAy One enthusiasm for building relationships.
The question is, how soon can they start generating leads and setting up sales conversations?

Why Pipeline Activities Can’t Wait
As I shared with Gaius, I’ve seen many companies assume new reps aren’t “ready” to prospect until they’ve absorbed the entire knowledge library. Yet waiting too long to do real sales activities can backfire.

Early Wins Boost Confidence
If new hires can set even a few appointments or pass warm leads to experienced agents, it gives them a sense of accomplishment. That momentum helps them stick with the grind of more complex training.

Practical Learning Beats Textbook Learning
In industries with loads of carriers and underwriting rules, real-life sales scenarios actually teach new reps faster than purely theoretical training. Once they’ve got a potential client on the hook, the rep has motivation to find the answers.

Improved Onboarding Speed
Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster—sometimes shaving weeks or months off the usual ramp-up. And yes, there’s a risk of missteps. But that’s where a collaborative culture (“sell as a team”) ensures mistakes become teachable moments, not deal-killers.

The Team-Selling Approach
When new agents don’t have full carrier knowledge, they’ll naturally hit roadblocks. How do you keep them from burning deals (and morale)?

Encourage “Hand-Raises”
If a new rep snags an interested customer, let them wave the flag: “Hey, I have a lead who needs home and auto coverage. Here’s what they’re telling me. What do I do?” Then a veteran agent or manager steps in to guide the quote or finalize the sale, with the rookie learning through an actual client scenario.

Shared Commissions
Make sure new reps see a direct benefit. If they hand off a deal, they might get a partial commission or spiff for their contribution. Over time, they’ll rely less on help—but they’re still building pipeline from Day One.

Hands-On Coaching
Each real conversation is a goldmine for coaching. The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers. It’s in-the-field training, not just theoretical.

Structuring Training + Prospecting
Gaius is worried that his new agents need a full 3–4 months before picking up the phone. The short answer is no. They can start small while still in training. Here’s how:

A Few Leads a Day
Instead of waiting for them to finish product modules, drip leads early. Let them call 5 or 10 leads each morning, focusing on booking appointments (rather than doing in-depth quoting). This keeps them from drowning in complexity,

One of the most vivid memories from my childhood was the day I was bucked off of my pony. The pony’s name was Macaroni and I was six. We were in an arena where my mother was giving me my very first riding lessons.

Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then as I finally caught my breath, I started bawling at the shock of being involuntarily dismounted.

My mom caught the pony, led her back over to me, and gently told me to dust myself off and get back on. But by this time I was sobbing the way kids do when they’ve cried so hard that they can’t stop.
Failure is Just a Bruise
I shook my head and refused to get back on the pony. My mother tried her best to calm me down and reason with me but I still refused to get back on.

Then she took a different tact and got tough. Her stern, direct tone of voice made it clear that she was not asking me to get back on the pony—she was telling me. That's what I remember the most because my mom had never talked to me like that before and has rarely ever used that tone and directness since.

“Get up, and get back on that pony now!” she admonished.

She was unmovable. Like Teflon. My tears and pleading made no difference. I knew I had no choice so I stood up, shaking, still trying to catch my breath and she helped me get back on the pony.

Right there in the riding ring, at six years old, I experienced one of the most pivotal lessons of my life. My mother taught me that failure is just a bruise, not a tattoo.

She wasn’t being cruel; she was being protective—protective of my future self, the one who might otherwise have carried an irrational fear of horses, or an ingrained habit of backing down at the first taste of adversity into the rest of my life.

She knew that if she had let me off the hook and let me walk away from that pony that there was a good chance that I’d never get back on again. That the fear I felt when I landed on my back in the sand would grow and gain a life of its own. That I would vow to never let the pain and embarrassment of falling off happen to me again and with that, my brush with failure would become permanent.
Failure Can't Really Bite You
The truth is, failure is usually a short-lived event. Yes, it’s jarring, unexpected, and can momentarily knock the breath out of you. But it doesn’t have to be the defining chapter of your story.

That’s what my mother understood so well in that riding ring. She insisted that I face my fear, effectively telling me, “Hey, the worst part’s over. Now that you’ve experienced fear and failure, get back on and prove to yourself you can handle it.”

Because once you push through that initial sting, you discover that the fear can’t really bite you unless you give it teeth in your own mind.
When Failure Becomes Permanent
For far too many people, though, the pain of failure does become permanent. Instead of allowing themselves a moment to dust off and try again, they walk away in defeat—often without fully grasping the long-term impact of that decision.

Rather than letting the bruise fade, they opt to memorialize failure in their minds, assigning it more meaning than it deserves. They replay the embarrassment and pain over and over, until it becomes an unspoken vow: “Never again.”

And in that single choice, a brief setback can morph into a defining moment in which they forfeit the chance to learn, grow and eventually experience the sweetness of victory.

Think about how this scenario plays out in everyday life. Maybe you dream of learning a new skill—painting, playing guitar, writing a book, starting a podcast—but in your first attempt, you falter or feel foolish. Rather than chalking it up to “beginner’s missteps,” you decide: “I’m terrible at this; I’ll never try again.”

And that small bruise becomes a tattoo right there, on the spot. You miss out on the personal growth,

How many times have you gotten to the meeting but your pitch fell flat?

You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted.

It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale.
A Framework to Tap Into Your Prospect’s Pain
So what’s missing?

A framework that actually speaks to your prospect’s pain, builds urgency, and moves them toward a ‘yes.’

As The Sales Gravy Podcast guest Mike Malloy points out, the PASTOR messaging method can solve that disconnect. You tap into your customer’s pain points and you close.

https://www.youtube.com/watch?v=BkML4D0BPIU
The PASTOR Method
Created by renowned copywriter Ray Edwards, the word “PASTOR’ is about guiding your prospect through the process with messaging that grabs attention and prompts action. As a salesperson, you lead your potential client toward a solution.

True sales relationships aren’t forced—it’s natural and authentic. You’re not stereotypically pushy or desperate. You have the magic answer to a customer’s problem.

Think of it like leading a prospect down a sales path where they see the problem clearly, understand the solution, and feel confident saying ‘YES’ to a deal.
P - Problem & Pain
An eventual ‘Yes’ stems from pain—pain from stalled business, lost revenue, or missed quotas.

Until you unearth the problem, there’s no need for you or your solution. Translation: No sale. Your job is to identify the pain point and get your prospect to acknowledge that, yeah, it’s ruining their business, too.

Don’t gloss over the pain—lean into it. Show you understand. Your understanding will connect with the customer and start building your relationship—a relationship that leads to closing.
A - Amplify the Consequences
Don’t be afraid to twist the knife. This isn’t just a little problem. It’s debilitating—costing the customer time and money. It’s a huge pain point.

What will the prospect’s life be next quarter, next year, if they don’t solve it this minute? How much worse will it get?

Fear of loss is a powerful motivator. Prospects need to feel the urgency to fix the problem now.
S - Story, Solution, System
This is where you offer the solution—but don’t just drop a pitch. Tell a story.

Give your prospect an example that they can hold on to and that helps them connect.

Tom’s sales team was floundering. They couldn’t make quota. Then they found our [your service].

Jill’s company needed a new distributor. Her current distributor was often late, goods were damaged and it was hurting her bottom line. Then she learned about [your service].

Make it clear that hiring you isn’t just smart—it’s the game-changer they’ve been looking for.

Show them you get it. Lay out a clear, systematic solution that wipes out their pain—once they see you’ve got the answer, the deal’s as good as closed.
T - Transformation & Testimony
And what does it look like when all that pain goes away? Paint the picture.

You highlighted all the real and future pain not hiring you would cause. Now, tell your prospect what life will be like after they embrace your solution.

People don’t buy products—they buy results. They need to see exactly how they’ll save time, make money, and come out ahead. Show them the win, and they’ll say yes.

This is also where you leverage testimonials to build credibility. Personal accounts from past customers who can bolster your position.

When they believe others have succeeded, they’ll trust they can too. They’ll be signing with you before you know it.
O - Offer
Your offer isn't just about price—it’s about making the value so clear that saying 'no' feels like a mistake.

Remove any friction to the deal by emphasizing the ease of transition and fast onboarding.

Your offer needs to entice with solid, actionable steps to cutting out their pain points. There’s no room for waffling here.

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls—no marketing team, no pre-existing territory full of warm leads. And unlike her old desk-bound clients, these new prospects are likely to be on a roof or at a job site when she calls.
Not surprisingly, Cindy’s facing more objections than she’s used to: “Is this advertising?” “What’s the price?” “I’m busy—call me later.”
Below, you’ll find the strategies we discussed to help Cindy navigate these challenges, book more appointments, and build a solid pipeline in a brand-new industry.

Don’t Let Your Assumptions Become Their Objections
When Cindy began calling busy contractors who often pick up the phone on a roof, she caught herself feeling anxious or apologetic in her delivery. The lesson? Emotions are contagious. If you sound insecure or rushed, your prospects sense it.

Stop Projecting
You might worry about “bothering” them, but for the business owner, a ringing phone can mean new opportunities. Give them a chance to decide what’s important.
Own Your Value and Be Confident
If you’re convinced your call matters—because it can grow their bottom line—they’re more likely to listen, even if they’re currently juggling tasks on a job site.
Adjust Your Cold Call Timing to Their Schedule
Cindy’s used to calling people who sit behind desks from 9 to 5. But in the home-improvement industry, a prospect is often up at 6 a.m., on a ladder by 7, and swamped all day long.
In many home services sectors, the sweet spot is early morning—about 7 a.m.—because the owner is up, thinking about the day ahead, and hasn’t started the physical labor yet. Even 6:30 a.m. might work. Evening can be another window, but they’re tired. For best results, aim for early. Keep a simple log of call times vs. responses and double down on what works.

Tackle Objections with Confidence
Cindy mentioned getting quick-fire objections—like “Is this advertising?” or “How much does it cost?”—which often derail her. To handle them, remember:

Agree and Pivot
When someone uses the, “How much does it cost?” objection, respond with something like, “That’s exactly why I’m calling—you’ll want to see what we can offer first so we can tailor a solution. Let’s schedule a short meeting, so I can learn more about your business.”

Do not jump straight into an explanation of how your pricing “depends.” Instead, show them why a tailored approach matters.
Use a Stat or Benefit
If they ask, “Is this advertising?” answer “Yes, but not the kind you’re used to. We’re helping home improvement companies increase their profit margin by 25% on retail jobs.”

Immediately pivot to: “I’d love 15 minutes to show you exactly how we do that. How about we meet at your job site Thursday at 2? I’ll bring lunch.”
Emphasize Convenience
Home services pros might not have the bandwidth for a formal sit-down. Offer to meet them where they are. Show you respect their time by fitting into their schedule rather than demanding they fit into yours.
Reframe “Busy” Objections as Expected Objections
If a contractor says, “I’m swamped!” or “Call me later,” don’t take it as a hard “No.” Instead, realize that busy = normal. Of course they’re busy—that’s part of the gig. Let them know you anticipated they’d be slammed.
“I figured you’d be buried this morning—no problem. That’s exactly why I called. Let’s find a time that’s actually convenient for you. How about Friday at 7 a.m.? I’ll bring coffee.”

Offer to Meet Them Where They Are
In desk-bound industries, you can say, “Let’s meet at your office.” But in construction, a prospect’s “office” might be the bed of a work truck or the roof of a house. Get creative:

Bring Lunch, Coffee, or Donuts
If a contractor’s day starts at dawn, a quick coffee at 7 a.m. might be the perfect in-person “meeting.

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing.
A Winning Message for Sales Winners
Last week, I delivered a keynote at a large company's President’s club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success. And frankly, I love hanging out with ultra-high performers. It’s so energizing to be with winners.

The challenge though was figuring out exactly what I was going to say to them.

Think about it. These sales professionals are the best of the best. Cream of the crop. The Bee’s Knees in the words of their VP of Sales. They’ve proven that they know what to do. They already are motivated. The last thing I wanted to do was bore them to tears or cause them to feel that I was talking down to them.

So I spent several weeks nervously working on my keynote speech for this group of winners. I went around and around in circles unable to nail down the perfect message until it hit me that these sales professionals were in a very vulnerable position for the very fact that they were winners.
Welcome to the Sales Graveyard
The sales graveyard is full of former President’s Club winners who:

Came home with a trophy and were fired because they quit selling.
Were one hit wonders—winning once and never getting back into the club again.
Came back with so much promise and potential only to drift along in mediocrity because they stopped doing the things that got them to the podium in the first place.

Too often when we win, we see it as an opportunity to take our foot off of the accelerator and coast for a while. It happens to President’s club winners and everyday sales reps.

Have a good month, take a break from prospecting. Close a big deal. Start taking shortcuts. Win the big trip, celebrate a little too long.

Some winners spend a little too much time reading their own press clippings. After working hard and doing all of the right things, they no longer believe that the rules of physics apply to them.

Rather than going back home and honoring the basics and fundamentals of selling that brought them to the dance in the first place, they become undisciplined—delusional that they possess some sales superpower that guarantees their success.

Maintain your edge by taking courses on Sales Gravy University—the world’s most powerful sales training engine featuring more than 1500 hours of classes from over 40 of the world’s top sales experts and authors. plus live workshops each week and mastermind group coaching sessions. There is nothing else like it in the sales world.

You Cannot Be Delusional and Successful at the Same Time
We’ve all been there in big and little ways. It happened to me just yesterday.

While playing golf I hit a screaming drive—one of my longest ever—right down the middle of the fairway to within 50 yards of the hole. On that drive, I’d done everything right. I slowed down, followed my routine, focused myself on the fundamentals, and executed. It was an incredible feeling. I celebrated with a big fist pump and high fives all around.

Confident, I walked right up to my second shot—a short pitch into the green—tasting a birdie and then…I chunked it. For those of you who play golf you know exactly how this feels. It’s awful.

But what was the difference between the first shot—the winner —and the second shot—the loser?

It was me!

Instead of running through my routine and being disciplined and intentional with my approach to that crucial shot, I became lazy. Rather focusing my mind on the basics and fundamentals, I believed that after that beautiful drive, the basics no longer applied to me.

Trust me on this, gravity is a bitch. I walked away with a sad double-bogey proving once again that you cannot be delusional and successful at the same time.

You’re stalled. You’re stuck. You’ve plateaued.

No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too.

So, how do you pull yourself out of it? The answer: invest in yourself.

https://youtu.be/odBObaiywlg?feature=shared
The Power of Personal Development
In sales, it's easy to get caught up in the grind—calls to make and deals to close. But if you don’t make time to invest in yourself, sooner or later, you’ll hit a wall and fall into a rut.

As Sales Gravy Podcast guest Robert Herbst points out, one of the key reasons that sales people stagnate is a lack of personal development.

The reason top performers prioritize learning new skills and pushing their boundaries is because it makes them better and helps them sell more. When you choose to prioritize yourself and your professional development you are choosing a better and happier you.

Personal development isn’t a ‘nice-to-have’—it’s the backbone of sustained success.
Cultivating a Growth Mindset
A growth mindset is essential for embracing personal development.

This is the process of cultivating the belief that your abilities and talents can be improved through effort, learning, and perseverance.

Developing a growth mindset leads to higher achievement, resilience, adaptability, and a more positive approach to self-improvement. It helps you grow from setbacks and adversity, rather than being defined by them—driving you to reach further and achieve goals others might think are impossible.
Read a Book
Everything you want to know about anything can be found in a book.

Reading isn’t just a habit—it’s a weapon that keeps you ahead of your competition.

Seriously, if you want to grow and develop, start by reading books. An author spends a lifetime accumulating knowledge that they put into a book you can buy for only $20. That’s a massive value for the investment.

A best practice of top performers is to carve out 15-30 minutes each morning specifically for professional reading.
Listen to Learn
If you have a hard time reading or finding time, listen to an audiobook, a podcast, or an audio course.

Many top performers listen to learn while they workout, walk the dog, or do chores around the house. It’s also a great way to turn your commute or drivetime in the field on sales calls into Automobile University.

The point is: audio resources are so convenient you never have to stop learning.
Take Online Courses
One of the key traits of top performers is that they invest in online training from sources like Sales Gravy University and their own company learning management systems.

E-learning offers the opportunity to gain and sustain winning sales skills anywhere, anytime and on any device, making it easy for on-the-go sales professionals to invest in themselves.

These days, it’s easy to gain access to the top trainers and thought leaders in sales through affordable, on-demand training modules.

From virtual training to in-person workshops, there’s no greater investment than in yourself and your sales game. It’s even worth traveling to get to transformational conferences that lift you to new heights.
In-Person Training and Conferences
Seek out every opportunity to attend in-person training. Start by reaching out to your sales leader for information on in-house training offered by your company. Then look for external training events and industry conferences that fit your professional development plan.

Beyond the training and skill development gained from these events, you’ll spend time with peers, build your network and share best practices that will often boost your income.
Level Up Every Day — Never Stop Growing
Level up or lose out.

Personal development doesn’t work if you don’t make time for it. This means setting time aside that’s blocked specifically for learning every single day—whether it’s an audiobook, reading, online learning or a training event.

Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.
Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions.

The Problem: Too Many Hats, Too Little Time
Matt’s role covers operations, customer support, escalations, and sales. That’s a lot of hats for one head. Between urgent issues (like system outages) and everyday distractions (Slack messages, emails, ticket follow-ups), his cold-calling efforts often get pushed to the back burner.
If urgent tasks always overshadow your pipeline-building activities, you’ll end up with a dangerously thin pipeline. Remember: “The Pipe is life.” The longer you allow other priorities to get in the way, the more your sales (and stress levels) suffer down the road.

Triage “Urgent vs. Non-Urgent” Tasks
Yes, certain crises truly are urgent. If your client’s phones are down, you can’t ignore that. But not everything that feels urgent is urgent. Often, we treat every Slack ping or email notification like a five-alarm fire.

Identify Real Emergencies:
A system outage that halts business? Absolutely that requires immediate action. A non-critical support request? Schedule it for later. Set boundaries so routine tasks don’t hijack your entire day.

Use Focus Blocks
Turn Off Notifications: Close Slack, kill your email window, silence your phone—whatever it takes to create an uninterrupted block.

Leverage High-Intensity Sprints: Prospect in short bursts (15–30 minutes) where all you do is dial. Make notes on a physical list to avoid toggling between multiple browser tabs.
Delegate
If you’re not the only one who can handle support tickets, let others take them. Own the customer relationship; let your team own the problem resolution.
The Art of Owning the Customer, Not the Problem
One of the biggest time-sucks for salespeople is diving headfirst into problem-solving. If you’re an empathetic type, you might be tempted to fix every issue yourself. But that drains your time and divides your focus.

Own the Relationship
When a customer meltdown looms, they want reassurance. You’re the friendly face they trust. Let them know you’re on it, but don’t dive into the technical fix if there’s someone else better equipped.
Set Expectations and Follow Up
Get a clear commitment from your support team: “Can you resolve this by 3 p.m.?” Check in before the deadline, not after. That way, you can give the customer a timely update.
Balance Accountability
You, as the salesperson, remain responsible for the customer’s happiness. Your support or operations team, however, is responsible for execution. Keep close tabs on them, but don’t do their job for them.
Sharpen Targeting To Build Better Prospecting Lists
Matt’s telecom company has a strong base of medical practices—mostly gained through referrals. Now he wants to proactively call into that same niche. But how do you successfully cold call a vertical you’ve never actively prospected before?

Define Your Ideal Customer Profile (ICP)
Look at your existing medical clients. How big are they? What specialties do they serve? Who handles IT decisions? Notice any patterns in the types of practices or roles you consistently serve.
Craft a Relevant Message
Medical offices might not realize they’re missing features that could improve patient flow. Translate “telecom upgrades” into benefits that matter—like reducing patient wait times, integrating scheduling, or enabling secure remote access. If you offer advanced AI features (like intelligent call routing or sentiment analysis), frame it around operational efficiency and cost savings.
Focus on the Conversation,

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.

The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people.
Email Prospecting Has Suddenly Stop Working
Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.

They lean on email because it’s easier to hide behind a keyboard than pick up the phone and face rejection. But here’s the cold, hard truth: Email as a prospecting channel has suddenly stopped working.

Recent data indicate that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they’re getting only a tenth of the response.

Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your prospecting emails dressed up in a pink bunny suit, riding a unicorn, tossing hundred dollar bills in the air and prospects are still going to ignore you.

Essentially salespeople and their AI minions are banging out more and more email to make up for the lower response rates leading to a vicious cycle of diminishing returns. At this point, for all intents and purposes, email prospecting is dead.
The Decline of Email Prospecting
What happened?

In the past, crafting cold email involved strategic thought and personalized messages unique to each prospect. It was a slow process which meant salespeople sent fewer but more effective prospecting emails that were at least tolerable for prospects.

If your email didn’t connect, your prospect would just delete it and, sometimes, at least respond that they were not interested.

Ten years ago, the slow decline of email as a prospecting channel began with the advent of sales engagement platforms like OutReach and SalesLoft. These platforms opened the door to reps to send streams of automated emails in multi-step cadences at the push of a button.

Then two years ago, AI burst onto the scene and suddenly everything changed. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would “replace” salespeople altogether. Just push a button and AI does the hard work to fill the pipeline.
All Prospecting Email is Suspicious
These AI apps churn out prospecting emails using “hyper-personalization,” scraping tokens off your LinkedIn profile, grabbing a crumb of information from your Facebook feed, and slapping that into an email to make it look human.

But here’s the problem: buyers aren’t stupid. The second they sniff out that a robot is behind the curtain, it completely turns them off. People don’t like to be manipulated — especially by AI. Once they realize they’ve been duped by AI, they trust nothing else in their inbox.

And because AI can send emails 24/7 — relentlessly — without taking a coffee break or a vacation, inboxes have been flooded with this shallow AI-generated drivel.

The reality is that these platforms are basically spam machines that turned the slow decline of email prospecting into a fast moving avalanche of pain. These AI powered sales automation tools have scaled email volume to an extraordinary and unsustainable level.

The deluge of AI generated email led to a phenomenon called the Great Ignore in which all prospecting messages — good or bad, human or AI generated — are cast into the same bucket and ignored by the prospects.
Sales Prospecting Cynicism
Buyers are drained, exasperated, and exhausted with this crap. I talk to decision-makers every day who say, “I don’t open any email from someone I don’t already know anymore. I just delete it. I don’t have time for that.”

And if they do open your email and see it’s obviously AI text, rather than just deleting your email,

You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold?

The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction.

https://www.youtube.com/watch?v=ELR-Mhzv7eA
First Impressions Matter
If you don’t make a strong first impression, it won’t matter how great your service is.

Your appearance tells a prospect what to expect before you even open your mouth.

Well-groomed, polished, and with a professional presence? You’re perceived as credible and competent. Over the phone or through email, if you’re engaging, confident and well-spoken, then you’re going to open more doors.

Match your appearance and tone to the company you’re approaching. A simple LinkedIn search or visit to a company website will shed light on company culture. If this is a more informal environment, don’t show up in a suit. If everyone dresses sharp, then your polo and khakis aren’t going to cut it. You want to show an understanding of the work culture by doing your research and fitting in.
Confidence is Contagious
Confidence comes from preparation — knowing your client, their business, and your value. You are how you present yourself. Trust in yourself and display confidence, and your prospect will see you as confident, too.

However, don’t fall into the trap of arrogance. Avoid overpromising, looking to be right rather than helpful, and speaking more than you listen.

When you do speak, speak confidently. Eliminate filler words like ‘um’ and ‘ah’ from your conversation. These undermine your confident demeanor and cause your prospect to doubt your credibility.

Instead, take intentional pauses when you’re not sure what to say or to avoid tripping over your words. A brief pause won’t make you look like you don’t know what you’re talking about — it’ll look like you’re taking a moment to choose exactly the right words.
Nonverbal Communication is Key
Your body language needs to project authority. A firm handshake and steady eye contact show confidence and can put your client at ease. They establish you as a professional presence, ready to combat a company’s issues with excellence. If you’re on a video call, speak up, introduce yourself with some key details and ask your prospect to do the same. Give them an opportunity to tell you who they are.

Smile and be open toward your prospect. This helps establish trust, and mirroring your prospect’s body language is an easy way to develop rapport. Sit up straight and lean in, showing you’re listening carefully to their pain points and issues.
Your Online Brand Matters
In this digital age, you can’t be surprised to know that potential customers might Google you, find you on LinkedIn, or otherwise look you up online. After all, didn’t you do your research on them before you reached out? It’s your responsibility to present a professional front online as well as in person.

You’re cultivating a personal brand online the same way you’re doing with every call and email. Use your LinkedIn profile to establish yourself as an expert in your area and you’ll see that payoff in your credibility with clients. Make a practice of sharing industry insights, commenting on relevant posts, and posting your own observations on trends, challenges, or best practices.
Listening is a Superpower
The power of your professional presence isn’t limited to first impressions. It’s relevant in every step of the selling process — including how you present yourself as an engaged listener.

Stop thinking of yourself as a seller and start thinking of yourself as a solutions-provider. What you’re offering prospects is the chance to solve a problem costing them money, time or both. That starts with mastering the art of listening.

From the first phone call to the initial meeting and every touch after, establish yourself as a consultative seller who’s...

Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?
On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you power through and regain your momentum.

Surround Yourself with Positive Inputs
When you’re in a mid-winter sales rut—especially in cold, gray weather—your environment can either lift you up or drag you down. The content you consume and the people you interact with have a direct impact on your attitude.
Limit NegativitySkip cable news and doom scrolling. It’s toxic and drains energy. Steer clear of co-workers who only want to complain. Instead, find colleagues or mentors who keep the conversation upbeat and productive.

Engage in “Automobile University”Turn windshield time into learning time. Load up on podcasts, audiobooks, or uplifting content. If you’re on the road for field sales, use that dead time to sharpen your skills or motivation.

Pro Tip: Tune in to the Sales Gravy Podcast (yes, shameless plug!) or revisit classic audio programs by Zig Ziglar, Brian Tracy, or Jim Rohn for a quick confidence boost.

Create a “Win” FileSave glowing emails, client testimonials, or kudos from your boss in one place. On days when you feel like a zero, open that folder and remember your wins. Believing in yourself often wavers most when external results are slow. A targeted self-esteem boost can snap you out of that funk.
Read (or Listen) Your Way Out of the Slump
When you can’t rely on external circumstances (like sunny weather or a jam-packed pipeline) to motivate you, it’s time to feed your mind intentionally.
Pick Up a BookI once pulled myself out of a rut by alternating 10 minutes of prospecting with 10 minutes of reading No Bull Selling by Hank Trisler. That pattern helped him stay focused and eventually led him to top-performer status in his region.

Audio AlliesIf reading a physical book doesn’t fit your schedule, try audiobooks. Caroline mentioned she’s listening to The AI Edge on Audible. Whether you dive into James Clear’s Atomic Habits or any other self-improvement or sales guide, consistent listening can reset your mindset.
Revisit (or Set) Your Goals and Business Plan
Aimlessness often fuels a sales rut. Getting clear on why you’re putting in the work refocuses your daily efforts.
Craft a Personal Business PlanBreak your annual quota or goals into quarterly, monthly, and weekly targets. Then, identify the daily actions that lead to those targets. Write them down, review them often, and adjust as needed.

Check In with Your Plan

If you’ve already set goals: Take them out of the drawer and ask, “Am I doing what I said I would do each day?” If you haven’t set goals yet: It’s never too late to start. Use the lull to plan out the rest of your year.

Try the “BTN” (Better Than Nothing) ApproachOn a recent Money Monday episode, we introduced the concept of doing something—even if it’s small—to maintain momentum. One call, one follow-up, or one networking email is better than none at all. Doing a little bit every day builds massive momentum over time. Even if you’re not closing big deals right now, small actions (e.g., 15 minutes of prospecting, 10 minutes of follow-ups) add up.
“Eat the Frog” Early in the Day
The Eat the Frog concept (mentioned in Fanatical Prospecting) is about tackling the hardest or most dreaded tasks first. If winter weather and post-holiday inertia already have you feeling sluggish, don’t let procrastination compound the problem.
Schedule Tough Calls in the MorningIf you tend to stall on prospecting, block out time when you’re freshest. Once you conquer the hardest thing on your list,...

Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldn’t hear anything on the other end so I hung up.

Ten minutes later it rang again with a call from the same number. This time, however, I was walking up to a birdie putt, so I sent the call to voicemail.

After finishing my round, I looked at my voice messages to see who had called, but there was no message so I didn’t give it another thought.

Later that day, I found an email from the rep asking for a meeting. He said he had called but we'd been disconnected.

It was at that moment that I realized I had my earbuds in when I answered the phone the first time. Sometimes calls do not automatically transfer to them. That is why I couldn’t hear him when I picked up the phone.

I considered responding to his email at that moment, but it was dinner time, and I was getting ready to grill some steaks. So, I put his note aside for later. The next morning, life happened, priorities got in the way, and I completely forgot about it. I haven’t heard from him since.

After three attempts (and no voice message) he gave up. The sad thing is, because of my guilt about hanging up on him, had he made one more call or email, I would have responded.

Other than not prospecting altogether, giving up too soon is the primary reason salespeople are failing at prospecting on an epic scale.
92% of Prospectors Give Up After Only 4 Attempts
Once after another attempt at creating a viable light bulb went down in flames, inventor Thomas Edison said that he hadn’t failed. He’d just found 10,000 ways that didn’t work. Because of his relentless persistence, he changed the world.

Now juxtapose this against the statistics on sales prospecting persistence:

44% of salespeople make only one prospecting attempt before giving up.
78% make only two prospecting attempts before giving up.
92% never make more than four prospecting attempts.
94% of these attempts are lame, poorly written emails.

Deeper into the weeds, the data tells us that it takes many prospecting touches to compel prospects to engage.

4 touches to engage a hot inbound lead.
5 touches to engage a prospect in a buying window who is familiar with you and your brand.
7 touches to engage an inactive customer or previously closed/lost deal.
9 touches to engage a warm inbound lead.
11 touches to engage a prospect in the buying window with no familiarity with you or your brand.
13 touches to engage a prospect with some familiarity with you or your brand but not in a buying window.
20+ touches to engage a cold prospect who is not familiar with you or your brand.

Keep in mind that these are averages across a wide statistical distribution. Depending on your brand recognition, geographic location, prospecting channel, product, service, sales cycle, industry vertical, and the role (CEO, Director, Manager) you might find that these numbers shift.

The point, however, is not the numbers. It is the story these numbers tell us. In most cases, it takes around 8 touches to get meaningful engagement from a prospect. But 92% of salespeople give up after no more than four attempts.

It’s no wonder that pipelines are bone dry and last year, according to recent data, 91% of sales teams failed to achieve quota.
Emotional Hangups in Prospecting
When I tell stories of prospecting persistence from the stage during keynotes and training sessions—for instance, the rep who contacted me 71 times before finally convincing me to buy from him—people in the audience visually squirm.

Invariably, when I tell the true story of the time I left a voicemail for a prospective client every day for 52 days in a row before he called me back leading to a $1.2 million deal and punching my ticket to Presidents Clu...

In sales - especially in product knowledge training - we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts.

But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal. Silence — shutting up and listening — is your secret weapon.

Yes, you need to speak confidently about the value you bring to the table, and you need to be clear when you’re asking for the deal. But the words that actually sway a prospect don’t come from you — they come from them.

Prospects convince themselves to buy. Your job is to guide the conversation in such a way that they articulate the problems they’re trying to solve, the goals they want to achieve, and the obstacles blocking their path. When you can get them to articulate those issues in their own words, you close deals.

https://www.youtube.com/watch?v=ovBdhmangUU
Embrace the Pause
A common mistake reps make is rushing in to pitch a solution, answer a question, or tackle a perceived objection. They jump in prematurely, before letting the prospect fully voice what’s on their mind.

But if you can stay silent, if you can resist the urge to speak immediately, your prospect will usually elaborate. They’ll keep talking, often divulging the root cause of their hesitation.

That root cause might be very different from what you assumed at first glance. If you jump in too soon, you risk addressing a superficial objection and missing the real issue entirely.

I’ve seen too many sales professionals sabotage deals because they were afraid of a little silence. They ramble on, trying to fill every pause, unnerved by any lull in the conversation.

But in the pause, in the silence, is where your prospect gathers their thoughts. If you just wait, if you’ll just shut up, what comes next is where the real magic lies.

Your prospect will begin to share deeper insights. They might reveal the internal politics at play, the budget constraints, or the personal motivations driving their buying decision. They’ll teach you exactly how to close the sale.
Build Trust Through Silence
Learning to be comfortable with silence is also about showing genuine respect for the other person. When you give someone space to talk, you send an unspoken message: “I value your thoughts, your insights, and your experiences.”

That’s a powerful psychological signal. It builds trust faster than any perfectly rehearsed line. People buy from those they trust, and trust often begins with the simple act of listening.

Now, I’m not saying you should clam up entirely. Strategic silence is not about becoming a mute. It’s about knowing when to speak, what to say, and when to remain quiet.

Ask a probing question, and then zip your lips. Sit there, look them in the eye, and nod empathetically while they talk. Let them finish. Then pause a moment.

Usually, that extra beat of silence after they finish speaking nudges them to continue, and they’ll share even more valuable information.

If it’s truly time for you to respond, do so thoughtfully, directly, and concisely. Then hand the baton of conversation back to your prospect with another question or an invitation to elaborate.
Six Strategies For Leveraging Silence to Sell More

Plan Your Questions: Before any meeting, plan the key questions you want to ask. Keep them open-ended and designed to encourage deep, detailed answers.
Practice The 3-Count Rule: After the other person finishes answering the question, mentally count “one … two … three” before you talk again. Let those seconds of silence hang in the air. Leaving the gap of silence almost always compels the other person to fill it.
Embrace Discomfort: Silence can be awkward. Learn to live with that. Recognize that this discomfort is exactly what triggers prospects to open ...

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales?
Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you’ll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends.

AI Will Power Sales Efficiency and Intelligence
When we think about the future of sales, AI inevitably dominates the conversation. Whether you’re a software rep, selling capital equipment, or providing professional services, artificial intelligence is quickly transforming the salescape.

Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls. At a basic level, AI can be your 24/7 virtual assistant that never forgets an appointment or misses a follow-up.

Smarter Data ManagementAI will digest massive data sets, then deliver concise insights that help you identify buying signals, forecast deal closures, and spot hidden risk factors in your pipeline.

Relationships Still MatterAs advanced as AI might be, it can’t replace human conversations—especially in complex or consultative sales. Ultimately, people buy from people they trust. Keep that fact front and center as you adopt AI-driven tools. They’re there to free you up for higher-value activities, not to take over your role.

The Return to Humanity: Relationships Make the Difference
In an age where we can automate just about anything with tech, your core differentiator will be your ability to build trust and engage deeply with clients.

Human Connection Is a Competitive AdvantageIf everything can be automated or self-served, how do you stand out? By demonstrating genuine empathy, patience, and an interest in solving unique business problems. Buyers are craving human interaction that goes beyond transactional sales.

Adapt to Cultural NuancesYour ability to adapt and flex to the nuance of both cultural differences between countries, regions, industries, and companies gives you a competitive edge when building trust. In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants.

Embrace a Consultative Selling Mindset
In the age of AI there is a massive shift toward consultative selling. If you’re selling complex products, services, or solutions, you can’t just pitch features and benefits anymore. To survive and thrive you must become a business advisor, diagnosing problems and developing creative and innovative solutions.

Key Skills to Develop

Deep Discovery Great consultants don’t leap in with a pre-packaged pitch; they ask probing questions, explore unarticulated pain points, and let clients talk. This patient approach sets you up to deliver precisely what the customer needs.

Business Acumen and Technical KnowledgeIn consultative sales, you often speak with senior executives who expect you to know how business works—everything from supply chain issues to profitability metrics. If you show up unprepared, someone else with deeper business insight will get the sale.

Creative, Innovative SolutionsOnce you’ve gathered the facts, your job is to co-create a roadmap. That means pulling from your experience, internal product knowledge, and general business know-how to design a solution that resonates across multiple stakeholders. This requires both IQ (to connect the dots) and EQ (to communicate the vision persuasively).

Stay Curious and Keep Learning
A big part of stepping into a consultative role is adopting a lifelong learning mentality. Too many sales professionals stop reading or stop trying ne...

WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you.

It’s the BTN method, and I learned it from a friend of mine who completely transformed his life and his habits by mastering this one straight-forward tactic.
Forgiving Yourself When You Get Off Track
In James Clear’s book, Atomic Habits, he talks about a strategy for making a habit stick: never miss two days in a row.

In other words, if you mess up on Monday—if you skip your workout or drop the ball on your new habit—you give yourself permission to let it go.

But get right back on track by Tuesday. You never miss two days in a row and allow those mistakes to pile up and push you right back into the bad habit you are trying to change.

I love this advice because it reminds us we’re all human. We’re going to slip up. Life happens—kids get sick, you get sick, clients call with emergencies, your boss piles extra tasks on your desk, or your flight is delayed and you’re stranded in an airport— sometimes you've just have to eat that piece of cake.

James Clear’s approach is, when this happens, to give yourself a break. It’s okay that you messed up once. Forgive yourself but just don’t let it spiral downward by stringing together multiple days of misses together. It's a great approach.

But there is another strategy that works even better for staying track, makes it easier to bounce back, still allows you to be human, and over time yields far better results. If you really want to build unstoppable sales habits and supercharge your performance you’ll love this approach.
The BTN Secret
A few years back, I was meeting a good friend of mine for dinner. We hadn’t seen each other in a couple of years.

He’s the CEO of a large company—constantly flying all over the world, dealing with high-level negotiations, board meetings, you name it.

I know from experience that this kind of schedule can wreak havoc on your diet, your sleep, and especially your exercise routine.

When Chris walked into the restaurant, I was stunned. He looked incredible—like a completely different person.

He’d lost a bunch of weight and was in fantastic shape. As we sat down at our table I couldn’t help but blurt out, “Dude, you look incredible, how on earth do you manage to find the time to exercise and take care of yourself like that with your insane schedule.”

The truth is that at the time, I was really struggling with my own health. I’d been traveling without a break and gained far too much weight. I felt bad. And even though I knew I needed to do something about it, I was wrestling with the typical excuses: busy travel itinerary, client dinners, lack of time in the mornings for a real workout, late nights in airports, and exhaustion.

Chris looked at me, smiled, and said, “I use the BTN method.”

I instantly reached for my phone to Google “BTN” because I thought it was some new, miracle workout program and I was looking for anything that could help me get my health back on track.

Chris just started laughing. “You’re not gonna find that on Google,” he said. “BTN stands for Better Than Nothing.”
Why Doing “Just a Little Bit” Matters More Than You Think
Chris explained his philosophy: No matter where he is—no matter how jam-packed his day, no matter how exhausted he feels—he refuses to let a single day pass without doing some form of exercise—no matter how little.

On a good day, when he has time, he does an intense 45-minute workout. But if he doesn’t have time, if he’s been in back-to-back meetings from dawn to dusk, then he’ll at least drop down on the floor in his hotel room and do five push-ups, or 20 jumping jacks, or a two-minute plank. Something. Anything. Just not nothing.

He explained that five push-ups is better than none and over time it all adds up.

On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or insecure about asking.

On this episode of the Sales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris

Every salesperson starts somewhere. Tony Morris started turning a profit buying 10 pounds of sweets from a shop and selling them for 20 pounds. Before that, he sold car washing door to door. But before all that, he spent hours watching his father prep for sales calls in the mirror, honing his language and mastering his message. It drove home one idea for a young Tony: To be a sales success, you have to practice, practice, practice learning how to ask for the sale.

https://www.youtube.com/watch?v=T1KKPbXHCj8

The Fear Factor That Holds Salespeople Back From Asking for the Sale

There’s an underlying, deeply human factor that derails many capable sales professionals: The fear of asking for the sale.
Rejection stings, whether it’s a “no” from a potential client or crickets after your presented a proposal you believed was bulletproof. We fear hearing “no” because we interpret it, consciously or not, as a sign that our competence or worth is lacking. Ironically, the more empathetic and relationship-focused a salesperson is, the more they tend to shy away from scenarios that might lead to an uncomfortable refusal.
When you allow the fear of rejection for creep in when attempting to close the sales it often leads to:

Hesitation: You wait for the buyer to “signal” readiness, rather than proactively closing.
Defensiveness: If a conversation veers toward potential objections, you steer away or gloss over critical next steps.
Over-Explaining: To avoid a direct ask, you bury the buyer in details, hoping they’ll volunteer a “yes.”

Practice Is the Key to Asking Confidently for the Sale
Watch any top performer in any field—a pro golfer, a concert pianist, or an elite salesperson—and they often make it look effortless. People assume they were simply “born with it.” In truth, consistent practice is usually the reason they’re able to operate at such a high level without appearing scripted or nervous.
One reason salespeople hesitate to ask for the sale is that they don’t feel comfortable with what to say—or how to say it—when the conversation reaches its critical moment. Practice, especially under realistic conditions, engrains talk tracks, responses to objections, and emotional composure. Practice allows you to lean on muscle memory rather than fumbling for words or panicking at a curveball question or objection.
The more you prepare, the more comfortable you are in the moment. When you are well-prepared you come across as “unscripted” and fluid because you’re not scrambling to find the right words. You’ve internalized the dialogue, so it sounds like a calm, authentic conversation rather than a memorized monologue.

Make Peace with the Word “No”
Time and again, top sales performers cite a simple truth: a fast “no” can be better than a lingering “maybe.” It allows you to save time, refocus energy, and cultivate a pipeline of engaged prospects. Learning to handle “no” as a data point—rather than personal rejection—keeps you in motion.

Categorize the “Nos”: Some are “not now,” others are “not a fit,” and a few are “never.” Understanding which type of no you’re dealing with can shape follow-up strategies.
Seek Feedback: If appropriate, ask, “I respect your decision. May I ask what caused you to decline?” That insight can sharpen future presentations.
Stay Professional: Burn no bridges. A gracious exit can leave the door cracked open; circumstances often change.

Shift Your Mindset About What Asking for the Sale ...

Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older and more experienced than you?
Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps, it’s easy to feel anxious if your buyer is decades older or has been in the industry for a long time.
Below, you’ll find practical strategies to bridge that confidence gap, project authority, and demonstrate a relaxed assertiveness that resonates with prospects of any age.

1. Recognize That It’s Mostly in Your Head
A significant part of Ellie’s challenge stems from internal dialogue rather than external facts. As I reminded her, rarely will a prospect openly declare, “I don’t respect you because you’re young.” Instead, we often impose that narrative on ourselves.

Negative Self-TalkTelling yourself, “They’ll never take me seriously,” can become a self-fulfilling prophecy. When you believe you lack standing, that energy radiates, and prospects pick up on it.

Flip Your MindsetMost professionals—older or otherwise—care primarily about whether you can solve their problems, save them time, or increase their revenue. Your birth year is less important than your ability to address their business needs.

2. Win Through Questions
The simplest way to defuse insecurities about age or experience is to ask better questions. Listening is far more powerful than talking in most sales situations.

Tap Into Their ExpertiseIf they’ve been in the business for decades, demonstrate sincere curiosity: “How have you seen this industry evolve since you started?” or “What are some of the biggest shifts you’re preparing for next?” By making them the expert, you earn respect through authentic engagement.

Use Youth as a StrengthBeing new or younger often means a fresh perspective. Admit what you don’t know and say, “I’d love to learn from someone with your track record. What advice would you give to someone like me?” You’ll be amazed at how many seasoned pros want to mentor enthusiastic newcomers.

Don’t Fear “I Don’t Know”If you get a technical question you can’t answer on the spot, say, “That’s a great question. I’m not 100% sure, but let me check with my team and get back to you.” This approach does two things: it proves you’re honest (rather than bluffing), and it gives you a solid reason to continue the conversation later.

3. Relaxed, Assertive Confidence—The “Jedi Mind Trick”
If there’s a secret weapon in sales, it’s projecting selling confidence. But this isn’t about memorizing every rebuttal or faking bravado. It’s about becoming relaxed and assertive enough to handle anything that comes your way.

Rely on Frameworks and Processes
Know the steps you’ll take to open a call, overcome objections, or ask for the business. When you trust your proven framework, you’re less likely to freeze under pressure. For instance, if you have a system for handling objections, you’ll approach objections with calm anticipation rather than dread.

Practice and Role-Play
Just like athletes rehearse plays, sales pros need to rehearse calls. Role playing with a manager or teammate builds “muscle memory.” When real-world situations or questions arise, it’ll feel familiar—something you’ve already navigated.

Overcome Obstacle Fear
Face the age-gap issue repeatedly until it no longer feels daunting. Think of it as exposure therapy. The more you engage with senior-level buyers, the more you realize they’re just people with specific needs and pain points.

Keep Your Pipeline Full
Nothing nurtures confidence like having multiple deals in progress. A robust pipeline means you can approach each conversation without desperation, which projects a sense of calm authority.

4. Rewiring Your Internal Scripts

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their 20s.

They had been assigned to me because their boss was tired of listening to their excuses about why they weren’t consistently picking up the phone and prospecting.

When he brought me in, he said matter of factly: “They won’t pay any attention to me, but before I start firing people, I’m hoping you can get through to them.”

The reps didn’t want to be there. It was a hostile audience from the start.

Just as I kicked off the training, one of the reps challenged me with, “Your book Fanatical Prospecting was written a long time ago. Is it even relevant anymore?” His sneering words were more of a statement than a question.
Cold Calling is Old School Distraction
Like many reluctant prospectors, he wanted to engage in a distracting argument over whether or not outbound telephone prospecting (a.k.a cold calling) was old school. He wanted validation that his avoidance of prospecting was OK, and to make the point that marketing should be responsible for delivering hot, ready-to-buy leads on a silver platter.

Sales reps of all generations -- for at least the past 125 years -- have been eager to make any excuse -- and I mean any excuse -- to avoid picking up a phone or knocking on a door. The most common excuse always has been that synchronous prospecting (a.k.a talking with people) is old school.

There were a couple of snickers from the back of the room in anticipation for what I would do next. But I’d been to this rodeo many times before.

“What do you think has changed since I wrote the book?” I asked calmly.

The young rep shot back condescendingly. “Well, for one thing, nobody answers the phone anymore.”

So I challenged him right back. “Ok, let’s test your hypothesis. Let me see the prospecting list that you brought with you.” (We run live call blocks in our Fanatical Prospecting Boot Camps and require participants to bring a list with them to class.)
Cold Calling Reality Bites
I waited patiently as he pulled the list up on his laptop. Then, I began dialing his prospects, right in front of the class. Instantly I had their attention. They all leaned in to watch. Reality TV is a hell of a magnet.

I made 11 dials to his list, spoke to two decision makers and set one appointment—all within a span of about 15 minutes. As I handed him back his laptop, I turned to the group and asked, “Any more questions?”

Elvis Presley said, “The truth is like the sun. You can shut it out for a time, but it ain’t goin’ away.” The reason telephone prospecting wasn’t working for the petulant sales rep who challenged me was that he wasn’t doing it.

The cold truth about cold calling is that nobody answers a phone that doesn’t ring.
Sales Success is Paid for In Advance with Prospecting
What was true when I wrote Fanatical Prospecting is still true today:

If you wait for people to come to you, you’ll starve to death.
If you think your marketing team is going to supply you with an endless stream of qualified, ready-to-buy prospects, then you are delusional.

Here’s another truth for you: When it comes to prospecting, you cannot be delusional and have a full pipeline at the same time.

There are certainly sales jobs where your phone rings and inbound chat dings with people who are ready to buy. If you absolutely cannot stand interrupting people through outbound prospecting, but you like selling, perhaps one these roles are for you.

However, if you take a sales job where you never have to make a cold call, be prepared for a paycut.* Sales reps in these types of roles typically get paid by the hour with minimum commission upside.

*[Also be aware that some people, including Victor Antonio, are projecting that many of these jobs will be taken over by AI in the future.]
Cold Calling is a Prized Meta-Skill in Today's Noisy Marketplace
The most coveted,

Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exercise, and how to build and how to maximize website performance for consistent sales growth.

If your site isn’t converting visitors into customers, it’s time to rethink your approach. In this blog post, we’ll show you how to apply Dunning’s key strategies to turn your website into a dynamic, lead-generating sales machine.
Key Takeaways:

Caveman Grunt Website Test: Follow the “We do X that solves Y” formula for clarity and effective conversion.
Understanding Customer Pain Points: Craft landing pages that directly address customer pain points using simple, jargon-free solutions.
Leveraging Podcasts for Lead Generation: Use podcasting to build authority, get referrals, and increase inbound traffic.
Turn Your Passions Into Profit: Experiment with activities you enjoy to see if they can be monetized, and give them three months to generate results.
SEO is a Long-Term Commitment: Don’t treat SEO as a one-time task. Ongoing optimization, including backlinks, keyword updates, and metadata improvements, is key to keeping your website visible.

https://youtu.be/y3-ALV67iT4
1. SEO Strategies are Not Dead
Sure, the introduction of AI optimization has some professionals running to figure out the algorithm for getting high rankings from AI platforms like ChatGPT or even Google’s AI overviews. But as far as we know, for Google – which still dominates the landscape – the same effective SEO strategies make for high rankings on AI overviews.

That means overall you still need to focus on Google’s EEAT format: Experience, Expertise, Authority, and Trust.

If you decide that SEO is worth your time then the best place to start is coming up with what your potential customers will be searching for to solve their problem.

Consider:

Industries where you’ve already seen success selling your products or services
Companies or organizations that can afford your solutions
What those companies might currently have cobbled together to solve their problems

2. The Caveman Grunt Website Test: A Simple Formula for Success
Does your website pass the Caveman Grunt Test? The premise is simple: If a caveman visited your website, would it be immediately clear what problem you solve and how you solve it? Keep your messaging straightforward—avoid jargon and unnecessary complexity.

Tip: Focus on the "We do X that solves Y" formula for a clear value proposition. Too many businesses miss out on potential conversions by overcomplicating their website copy. Simple, direct language can drastically improve your conversion rates.
3. The Importance of Identifying and Addressing Customer Pain Points
The most successful websites address specific pain points right away. Your landing pages should immediately highlight the problem your customer faces and present your solution in a simple, jargon-free manner.

Here’s what to include:

Clear, Benefit-Focused Headlines that speak to your customer's pain point. If you confuse, you lose.
Trust Signals like customer reviews, testimonials, and case studies.
Explainer Videos or step-by-step guides to show how your product or service solves the problem.

Why this works: Customers are most likely to convert when they feel you understand their challenges and have effective solutions. Ensure that your landing pages and home page are designed to address these pain points quickly
4. Using Podcasts to Build Authority and Generate Leads
Once you’ve optimized your website for clarity and customer pain points, it’s time to extend your reach. Podcasting is a powerful tool for building your brand, establishing authority,

Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first.

In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy.

Welcome to another Ask Jeb segment on the Sales Gravy Podcast! I’m Jeb Blount—bestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In each of these special episodes, we shine a spotlight on your questions, challenges, and roadblocks—offering real-world advice from sales pros who are in the trenches every single day.

1. Recognize the Real-World Obstacles
Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. While it’s easy to be frustrated by this extra layer, it’s crucial to acknowledge a few realities:

-- Your Customer’s Motivation: They’re laser-focused on winning their own deal. Your product or service is secondary—important, but not top of mind until they’re assured of a win.

-- Lead Time: Deals can stretch out because you’re waiting on an entire chain of approvals or external decisions.

-- Competition: If your customers finally land the big deal, they might still shop around to find the best supplier, leaving you in a second round of competition.

Understanding these pressures helps you empathize with your buyer. It also positions you to offer support in ways that make them want to stick with you—rather than jumping to a competitor at the eleventh hour.

2. Be a Genuine Partner, Not a Peddler
It’s tempting to keep nudging your buyers with hard-closing tactics, but that rarely works when they haven’t secured their own contract. Instead, pivot to a mindset of partnership:

Build Real Relationships
Invest time getting to know your buyer on a personal level. Talk about local sports teams, industry news, or shared hobbies. Real rapport fosters loyalty. When your customer finally wins their deal, they’ll feel comfortable turning to a friend—you—for the solution they need.
Offer Strategic Expertise
If your offering requires complex configurations or specialized knowledge, step in as a consultant. For instance, share best practices on how to optimize a design, or explain how to streamline a process. By helping them present stronger bids or more compelling proposals, you become integral to their success.
Stay Responsive
If they’re scrambling to nail down specifics for a bid, be the easiest person on their call list. Quick turnaround times and thorough answers showcase that you’re a reliable partner. Nobody wants a vendor who goes dark when the pressure is on.

3. Avoid Becoming a “Quote Factory”
One of the biggest pitfalls in this scenario is turning into a “quote factory” who does piles of work for prospects who never buy. While it’s true you miss 100% of the shots you don’t take, you also waste valuable hours if you keep shooting at targets that never pan out.

-- Track Buying History
Look at your records: are there customers or accounts for which you consistently provide proposals and never see a sale? Identify these patterns.

-- Have Candid Conversations
Let them know your time and expertise aren’t free. You’re happy to help, but if they continually choose other suppliers or undercut your prices, you need to reevaluate the partnership. Sometimes, a direct discussion is enough to shift their approach and earn you real business. If not, you can focus on more promising leads.

-- Prioritize Strategic Deals
If you’re caught up producing endless quotes for “long-shot” clients,

On this first Monday of the second month of the year, it’s time for a gut check. First we need to check where we are against our new year goals. Next we need to take stock of our first month sales performance and make adjustments.

We’re just a little more than 30 days away from our new year intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition that this year would be our best ever and that we’d make positive lasting changes in our lives.
It’s Easy to Slip Off the Track
You’ll remember that discipline is sacrificing what you want now for what you want most. But as time goes by and sticking with new habits gets more challenging, it’s easy to forget what motivated us to make the changes in the first place. It’s easy to let down our guard and go back to our comfort zone.

The farther away we get from our intentions, the more likely it is that we allow our discipline to slip and get off track. It’s just human nature.
Small Slips in Discipline Can Add Up Quickly
Let’s say you kicked off the new year determined to have your best sales year ever, and you knew that meant filling your pipeline daily by getting Fanatical about Prospecting. But upon reflection, you realize that days have passed since you picked up the phone, knocked on a door, or talked with customers.

You’ve been making excuses to avoid the very activities that move you closer to your goals.

I’ll admit that it happened to me just this past week. This month has been non-stop travel — 12 flights, 10 cities, 8 keynotes, 5 full days delivering training to sales teams. Toward the end of the week I got tired, made excuses, and let my exercise and nutrition routine slide.

This was something I promised myself I wouldn’t do when the year started. I know that if I don’t stop right now and recommit to my goals, then there is a good chance that I’ll continue down this negative path — because it’s easy.
Revisit Your Goals and Resolutions
This is exactly why NOW is a good time for a gut check and a look in the mirror. Pause and carve out time today, to revisit your goals, resolutions, and intentions.

Sit down and think about what you decided to achieve back in early January. Visualize what it was that motivated you. Picture what you want most and where you want to be at the end of this year.

Go back and re-listen to the Money Monday episodes on building a personal business plan, reflection vs. regret, and why personal goals are essential for sales discipline.

Then recommit to your goals. Remember the feelings you had when you set them, and make an intentional decision to get back on track.
Evaluate Your First Month’s Performance Against Your Sales Goals
Next, step back and evaluate your first month’s sales performance. As you do, you’ll likely find one of three scenarios:

You Crushed It – You had a killer month and blew your goals out of the water.
You Were Average – You hit quota or did “okay,” but you know you’re capable of much higher performance.
You Bombed – You missed your number and ended the month worse than you hoped.

Great Sales Month
If You Crushed it, and you’re on the top of the ranking report fantastic, congratulations!

But be very careful not to let off the gas. It’s likely you worked very hard last month to achieve these results. There will be the temptation to take a breather.

Trust me, if you do, this complacency will come back to bite you.

Now is the time to recommit to doing the activity that fueled your success last month so you don’t end up with a lackluster February and a disastrous March.

In other words, you’ve set the foundation for a huge year, take advantage of what you have accomplished and keep the pedal to the metal!
Average Sales Month
If you had an average or just OK month — maybe you hit quota, maybe you came close, but you know you’ve got more in the tank — then it’s time for some honest self-reflection.

Ask yourself:

Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley.
Key Takeaways

Conflict Isn’t the Enemy: Whether it’s internal (“me-me”) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness.
Self-Awareness Is Critical: Recognize when you’re slipping into negative self-talk or procrastination. Do one uncomfortable thing on purpose to regain momentum.
Mindfulness Works: A short pause before responding can prevent knee-jerk reactions and help you focus on problem-solving instead of point-scoring.
Communication Styles Differ: Tailor your approach to the other person’s style, and clarify misunderstandings by asking what they actually heard.
Find a Coach or Mentor: Don’t underestimate the value of someone else’s perspective. A coach sees the “swing flaws” in your sales approach that you might never notice on your own.

https://www.youtube.com/watch?v=2049xdXQ5Ac
Why Conflict Is Everywhere in Sales
Sales is an inherently conflict-laden profession. You’re asking people for time and resources, you’re persuading them to make decisions, and you’re often balancing multiple interests—your client’s, your company’s, and your own. The tension stems from:

-- Negotiations with buyers who might have competing priorities.

-- Internal pressures from bosses or teammates who expect certain results.

-- Personal conflicts within yourself — especially if you’re unsure of your own capabilities.
The Three Types of Conflict
Conflict can be broken down into three categories:

Me vs. You Conflict – Disagreements between individuals (customers, peers, bosses).
Me vs. Job Conflict – Situations where your personal values clash with your job role or tasks.
Me vs. Me Conflict – Internal struggles, such as procrastination or fear of failure.

The“me vs. me” conflict might be the most insidious, because it can sabotage your motivation, self-esteem, and willingness to accept feedback.
The “Me-Me” Conflict: Your Biggest Obstacle
Many sales professionals fail because they lose the internal battle with themselves in “me-me” conflict. They know they should spend an extra hour prospecting, turn off the TV a little earlier for a fresh start the next morning, or follow up diligently with new leads. Yet, fear of failure or simple inertia holds them back.
How “Me-Me” Conflict Snowballs
Letting small tasks slip—like hitting the snooze button or blowing off a follow-up call—quickly turns into a domino effect:

You skip a small task or ignore a responsibility.
Guilt or anxiety sets in, making you more emotionally reactive.
This emotional reaction, often anger or irritability, spills over into other areas of your life—leading to more conflict, and sometimes even lower productivity.

Overcoming Internal Doubts Through Awareness
The ultimate tool to combat negative self-talk and “me-me” conflict is awareness. Here’s a simple yet powerful strategy: do something uncomfortable on purpose, like making a difficult prospecting call. By choosing the harder path in small, manageable increments, you train your brain to seek out the dopamine rush of achieving a win. Each small success can become addictive—in the best way—helping you build the self-confidence to tackle bigger challenges.

Practical Tip:
When you notice you’re about to avoid something important—like a call block—stop and say, “This is hard, but I’m doing it anyway.” That small statement of intent can be enough to reset your mindset for action.
Why Self-Talk Shapes Your Sales Results
In sales, negative self-talk is especially damaging because of the constant rejection and fast-paced environment. One bad day can lead to a downward spiral:

-- One lost deal leads to “I’m not good enough.”

-- One tough call leads to “They’ll never buy from me.”

If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you.

In this episode, I answer a question from Paul in Rancho Cucamonga, Calif., who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently .

Then I tackle a follow-up question from a sales leader at one of our live events on how to keep his salespeople motivated to prospect every day.

Paul’s Challenge: Driving Consistent Prospecting Call Blocks
Paul leads a medium-sized logistics company with reps spread out in California, Utah, and El Salvador. He’s already done a great job by running a book club around my book, Fanatical Prospecting, but he needed practical tips for ensuring his team actually implements daily call blocks. Here’s the advice I shared:
Make Prospecting a Daily Conversation
As a leader, you need to talk about prospecting every single day. Yes, you’ll feel like a broken record, but that repetition is crucial for setting expectations.
“Show Up” for the Call Blocks
If your team was all in one building, you’d simply gather them on the sales floor and power through. Remotely, you can replicate this by scheduling a set time (e.g., 8:00 a.m. PT) and getting everyone on a video call.

You can’t stand next to them physically, but you can still see them, and they can see you. It’s social pressure and moral support rolled into one.
Run High-Intensity Sprints (HIPS)
Instead of asking for hours of uninterrupted calling, break it into short bursts—10, 15, or 20-minute sprints. Let them pause to catch their breath, then go again. Keep a virtual whiteboard and track dials, contacts, and appointments in real time. Make it fun and competitive.
Overcome the Complaints
Reps might moan about being “micromanaged,” but if you keep it fun and energetic, they’ll often appreciate the structure. Focus on results, not just the dials.

Question: How Do I Motivate My Salespeople to Keep Prospecting?
We also addressed a question from a leader who was attending one of our Sales Gravy Live events. Their team struggles to maintain high call numbers consistently. They might hit 100 dials a day for three days, then crash back down. The sales leader asked: “How do we keep our reps pumped for prospecting?”
Here’s the Reality Check
Nobody Truly “Loves” Prospecting: Prospecting is hard, and most of us won’t naturally get excited about it. But we do get excited about closing deals, landing appointments, and hitting our numbers.

You Must Be a Teflon Sales Leader: Stay relentlessly focused on prospecting, day in and day out. The moment you relax your standards, the team will follow suit. If you don’t treat prospecting as a top priority, neither will they. Be like teflon: no excuses stick.

Lead by Example
Get out on the “floor” (or on the Zoom call) and make calls with them. Don’t hide in your office. When they see you doing the work, they’ll know you mean business.

Use the Power of HIPS
Those high-intensity sprints work just as well here. Run “power hours” with quick breaks in between and track your team’s progress publicly.

Leading Prospecting Activity Is an Infinite Game
Let’s face it: prospecting is often the least-liked activity in sales. It’s easy to push aside because it involves repeated rejection, logistical juggling, and tight discipline. Yet it’s the lifeblood of any thriving pipeline—no prospecting, no leads, no deals, no revenue.

And if you have a remote team, like Paul does, you’re dealing with additional hurdles: time zones, limited supervision, and diminished peer pressure. It’s all too easy for your reps to skip their “call block” if you’re not right there to keep them accountable.

As a sales leader, you can’t just “fix” prospecting once and forget about it. The moment you move on, your team will start slacking. You have to show up, be present,

As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear death.

This, by the way, is a huge problem in sales because, as a sales professional, it’s your job to go out into the world, find rejection, and bring it home. And even though objections are not really rejection, it can still feel that way.

It’s the fear of rejection that makes selling so difficult for most people—and why most people will never do your job. Sales is such a lucrative career choice simply because it’s a rejection-dense job. Companies are willing to pay big bucks to rainmakers who can control their emotions, face rejection head-on, and find a way to win.
Ask and You Shall Receive
The good news is that if you fear rejection and want to avoid it at all costs, the easiest way to do so is to never ask for anything. Of course, if you don’t ask, you won’t get.

You might steer clear of the pain of rejection for a while, but sooner or later it’ll catch up with you when you find yourself unable to provide for your family, missing your mortgage payment, or stuck in a dead-end job. These things, I’ve found, hurt far worse over the long run than rejection.

There’s a verse in the Christian Bible, Matthew 7:7, that goes, “Ask, and it will be given to you; seek, and you will find; knock, and it will be opened to you.” Now, I recognize that Jesus isn’t talking about sales in this verse, but he could be.

You’ll often hear it expressed as, “Ask and you shall receive.” If you think about that for a moment, you’ll notice that asking comes before receiving. In other words, asking is the beginning of receiving. If you want something, you have to ask first.
Ditch Your Wishbone
Far too often, we become rain barrels. We sit and wait. We hesitate and hope. We wish our prospect or customer would do the job for us, but they don’t—because it doesn’t work that way.

If you want to sell more and earn more, you need to ditch your wishbone and grow a backbone. It’s up to you to ask. Asking is the beginning of receiving, so you won’t get the appointment, the next step, the information, access to the decision-maker, or a buying commitment unless you ask.

And the truth is, on the other side of asking, there’s always the potential for objections and rejection. There’s always the chance you won’t get what you asked for. That’s just how asking works.
The Hardest Part of Asking: Learning to Shut Up
This is why the hardest part of asking is learning how to shut up afterward. You need to allow space for silence to do its work and for objections or questions to be put on the table. It’s hard to shut up when you’ve put it all out there and left yourself vulnerable to rejection. That awkward moment after you ask can feel like an eternity as you brace for a “no.”

To protect yourself from hearing a rejection, you might start talking, and talking, and talking—deluding yourself into believing that as long as you keep talking, your prospect can’t reject you.

The problem is, in that moment of emotional weakness, you come across as insecure and untrustworthy. You introduce objections that didn’t previously exist. You start blabbing on and on about features and benefits, terms and conditions, your dog, or what you had for lunch—until your stakeholder, who was ready to say yes, gets talked into saying no by you.

Your insecurity in that moment of vulnerability invited rejection.
Why Silence Is Your Secret Weapon
Here’s the most important rule of asking: After you ask, you must shut up. Despite the alarm bells going off in your adrenaline-soaked mind—despite your pounding heart, sweaty palms, and fear—you have to bite your tongue, sit on your hands, mute the phone,

Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, leaders create environments where individuals and teams can thrive.

In this episode of The Sales Gravy Podcast, Keith Lubner is joined by Markus Neukom to delve into the key traits and practices of effective sales leaders, including self-awareness, emotional intelligence, and authenticity.
Key Takeaways:
- Courage in Leadership: Effective sales leaders need the courage to act on their potential without fear of success or failure. This courage often differentiates genuine leadership from insecure or arrogant behaviors.

- Emotional Intelligence Development: Emotional intelligence begins with self-awareness. Leaders must understand themselves before they can effectively lead or enhance team dynamics.

- Leadership as a Learned Skill: Leadership is not an innate talent but an art form that requires intentional development and refinement.

- The Importance of Listening: Listening, including using all senses, is a critical skill for sales leaders. It fosters understanding, prevents assumptions, and enables effective conflict resolution.

- Slowing Down for Effectiveness: Leaders benefit from slowing down to observe and connect with others, which ultimately leads to faster and more accurate outcomes.

- The Shift Toward Authenticity: Modern sales leadership demands authenticity, as younger generations of employees and clients value genuine and transparent leadership styles.

- Reframing Imposter Syndrome as a Sign of Growth: Imposter syndrome is a signal that you're pursuing something meaningful, despite lingering self-doubt. Recognizing it as a sign of growth can help leaders and professionals push forward with confidence and authenticity.

- Challenges for Women in Leadership: Women face unique challenges, including workplace toxicity and imposter syndrome. Encouraging authenticity rather than adopting stereotypical traits is crucial for their success.

- Intuition vs. Gut Feeling: Leaders are encouraged to trust their intuition, which transcends learned gut feelings and is often a more reliable guide in decision-making.

- Conflict Resolution Through Coaching: Executive coaching plays a vital role in resolving workplace conflicts by emphasizing observation, asking questions, and active listening.

- Self-Care Practices for Leaders: Practices like meditation and structured routines can help leaders manage stress, prevent burnout, and achieve a higher level of personal and professional effectiveness.

https://youtu.be/h5OLDcbI66c

Sales Leadership thrives on self-awareness, connection, and a commitment to growth. These principles shape how leaders inspire their teams, handle challenges, and foster an environment of trust and collaboration. By focusing on key qualities like courage, emotional intelligence, and authenticity, leaders can create positive and lasting impacts in their organizations.
Courage as a Foundation
Courage is essential for effective leadership. It allows leaders to take risks, embrace uncertainty, and act decisively. Leaders must have the bravery to act decisively and embrace their potential without fear of success or failure. Overcoming these fears requires bravery to step out of comfort zones and pursue opportunities for growth. Courage also plays a role in admitting when help is needed or answers are unclear, which fosters an environment of honesty and collaboration.
Emotional Intelligence Starts Within
Emotional intelligence (EQ) is a crucial skill for understanding and managing emotions, both in oneself and in others. The foundation of EQ is self-awareness—knowing personal strengths, weaknesses, and triggers.

Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.

On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.

Why Sales Feels Harder Than Ever
Let’s face it: sales is tough, and it’s not getting any easier. With an explosion of AI-driven messages and automated outreach, our prospects—especially C-suite executives—are tuning out more than ever. We call this phenomenon the “great ignore.”

If you don’t stand out from the torrent of spam, you will get lost in the shuffle.

Ron’s question—“Do I just need to make more calls, or is there some next-best method?”—is a dilemma many of us face. The short answer?

It’s both. You do need volume, but you also have to differentiate. If you’re just another voice in the crowd, you’ll be ignored, no matter how many dials you make.

Tactic #1: Multi-Threading (Don’t Just Call the CEO)
A key point I shared with Ron is the power of multi-threading. That means calling multiple people in the organization—not just the CEO. While the CEO might be the ultimate decision-maker, other stakeholders, like the COO or HR director, might be easier to reach. These people can also give you valuable intel on hiring needs, budget constraints, or timing.

Call the CEO: Leave a compelling message or send a short, punchy email.
Call Other Stakeholders: Dig for inside info on immediate hiring needs or open reqs.
Use That Intel: Let the CEO know, “I’ve spoken with your COO; you’re looking for a VP of Sales. I have a candidate you need to meet…”

This top-down, bottom-up approach helps you gather context, build rapport, and earn the right to talk to the CEO by proving you’re not just randomly dialing.

Tactic #2: Leave Voicemails—But Make Them Count
Ron admitted he’s not always sure whether to leave voicemails. Most of us have left hundreds of voicemails and gotten very few callbacks, so it’s tempting to skip them. But here’s the thing: in today’s world, voicemail transcripts often end up in a prospect’s email inbox or text messages.

Keep It Short: No more than 30 seconds.
Make It Compelling: Name-drop a role you know they’re hiring for or highlight your unique solution in a single sentence.
Use a Teaser: “I’ve got the perfect candidate for your open VP of Sales position—let’s talk.”

Even if they don’t call back immediately, they’re hearing your name and your pitch. Over time, that repetition can pay off—especially if you combine voicemails with other forms of outreach.

Tactic #3: Build Sequences That Tell a Story
The real magic is in creating a multichannel sequence over 30 to 60 days. It’s not just “call once and cross your fingers.” Instead, plan multiple touches that tie together:

Voicemail #1
Follow-Up Email (within 24–48 hours)
LinkedIn Connection Request or DM
Voicemail #2 (referencing your email)
A Handwritten Note or Card (really stands out)
Voicemail #3 (referencing the note)

Be creative. Use each step to reinforce the last, rather than just repeating the same “Hey, it’s me again!” message. Tell a story or highlight different benefits at each step. Show them you’re genuinely interested in their business—not just cold-calling from a script.

Tactic #4: Know Your Prospect’s Buying Window
Sometimes the CEO won’t respond because there’s no immediate need for your product or service. For Ron, if they’re not hiring, they won’t care about a recruiter. That’s okay—it doesn’t mean you should vanish.

Keep Dripping: A low-frequency sequence keeps you on their radar.
Listen for Signals: Maybe they just received funding or they’re expanding into a new market.

Here’s an important question: Are you coachable?

Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means.

"Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance.

Coachability is an open mindset—being flexible, adaptable, the willingness to learn and consider different perspectives, and inviting criticism and critique—without getting defensive.

It’s about keeping yourself from slipping into the “I already know it all” or “There’s nothing new here” trap or deciding flatly that you don’t need help because you’re just that good.
Mindset and Self-Awareness
True coachability begins with a belief that you can improve and a deep seated desire to grow. This belief opens the door to being more receptive to feedback and coaching.

It also requires self-awareness. It's about recognizing and being honest about your strengths, weaknesses and areas where you can improve. It is the vulnerability and the courage to look in the mirror at your imperfections.

Where there is self-awareness there is the opportunity for transformation—even, by the way, when you already feel that you are at the top of your game.

The truth though is, most of us, at one point or another, are not coachable. We get stuck in our own heads, resist change, and bristle at feedback—especially when it challenges what we believe about ourselves.
Coachability is the Hallmark of Ultra-High Performers
But here’s the kicker: coachability is the hallmark of ultra-high performers. Look at any elite athlete, and you’ll find a coach nearby. Many of them have an entire team of coaches.

I’m a huge golf fan. Golf, for me, is more than a sport; it’s a metaphor for sales and life. It’s hard, humbling, and mastering it is an infinite game.

The best golfers in the world spend a ton of money on coaches. They’ll have a swing coach, a putting coach, and even a mental coach to keep their head in the game. Why? Because coaches can see what they cannot.

When I’m working with my own golf coach it sometimes hurts to have him stand there and critique my swing - especially when I think what I’m doing is right. But when I swallow my pride, take it in, and apply it, I see results. I get better, I score lower, and I have more fun.
A Great Coach Exposes Your Blind Spots
Sales is no different. It’s tough, it’s competitive, and it seems impossible to ever reach “perfection.” A sales great coach exposes your blind spots. They can help you see what you’re doing right (and need to do more of) and what you’re doing wrong (and need to correct).

The challenge is, so many salespeople resist the feedback. They sit in training sessions or roleplays with their arms crossed, telling themselves that they don’t need this.

Veterans, in particular, get stuck in their ways, acting like they’ve got nothing left to learn. But I also see the opposite problem with rookies or young reps who can’t handle any criticism without interpreting it as a personal attack. Both groups end up shutting down, pushing their coaches away and missing an opportunity to grow.
Coaches Invest in You Because They Care
The fact is, coaches are investing time in you because they care about you and want to see you succeed. That doesn’t mean they won’t be tough on you, but it does mean they have your best interests at heart.

Early in my career, I was blessed with a fantastic sales coach named Bob Blackwell. He pushed me hard—probably harder than anyone ever had—and at first, it rubbed me the wrong way. I’d go home, complain to my wife about how he was criticizing me. I was convinced that he was intentionally picking on me.

One day I was complaining about Bob to my dad—who knew a little something about life. He said,

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership.
Key Takeaways:
- Team Collaboration Creates Wins: Focusing on the team rather than individual achievements builds a culture of collaboration and shared purpose. Sales leaders who emphasize collective success foster environments where everyone contributes, elevating overall performance and morale.

- Energizing Through Friendly Competition: Workplace challenges—like those inspired by sports or creative competitions—inject energy into teams. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity.

- Reflection Drives Growth: Reviewing past results and analyzing setbacks is essential for improvement. Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward.

- Sales Is a Skill-Based Craft: Sales isn’t just about personality; it’s a disciplined profession requiring constant development. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge.

- The Power of Fundamentals: When performance dips, returning to the basics can help sales teams regain their footing. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence.

- Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams’ success by offering real-time coaching and feedback. By identifying blind spots, providing encouragement, and correcting missteps, leaders can significantly impact their team’s performance and professional growth.

- Self-Awareness Is Key: Encouraging sales reps to recognize and address performance dips is crucial. Leaders should teach their teams to pause, assess their approach, and implement small adjustments to get back on track. Building this habit can prevent minor issues from becoming major roadblocks.

- Discovery Conversations Open Doors: Strong sales leaders emphasize the importance of discovery—asking thoughtful questions and listening carefully to uncover client needs. This approach not only builds trust but also reveals opportunities that can lead to larger, more impactful deals.

- Consistency Beats the Rollercoaster: The “desperation rollercoaster” can plague sales teams—periods of intense effort followed by complacency. Leaders should emphasize the importance of consistent daily effort, reminding teams that resilience and steady focus yield long-term results.

- Celebrate Hard Work and Achievements: Acknowledging milestones, whether through personal rewards or team recognition, reinforces the value of persistence. Sales leaders should celebrate wins to inspire continued effort and show their teams the tangible benefits of dedication.

https://youtu.be/3SOtxMRWpmA

Team Success Over Individual Glory
Prioritizing team achievement fosters collaboration and a sense of unity. Sales environments that emphasize collective wins over individual accolades create a culture where everyone thrives. Collaboration fuels creativity, encourages accountability, and leads to stronger overall performance. In sales, success often hinges on the strength of the team rather than the brilliance of a single contributor.
Energizing with Friendly Competition
Healthy competition sparks energy and enthusiasm within teams.

Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen.

Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don’t really have a plan. You have a wish list.

Looking Back at Last Year: Which Metrics Matter?
Eric wanted to know which metrics from the previous year he and his team should be analyzing to inform this year's targets. The short answer? All of them, if they are metrics that matter to your business goals. Consider:

Conversion Rates from Inbound Leads
Speed to Lead (How fast are you following up?)
Outbound Touches vs. Opportunities in Pipeline
Opportunities-to-Proposal Ratios
Proposal-to-Closed Deals Ratios
Upsells, Cross-Sells, and Expansion Deals

By mapping out how each step in your funnel converts to the next—calls to first appointments, first appointments to proposals, proposals to closed deals—you can see exactly where to focus in the new sales year.

Maybe you need more first appointments. Maybe you need to tighten up your proposals so more of them convert. Or maybe you’re missing upsell opportunities with existing clients. Data points you to the gaps.
Pro Tip: Once you understand your ratios, you can decide if you’re aiming to improve them by, say, 25% (a stretch goal) or if you’re reaching higher. However, be careful not to “fix” one area and inadvertently break another. Success in sales is about balance across the entire funnel.
Choosing the Right CRM: Beware of Overkill
Eric also mentioned his team’s struggle with an outdated CRM that’s not built for strong tracking. As they look ahead, they’re weighing big guns like Salesforce. But here’s the deal:

Salesforce is an excellent platform—if you’re a larger organization with the bandwidth, budget, and complexity to justify it.
For smaller teams (like Eric’s with just two salespeople), adopting a massive enterprise CRM can be overkill.
Zoho, Pipedrive, Nimble, and HubSpot are great alternatives for small-to-midsize sales teams. They’re user-friendly, more cost-effective, and far simpler to deploy.

The rule of thumb? Choose a CRM that matches your current size and selling process. The last thing you want is to waste months configuring a powerhouse system that nobody uses because it’s too big or too confusing.
Making Sense of “Big Data” Tools Like ZoomInfo
Eric’s final question was about whether to invest in a data-intelligence tool (e.g., ZoomInfo, Apollo, LeadIQ) to identify new leads and tap into “intent data.” My take:

ZoomInfo: This is what we use at Sales Gravy, and we love it. It delivers reliable data, helps us expand into new verticals, multi-thread inside target accounts, and dramatically speeds up our list building.
Intent Data: Tools like ZoomInfo can show you who’s actively looking for solutions like yours. While it’s not perfect, it can be a game-changer for prioritizing outreach to the prospects most likely to buy.
Beware the Shelfware Trap: If you invest in a high-end data platform, make sure you have a solid plan (and the discipline) to use it consistently. It’s easy to drop serious money on software and then let it collect dust.

Pro Tip: Start with a limited number of “power users” on your team who will commit to mastering the tool. Then expand usage as you integrate it into your sales workflow.
How We Made It Work: A Cautionary Tale
We’ve been using ZoomInfo for years. Early on, we blew through a lot of money because we didn’t fully implement it. It wasn’t until we got serious—trained our people, integrated it with our CRM, and held each other accountable—that we started seeing results. Today, ZoomInfo is essential to how we prospect, grow pipeline,

I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline.

If you are in this situation and don’t have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year if you get too far behind.

Your Empty Pipeline Started Last Month
Stepping back for a moment, the reason your pipeline is empty today can usually be traced back to your sales activity in November or December.

Some teams get tunnel vision in the fourth quarter. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future.

Other folks just get distracted by the holidays and let the final weeks of the year slip by without prospecting to fill the pipe with enough new opportunities to cover January.

In other cases, the pipeline opportunities that you were counting on this month—the ones that pushed decisions until after the holidays - have suddenly gone silent and are ghosting you. You’re finding out the hard way that it is very, very difficult to reignite these deals once you’ve allowed this much time to pass.

I’m not going to sugarcoat this because the truth is the truth. No matter what got you to this point, you need to get to work right now to turn this around.

So the question is, how do you do this?

Block Time for Prospecting
One of the biggest pitfalls I see is that when pipelines are empty, salespeople get overwhelmed and paralyzed. They don’t know where to begin, so they waste time worrying and “getting organized.” They "plan to plan to plan" to prospect but don’t get any actual prospecting done.

There’s an old saying that goes, “When you’re in a hole, stop digging.” Likewise, the first rule of an empty pipeline is: When have one, start prospecting. That’s it. There’s no magic to it. It's a blinding flash of common sense.

Therefore step one is to block one to two hours at the start of your day specifically for prospecting. Close your email and company chat, put devices on do not disturb, and place a singular focus on picking up the phone and calling potential customers.

Put these morning blocks on your calendar as an immovable meeting. No excuses, no last-minute changes. Keep this time sacred for outbound prospecting.

Why first thing in the morning? Because that’s when you’re fresh, your prospects are fresh and neither of you have gotten buried in your day yet. And the truth is, if you put off prospecting until the afternoon, your willpower is often depleted and you are more likely not to do it.

Fast vs Slow Prospecting
Next you need to focus on the right kind of prospecting. This isn’t the time for a slow, meandering approach in which you cultivate long-term opportunities on LinkedIn and through networking. While building the future through slow prospecting activities is important, right now you need to move fast.

You need to target, engage, interrupt and convert prospects that can move into your pipeline as viable opportunities, right now.

By “interrupt,” I mean dialing the phone, knocking on doors, sending personalized emails, text messages, video messages and direct messages —whatever it takes to get attention and engage in conversations with high potential, high probability prospects.

5 Sources for Targeted Prospecting Lists
When I say target, I mean not random. Randomness is the enemy of effectiveness. At this moment in time, spray and pray will not turn your pipeline around. You need a rifle rather than a shotgun approach.

The key is building a targeted list because the better your list you, the better your prospecting outcomes. There are five sources for building a targeted prospecting list,

Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact.

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success.
Key Takeaways
- Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges.

- Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success.

- Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership.

- Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies.

- Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals.

- Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions.

- Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader’s strengths and values, driving sustainable growth.

- Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth.

- Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities.

- Building for the Future: Involving teams in planning for the business’s future creates shared success and loyalty.

https://youtu.be/CPYTTet0CUM

Balancing Grief and Professional Responsibilities
Personal loss doesn’t pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles.
Turning Challenges into Opportunities
Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It’s often the toughest moments that forge the strongest connections.
Adapting to New Realities
Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business’s focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success.
Aligning Business with Personal Values
Success without alignment can feel hollow. When one entrepreneur’s wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships.
Leading with Responsibility
True leadership shines in tough times. Faced with personal challenges,

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb!

I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world.

Ask Jeb is about you and your real world challenges. It's your agenda and you are in control.

On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE
Question One: Cutting Through the Noise When Prospecting
Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he’s been to our Outbound Conference so many times!) asked a critical question:
“Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What’s our ‘silver bullet’—even if it doesn’t really exist?”
No Silver Bullet, But...
I’m the first to say there’s no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever.
Embrace Deep, Differentiated Sequences
My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal:

Telephone (still the fastest way to close deals)
In-person visits (yes, face-to-face still works—and people love seeing a real human)
Email (but make it personal and relevant)
Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there)
Snail Mail (because physical mailboxes are shockingly empty)
Networking & Referrals (the original social media)

It’s not just about persistence; it’s about persistence plus differentiation. If you’re simply bombarding prospects with a bunch of generic touches, you’re just adding to the noise. Instead, craft messaging that proves you understand their world.
Messaging That Speaks to Them
Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect’s key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you’ve done your homework.
Think of It as One Extended Conversation
Each touch—voicemail, email, text, or social message—should flow logically from the last. You don’t want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp.

Question Two: Targeted vs. Personalized Messaging
After Bob’s question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous:
How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location.
Short-Burst Sprints
I’m a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game.
Narrow Your Lists
Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.

Happy New Sales Year!

This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster.

It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset.
Actions
You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much.

And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals.
Reactions
You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks.

One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities.

It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize.
Leverage Mindfulness
When you face emotionally challenging situations, one way to manage your reactions is through mindfulness.

I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict.

Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond.

The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that?

For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view, before I do, I’ll ask myself: Do I want to be happy or do I want to be right?

If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them?
Mindset
And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important.

Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears.

There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset.
Rain Barrel Salespeople
Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain.

This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves.

Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential.
Rainmakers
Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen....

Discover the secrets to lead follow up and conversion after trade show, conference, and events.

On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers.
Key Takeaways:
- Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video.

- Importance of Patience: Building relationships and converting leads into customers takes time. Long sales cycles, such as 20 months for some deals, highlight the need for persistence and patience.

- Consistent Outreach: Regular and consistent communication helps ensure that leads don’t forget about the company or its offerings.

- Tracking Interactions: Meticulous tracking of every touchpoint and interaction provides insight into what strategies work, enabling continuous refinement.

- Personalization: Customizing outreach efforts, such as referencing personal details from interactions, enhances engagement and builds rapport.

- Variety of Channels: Using diverse communication platforms, such as phone calls, emails, video, and social media, increases the likelihood of connecting with leads.

- Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads.

- Utilizing CRM Systems: Leveraging CRM tools aids in organizing, tracking, and automating follow-up activities, ensuring efficiency and consistency.

- Planning and Strategy: Having a clear plan and a structured system for follow-up ensures effectiveness and prevents a disorganized approach.

- Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts.

https://www.youtube.com/watch?v=EjGI-z-AA3c

The Value of Patience With Lead Follow Up
Following up with leads requires patience. Many deals do not happen overnight, especially in industries with long sales cycles. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability.

Despite the wait, these deals can be significant, justifying the costs of attending the event. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes.
The Importance of Outreach Consistency
Consistency in follow-ups is crucial for staying on a lead’s radar. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event. A consistent approach ensures that your company remains top-of-mind when they are ready to make a purchase decision.
Sequence Multiple Channels for Lead Follow Up
Effective follow-ups involve reaching out through various channels. Email, social media, phone calls, and video messages all offer opportunities to connect with leads.

Different people respond to different methods, so using a mix increases the likelihood of engagement. Video, in particular, can add a personal touch and help stand out in a crowded inbox.
Track Every Interaction Trade Show
Tracking all touchpoints with leads is essential for evaluating what works and refining your approach. This includes keeping detailed notes in your customer relationship management (CRM) system.

For instance, noting personal details like a lead’s hobbies or recent activities can make follow-ups more personalized and engaging. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead.
Create a Structured Trade Show Lead Follow Up Plan
A well-structured follow-up plan ensures that no leads fall th...

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.
Personal Goal Buckets
When developing personal goals, I break them down into three buckets:
To-Have Goals
These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether it’s a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life.
To-Be Goals
These are about evolving into the person you want to become. Maybe you want to be a sales manager, or if you’re a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Or you want to be a better spouse, a better leader, or a better peer. Maybe you want to be a President’s club winner or be recognized as an expert in your industry—whatever it is, to-be goals help you level up as a person and a professional.
To-Do Goals
These are experience goals. My wife and I had a big one a couple of years ago: going on a horseback trek across the Masai Mara in Kenya. It was a massive, life-changing adventure we saved for, planned for, and worked toward. Think about experiences that create lifelong memories—maybe you want to travel somewhere special or take on a meaningful project or hobby you’ve always dreamed about.
Four Reasons Why Personal Goals Matter
Number one, goals massively increase the likelihood that you’ll actually achieve the things you want. Speaking your goal out loud, writing it down, and being intentional about it has a powerful psychological effect.

Number two, goals make life meaningful. It’s unbelievably fulfilling to look back and see what you accomplished—how far you’ve come over the course of a year, five years, or a decade.

Number three, we work in a tough, competitive profession, and it’s just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love.

But the biggest reason to set goals—especially in sales—is that the sales profession is hard work and it can be brutal. It’s loaded with rejection.

At every turn, we face potential “nos,” whether it’s prospecting calls, asking for next steps, pushing to level up to a decision-maker, or closing the deal. We even face internal rejection when we try to sell a complex deal internally to our own company or get approval for special pricing. Rejection is everywhere, and the fear of rejection—or avoiding it—is the number one reason salespeople fail to perform.

Add to that the grind: making call after call, stuffing data into the CRM, pushing through proposals, handling endless follow-ups and selling becomes tedious, hard, rejection dense work.

For this reason it requires discipline to stay on track and keep grinding day after day and month after month over the course of the sales year. But here’s the rub: discipline can wane, especially if we’re not hyper-focused on a bigger prize.
The Real Definition of Discipline
I want you to pay attention to this next part because understanding the real definition of discipline it’s critical. Discipline is sacrificing what you want now for what you want most.

Human nature wants easy. We’d rather that customers call us than having to chase them. We’d rather deals close themselves than investing hours into multi-step follow-ups. We don’t want to face that “no.”

But in success in sales is paid for in advance with facing rejection and hard work. Therefore If you don’t have a clear, compelling reason—something you want most—it’s easy to cave in and take the easy route instead of doing what really needs to be done.

This is the reason why having a strong set personal goals is crucial for sales professionals.

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape.
Key Takeaways:
This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Here’s what stood out from our conversations this year:

– Objections Are Opportunities: Objections aren’t something to avoid, they’re invitations to build trust. When a buyer pushes back, it’s a sign they’re engaged. Instead of sidestepping concerns, lean into them. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs.

– Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether it’s calls, emails, or social touches, keeping your pipeline full is the foundation of success.

– Empathy Drives Connection: In a crowded marketplace, standing out often comes down to how well you connect with your prospects. Leading with empathy and emotional intelligence helps uncover the real problems you can solve. Listening, not just to respond, but to understand, creates trust and sets you apart from competitors.

– Simplify the Process: A complicated sales process creates unnecessary barriers for your buyers. Instead, focus on making every step clear and straightforward. Simplify presentations, eliminate unnecessary details, and provide actionable next steps. Buyers are more likely to move forward when it feels easy to do so.

– Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips.

https://www.youtube.com/watch?v=9k2hJ3pyNBU

Thriving Under Pressure with a SEAL’s Strategy
In high-stakes sales situations, maintaining composure is crucial. Drawing from his extensive military experience, retired Navy SEAL Master Chief Stephen Drum emphasizes the importance of preparation, adaptability, and mental resilience. By implementing a structured approach—commit, prepare, execute, and reflect—sales professionals can enhance their performance under pressure. This method enables individuals to stay focused, adjust to changing circumstances, and continuously improve their strategies.
Physical Fitness Fuels Sales Success
Josh Hulsebosch dives into how physical fitness directly impacts sales performance by enhancing energy levels, mental clarity, and resilience. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling. Prioritizing regular exercise, proper nutrition, and adequate sleep equips sales professionals to handle the demands of their role, leading to increased productivity and success.
It’s Not About You—It’s About Them
The moment you realize sales isn’t about you is the moment you start winning. Too many salespeople and entrepreneurs fall into the trap of making their pitch the center of the conversation, focusing on their product, their needs, or their numbers. But here’s the truth: your prospects don’t care about you—they care about themselves. Success comes when you shift your mindset and make everything about the customer. Carole Mahoney discusses how to ask better questions, listen deeply, and focus on their pain points, goals, and dreams. When you solve their problems and make them the hero of the ...

For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly.

If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection.

These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going.
Regret
Let’s start by unpacking regret.

Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down.

Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it.

In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction.

Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again.

Stuck in the Endless Loop of Regret

I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ."

"made that call,”
“handled that prospect differently,”
“taken that chance,”
“been there or done that.”

Those “if only's” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward.

On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes.

On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.”

But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year.
Reflection
Reflection, on the other hand, is entirely different—and far more productive.

When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year.

You’re asking the questions, “What went well? What didn’t go so well? What did I learn?”
You consider the wins that made you proud and the moments you’d rather forget.
You figure out why you won so you can repeat those winning behaviors.
You extract value from the lessons of failure.

Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time.
Reflection Creates Awareness
Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life.

It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them.

Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform.

The bottom line is that reflection is about learning, growing, and transforming. Regret is stagnation.
Why Reflection Matters at Year-End
The reason I’m talking about the impact of reflection as we close out this year is because, for most of us, the slate really does feel clean come January 1st.

In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think,

“This year is going to be different.
“This year, I’m going to crush my numbers.”
“Hit my income targets.”
“Make it to President’s club.”

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.
Key Takeaways:
– Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects.

– Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately.

– Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach.

– Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach.

– The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities.

– Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson.

– Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively.

– Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time.

– Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions.

https://www.youtube.com/watch?v=rzhdC4YwflA

The Power of Multiple Touchpoints
When it comes to prospecting, repetition, and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement.
Using Text Messaging Effectively
Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive.
Video Messaging for a Human Touch
Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting.
Expanding Communication Channels
Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small,

Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there.

We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals.
Randomness is the Enemy of Effectiveness
But what about you? Have you ever stopped to think that you need the exact same thing for your upcoming sales year?

Without a plan, it’s easy to drift and fall into randomness—just waking up every day and hoping something good happens.

But here’s the deal: Randomness is the enemy of effectiveness.

If you don’t set a clear direction, you’ll never hit the target you’re aiming for. You’ll be like a boat without a rudder—drifting and, eventually, ending up someplace you never intended to go.

Yogi Berra said it best: “If you don’t know where you’re going, you’ll end up someplace else.”

Trust me, “someplace else” isn’t where you want to be at the end of next year.
Adopt a CEO Mindset
The difference between average salespeople and top performers often comes down to one key mindset: top performers don’t act like employees; they think like entrepreneurs.

The moment you start treating your territory as if it’s your own business, your mindset changes. You stop feeling like a cog in the wheel and start seeing yourself as the driver, not the passenger.

Your company shoulders the big financial risks—providing you with the product, the brand, and the support. But you own your market, solve the problems, and build relationships that turn into revenue. You own your time and results. That’s the entrepreneurial mindset.
Creating Your Personal Business Plan Starts With A Vision
To create your personal business plan, you start your vision.

Where do you want to be a year from now?
What do you want to accomplish in your territory or area of responsibility?
What income do you want to earn?
What awards do you want to win?
What does winning look like?

Define it. Get crystal clear. Then think about your values.

What do you stand for?
What kind of impact do you want to make?
What kind of relationships do you want to build?
How will you show up for your clients, team members, and company every single day?

Once you’ve nailed this down, put your strategy in place.

Break your territory into logical quadrants so that you know where you’ll be investing time each day.
Identify the industry verticals that have the highest potential. Pinpoint your ideal customers.
Segment your prospects and customers into High Potential, Medium Potential, and Low Potential.
Create a list of your top ten dream accounts, 25-50 conquest accounts, and 100-500 high-potential and medium-potential targeted accounts. This will help you attack your territory with a targeted vs random approach.
Identify your key competitors and do an analysis of each of their strengths, weaknesses, opportunities, and threats. Then do the same for yourself.
Define your daily battle rhythm, disciplines, and activities that drive pipeline growth.
Get intentional about your priorities and how you manage your calendar. After all, time is your greatest asset and as the CEO of you, your time is money.

Once you have clarity on your vision and strategy, get granular. A vision without action is just a fantasy.
Break Your Personal Business Plan Into Small Steps to Success
Break your plan down into achievable goals. I’m a fan of activity-based metrics because you can control them. This is about setting standards that become non-negotiable habits. The key is to choose metrics that move the needle on revenue and are fully within your control

You can’t always control who picks up the phone or who says yes, but you can control how many doors you knock on, how many calls you make,

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon.
Key Takeaways:
– Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-scale breweries.

– Significance of Hops: Hops, a core ingredient in beer, play a vital role in flavor, aroma, and shelf life. Varieties include aroma, bittering, and dual-purpose hops, each contributing to unique brewing profiles.

– Historical Roots of Sours: Sour beers trace their origins to Belgium, where open fermentation with wild yeast created distinctive flavors, making them one of the oldest beer styles still enjoyed today.

– Seasonal Beer Preferences: Beer choices often align with the seasons, with lighter options like sours and lagers favored by many in warmer months and darker stouts and porters during colder seasons.

– Challenging Stereotypes: While there is often some misconception around craft beer enthusiasts, the craft beer experience is accessible and welcoming, offering something for everyone regardless of expertise.

– Cultural Significance of Brewing: Brewing dates back thousands of years, with craft beer continuing traditions like those of ancient Egypt, where beer was used as both sustenance and currency.

– Breweries as Social Hubs: Breweries cater to diverse personalities, providing spaces for extroverts to socialize and introverts to enjoy solitude, fostering connections and memorable experiences.

– Storytelling in Craft Beer: The industry thrives on the stories of its people, from the challenges of sourcing ingredients to the inspirations behind unique brews, enriching the craft beer community.

– Navigating Supply Challenges: Craft brewers often face supply chain hurdles, particularly in sourcing specific hops, yet their creativity and adaptability in dealing with these issues are often what drive the industry forward.

– Craft Beer’s Universal Appeal: With its wide range of styles and flavors, craft beer continues to bring people together, celebrating diversity in taste and creating lasting bonds through shared experiences.

https://youtu.be/r_7XsernY7Y?feature=shared

The Role of Craft Beer in Modern Culture
Craft beer holds a unique place in today’s beverage market, offering a blend of tradition, innovation, and community. With its roots deeply embedded in history and its appeal growing across diverse audiences, craft beer has become more of a cultural experience than just a drink.
Craft Beer’s Market Growth and Resilience
The beer industry has faced significant challenges in recent years, from shifts in consumer preferences to economic pressures. Despite this, craft beer has demonstrated resilience, gaining a 13% increase in market share in 2023. While larger breweries have struggled, craft beer’s ability to innovate and connect with its audience has allowed it to thrive.
The Essential Role of Hops
Hops, one of beer’s four primary ingredients, are integral to the brewing process. They contribute to the beer’s flavor, aroma, and longevity. Brewers use different types of hops (ex. aroma, bittering, and dual-purpose) to craft a wide range of styles. However, the supply chain for hops can be unpredictable, with shortages and oversupply cycles creating challenges for brewers.
A Historical Perspective on Sour Beers
Sour beers, one of the oldest styles of beer, have a storied history dating back to Belgium. These beers were traditionally made through open fermentation, allowing wild yeast to develop their signature tart flavor. Today, sours remain popular for their unique taste and connection to brewing’s historical roots,

Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast.

If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on SMBs in the final weeks of the year might give you the edge you need.
SMBs are Motivated to Reduce Taxes
In the United States there are millions of SMBs and the vast majority of these businesses are what we call pass-through organizations for tax purposes. This means that the owners or partners in these businesses report the profits on their personal tax filings.

Unlike big companies, small companies don’t have the luxury of rolling profits over to the next year. So whatever they made this year, they have to pay taxes on.

As the calendar winds down SMB business owners are often motivated to invest in products, services, and software solutions in order to reduce taxable income.

In other words, if a business has shown strong profits throughout the year, its owners might be keen to spend some of that money on improving their operations, expanding their capabilities, or streamlining their processes—right now—rather than hand over a large chunk of their profits to Uncle Sam come tax season.
Business Owners Hate Paying Taxes
To understand why this year-end period is so critical, let’s get into the mindset of a small or medium-sized business owner.

Unlike large enterprises with multiple departments and complex accounting strategies, SMB owners are often personally invested in the company’s financial results because those results are essentially their income. It’s how they pay their mortgage and put food on the table.

For this reason, they watch their revenue and expenses closely. As the year comes to an end, they’re looking at their bottom line and thinking about the upcoming tax bill.

For many of these business owners, profit is a double-edged sword. Don’t get me wrong, they want to make a profit. But at some point, too much profit triggers a much higher tax bill.

If there is one thing I know about small and medium sized business owners its that they hate taxes. They are always looking for ways to legally minimize their tax liability.

One easy and productive way to do this is to make fully or partially depreciable investments in the business before December 31st. That could mean buying new equipment, software, training packages, or services that will not only improve the business long-term but also reduce taxable income for the current year.
An Urgent Need to Spend
As a salesperson, the key takeaway here is that your prospects have a natural, time-bound incentive to spend. If you can position your product or service as the right investment at the right time, you might find it easier to close those deals that seemed just out of reach during the rest of the year.

And by the way, if you are dealing with decision-makers who are pushing off decisions to next year, this is a great way to get past that objection.
Framing Your Business Case
I want to be clear though that most businesses are not going to spend money for the sake of spending money. Savvy business owners want to reduce taxes and do the right thing for their company.

Therefore, you can’t just be transactional. You still must follow the sales process and build a bridge to the value of tax savings AND business improvement when making your business case.

It’s all about framing your product or service as a strategic investment rather than a mere expense.

For example:

If you sell software tools that improve operational efficiency, make the case for how your solution will help them save on labor costs, reduce errors, and streamline workflows.
If you’re selling advertising, highlight how a year-end launch of a new campaign will lead to immediate result...

In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities.
Key Takeaways:
– Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology. It is essential to understand a prospect’s business strategy and align solutions with their key initiatives.

– Effective Discovery is More Important than the Demo: Sales success hinges on understanding what the prospect cares about and tailoring the conversation around their needs.

– Vetting Opportunities Saves Time and Resources: It's not enough to have an excited champion. The real question is whether the solution aligns with the company’s strategic goals and can gain executive buy-in.

– Develop a Point of View (POV) Before Outreach: Instead of waiting for a meeting, develop a POV on why a prospect needs your solution and use that to guide outbound efforts.

– Human Relationships Still Matter Most: AI can accelerate research and help craft messaging, but building trust and making prospects feel understood and valued remain the most consistent predictors of sales success.

– Outbound Prospecting Must Be Consultative: Hunting effectively requires approaching prospects with a well-researched, consultative mindset rather than relying solely on automated, impersonal outreach.

– Over-automation Leads to Diminished Trust: Prospects can easily detect AI-generated emails, and overuse of automation can lead to being blocked by potential clients.

– Sequencing Tools Must Be Used Thoughtfully: Sequencing tools are valuable when used for multi-touch, multi-channel strategies, but they should complement, not replace genuine human outreach. These tools can be effective if used for synchronous and strategic touches, like personalized emails, calls, and handwritten notes.

– Slow Prospecting Wins: AI has accelerated email prospecting, but the resulting automation flood has led to blocking and decreased trust. Personalized, thoughtful prospecting, where each touchpoint is meaningful, stands out, and builds credibility.

– Sales Leaders Are Banning AI-Generated Emails: Sales leaders are increasingly banning AI email tools and automated SDR platforms due to the damage they cause to domain reputation and customer trust. Thoughtful, human-crafted communication is becoming a necessity.

https://www.youtube.com/watch?v=nIsMpNvHYqo

The Balance Between Technology and Human Connection
The sales industry has evolved significantly over the past few years, and a major driver of this change is artificial intelligence (AI). Tools that automate prospecting, communication, and customer insights have become a standard part of the sales process. While AI offers immense advantages, it's not a magic bullet. Success in sales still requires a balance between leveraging technology and maintaining human connection.

As companies race to adopt AI-powered tools, many salespeople have fallen into a common trap: over-automation. The temptation to let AI handle everything, from prospecting to follow-ups, is strong. After all, these tools can send hundreds of emails, automate responses, and even draft messages that mimic human speech. However, over-reliance on automation has led to new challenges.
The Pitfalls of Over-Automation
One of the biggest issues with over-automation is the flood of generic, AI-generated emails and messages. These communications often lack personalization and fail to connect with prospects on a meaningful level. The result? Prospects are increasingly blocking or ignoring automated outreach. In some cases, entire domains are being flagged as spam, cutting off communication entirely.

Sales leaders are starting to recognize the dangers of this trend. Many have banned the use of AI-generated emails and automated outreach tools altogether.

In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year.

There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good.

Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year.
Buyers are in a Good Mood
The good news is the executives and owners who run these businesses are suddenly in a very good mood.

Over the past few weeks, I’ve been in multiple states and cities asking business leaders how they are feeling now that the election is over. The responses have been overwhelmingly positive. People are feeling good. Many are enthusiastic about the economy. Most tell me that their sales are up following the election.
How to Look for Unused Budget With a Simple Question
I’ve also had my sales team calling our customers and asking specifically about the unused budget that needs to be spent by the end of the year. The strategy is working. We have the largest pipeline we’ve had in years and have inked more big deals in the last three weeks than we have in the last three months with more to come.

Last week, I was out with a field sales rep, and we called on one of his large conquest accounts. The rep was frustrated because every proposal he’d given them had stalled in the pipeline. He said, “I just can’t get them to pull the trigger and make a decision.”

Before walking in I coached him to ask his contact, “How do you feel about business now that the election is over?”

After asking this question, his contact, the director of operations lit up—business was booming he said. Many of his customers who’d had their hands tied by budget constraints were now spending.

Four hours after our visit the contact called to say that his boss had given him a budget to spend by the end of the year and placed an order for almost a million dollars.
Prime Time for Unused Budget
So here’s the deal: if you’re in sales, now is prime time. What you need to do is pick up the phone, call your existing customers, your inactive customers, and even your closed/lost deals from earlier this year, and simply initiate a conversation.

So, here’s the moral of this story. If you’re in sales or a business owner, now is the time to reach out to your customers. Engage them in a dialogue about how they’re feeling post-election, and find the money that's out there and needs to be spent by the end of the year.
Keep it Simple
Don’t overcomplicate this. Initiate the conversation by asking about their post-election outlook. This will naturally lead to discussions about their immediate needs and leftover budget and how your product, service, or software can help them utilize their remaining budget effectively.

Move fast because the clock is ticking. Once this year is over, today’s leftover budget will be gone forever.

ACE your next sales conversation with our FREE guide to buyer communication skills. Download Here

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential.
Key Takeaways:
– The Importance of Positivity in Decision-Making: Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes. Sales success often comes when you're focused on going toward something, not just getting away from something else.

– The Power of Financial Transparency: Open conversations about money and commissions lead to better financial decisions. Early exposure to financial planning, like saving for retirement, gives a long-term advantage in wealth-building.

– Understanding Your Sales Superpower: Knowing yourself is key to excelling in sales. The first step is to identify your sales superpower—your unique strength that sets you apart in the sales process. Once you understand this, you can match it to the right product, industry, and role.

– Self-Awareness is Crucial: True self-awareness, including recognizing strengths, weaknesses, and natural abilities, is critical in achieving success. You need to ask yourself and others about your strengths to identify your superpower, which helps guide career decisions.

– Leveraging Your Secret Weapon: A secret weapon is a strategy or skill that, while not always obvious, can turn the tide in a difficult situation. It’s the “ace up your sleeve” you can use when you need to close a deal, much like leveraging your unique strengths at the right moment to get results.

– Leveraging Your Strengths: Focus on identifying and doubling down on what you're naturally good at, especially in negotiations and closing deals. Emphasizing your strengths allows you to excel in areas where others may struggle.

– Mindset Matters: A positive mindset is crucial for success. Self-talk plays a significant role in shaping this mindset. Avoid statements like "I'm bad at sales" or "I'm not a good negotiator" and instead focus on positive actions, such as "I made a mistake, but I'm not a failure."

– Challenge Negative Self-Talk: Negative self-talk is natural but can be countered. Recognizing when it's happening and replacing it with affirmations or positive phrases like "I'm the winner" helps refocus your mind and combat doubt.

– Visualization for Success: Mental visualization is a powerful tool for success. Visualize achieving your goals—whether that's winning a tennis match or closing a deal. This helps your brain work towards these outcomes even when you're not actively working on them.

– Proactive Career Management: Don't be reactive about your career. Be proactive, conduct research, and approach potential employers with a tailored message, showing why you're the right fit even when no job is advertised. This sets you apart from others who take a more passive approach.

– Intentional Job Search: Treat your job search like a search for a life partner, not just a "job." A career should align with your long-term goals, and you should actively seek out companies and positions that match your vision. A more intentional, tailored approach is more effective than just applying everywhere.

https://www.youtube.com/watch?v=laJlmjse754

Negotiation: A Key to Unlocking Opportunities
Negotiation is often seen as a key skill in sales, and rightfully so. However, what if negotiation could be viewed as a superpower, a tool that could unlock countless opportunities and elevate one's sales game? In many ways, getting an appointment or making the initial connection is already a negotiation in itself. By shifting the mindset to view negotiation as a strength, it opens up a world of potential. Instead of focusing on weaknesses, one can use what they excel at to create better outcomes in sales. This mindset can be incredibly powerful, particularly in a competitive field where every advantage...

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement.
Key Takeaways:
– Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise.

– Engagement and Word-of-Mouth: The interactive and educational nature of DrinkCurious’s tastings fostered memorable experiences that spurred word-of-mouth promotion, leading to increased client requests.

– Holiday and Retention Use: Drink tastings are popular not only for prospecting but also for employee rewards, client retention, and holiday gifting, with options for virtual events that clients can record and revisit.

– Bourbon as Cultural and Historical Icon: DrinkCurious incorporates bourbon’s cultural history into tastings, educating participants on bourbon’s evolution, production, and how it has influenced American culture over decades.

– Gamification in Tastings: To increase engagement, DrinkCurious includes gamified elements where clients guess the bourbon or earn rewards, which can further connect the tasting to the client’s sales objectives.

– Event Flexibility: DrinkCurious provides both virtual and in-person tastings, including options for trade shows, private gatherings, and post-conference events, accommodating various client needs.

– Building Client Connections: Tastings help establish rapport between clients and sales teams, providing a memorable, relationship-building experience that offers a strong foundation for ongoing conversations.

– VIP and Exclusive Gatherings: DrinkCurious organizes exclusive, high-end tastings for VIP clients, offering a tailored, premium experience that enhances client relations and creates unique business opportunities.

https://www.youtube.com/watch?v=XdxWUVM0fDE

The Power of Experience
Sales teams today face an ever-increasing challenge to capture the attention of their clients and prospects. In a world filled with automated emails, digital advertising, and competing messages, it’s easy for outreach to get lost in the noise. DrinkCurious, a unique company specializing in bourbon tastings and whiskey experiences, has found a way to break through this clutter. Founded in early 2021, DrinkCurious uses virtual and in-person bourbon tastings to help sales teams engage with clients in a memorable, personal way. By blending education, entertainment, and a bit of gamification, DrinkCurious provides a creative, impactful solution to the challenges of modern sales outreach.
Origins of DrinkCurious
DrinkCurious originated as a bold step from its founder, who left a traditional advertising career to pursue something he was passionate about: whiskey. With a mission to create deeper, more meaningful interactions between companies and clients, he developed a strategy to use bourbon tastings as a hook to draw in clients and keep them engaged. These tastings are more than just sampling different spirits—they’re interactive experiences that teach clients about the history, culture, and science behind bourbon. By helping people understand the product, DrinkCurious creates a shared experience that builds rapport and leaves a lasting impression.
The Virtual Tasting Solution
One of DrinkCurious’s primary offerings is the virtual tasting, which became a popular option during the pandemic. Many companies were looking for new ways to engage clients when in-person meetings and events weren’t possible. The virtual tasting quickly became a solution to this problem. By offering clients and prospects a fun, interactive experience that could be enjoyed from anywhere, DrinkCurious helped sales teams keep relationships strong even during a time when in-person interactions were limited.

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales.
Key Takeaways:
– Early success in sales can be attributed to a strong work ethic, with long hours and dedication playing a significant role in career growth from sales contributor to leadership roles.

– Competitiveness and resilience are essential traits in both sales and personal life, helping individuals push through challenges and setbacks.

– The staffing industry presents unique challenges, as selling intangible services such as staffing solutions requires resilience and the ability to manage client skepticism.

– Transitioning from an individual contributor to a leadership position often involves a shift in focus, prioritizing team success and development over personal financial gain.

– Successful leadership requires setting aside personal ego and prioritizing the success of the team, with the focus on empowering others rather than seeking individual recognition.

– A strong sales team culture is built around humility and mutual respect, where talented individuals support one another and work collaboratively toward shared goals.

– Cold calling and consistent outreach are crucial strategies for success in sales, helping to gather information about decision-makers and open doors to larger deals.

– Securing large accounts is often the result of thorough groundwork, including mapping out stakeholders and targeting the right individuals through persistent outreach.

– Trust in the sales process and discipline in following proven methods are critical factors for long-term success in sales, especially for those new to the field.

https://www.youtube.com/watch?v=8KVaLlF-UbE

The Importance of Hard Work in Sales
Success in sales often begins with hard work. Putting in long hours and demonstrating a strong work ethic can lay the foundation for career growth. Early in a sales career, working weekends, making countless cold calls, and attending numerous meetings is essential. Hard work helps develop resilience and stamina, which are critical in the competitive nature of sales.

In many cases, individuals who start as contributors in sales work their way up to leadership roles by consistently showing dedication to their work. The early success they achieve is often a result of their tireless efforts, setting the stage for future career advancements.
Resilience and Competitiveness Drive Success
Sales is not an easy field. There are frequent setbacks, rejections, and obstacles to overcome. A key factor that helps individuals succeed is their resilience and competitiveness. In both personal and professional life, being able to handle challenges and bounce back after failures is essential.

Resilience allows sales professionals to learn from their experiences and adjust their strategies. It helps them stay focused and motivated, even when facing tough markets or challenging clients. Competitiveness pushes individuals to keep improving, always striving for better results.
Navigating the Challenges of Selling Services
In certain sectors, such as the staffing industry, selling services can present unique challenges. Unlike tangible products, services like staffing solutions can be harder to sell. Potential clients may be skeptical about the value of intangible offerings, and building trust becomes a critical part of the sales process.

This requires a combination of patience, persistence, and the ability to manage client expectations. Understanding the specific needs of each client and effectively communicating how a service can solve their problems is crucial. Success in these industries comes from learning how to sell the intangible.

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.

Neil emphasizes the significance of understanding buyer psychology in today's digital age.
Key Takeaways:
– Shift from Traditional Sales to Digital Proficiency: The old sales model is broken. Sales professionals now need digital skills, especially in social media, AI, and data, to meet today’s digital buyers.

– Importance of a Digital Sales Strategy: Building an effective digital sales strategy requires orchestrating multiple online touch points to create a harmonious customer experience.

– Customer-Driven Buying Process: Buyers today conduct independent research, with 68% of B2B buyers preferring self-research before engaging with sales reps, making the process buyer-centric.

– Content as a Sales Beacon: Quality content acts like a lighthouse, guiding potential buyers in a vast digital landscape. Effective content marketing draws buyers by providing engaging, informative resources.

– Data-Driven Sales as a Predictive Tool: Using data to understand buyer behavior is like detective work, piecing together clues to anticipate buyer needs, often before the buyer realizes them.

– Psychology in Digital Sales: Neil’s "Virtual Persuasion Engagement and Psychology Pyramid" uses psychological tactics like social proof, price anchoring, and loss aversion to influence buying decisions.

– Millennials as Decision Makers: Millennials make up a significant portion of B2B decision-makers, expecting seamless digital interactions, self-service options, and freedom to research independently.

– Purpose-Driven Purchasing: Millennial buyers value ethical, sustainable practices and prefer brands aligned with their values, impacting purchasing decisions.

– Collaborative Decision-Making: Millennials consult multiple departments in decision-making, meaning sales teams must be ready to address diverse stakeholders’ needs, from finance to IT.

– Transparency and Authenticity: Millennials value transparency and avoid overly polished sales pitches. Honesty and authenticity help build trust, the cornerstone of successful digital sales.

https://www.youtube.com/watch?v=BGqdWks3MX8

Adapting to a Digital Sales Era
We are in an evolving sales landscape. Digital strategies are taking center stage and the need for adaptability has never been more crucial. As buyers increasingly turn to online research and self-guided journeys, traditional sales approaches are shifting. Modern sales professionals must adapt to engage a digital-savvy customer base effectively. It’s important to use strategies, key frameworks, and new tools to empower sales teams and increase success in the digital age.
The Buyer-Centric Revolution
A primary shift in digital sales is the “buyer-centric revolution,” where customers are now more autonomous in their purchasing journey. According to recent research, 68% of B2B buyers prefer to conduct their own research online before contacting a sales representative. This independence has turned the traditional sales model on its head, as buyers seek information and reassurance without the pressure of a salesperson’s guidance. Sales teams must be mindful of this shift, engaging only when the customer needs support, expertise, or guidance in making a final decision. The days of hand-holding through the buying process are largely over. They are replaced by a need for sharp, targeted interactions that add value at just the right moments.
Content as a Cornerstone
Content marketing has become a cornerstone of the modern sales strategy, as it functions as a “lighthouse” guiding buyers through a sea of online information. Brands with compelling, relevant content gain a distinct advantage in this new environment.

Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale.
Key Takeaways
– Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results.

– Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success.

– The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

– Focusing prospecting activities during peak energy hours increases the likelihood of success, allowing reps to engage with full focus.

– A multi-channel outreach approach—integrating phone, email, and social media—reaches a wider audience and meets prospects where they are.

– Persistence is non-negotiable in outbound sales; overcoming rejection is part of the journey to closing more deals.

– Selling "for people" instead of "to people" fosters trust, and delivering genuine value makes sales interactions more meaningful and memorable.

– Handling multiple Ideal Customer Profiles (ICPs) is doable by creating tailored strategies, specific value propositions, and allowing focused time blocks for each profile.

– Reducing scattered, unfocused activity by batching outreach for a specific ICP minimizes burnout, increases productivity, and improves employee retention.

– AB testing and trial-and-error are essential to determine if an ICP approach is effective, focusing on factors like potential value and customer lifetime worth.

https://www.youtube.com/watch?v=P5FOoCcHP-g

Diversifying Sales Activities
Success often comes down to the right mix of activities and strategies. To achieve goals, sales professionals must focus not only on the end results but also on the daily actions that contribute to those results.

Understanding the importance of a balanced approach to activities is crucial. Relying on a single tactic, like a pass play in football, can lead to stagnation if opponents catch on. Salespeople must diversify their activities based on various factors, such as their Ideal Customer Profile (ICP), the sales cycle's stage, and their mental state. When these elements align, the rhythm of successful sales becomes apparent.
The Obligation to Help
A key principle is that if a salesperson has the ability to help someone, they have an obligation to reach out. Many professionals fall into the trap of merely making appointments without considering the value they can bring to potential clients. It's essential to approach sales with the mindset of genuinely helping others rather than pushing a sale. This shift in perspective leads to more meaningful interactions and better results.
Building Relationships in Sales
Sales is not just about transactions; it’s about building relationships. Effective salespeople engage in sales "for" people rather than "to" people. This distinction is crucial for developing trust and creating positive experiences. Sales professionals can often recall encounters with exceptional sales representatives who made a lasting impression, highlighting the importance of providing a memorable sales process.
Tailoring Strategies for Multiple ICPs
When dealing with multiple ICPs, sales professionals can adopt strategies that allow them to tailor their approach to different customer segments. It’s possible to have two or three distinct ICPs, each requiring unique strategies, questions, and value propositions. A suggested approach is to dedicate specific days to focus on each ICP. For instance, a salesperson might spend Tuesdays on one ICP and Wednesdays on another, allowing them to immerse themselves fully in the specific language and needs of ...

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales.

Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance.
Key Takeaways:
– Pipeline Velocity as a Critical Metric: Pipeline velocity is essential for sales success, particularly in the mid-market segment where businesses are reaching for ambitious goals. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes.

– Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity. Moving deals through the pipeline quickly while maintaining high standards, avoiding the pitfall of focusing solely on speed without closing quality deals.

– Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

– Adapting to New Products: Sales teams can face difficulties when launching new products. Adoption often picks up once new products become measurable within the sales compensation plan, highlighting the importance of aligning comp plans with product priorities.

– Coaching Through Adversity: Amy talks about how mindset plays a critical role in sales success. Coaching sellers to handle adversity effectively, particularly when deals stall or face internal resistance from stakeholders, can make a significant difference in closing deals.

– The Importance of Ongoing Training: Continuous learning and training are vital for improving sales performance, especially in qualifying deals. The OutBound Conference provides an excellent opportunity for sales professionals to refine their skills, interact with industry leaders, and learn new strategies to enhance their pipeline management.

https://www.youtube.com/watch?v=fuBcg1JB2yE

Understanding Pipeline Velocity
Pipeline velocity is a crucial metric for sales teams, especially for those operating in the mid-market. Many companies in this space have dedicated sales teams and hefty goals, and pipeline velocity can be the difference between meeting targets or falling short.

At its core, pipeline velocity measures how quickly deals move through the sales pipeline. It’s not just about the number of deals in the pipeline but also how fast they progress from one stage to the next. If deals are moving too slowly, there’s a risk of losing momentum, and opportunities may slip away. On the other hand, moving deals too quickly without considering quality can result in low win rates or deals that aren’t truly solid.

In many mid-market organizations, sales teams find themselves in a balancing act. They want to move deals through quickly to meet their goals, but at the same time, they need to maintain a high level of quality. This balance is tricky, and many teams either rush deals that aren’t ready or slow down too much, risking missed opportunities.
The Challenge of New Products
One of the challenges sales teams often face is launching new products or services. Salespeople who are comfortable selling established products may be hesitant to push new offerings, even if they know those products are key to the company’s growth. Without the right level of comfort and confidence, sellers may not focus on the new product, preferring to stick with what they know.

However, when new products become part of a measurable sales goal or compensation plan, things can change. Sellers are more motivated to include the new product in their conversations with prospects. This shift can lead to increased pipeline velocity, as salespeople become more confident in discussing and selling the new product.

In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success.

Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn.
Key Takeaways:
– LinkedIn as a Networking Tool: Approach LinkedIn interactions like networking at an event. Your first conversation should not be a pitch but rather meaningful engagement with others' content, showing genuine interest and adding value.

– The Power of Engagement: Engaging with someone's content purposefully, by reading and leaving thoughtful comments, is a better strategy than sending unsolicited pitches. It creates a connection by making the interaction about them, not you.

– Avoiding the "Pitch Slap": Sending unsolicited, impersonal sales pitches (referred to as a "pitch slap") is ineffective and can be perceived as obnoxious. Personalized, relationship-driven outreach is far more impactful.

– Personalization vs. Automation: When using sales automation, it's crucial to remain authentic. Don't try to appear personalized if your outreach is automated. Authenticity in personalization makes a big difference in building genuine connections.

– The Importance of OutBound Conference: OutBound is a key event for sales professionals, offering insights into improving pipeline productivity and performance. It's described as a must-attend for those wanting a competitive edge in sales.

– Sales Gravy University Resources: Sales Gravy University offers valuable courses, taught by top experts like Brynne, providing resources to improve skills in sales and LinkedIn prospecting.

https://www.youtube.com/watch?v=2LFShEROylY

Avoiding Common Mistakes on LinkedIn
LinkedIn is a powerful platform for sales professionals, but many people miss its potential by using the wrong approach. While it can seem like a place to make a quick pitch, the real strength of LinkedIn lies in how it mirrors a networking event. Building relationships and establishing trust are far more valuable than rushing to sell.
LinkedIn is Like a Networking Event
When thinking about LinkedIn, it’s important to compare it to how you act at a networking event. At an event, your first conversation with someone isn’t about immediately selling a product or service. Instead, it’s about making connections, learning about the other person, and finding common ground.

This same concept applies to LinkedIn. The first step should be to engage with someone's content in a meaningful way. By commenting mindfully on their posts, you show interest in what they care about. This approach gets you noticed in a more positive light than jumping straight into a pitch.
Engage, Don’t Pitch
A common mistake that salespeople make on LinkedIn is pitching too early. Sending a message that dives right into selling feels impersonal and can be easily ignored. However, if you take the time to engage with someone’s posts by leaving thoughtful comments, you build a connection. These comments should clearly relate to the content, showing that you took the time to read and understand it. This makes your interactions feel more genuine and builds trust over time.

For instance, instead of sending a cold pitch, you should be liking their posts and sharing insightful comments about them. This can make a huge difference. Over time, these kinds of interactions can naturally lead to a conversation about sales without feeling forced.
Avoid the “Pitch Slap”
One of the most disliked tactics on LinkedIn is what’s known as the "pitch slap"—a sudden, unsolicited sales message that appears right after connecting with someone. This method often leads to frustration. People receiving these messages view them as intrusive and, in most cases, simply delete them.

Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession.
Key Takeaways:
– Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasized as key to long-term success.

– Economic Outlook: Economic headwinds suggest a potential recession, and sales teams should be proactive by focusing on activity, knowledge, and behavioral adjustments to stay competitive.

– Sales as Self-Competition: Sales is often a competition with oneself. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times.

– Sales Leadership in Challenging Times: Sales leaders should focus on guiding their teams through tough economic conditions by emphasizing activity, skill development, and adapting behaviors to maintain a competitive edge.

– Value of OutBound Conference: Attendees of the OutBound Conference will gain insights and strategies to enhance their sales performance, especially as the year-end approaches, making it a valuable opportunity for those looking to improve their results.

https://www.youtube.com/watch?v=jBWwl_fLFmM

Unlock Sales Success at the OutBound Conference
The OutBound Conference, happening from November 6th to the 8th in San Antonio, Texas, is set to be one of the most impactful sales events of the year. Salespeople, sales leaders, and executives are encouraged to attend to gain valuable insights that can help them elevate their sales performance. This event is designed for anyone in the sales field who wants to sharpen their skills and learn from top industry experts.
Stay Ahead of the Competition
One of the key benefits of attending OutBound is the opportunity to stay ahead of the competition. With economic uncertainty on the horizon, many companies are coming out of some of their most successful years but now face challenges in maintaining growth. By attending OutBound 2024, sales professionals can learn strategies that will help them navigate these tough times, adapt their behavior, and position themselves for success, no matter what the market brings.
Guiding Sales Teams Through Tough Times
As companies face economic headwinds, staying active, increasing knowledge, and adapting behaviors will be essential for continued growth. OutBound offers key strategies on how to guide teams through tough economic periods. Encouraging a culture of continuous improvement, focusing on daily activities that lead to success, and fostering a positive mindset within the team will be critical to maintaining high performance.
The Power of Behavioral Change
Behavioral change is a critical theme that sales professionals need to focus on if they want to succeed. Consistent, incremental improvements can make all the difference in a competitive market. Success doesn’t happen overnight. Instead, it comes from daily actions, like prospecting, following up with leads, and continuously refining one’s approach. Attendees of OutBound 2024 will learn how to apply these small changes in a way that leads to significant long-term results.
Positivity Fuels Sales Success
In addition to learning actionable sales techniques, attendees can benefit from insights on personal development. One key takeaway is the importance of reducing negativity in everyday life. Just like the phrase “crap in, crap out,” the idea is to reduce negative influences to create a more positive mindset. In sales, having the right mindset is often the difference between hitting goals and falling short. Learning how to maintain positivity, even in challenging situations, will give sales professionals an edge in their careers.

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond.
Key Takeaways:
– The Role of AI in Sales: Sellers are being inserted deeper into the sales process, with AI managing much of the early stages such as lead generation and pipeline building. This shift makes human skills even more essential in later stages of the sales process.

– Mindset Shift for Sellers: Salespeople often need to adjust their mindset when handling objections and friction. For example, instead of fearing customer reactions based on past experiences, sellers should prioritize addressing concerns promptly, reducing anxiety and maintaining customer trust.

– Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. This is crucial for sellers to prevent buyers from shortchanging their own success by opting for cheaper but less effective solutions.

– Action Over Avoidance: Procrastination in sales, such as delaying difficult customer conversations, can lead to missed opportunities. A proactive approach, where sellers "rip the Band-Aid off" and address issues head-on, often leads to smoother resolutions.

– Continuous Improvement: Moving from a "B+ seller" to an "A+ seller” requires mindset improvements, including overcoming mental blocks, addressing challenges quickly, and refining the approach to proposals and customer interactions.

– Networking and Learning at OutBound: The OutBound Conference offers a unique opportunity for sales professionals to learn from top industry experts. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies.

https://www.youtube.com/watch?v=lygNfsTjdUk

Unlocking Sales Success at OutBound 2024
Sales professionals are constantly looking for ways to improve their strategies and stay ahead in a competitive market. The OutBound Conference, taking place from November 6th-8th, 2024, at the J.W. Marriott Resort in San Antonio, Texas, is the perfect event for sellers who want to sharpen their skills. With top industry speakers, practical sales strategies, and opportunities to connect with fellow salespeople, this year’s OutBound promises to deliver the ultimate sales bootcamp.

Whether focusing on mindset, productivity, or pipeline building, OutBound 2024 has something for every salesperson looking to finish the year strong and charge into 2025 with fresh energy.
Embracing the Role of AI in Sales
One of the key topics discussed at OutBound is the evolving role of artificial intelligence (AI) in the sales process. AI has made significant advances in automating lead generation and building robust pipelines, but that doesn’t mean the human touch is becoming less important. In fact, it’s the opposite.

As AI takes over many of the early stages in sales, sellers are now responsible for mastering the later stages of the process, where human interaction is critical. At OutBound, participants will learn how to use AI to their advantage while refining their interpersonal skills to close deals. This combination of AI and human skill sets the stage for salespeople to be more effective than ever.
Developing the Right Mindset for Sales Success
The mindset of a salesperson plays a crucial role in determining success. One of the major themes of OutBound 2024 is how sales professionals can shift their mindset to overcome common challenges. Every seller faces friction at some point, whether it's objections from prospects, hesitations in decision-making, or issues with pricing.

What separates great salespeople from average ones is how...

"Early sales careers can involve a lot of cold calling, rejection, and setbacks. However, having a competitive spirit can drive you to keep pushing, knowing that persistence will eventually pay off."

On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. She offers valuable insights on maintaining customer relationships, handling objections, and staying motivated in a challenging sales career.
Key Takeaways:
– Facing Rejection with Determination: Early sales careers can involve a lot of cold calling, rejection, and setbacks. However, having a competitive spirit can drive you to keep pushing, knowing that persistence will eventually pay off.

– Self-Motivation and Rewards: Using personal rewards as motivation throughout your career and setting specific goals, such as a trip to Las Vegas, and continuing to find ways to reward yourself with commission-based incentives can help you reach your goals.

– Building and Maintaining Relationships: Focus on nurturing customer relationships, both past and present. You can do this by using traditional methods, such as handwritten notes, to stand out and stay connected, along with maintaining a presence on LinkedIn.

– Engaging Disengaged Learners: To connect with disengaged learners, it’s effective to engage them directly, whether by calling on them in class or approaching them during breaks. Building rapport can help break down their defenses and encourage a more open attitude toward learning.

– Preparation for Handling Objections: Sales professionals should anticipate common objections and prepare responses in advance, similar to bringing a study guide to an exam. This preparation helps maintain composure during uncomfortable moments and prevents rambling.

– Recognizing Common Objections: The most common objections encountered by salespeople often include being "not interested," "too busy," and requests to "just send an email." Acknowledging these objections as knee-jerk reactions can help salespeople better handle them.

– Persistence After Losing Deals: After losing a deal, it’s crucial to maintain a positive mindset. Finding ways to uplift oneself, such as connecting with friends or engaging in enjoyable activities, can help restore motivation. Additionally, continuing to prospect for new opportunities is essential.

– The Importance of Micro Commitments: Gaining micro commitments—small agreements to follow up or have another meeting—throughout the sales process can reduce the likelihood of being ghosted. This strategy fosters engagement and provides opportunities to understand why a deal was lost.

– Time Blocking for Efficiency: Time blocking, a strategy learned from sales, is effective for managing tasks and maintaining focus. By dedicating specific time slots to activities without multitasking, individuals can increase productivity in both professional and personal life.

https://www.youtube.com/watch?v=AbwmDaaNm-Q

Diverse Life Experiences
Diverse experiences before entering sales can provide valuable perspectives. Serving in the military, for example, instills discipline and a sense of adventure, both of which are beneficial in a sales career. Transitioning through different industries, such as hospitality, also helps build resilience and adaptability—traits essential for success in sales.
Overcoming Early Challenges
Cold calling is one of the toughest aspects of starting in sales. Rejection is common, but embracing a competitive spirit and focusing on the long-term goals can push through these hurdles. The key takeaway is that perseverance, even in the face of frequent setbacks, is essential to achieving sales success.
Changing Perceptions of Sales
Sales is often misunderstood and mischaracterized. Initially, there may be hesitancy to fully embrace the role of a salesperson due to ...

In this episode of The Sales Gravy Podcast, host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author.

Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from his extensive military experience and his work as the co-creator of the US Navy Warrior Toughness program.
Key Takeaways:
– Agility in sales involves being prepared to pivot and adjust based on the situation and the customer's needs.

– Effective salespeople assess the context before presenting their offerings to ensure it is the right moment.

– Reflection on experiences is crucial for continuous improvement and learning in a corporate setting.

– Establishing a framework for learning allows for efficient integration of lessons into future interactions.

– Simplifying complex processes into frameworks, like commit, prepare, execute, and reflect, aids in clarity and focus.

– Receiving feedback from clients can provide insights into the impact of sales efforts on individuals and organizations.

– Building rapport and human connections is fundamental to effective sales and teaching.

– Embracing nervousness before speaking can indicate a serious commitment to delivering quality presentations.

– Transitioning from professional to personal life requires conscious effort to maintain focus and presence.

– Utilizing mental skills, such as mindfulness and breathing exercises, can help reset focus and reduce anxiety before critical interactions.

– After every engagement, analyzing what contributed to success or failure informs better preparation for future opportunities.

https://www.youtube.com/watch?v=mNpE70uu_v4

Understanding Agility in Sales
In sales, the ability to adapt and respond effectively to various situations is crucial. Agility and intentionality are two key components that can lead to success. Sales professionals who enter a meeting with a flexible mindset are better equipped to understand their potential customers’ needs and respond accordingly.

When a salesperson walks into a room, they must remain aware of their surroundings. What’s happening in the customer’s life? Instead of diving straight into a pitch about products or services, it’s essential to gauge whether the timing is right. Should the salesperson make adjustments based on the customer’s mood or current circumstances? Being aware of these nuances can greatly influence the outcome of the conversation.
The Importance of Reflection
Salespeople should aim to reflect on their experiences regularly. Reflection allows individuals to learn from their successes and failures, and it’s an aspect often overlooked in corporate environments. Many companies dismiss the need for reflection, claiming they don’t have time for it. However, taking a moment to analyze what went well and what could have been improved can yield significant benefits. It’s not just about celebrating victories; it’s about understanding the lessons learned, what worked well, and how can it be replicated. Conversely, what went wrong, and how can adjustments be made.
Simplifying Processes with a Framework
One effective approach is to simplify processes into a framework that’s easy to follow. A powerful framework to consider is: commit, prepare, execute, and reflect. Simplifying these steps helps sales professionals remain focused and intentional in their approach. The importance of being intentional in sales cannot be overstated. Intentionality drives the actions that lead to meaningful interactions with customers.
The Impact of Feedback
Feedback from clients serves as a vital tool for understanding the impact of one’s efforts. Often, during engagements, comments received can be gratifying and affirm the effectiveness of a presentation. However, it’s essential to recognize that such positive feedback shouldn’t be taken for granted. While it feels good to receive praise,

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales.

On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch.
Key Takeaways
– Importance of Posture: Maintaining a "proud posture" is crucial for both physical health and psychological confidence during workouts and daily activities.

– Habit Formation: Developing a consistent awareness of posture and practicing corrective habits over time can help shift one’s natural stance to a more aligned position.

– Physical and Mental Energy: Maintaining a proud posture can reduce fatigue and boost energy levels, leading to increased confidence over time. Deep diaphragmatic breathing, facilitated by good posture, can boost energy and reduce fatigue, impacting both physical and mental performance.

– Long-term Muscle Growth Strategies: Prioritizing recovery, nutrition, and consistent resistance training, while focusing on proper form, is essential for sustainable muscle growth and overall fitness improvement.

– Proper Posture Enhances Breathing and Communication: Maintaining proud posture expands the chest, improving breathing and vocal projection, which is especially important for professionals like salespeople who rely on strong communication.

– Sleep and Recovery: Adequate sleep and nutrition, particularly protein intake, are vital for muscle recovery and growth, especially as one ages.

– Mindset and Stoicism: Emphasizing control over actions and reactions, rather than focusing on external outcomes, can improve mindset, productivity, and overall well-being.

– Regular Posture Self-Checks: Developing good posture habits requires consistent self-checks throughout the day. Simple reminders can combat the effects of prolonged sedentary activities like desk work. Instead of pulling the shoulder blades back unnaturally, focusing on lowering the shoulders can alleviate tightness and promote better posture.

– Tempo Training for Muscle Control: Slowing down the eccentric phase of exercises like squats enhances muscle stabilization, control, and strength, supporting better posture and overall fitness.

– Muscle Strengthening: Strengthening the posterior muscles is essential for supporting good posture. Recommended exercises include rows, lat pulldowns, and hip flexor stretches.

– Core Engagement: Exercises like planks are emphasized for their role in core stabilization, essential for maintaining proper posture and functional strength.

– Resistance Band Training: Resistance bands are effective tools for muscle building, especially when access to traditional gym equipment is limited. Compound exercises are preferred over isolation movements.

https://www.youtube.com/watch?v=VlJdAEZ86cI

A Path to Better Health and Confidence
Many people struggle with maintaining proper posture. Whether sitting at a desk, driving, or working out, poor posture can lead to discomfort and fatigue. The concept of "proud posture" plays a crucial role in both fitness and daily activities. Understanding how to achieve and maintain this posture can significantly enhance physical well-being and confidence.
Understanding Proud Posture
Proud posture involves standing tall with shoulders back and chest open. This position not only makes a person appear more confident but also contributes to better physical health. Unfortunately, many individuals often find themselves hunching over, especially when engaged in everyday tasks. This common issue can lead to energy loss and discomfort, making it essential to focus on posture throughout the day.
Common Posture Mistakes
It is important to have correct shoulder positioning to achieve proud posture. Many people mistakenly pull their shoulder blades back too much,

In this episode of The Sales Gravy podcast, Jeb Blount Jr. hosts Barrett King, Senior Director of Revenue and Partnerships. In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success.

Barrett's approach to how sales enablement and partnerships can dramatically reduce the time it takes for a sales team to become proficient, creating stronger, faster results.
Key Takeaways:
– Training vs. Coaching Distinction: Successful organizations differentiate between training (knowledge transfer) and coaching (enhancement of skills). Training provides the foundational knowledge, while coaching develops and fine-tunes the skills that have been learned, allowing individuals to apply them effectively.

– Proficiency Framework: Organizations that excel in training have a clear framework for progression—from theory to practice and application. This framework accelerates skill development, enabling employees to achieve in two months what typically takes twelve, improving overall organizational efficiency.

– Ongoing Development: Training doesn’t stop at onboarding. Continuous development and management of employees' growth are crucial. Organizations that treat training as a continuous process, rather than a one-time event, maintain higher levels of talent retention and skill proficiency.

– Value of Partnerships: Partnerships in a go-to-market strategy are about delivering exponential value to customers by combining the strengths of two businesses. The "value triangle" concept emphasizes that a business, its partner, and the intersection of their services create more value for the customer than each could individually.

– Customer-Centered Strategy: A customer-first approach drives effective go-to-market strategies. Partnerships, particularly for startups, should focus on aligning with partners who already have customer trust. By understanding customer needs and other solutions they’re using, organizations can better strategize and offer more meaningful, value-driven collaborations.

– Listen to Customer Patterns: Even with a small customer base, patterns emerge in how customers use your product or service. Identifying and understanding why certain customers adopt similar practices helps inform product strategy and go-to-market approaches, ensuring you're addressing real needs.

– Customer-Centric Messaging: When reaching out to partners or customers, focus on how your solution will improve the customer’s experience, rather than simply pushing your product. It's crucial to show how you can add value to the customer’s existing operations, rather than expecting them to sell or adopt your product without a clear benefit.

– Keep Outreach Simple and Genuine: Authentic, straightforward communication is often the most effective. Instead of overcomplicating messages with details about your offerings, a simple approach that highlights shared networks or experiences can open doors to meaningful conversations and partnerships.

– Ego Can Be a Barrier: In the early stages of a sales career, ego can cloud judgment. It’s crucial to focus on genuinely helping prospects rather than trying to prove oneself. Authentic engagement is key to fostering successful partnerships.

– Timing and Personalization Matter: Sending emails at unconventional times (e.g., evenings or early mornings) can improve response rates. Tailoring outreach to when your prospects are more likely to be free and receptive helps break through the noise of their day-to-day work.

https://www.youtube.com/watch?v=KExatzKuSkQ

Build Strong Partnerships
Building meaningful partnerships can be a game-changer for your growth. But how do you move beyond just pitching products and get partners genuinely interested in what you offer? It’s not just about numbers or features. It’s about people working together for a shared purpose.

On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away from price and towards value, helping salespeople overcome objections and close more deals.
Key Takeaways:
- Understanding Communication Styles: Everyone has their own unique communication style, whether direct, indirect, consensus-building, or energizing. Tailoring communication to these styles is essential to engage the prospect effectively.

- Importance of Questions Over Solutions: Instead of focusing on presenting solutions and features, salespeople should prioritize asking the right questions. This approach differentiates them and drives the conversation forward.

- Multi-directional Listening: Listening is not just about hearing words but involves observing body language, tone, and using intuition. Salespeople should engage all senses to truly understand the prospect's needs.

- Detachment from the Outcome: Salespeople should detach from the outcome of a deal by maintaining a full pipeline. This mindset reduces pressure, allowing them to focus on the conversation rather than the result.

- Ego Management: Ego can be a significant barrier in sales. Salespeople need to manage their ego, especially when they feel the urge to impress or react defensively.

- Precision and Eloquence in Communication: Words should be simple yet precise. Overcomplicating language can alienate prospects, while clarity and simplicity enhance understanding and trust.

- Observing Behavioral Cues: Salespeople can learn a lot from observing behaviors and body language. These cues offer insights into how a prospect prefers to communicate and consume information.

- Redirection in Responses: Instead of immediately responding to a prospect's questions or concerns, salespeople should redirect the conversation to uncover the underlying pain or challenge, leading to more meaningful dialogue.

- Intentional Language: Being intentional with words, especially in text or written communication, is crucial. The impact of words goes beyond their meaning; it's about how they are perceived by the prospect.

https://www.youtube.com/watch?v=T_lLkJtC1aM

Mastering the Human Connection
In sales, one thing is clear: communication is key. But it’s not just about what you say—it’s about how you say it, how you listen, and how you adapt to the unique styles of the people you’re engaging with. Every person you interact with has their own communication style. Whether they’re direct, indirect, focused on building consensus, or full of energy, understanding these styles is crucial for any salesperson.

But here’s the catch: your communication style doesn’t matter if you’re not speaking the language of your prospect. It’s only when you start talking and really connecting with them that your style becomes important. If you jump straight into talking about your product’s features and benefits, you’re just like every other salesperson out there. What sets you apart isn’t your product, but the questions you ask and how you communicate.
The Power of Questions
One of the biggest mistakes salespeople make is focusing too much on their solution. They think that if they just explain how great their product is, the prospect will automatically see the value. But the truth is, it’s the questions you ask that drive the conversation forward. Instead of talking about your solution, ask questions that uncover the prospect’s needs, challenges, and goals. This approach not only differentiates you but also builds trust and rapport.
Listening with All Your Senses
We often talk about the importance of listening in sales, but listening is more than just hearing the words someone says. It’s about observing their body language, paying attention to their tone of voice,

On this episode of The Sales Gravy Podcast, Jeb Blount Jr.had the pleasure of speaking with Pablo Pefaur, a seasoned sales professional who specializes in the Latin American market. Pablo shares some key insights on prospecting, the importance of follow-ups, and cultural nuances that every salesperson should know.
Key Takeaways:
- Value of Outbound Conference: The Outbound Conference 2024 is a critical event for sales professionals, focusing on productivity, prospecting, and performance.

- Help Announcement Strategy: The concept of a "help announcement” is introduced, where sales professionals should approach prospects with a specific, value-driven message to solve a particular problem, rather than overwhelming them with multiple pitches at once.

- Systematic Approach to Prospecting: Effective prospecting requires a systematic approach, focusing on delivering a clear, single message to avoid getting lost in the noise and to resonate with the prospect.

- Importance of Follow-Up: Following up after initial contact is crucial. We discuss the strategies to help sales professionals improve their follow-up processes, ensuring continued engagement with prospects.

- Cultural Considerations in Latin America: Understanding cultural differences is key to successful prospecting in Latin America. These cultural nuances and how they impact sales strategies are highlighted.

- Continual Learning: Sales professionals are encouraged to continually learn and adapt their strategies by attending events like the Outbound Conference and by engaging with thought leaders in the industry.

https://www.youtube.com/watch?v=z7mtPgiAFRA

Latin America’s Unique Market Challenges
Latin America is a diverse and rapidly growing market with unique opportunities for businesses looking to expand. However, many sales professionals struggle with the challenges of entering this market. These challenges include understanding cultural differences, navigating language barriers, and tailoring sales pitches to resonate with Latin American prospects. Pablo has spent years mastering these elements, and his expertise is invaluable for anyone looking to succeed in this region.

Latin American culture places a high value on relationships and trust. Unlike some other markets where sales can be more transactional, in Latin America, building a genuine relationship with your prospect is crucial. This means taking the time to understand their needs, showing empathy, and demonstrating that you are there to help them, not just to close a deal.
The Power of a “Help Announcement”
A key strategy for successful prospecting is a concept called a “help announcement.” This is a simple yet powerful concept. When reaching out to a potential client, your goal should be to offer a specific piece of help or a solution to a problem they are facing. The idea is to be clear and direct about how you can add value to their business.

For instance, instead of bombarding a prospect with a long list of services or products, focus on one particular area where you know you can make a difference. This approach not only makes your message more effective but also helps in establishing trust with the prospect. They’ll see you as someone who genuinely wants to help, rather than just trying to make a sale.

Being too broad or trying to cover too many points in one pitch can overwhelm the prospect. It’s better to address one issue at a time, making sure your help announcement is relevant and tailored to the prospect’s specific needs. This targeted approach increases the chances of your message being heard and appreciated.
Systematic Follow-Up is Key
Another crucial aspect of successful sales is the follow-up. Making an initial contact is just the first step; what you do afterward is equally, if not more, important. Too often, salespeople make the mistake of either not following up at all or doing so in a way that feels impersonal or generic.

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount Jr. sits down with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt an opportunistic mindset have greater long-term success.
Key Takeaways
- Importance of Personal Initiative: Personal initiative is crucial for success. It involves taking proactive steps, like attending events or reaching out to potential opportunities, to create paths where none existed.

- Mindset Tools: The mindset tools that lead to success—such as discipline, confidence, and mental toughness—are universally applicable, whether in sports, business, or any other area.

- Role of Discipline: Discipline acts as the "steering wheel" that keeps you on course, while motivation serves as the "gas" that drives action. Discipline ensures consistent effort, even when motivation wanes.

- Cold-Calling and Selling Yourself: Selling yourself is key, especially in scenarios like cold-calling. Being able to present yourself credibly and persuasively is crucial to securing opportunities.

- Long-Term Thinking: Adopting a long-term mindset is valuable. It's important to think beyond immediate goals and consider where your actions will lead in the future.

- Finding Opportunity in Opposites: There's often opportunity in doing what others are not. Thinking differently and looking for opportunities in unconventional places can lead to success.

- Playing the Long Game: Success is a long-term effort. Cumulative actions and consistent effort over time are more important than short-term gains.

- Value of Asking the Right Questions: Career transformation often begins with asking the right questions. Reflecting on how to combine your skills into a sustainable career can lead to significant growth and success.

- Building a Personal Brand: Building a personal brand is important. Your experiences and successes can establish your credibility and open new opportunities, helping to build trust and expand your influence.

https://www.youtube.com/watch?v=Tvi5ARbDLsQ

The Power of Personal Initiative
Success is a journey built on a series of steps that anyone can take if they’re willing to put in the effort. It’s about creating opportunities for yourself, rather than waiting for them to appear.

Success often begins with a simple decision: the decision to take action, even when the outcome is uncertain. Personal initiative means doing what others might not—like attending events to network, cold-calling potential employers, or pursuing opportunities that seem out of reach. These proactive steps can open doors you didn’t even know existed.
The Role of Discipline and Confidence
Discipline is the backbone of success. Think of it as the steering wheel that keeps you on track, while motivation is the gas pedal that gets you moving. Motivation might start your journey, but it’s discipline that ensures you keep going, especially when the road gets tough.

Confidence isn’t something you’re born with; it’s something you build over time. Every time you take initiative or tackle a challenge, you’re building a little more confidence. This confidence then fuels your ability to take even more initiative, creating a positive cycle that propels you forward.

The more you step out of your comfort zone, the more confident you become. This newfound confidence helps you tackle bigger challenges, creating a solid foundation for future success.
The Importance of Long-Term Thinking
While it’s easy to focus on immediate goals, true success often requires thinking ahead. Where do you want to be in five or ten years? The most successful people make decisions today that will benefit them in the long run, not just in the moment.

Asking yourself questions like, “How can I combine my skills to create something sustainable?

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture, boost your team's performance, and leverage the power of Sales Gravy University for unparalleled training opportunities.
Key Takeaways
- Shift from Episodic Training: Traditional sales training has often been episodic, focused on reactive, one-time events that don't drive long-term behavioral change. This model is outdated and ineffective.

- Importance of Reinforcement: Learning and development must go beyond the initial training event. Without sustained reinforcement, any skills or knowledge gained are quickly forgotten, leading to little long-term impact.

- The 3 P's: Master persona, practice, and product knowledge to transform your team's effectiveness. Build a capability development plan that addresses these critical areas. Hoping for a change without a plan won't cut it.

- Four-Step Learning Process: A robust learning and development strategy should follow four steps: strategic planning, design and pilot, sustained reinforcement, and outcome measurement. Skipping any of these steps, particularly reinforcement, diminishes the effectiveness of training.

- Cultural Change Required: To move away from episodic training, organizations need to embed learning into their culture, ensuring that training is seen as an ongoing process rather than a one-off event.

- Proactive vs. Reactive Learning: Many organizations fall into a reactive mode, responding to immediate needs rather than proactively planning for long-term capability development. This approach limits the effectiveness of training.

- Overcoming the Forgetting Curve: Without intentional reinforcement, the majority of what is learned during training is forgotten. Effective learning programs must include strategies to counteract this forgetting curve.

- Cross-Functional Collaboration: Sales enablement and training should address the entire sales process, including the often-overlooked handoffs between departments like marketing and sales, where breakdowns frequently occur.

- Getting a Seat at the Table: Learning and development teams need to better communicate the value of their work to business leaders. This requires stepping out of their comfort zone and understanding the business's operational challenges and goals.

https://www.youtube.com/watch?v=kiamtIdNDCQ

The Secret to Mastering Your Craft
It’s easy to fall into the trap of seeking shortcuts and instant success. We often hear about “overnight sensations” or those who seemed to have made it big with minimal effort. But the truth is, most of these stories don’t tell the whole picture. Behind every “overnight success” is usually years of hard work, dedication, and persistence.

Success doesn’t come from cutting corners or avoiding the tough parts of the job. It comes from embracing the hard work, from putting in the effort every single day, and from being willing to do what others won’t.
The Role of Hard Work in Sales
When we talk about hard work in sales, we’re not just talking about working long hours. It’s about working smart, being strategic, and continuously improving your skills. Hard work is doing the research before making a call, understanding your client’s needs, and finding the best solution for them. You have to follow up, stay organized, and be persistent even when you don’t see immediate results.

Sales isn’t easy. It’s a profession that requires resilience, adaptability, and a thick skin. You’re going to face rejection, sometimes daily. You’re going to encounter clients who don’t want to hear from you, who are happy with their current providers, or who simply don’t have the budget. But if you’re willing to push through these challenges, you’ll find that the rewards are worth it.
The Myth of Natural Talent

On this episode of The Sales Gravy Podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss how she used skills like resilience, empathy, adaptability, relationship-building, continuous learning, and goal-setting to enhance sales performance. You’ll learn how to turn every experience into an opportunity for growth and success.
Key Takeaways:
- Resilience is Crucial: Use rejection as a learning opportunity rather than a setback. Analyze what went wrong and apply those lessons to improve your future pitches. View each experience, whether successful or not, as a chance to grow.

- Adaptability is Key: Stay flexible and open to change. New trends and shifts in the market require you to adjust your strategies to remain competitive. Be willing to experiment with new approaches and adjust based on results.

- Build Strong Relationships: Invest time in fostering positive relationships with clients and colleagues. Trust and rapport can lead to repeat business and valuable referrals.

- Set Clear Goals: Establish specific, measurable sales goals. Breaking them into smaller targets can help you stay focused and motivated.

- Be Persistent: Stay committed to your goals, even when faced with challenges. Persistence is often the key to long-term success in sales.

- Value Relationships Beyond Sales: Show genuine interest in your clients' success and provide value beyond just closing deals. Active listening and empathetic responses can help you offer the right solutions. Building lasting relationships can lead to sustained success and growth.

- Using Breaks for Inspiration: Taking breaks and engaging in activities like walking or listening to music can help reset the brain and inspire new ideas, particularly when facing creative blocks.

- Mindset Shifts: Focus on changing your mindset, especially when overcoming shyness and self-doubt, by assessing your reactions and using affirmations such as “be your excellent best.”

https://www.youtube.com/watch?v=6tlmtfE9fPQ

Unlock the Power of Experience
Life is full of lessons. We learn some in school, others at work, and many through the ups and downs of daily living. These lessons shape who we are and how we interact with the world. But have you ever thought about how these life lessons can translate into sales success? It turns out that some of the most valuable sales skills aren’t taught in a textbook but are developed through life’s experiences. Here’s how you can turn these life lessons into powerful tools for sales success.
Resilience in the Face of Rejection
One of the most universal lessons we learn in life is that rejection is inevitable. Whether it's a job application, a proposal, or a personal relationship, we've all faced rejection at some point. The key to overcoming rejection is resilience—and this is just as important in sales.

In sales, rejection is a common experience. For every successful pitch, there are countless "no's." However, it’s not the rejection that defines us; it’s how we handle it. Viewing rejection as a step towards success rather than a failure can turn a "no" into a motivator. Rejection teaches us resilience, and resilience leads to persistence. In sales, persistence is often what separates the winners from the losers.

Instead of dwelling on a lost deal, take a moment to analyze what went wrong. Learn from the experience and apply those lessons to your next pitch. Use rejection as a tool for growth rather than a setback.
Empathy and Understanding
Empathy is another vital lesson that can greatly benefit your sales career. Throughout our lives, we learn to understand and connect with others by putting ourselves in their shoes. This ability to relate to others is invaluable in sales.

In sales, it’s crucial to understand your customer’s needs, desires, and pain points. Selling isn’t just about pushing a product or service; it’s about solving a problem for your customer. The better you understand them,

On this episode of the Sales Gravy podcast, Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal in an increasingly automated world. You’ll listen to their engaging discussions and thought-provoking perspectives on the intersection of sales and artificial intelligence (AI).
Key Takeaways:
- AI and Buying Windows: The conversation highlights the potential of AI in identifying buying windows by analyzing customer behavior across multiple data sources, including websites and databases.

- List-Building Challenges: Despite advancements in sales techniques, Victor and Jeb agree that list-building remains a significant challenge for sales teams.

- Future of AI in CRMs: There's a strong belief that AI will become integral to CRM systems, consolidating various tools and data to create a hub essential for sales operations.

- Automated Data Integration: The future of sales will involve AI automatically gathering and analyzing data from emails, calendars, social media, PR, and more, without the need for manual input.

- Personalization by AI: AI will eventually tailor sales processes to individual companies, with larger companies likely adopting these technologies sooner due to their complexity and resources.

- Evolving Sales Engagement Platforms: The conversation anticipates the development of comprehensive sales engagement platforms that integrate all business data, including operations and manufacturing, analyzed by AI.

- AI vs. Human Interaction: While AI will handle more straightforward sales tasks, human interaction will remain crucial for complex sales, especially when trust and personalized service are needed.

- AI-Driven Marketing and Operations: AI will not only influence sales but will also impact marketing and operational decisions by analyzing patterns and suggesting actions to optimize business processes.

- Long-Term AI Development: Victor and Jeb foresee that some aspects of AI integration in sales might become operational within five years, particularly in large companies, but acknowledge that widespread, seamless AI use is still a decade or more away.

Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition

The Future of Sales: AI, CRM, and the Evolving Landscape
The intersection of AI and sales is rapidly transforming how businesses approach prospecting, lead generation, and customer relationship management (CRM). We're standing on the brink of a major shift that promises to reshape the sales landscape, and understanding these changes can give us a competitive edge.
The Power of AI in Sales
One of the most exciting advancements in sales technology is the ability of AI to identify a buying window. Imagine AI systems capable of analyzing vast amounts of data from websites, search engines, and various databases to determine when a potential customer is in the market for a product or service. This capability promises to refine our targeting strategies, making the sales process more efficient and effective.

We predict that in the future, AI will likely consolidate into CRMs, becoming the central hub for sales teams. This evolution will make CRM systems indispensable, offering insights into buying patterns, competitor activity, and customer behavior. AI will pull in data from emails, calendars, and social media, alerting sales teams to key changes, such as a new decision-maker at a company or shifts in customer needs.
The Evolution of CRM Systems
Historically, CRM systems have been underutilized. Sales teams often struggle with lead generation and list building, operating with outdated methods that don't leverage the full potential of their CRM tools. But as AI integrates more deeply with CRM platforms, this will change. The future CRM will be more than a repository of customer info...

On this episode of the Sales Gravy Podcast, Jeb Blount Jr. sits down with Founder and Sales Leader Advisor, Nigel Green, to discuss his approach to hiring elite salespeople by using his four rules.

Nigel teaches us that the only skill a sales leader should have is the ability to hire elite salespeople. Elite salespeople don’t find us, we have to go find them.
Key Takeaways
Hiring Challenges: Many VPs of sales and CEOs find hiring salespeople to be one of their biggest challenges, as they strive to maximize and optimize their current talent pool.

Importance of Training: Sales leaders should ensure that their sales teams have access to necessary training resources, and platforms like Sales Gravy can be valuable for continuous learning.

Scouting vs. Tryouts: Unlike traditional hiring methods, scouting for elite salespeople involves actively recruiting top talent rather than waiting for applicants, akin to sports scouting.

Non-Obvious Qualities: Hiring managers should look for non-obvious qualities in candidates that indicate potential for elite performance, rather than just obvious traits like hard work and prospecting skills.

Prospecting for Talent: Sales leaders should prospect for new hires much like they prospect for new business, using networking, customer referrals, and tools like LinkedIn to identify top talent.

Four Rules for Hiring Elite Salespeople:

Elite salespeople do not apply to job postings.
They are the stars and should be treated accordingly.
They often require customized compensation plans that may exceed standard budgets.

They typically do not already work for your company and require active recruitment.

https://www.youtube.com/watch?v=FZnVk40pmmE

The Importance of Hiring Elite Salespeople
If you're in a leadership role within a sales organization, you probably know that hiring the right salespeople can be one of the biggest challenges. The need to hire top-notch salespeople is critical. It’s not just about filling a position; it's about finding those who can truly excel and drive your business forward. Nigel Green emphasizes that hiring the right people is the only skill that really matters for sales leaders. Without this skill, even the best sales strategies and training programs won't lead to the results you want.
Why Traditional Hiring Methods Fail
One common mistake is relying on traditional hiring methods like posting a job and waiting for applications. The problem with this approach is that elite salespeople are not actively looking for new jobs. They’re usually too busy being successful in their current roles. This means you have to be proactive in finding and recruiting them. Simply waiting for the best candidates to come to you might result in missed opportunities.
The Importance of Scouting Your Sales Team
Think of hiring elite salespeople like scouting for a sports team. Just as a football scout looks beyond physical attributes to find exceptional players, sales leaders need to look beyond resumes and job applications. Elite salespeople are often not in the job market; they are too busy focussing on their current roles. This is why a scouting approach is necessary. Instead of waiting for applications, you should actively seek out potential candidates and evaluate their performance in real-world scenarios.
How to Scout for Elite Salespeople
- Network with Your Top Performers: Ask your top sales reps who they know in the industry. High-performing salespeople often network with others who are also top performers. Their recommendations can lead you to potential candidates who may not be actively looking for a new job.

- Leverage Your Customers: Your customers interact with many salespeople in their daily lives. Ask them who they believe are the best sales reps they’ve encountered. This can give you leads on high-caliber salespeople who might not be on your radar.

- Use LinkedIn Smartly: LinkedIn's Sales Navigator tool can be incredibly ...

On this episode of the Sales Gravy podcast, Jeb Blount sits down with author and speaker, Carole Mahoney, to discuss her path to becoming an entrepreneur by using a buyer first approach.

Carole teaches us that when it comes to sales, you've gotta get out of your own head. It's not about you, your quota, or even how great your product is. It's all about the customer. You have to put yourself in their shoes and understand what they are really after. Ditch the rehearsed pitch and have a real conversation. When you genuinely care about helping people, not just closing deals, that's when the magic happens.
Key Takeaways:
- Mission to Change Perception of Sales: Carole is dedicated to changing how sales is perceived. She wants to shift the view of sales from being seen as pushy to being a respected and collaborative profession.

- Reconnect for New Opportunities: Reaching out to past prospects who initially said no can uncover new opportunities. Many former prospects may reconsider and become interested in your services again.

- Revive Closed Lost Deals: Revisiting deals that were previously closed lost can be fruitful. This approach can re-engage customers who have since realized their initial choice wasn’t the best fit.

- Re-engage Former Clients: Don’t overlook former clients who stopped working with you. They may be ready to come back, especially if their current solution isn’t meeting their needs.

- Leverage Anchor Clients for Growth: Securing a key client can provide a strong foundation for expanding your business. Use this anchor client to build credibility and grow your sales practice.

- Embrace Public Speaking: Use public speaking and keynotes to amplify your message and reshape industry perceptions. Listening to others insights can significantly broaden your impact.

How Carole Mahoney Crushed Her Business Goals
Carole Mahoney’s story is one of determination, innovation, and resilience. Her journey from struggling entrepreneur to a successful speaker and author offers valuable lessons for anyone looking to crush their business goals.
Turning Challenges into Opportunities
Every entrepreneur faces obstacles, and Carole Mahoney was no exception. She encountered financial constraints and doubts about her ability to succeed. But rather than letting these challenges hold her back, Carole used them as stepping stones. When things didn’t go as planned, she adapted her strategies and pushed forward. This mindset of turning setbacks into opportunities was crucial for her success. Instead of seeing a closed door, Carole saw a chance to find a new path.
The Power of Persistence
Persistence was a key factor in Carole’s success. Early in her career, she faced rejection from potential clients. Instead of giving up, she followed up with them even after they had said no. Her persistence paid off when these clients returned, eager to work with her once again. This demonstrates the power of follow-up and how it can turn past rejections into new opportunities.
Leveraging Past Opportunities
One of Carole’s smart strategies involved revisiting past opportunities that hadn’t worked out. She called up former prospects who had initially been interested but couldn’t proceed. Many of these prospects were still interested in her services and were willing to re-engage. By revisiting these past opportunities, Carole was able to generate new business and build stronger relationships. This approach highlights the value of maintaining connections and the potential of second chances.
Embracing Public Speaking
Another significant shift in Carole’s career was her move into public speaking. She began speaking at conferences and giving keynote addresses, sharing her insights and experiences with larger audiences. This new focus allowed her to spread her message about sales and its collaborative nature. Carole’s public speaking efforts not only broadened her influence but also helped change the perception of sales.

On this episode of the Sales Gravy podcast, Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a One Funnel Strategy.
Sales and marketing strategies come and go, but one approach has been gaining traction for its simplicity and effectiveness: The One Funnel Mindset. This powerful concept challenges the traditional notion that more is better, instead focusing on perfecting a single, highly optimized sales funnel.
At its core, the one funnel mindset is about streamlining your sales process. Instead of creating multiple funnels for different products or customer segments, you concentrate on building and refining one comprehensive funnel that guides potential customers from initial awareness to final purchase.

Key Takeaways:
- Unified Revenue Goals: Aligning marketing and sales under a single One Funnel Customer Journey and revenue goal eliminates internal competition and focuses on overall business growth.

- Avoiding Complacency: Maintaining a focus on growth and continuous improvement is crucial to avoid stagnation in sales.

- Customer Experience: Enhancing customer experience by providing a more unified customer journey.

- Human Connection: Despite advancements in AI, human-to-human interaction remains vital in sales, especially for high-value deals.

- Preparation and Investment: Sales success often depends on thorough preparation and continuous investment in personal development and training.

- Shorter Sales Cycles: Buyers are increasingly making quicker decisions due to more readily available information, making each sales interaction critical.

- Manager’s Role: Effective frontline managers are essential in motivating sales teams by understanding and aligning individual goals with One Funnel goals and providing tailored support.

- Big Pull Concept: Identifying and leveraging what drives each salesperson is key to maintaining their motivation and focus.

The One Funnel Mindset: Unifying Marketing and Sales
Yarborough introduced the concept of the "One Funnel Mindset," a unified approach where marketing and sales teams work together seamlessly towards common revenue goals. Traditional models often create a divide between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs), leading to misalignment and inefficiencies. The One Funnel Mindset eliminates these silos, ensuring that both teams are aligned and focused on the same objectives.

In this approach, leads are simply "qualified leads," with no distinction between marketing and sales. This unified perspective fosters collaboration, reduces friction, and ensures a smoother customer journey from awareness to purchase. By sharing goals, metrics, and strategies, marketing and sales teams can create a more cohesive and effective revenue engine.
Enhancing Customer Experience: The Human Touch
Despite the rise of artificial intelligence and automation, Yarborough emphasized the irreplaceable value of human interaction in sales. High-value deals, in particular, require a personal touch to build trust and rapport with customers. While AI can enhance the sales process by automating routine tasks and providing data-driven insights, it cannot replicate the nuances of human connection.

Sales professionals must prioritize building strong relationships with their customers. This involves active listening, understanding their pain points, and offering tailored solutions. By focusing on the human element, salespeople can create lasting impressions and foster long-term customer loyalty.
Shortening Sales Cycles: The Impact of Preparedness
Another significant trend discussed in the podcast is the shortening of sales cycles. With buyers conducting extensive research before engaging with sales representatives, decisions are being made faster than ever. This shift places a premium on preparedness.

On this important episode of the Sales Gravy Podcast, Jeb Blount, Jr (a.k.a JBJ) discusses personal finance for sales professionals with Ben Lex, a former B2B sales superstar turned financial advisor. Ben shares game-changing insights tailored specifically for sales professionals.
The Financial Fitness Mindset
In sales, we're all about closing deals, hitting targets, and making more money. But what happens after you receive that hefty commission check?

Too often, sales professionals fall into the trap of spending impulsively, only to face financial stress later. This is exactly why you need to adopt a financial fitness mindset which means making deliberate, strategic decisions about your money, just as you do with your sales strategy.
Delayed Gratification: Your Secret Weapon
One of the most powerful tools in your financial arsenal is the ability to delay gratification. True financial stability comes from resisting the urge to splurge on every big commission check. Instead, consider setting aside a portion of your earnings for future goals. This practice not only builds financial security but also reduces stress during lean months.
Build An Emergency Fund
An emergency fund is non-negotiable. Sales professionals, especially those with variable incomes, should have enough saved to cover six months to one year of living expenses. This safety net acts as a buffer, ensuring you’re not living paycheck to paycheck and allowing you to make decisions from a place of strength rather than desperation.
Unload High-Interest Debt
Carrying high-interest debt is like running a marathon with a backpack full of bricks. It slows you down and makes reaching your financial goals much harder. Paying off high-interest debt should be your top priority. This includes credit card balances and high-interest car loans. Eliminating this debt frees up your income and allows you to invest more effectively in your future.
Smart Investing: The Path to Wealth
Once your debt is under control and you have an emergency fund, it’s time to think about investing. Focus on diversification. This means spreading your investments across various asset classes to mitigate risk and ensure steady growth.

If your company offers a 401(k) max it out before you make any other investments. If your company matches investments you make in your 401(k) make sure that you take full advantage of this free money. Leave nothing on the table.

Remember, investing is a long-term game. It's about building wealth gradually, not getting rich overnight.
Set Clear Financial Goals
Just as you set sales targets, setting clear financial goals is essential. Whether you’re planning for retirement, saving for your child’s education, or aiming to buy a lake house, having specific goals will guide your financial decisions. Take the time to map out your goals. Consult with a financial advisor when possible. This process helps you stay focused and make informed choices about where to allocate your resources.

Actionable Steps to Financial Mastery

Assess Your Financial Health: Start by evaluating your current financial situation. Look at your income, expenses, and debts to get a clear picture of where you stand.
Create a Budget: Develop a budget that tracks your earnings and expenditures. This will help you identify areas where you can cut back and save more.
Prioritize Debt Repayment: Focus on paying off high-interest debt first. This will free up more of your income for savings and investments.
Build Your Emergency Fund: Aim to save enough to cover at least six months of living expenses. This fund will provide financial stability during tough times.
Maximize Retirement Contributions: Take full advantage of employer-sponsored retirement plans, especially if they offer matching contributions. This is essentially free money that can significantly boost your savings.
Diversify Your Investments: Work with a financial advisor to create a diversified in...

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor.
Key takeaways include:

Business Acumen is Crucial: Sales professionals need to deepen their understanding of how businesses operate to effectively meet the needs of their clients.
Building Trust: Trust is foundational in sales, emphasized through understanding customer needs and proving reliable over transactions.
The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions.
Authenticity in Sales: Authenticity isn't just a trait but a necessity in building long-term customer relationships where customers trust the salesperson's intentions and insights.
Continuous Learning and Adaptation: Salespeople must continually update their industry knowledge and adapt to new market trends and technologies.
Customer Insight Over Selling: The focus should shift from merely selling products to providing valuable insights that help customers understand their own needs better.
Understanding Customer Outcomes: Sales professionals should know not just what they are selling, but how it helps the customer achieve specific business outcomes.
The Role of Positivity and Energy: A positive outlook and high energy are infectious and can significantly impact customer interactions and outcomes.
Personal Growth from Experiences: Personal experiences, such as overcoming shyness, can deeply influence one's approach to sales, emphasizing resilience and adaptability.
Impact of Multithreading: Understanding and interacting with multiple stakeholders in a business can provide a more comprehensive view of the customer's needs and challenges, leading to better solutions.

The Evolution of the Salesperson: Becoming a Trusted Advisor
In today's rapidly changing business landscape, the role of the salesperson has undergone a profound transformation. Gone are the days when simply pitching a product or service was enough to seal the deal. Modern buyers are savvier than ever, armed with an abundance of information at their fingertips. They don't merely seek a transaction; they crave a meaningful relationship built on trust and expertise. This shift has given rise to a new breed of salespeople: the trusted advisors.

The Human Connection Matters
At the heart of this evolution lies a fundamental truth – authenticity cannot be faked. In a world dominated by AI, where everything can be replicated or automated, the one thing that remains irreplaceable is the human connection. Buyers yearn for authentic relationships with people they can trust to guide them through complex decisions. Trusted advisors understand this need and strive to be more than just salespeople; they become partners in their clients' success.

But what does it take to earn the coveted title of "trusted advisor"? It starts with a mindset shift. Instead of solely focusing on closing the deal, trusted advisors adopt a "student and leader" mentality. They actively listen, asking insightful questions to uncover their clients' true needs and challenges. This curiosity not only demonstrates genuine interest but also helps advisors gain a deeper understanding of the client's industry and the broader context surrounding their decisions.
Continuous Learning, Expertise, Critical Thinking and Business Acumen
Trusted advisors also recognize the importance of continuous learning. They voraciously consume industry publications, follow relevant blogs, and stay abreast of the latest trends and terminologies.

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance.

Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar.
The Bartending Foundation of Sales Success
Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and sales.

In our conversation, Neil shared how the fast-paced, diverse interactions at the bar were his first lessons in customer relationship management. He learned to read body language and verbal cues, which later enabled him to tailor his sales approaches to different customer personalities effectively.

"One of the most important lessons from bartending was the ability to establish rapport quickly," Neil explained. "In sales, just like in bartending, you don't have the luxury of time. You need to make a connection the moment you meet a potential client."

Adapting on the Fly: The Bartender’s Edge in Sales
Neil emphasized the critical importance of adaptability, a skill he refined during his time as a bartender. He explained how the fast-paced, unpredictable environment of a bar prepared him for the dynamic nature of sales. "Every customer who walks into a bar brings a unique set of expectations and even their mood can change the service dynamic. Adapting quickly to meet those expectations, or even to elevate the customer's mood, is something you learn to do almost instinctively," Neil shared.

He continued to draw parallels between these experiences and his current role in sales. "In sales, just like in bartending, you're constantly on your toes. Each client presents a new set of challenges and goals. The ability to pivot and adapt your strategy not only helps in meeting their needs but often exceeds them, which is essential for closing deals and fostering long-term relationships."

Neil detailed how adaptability in sales involves:

Active Listening: Tuning into the client’s words for understanding their true needs.
Flexibility in Problem Solving: Being prepared to offer multiple solutions tailored to the client’s specific challenges.
Rapid Response: Adjusting your approach in real-time during client interactions to address emerging concerns or opportunities.

"Adaptability also means staying up-to-date with market trends and continuously evolving your product knowledge," Neil pointed out. This ongoing learning process ensures that you can always bring fresh, relevant ideas to the table, which is particularly important in today's fast-paced business environments.

He also discussed the importance of emotional adaptability in sales. "Just as a bartender might need to shift from being an entertainer to a confidant within minutes, a salesperson might need to shift their communication style based on the client's mood or the meeting's tone. Being emotionally intelligent and adaptable in these situations can make the difference between a successful sale and a missed opportunity."

To illustrate his point, Neil shared a story from his bartending days: "I remember once I had to serve a couple who were clearly having a bad day. By recognizing their mood and adjusting my approach to be more subdued and respectful of their space, I was able to make them feel comfortable. Later,

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.

Customer Success as a Priority: Emphasizing the importance of customer success in maintaining and expanding business relationships.
Retention Over Acquisition: Highlighting the significance of retaining existing customers as a more sustainable and profitable strategy compared to acquiring new ones, especially in challenging economic times.
Human Interaction: Despite advancements in technology, the conversation underscores the irreplaceable value of human touch in customer relationships.
Proactive Engagement: The need for businesses to proactively engage with customers to understand and adapt to their evolving needs.
Impact of Company Culture: A company's culture, particularly one that values ethical behavior and respect, can significantly influence customer success strategies and outcomes.
Adaptability and Responsiveness: The importance of being adaptable and responsive to customer needs as a way to ensure customer satisfaction and loyalty.
Long-term Relationships: The focus on building long-term relationships with customers rather than short-term transactions.

Customer Retention is at The Heart of Business Growth
When it comes to growing a business, the real magic happens long after the sale is made. Think about your own experiences: every time you buy something, that's just the beginning of your journey with that brand. And if they treat you right, you're not just going to come back—you're going to become a loyal fan, maybe even spend more over time.

That's the secret ingredient to business growth. It's not about constantly chasing new customers; it's about keeping the ones you already have coming back for more.
The Power of Customer Retention
Finding new customers is hard work and expensive. It's like throwing a party and hoping people you've never met will show up.

Now, think about the friends who already love your parties. You don't need to convince them to come; they're already on board. They might even bring along a few friends of their own.

That's the beauty of focusing on your existing customers. You've already won them over once; now it's about making sure they feel valued and continue to enjoy what you offer.

A satisfied customer is your best advocate. They become ambassadors for your brand, sharing their positive experiences with others. This word-of-mouth is invaluable. It's authentic, powerful, and best of all, it's free. Every happy customer is a potential win, not just for another sale, but for bringing in new customers who've already heard good things about you.
Building a Community
At its core, keeping customers happy is about more than just good business sense; it's about building a community around your brand. It's about creating a space where people feel valued, heard, and connected. This community isn't just loyal; they're engaged. They're not just buying a product or a service; they're buying into an experience, a relationship.

One of the keys to keeping customers close is listening to them. It's about being open to feedback, even when it's tough to hear. Every piece of feedback is a gift, an opportunity to improve and to show your customers that you're invested in their satisfaction. It's about continually adapting and evolving to meet their needs.
The Long-Term View
The relationship with a customer doesn't end at the sale; that's where it begins. It's about the follow-up, the check-in, the unexpected delight that shows them they're more than just...

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio.
Key Takeaways:

Importance of Personality Tests in Sales: Jessica expresses her enthusiasm for personality tests and their application in sales, emphasizing how understanding one's own personality and adapting to others' can enhance sales interactions and relationships.
Bird Personality Types: The conversation delves into the bird personality types, a concept used by Take Flight Learning to categorize different personality styles. These include the eagle (confident, direct, results-driven), the parrot (social, talkative, enthusiastic), the dove (peaceful, harmonious, methodical), and the owl (wise, analytical, observant). Each bird type has its unique communication style and approach to problem-solving.
Adapting to Different Personalities: Steven discusses the importance of recognizing and adapting to the various bird personality types in sales and everyday interactions. He shares anecdotes and examples to illustrate how understanding and flexing to different personality styles can lead to more effective communication and better outcomes in sales.
Practical Tips for Salespeople: The episode provides practical advice for salespeople on how to identify and adapt to different personality types in their prospects and clients. This includes paying attention to cues like tone of voice, body language, and response patterns to tailor their approach accordingly.
Personal Growth and Flexibility: Both Jessica and Steven emphasize the value of personal growth and flexibility in sales. They encourage salespeople to stretch beyond their comfort zones, be kind to themselves during the learning process, and continuously strive to improve their skills and adaptability.

Understanding Personality Styles is a Game Changer in Sales
People are different. You know it, I know it. You've got your quiet thinkers, your chatty Kathys, your decision-makers, and those who need a bit more hand-holding. If you're treating them all the same, you're missing out.

Think about your last sales call. Maybe it was smooth sailing, or maybe it was like talking to a brick wall. Ever wonder why? It's not always about the product or the pitch. Sometimes, it's about not clicking with the person you're talking to. That's where knowing a bit about personality styles comes in handy.

Understanding personality styles isn't just about making sales; it's about building relationships. When you get where someone is coming from, you're not just another salesperson trying to hit a quota; you become a trusted advisor. Think about it. Would you rather buy from someone who gets you or someone who's just pushing a product? It's a no-brainer.
Speaking the Same Language
Let's break it down. Some folks are all about the facts. They want the nitty-gritty details, the stats, the ROI. Then you've got the ones who are looking for a connection. They want to know you get them, that you're on the same wavelength. And let's not forget the decision-makers who want the bottom line, no fluff, just straight talk.

Now, imagine you're pitching to someone who loves details, and you go in all guns blazing with big-picture talk. It's like you're speaking French, and they only understand Italian. Not exactly a recipe for success, right?

Here's where it gets interesting. Once you start paying attention to these styles, you can tailor your approach. It's like having a secret weapon. You start speaking their language, and suddenly, doors start opening. You're not just another salesperson; you're someone who gets them.

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.
The Essence of Courage and Wisdom
Patricia's philosophy revolves around the courage to face adversity and the wisdom to learn from every experience. She fondly recalled a quote by Winston Churchill that resonates with her: "Success is not final, failure is not fatal: It is the courage to continue that counts." This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight.
Overcoming Adversity with Grace
The conversation took a deeply personal turn as Patricia recounted the challenges she faced following the unexpected loss of her husband and co-founder of KaTom. "It was a pivotal moment that tested my resolve, but it also brought to light the incredible strength and support of our team," she shared. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.

Fostering a Culture of Accountability and Innovation
Patricia's leadership style is characterized by a strong emphasis on accountability and a culture that encourages innovation. "Creating an environment where every team member feels empowered to contribute and challenge the status quo is crucial for sustained growth," she explained. This approach has not only propelled KaTom to new heights but has also cultivated a sense of ownership and pride among the employees.

Leading a hyper-growth company like KaTom involves navigating complex challenges and seizing opportunities with strategic foresight. Here are some key elements to successfully leading such a dynamic organization:
Visionary Leadership
Setting a clear, ambitious, and achievable vision for the company's future is crucial. This vision should inspire the team and guide decision-making at all levels. Being able to pivot and adapt strategies in response to market changes, technological advancements, and customer needs is essential for sustaining growth.
Building a Strong Culture
Creating a culture where employees feel empowered to take initiative, innovate, and contribute to the company's success. Fostering a sense of responsibility where team members are accountable for their results, encouraging a high-performance environment.
Talent Management
Hyper-growth companies need to attract top talent by offering compelling opportunities for growth, learning, and impact. Retaining top performers through continuous development, recognition, and providing pathways for advancement within the organization.
Scalable Systems and Processes
Implementing scalable systems and processes that can accommodate rapid growth without compromising on service quality or operational efficiency. Continuously seeking out and integrating new technologies and methodologies to improve productivity and stay ahead of the competition.
Customer-Centric Approach
Maintaining a deep understanding of customer needs, preferences, and feedback to tailor products and services accordingly. Developing strong relationships with customers, suppliers, and partners to ensure long-term loyalty and support.
Financial Acumen
Managing financial resources wisely to fuel growth while maintaining healthy margins and cash flow. Strategically investing in areas that will drive future growth, such as marketing and expanding into new markets or product lines.
Resilience and Perseverance
Being prepared to face setbacks and challenges without losing sight of the long-term goals. Encouraging a culture where failures are seen as opportunities to learn and improve, rather than reasons to give up.
Communication and Transparency

On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer's needs and experiences to increase closing ratios.
Human Centric, Buyer First Selling
In the whirlwind of today's sales scene, there's a fresh, more human approach taking center stage. It's all about walking in step with the buyer's journey, tuning into empathy, mastering the art of listening, and flipping the script on traditional selling to truly put the buyer's needs first.
Navigating The Buyer's Journey
Picture the buyer's journey not as a straight shot from point A to B, but more like a winding road, complete with twists, turns, and the occasional backtrack. It's a ride through awareness, consideration, and finally, decision.

For sales folks looking to really connect, it's about getting the map to this journey, understanding the lay of the land at each stage, and customizing their pitch to meet the buyer right where they are. It's less about sealing the deal and more about being a trusted guide, helping the buyer navigate their options to find the perfect fit for their needs.

This shift towards empathy doesn't just feel good; it makes solid business sense, too. It transforms the buyer-seller dynamic into a partnership built on trust, paving the way for not just a one-off sale but a lasting relationship.
Empathy: The Soul of Sales Today
At the heart of putting buyers first is empathy. It's about seeing the world through the buyer's eyes, feeling their pain points, and genuinely wanting to help. This human connection is what sets apart the modern sales pro in a sea of information overload. By showing real care for the buyer's challenges and goals, salespeople can break through the noise, offering not just a product, but a solution that truly resonates.

But don't mistake empathy for mere niceness. It's a strategic ace, giving salespeople the insight to tailor their messages and solutions in a way that truly hits home for the buyer.

Listening is Key
Listening – really listening – is where the magic happens. It's about tuning in with all senses, catching not just the words but the emotions and unspoken needs behind them. This deep dive into the buyer's world uncovers golden nuggets of insight, enabling sales pros to craft responses and solutions that are as unique as the buyer's own story.

Today's buyer is savvy, connected, and expects more. They want interactions that are relevant, personal, and respectful. To sell more, adopt strategies that put the buyer's experience front and center.

This pivot to a buyer-centric approach heralds a new chapter in sales, one where understanding, empathy, and genuine connection are give you a competitive edge. As the world continues to evolve, those who embrace a buyer first mindset are set to not just survive but thrive, building relationships that last and driving success that's both sustainable and fulfilling.

Learn why more than 50,000 sales professionals and sales teams get the tools, tactics, and techniques to sell more on Sales Gravy University

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy Master Trainer Jessica Stokes, this episode offers a treasure trove of strategies, tips, and personal anecdotes that are essential for anyone looking for innovative ways to scale their sales career or business.

This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships. So, tune in, take notes, and embark on your journey to sales excellence.
The Bedrock of Sales Success: Truly Understanding Your Audience
Let's take a deeper dive into this enlightening conversation between Jessica and Kristin on Innovative Prospecting for Scaling Your Business and Sales Career. This episode is not just a discussion; it's a masterclass in understanding, engaging, and growing in the complex world of sales.

Kristin Andre begins by unraveling the essence of sales - understanding your target market. Her approach is straightforward yet profound: “Know your people, find your people, love them hard.”

This mantra goes beyond the surface, urging sales professionals to dive deep into the psyche of their target market. It's about empathy, understanding their needs, and aligning your solutions to meet those needs effectively.
Segmenting Your Market: A Strategic Approach
Expanding on knowing your audience, Kristin highlights the importance of market segmentation. By identifying niche markets and tailoring your approach to each segment, sales professionals can enhance their effectiveness. This targeted approach ensures that your message resonates more deeply with each unique group within your broader audience.

Innovative Prospecting: Leveraging Modern Tools for Maximum Impact
In today's digital-first world, Kristin emphasizes the need to think outside the traditional prospecting box. Using podcasts, social media, and content creation, salespeople can reach a wider audience and establish themselves as thought leaders in their field. This section of the podcast offers a goldmine of ideas for digital prospecting, including leveraging LinkedIn for networking and content distribution.
Crafting Engaging Content: A Key to Digital Prospecting
Kristin talks about the power of creating engaging, value-driven content. She delves into strategies for developing content that not only attracts attention but also establishes credibility and trust. This includes tips on understanding what resonates with your audience and how to consistently deliver content that keeps them engaged and interested.
The Art of Client Engagement: Beyond the Transaction
Kristin's perspective on client engagement is a refreshing take on building lasting relationships. She advocates for a personal touch in client interactions, suggesting thoughtful gifting strategies and meaningful communication that demonstrate genuine care. This section provides practical tips on how to transform client interactions from transactional to relational.
Building Lasting Relationships: The Long-Term Approach
Expanding on client engagement, Kristin discusses the importance of a long-term approach to building client relationships. This includes understanding client needs over time, being responsive to changes, and consistently delivering value beyond the initial sale. She shares personal anecdotes and examples that illustrate the power of long-term relationship building.
Personal Growth: The Intersection of Self-Awareness and Sales Success
Kristin's insights on personal growth highlight the importance of self-awareness in sales. She talks about the need to recognize and play to your strengths while seeking opportunities for growth and improvement. This part of the podcast includes actionable advice on personal development strategies that can enhance your sales performance.

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness.

On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch.

Sales is a demanding profession that requires both mental and physical stamina. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. This requires a tremendous amount of mental energy. Energy that is not there when you are in poor physical shape.
How Physical Fitness Can Drive Sales Success
The podcast kicks off by addressing the undeniable impact of physical appearance in the sales industry. It underscores that first impressions are vital and that a fit appearance can project a positive image of discipline, dedication, and energy.

Salespeople who maintain a healthy and fit physique can significantly influence client perceptions and decisions, often leading to more favorable outcomes in sales interactions.

Energy Levels and Stamina
A major highlight of the discussion is the correlation between physical fitness and energy levels. The speakers share personal anecdotes and scientific evidence to illustrate how regular physical activity can boost stamina and endurance. This is particularly beneficial for sales professionals who often face long hours, extensive travel, and high-pressure situations.

By staying physically fit, salespeople can maintain high energy levels throughout their demanding schedules, ensuring they are always at the top of their game.
Stress Management
The conversation then shifts to the topic of stress management, a critical aspect for any salesperson. The speakers discuss how the high-pressure environment of sales can lead to significant stress, affecting both mental and physical health.

They advocate for physical fitness as a powerful tool for stress relief, noting that exercise can significantly reduce anxiety and improve mental clarity. Josh and Jeb offer practical tips on incorporating regular physical activity into one's routine to manage stress effectively.
Health and Reduced Sick Days
Further into the podcast, the focus turns to the health benefits of physical fitness, particularly its impact on immunity and overall well-being. Jeb and Josh discuss how staying fit can lead to fewer sick days, ensuring continuous engagement in sales activities and client interactions. They highlight that consistent performance is key in sales, and maintaining good health is essential to achieving this consistency.
Confidence and Self-Esteem
An interesting segment of the podcast explores the relationship between physical fitness, confidence, and self-esteem. Feeling good about one's body can lead to a more confident and assertive presence, which is incredibly valuable in sales contexts. They share stories of how their fitness journeys have positively influenced their professional interactions and sales outcomes.
Cognitive Benefits of Improved Sales Fitness
The podcast also touches on the cognitive benefits of regular physical activity, including improved memory, concentration, and problem-solving skills. The speakers provide evidence from various studies and personal experiences to illustrate how fitness can enhance cognitive function, leading to better decision-making and more effective sales strategies.
Building Rapport and Relationships
An engaging part of the discussion revolves around using fitness as a tool to build rapport with clients. The speakers share how sharing fitness tips or experiences can serve as an excellent conversation starter or bonding activity, especially with clients who value health and wellness. They emphasize that building strong relationships is fundamental in sales, and fitness can be a unique and effective way to connect with clients on a de...

On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking to harness the power of digital tools in their sales strategies.

Brynne Tillman’s approach to digital sales is both innovative and practical. Her ability to simplify complex concepts and relate them to everyday sales scenarios makes her advice incredibly valuable.
Revolutionizing Sales with AI and Technology
Brynne emphasized how AI and technological advancements are reshaping the sales landscape. She discussed how these tools can help salespeople understand and predict customer behavior, automate routine tasks, and personalize their sales approaches. For instance, she mentioned the use of AI in analyzing customer interaction data to identify potential leads and opportunities.
Practical Tips for LinkedIn and Digital Sales Success
A highlight of the episode was Brynne’s take on social selling. She stressed the importance of using platforms like LinkedIn not just as a sales tool but as a means to build genuine, long-lasting relationships. She shared anecdotes of how creating valuable content and engaging authentically with one’s network can lead to trust-building, which is crucial for successful sales.

Practical Strategies to Sell More on LinkedIn
LinkedIn has evolved from a mere professional networking site to a robust platform where the art of selling can be refined and executed with precision. It's a treasure trove for salespeople who know how to tap into its potential. As Brynne eloquently put it, "LinkedIn is a goldmine for those willing to dig deeper."
Building a Magnetic LinkedIn Profile
The journey on LinkedIn begins with your profile. It's your digital handshake, the first impression you make on potential clients. Brynne emphasized the need for a client-centric profile. She said, "Your profile shouldn’t be a resume; it should be a resource."

This means crafting a profile that speaks directly to your target audience, addressing their pain points, and offering solutions. Use a professional headshot, craft a compelling headline, and ensure every section of your profile showcases your expertise and the value you can bring to your clients.
Content is King
On LinkedIn, content reigns supreme. Sharing valuable content positions you as a thought leader and helps build trust with your network. But it's not just about posting for the sake of it. The content needs to resonate with your audience.

Brynne suggested a mix of original and curated content that addresses the latest trends, challenges, and solutions in your industry. Regularly posting articles, insights, and even engaging in thoughtful discussions on relevant posts can significantly increase your visibility and credibility.
Engagement: The Key to Building Relationships
LinkedIn is not just a platform to broadcast your achievements and content; it's a community. Engaging with your network's content is just as important as posting your own. Brynne advised, "Like, comment, and share. Engage genuinely and consistently." This engagement should be thoughtful and add value, showing that you are not just there to sell, but to be a part of the conversation.
Leveraging LinkedIn for Sales Prospecting
The true power of LinkedIn for sales professionals lies in its ability to find and connect with potential clients. Brynne shared several tactics for effective prospecting.

Advanced search features, alumni networks, and joining relevant groups can help you identify and connect with potential leads. But the key is in the approach. She recommended personalizing connection requests and messages, avoiding the hard sell, and focusing on building a relationship first.

The blend of Brynne’s expert insights, practical strategies, and real-world success stories make it an invaluable resource for sales professionals eager to adapt and succeed in the digit...

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes.
Navigating the Challenges of Being a New Sales Manager
The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an unexpected incident, Jeb shares rapid rise to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles.

A key highlight of Jeb’s story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary’s emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers.
Core Principles for New Sales Managers
Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader. This approach is not about being passive but rather about being strategically observant, identifying opportunities for improvement, and understanding team dynamics before jumping into action.

One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale. This part of the discussion sheds light on the common mistake new managers make - trying to be the hero in every sales call, which ultimately hampers the development of their team.

Mike and Jeb discuss the balance between personal sales contributions and the development of the team. The insight here is clear: sales leadership is less about personal selling skills and more about elevating the capabilities of the team.

Challenges in Sales Leadership
Many sales leaders are overwhelmed with non-sales-related tasks, preventing them from focusing on key activities like coaching, mentoring, and strategy development.

The discussion underscores the need for support from higher management. Often, new sales leaders are not given clear priorities, leading to misaligned efforts and burnout. It is crucial for executives to understand and support the primary role of sales managers - revenue generation.
Key Takeaways for New Sales Managers
New sales leaders must prioritize coaching, adaptability, and team development over individual sales achievements. The journey of a sales leader is unique and challenging, but with the right approach and support, it can be incredibly rewarding.

Remember, as a new sales manager, your success lies in how well you can elevate your team, not just your personal sales achievements. So listen, observe, coach, and lead your team to new heights.

Getting off to a good start in your first 90 days as a new sales manager is crucial. The key to success is knowing where to start, where to focus, and what to avoid.

In this brilliant, must watch Expert Voice, sales leadership expert and bestselling author Mike Weinberg shares seven keys to success for new sales managers. Watch Now

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager.

This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together.
Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World
As we work to sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership. His insights, derived from decades of experience, provide a roadmap for both aspiring and seasoned sales manager in navigating the complex and often misunderstood profession of sales.
Understanding the Core of Sales
The art of selling, despite technological advancements and evolving methodologies, remains fundamentally anchored in human interaction and relationships. Weinberg underscores that the crux of effective selling lies in understanding and addressing customer needs, clear communication, and building trust. These timeless principles are the bedrock upon which successful sales strategies are built, regardless of the industry or market dynamics.

The Evolution of Sales Training and Leadership
Sales training and leadership have undergone significant transformation over the years. Weinberg points out a critical gap in many organizations - the transition from being a top-performing salesperson to an effective sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management is about nurturing and developing talent, fostering a culture of accountability, and leading by example. It's about guiding teams through challenges and inspiring them to achieve collective success.
Technology: A Tool, Not a Replacement
In our tech-driven age, there's a growing tendency to rely heavily on technology for sales processes. While technology undoubtedly offers efficiency and data-driven insights, Weinberg cautions against allowing it to overshadow the human element.

Automation and AI are tools to enhance, not replace, the personal touch that is central to building and maintaining customer relationships. The challenge for modern sales professionals is to integrate technology into their strategies without losing the essence of personal connection.
Debunking the Myths of Social Selling
Social selling has been touted as a revolutionary approach in the digital era. However, Weinberg challenges this notion, arguing that while it is a valuable component of a broader strategy, it is not a standalone solution. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant. Social selling should complement, not replace, these time-tested techniques.
Navigating Crises in Sales Management
Leading a sales team through periods of crisis requires more than just strategic acumen. It demands adaptability, empathy, and clear communication. Weinberg emphasizes the importance of maintaining team morale and productivity during such times. Sales leaders must be beacons of stability and clarity, guiding their teams through uncertainty with a steady hand and an empathetic approach.
Personal Growth and Future Trends
Weinberg’s journey also highlights the importance of personal growth and adaptation in a rapidly changing industry. The future of sales lies in balancing technological advancements with the irreplaceable human elements. As AI and machine learning continue to shape the landscape, sales professionals and leaders must remain agile, constantly learning and evolving to integrate new tools and techniques without losing sight of the fundamental human connections that drive sales.
Master the Fundamentals

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.
Why Account Management Matters
In sales, closing deals and prospecting often steal the spotlight from account management and customer retention. Yet, account retention and expansion are essential for sustainable business growth.

Account management is vital because retaining an existing customer is often more cost-effective than acquiring a new one. As such, focusing on account management can significantly impact a company's bottom line.
Best Practices in Account Management
One of the most critical aspects of effective account management is maintaining regular communication with clients. This doesn't mean only reaching out when it's time to renew a contract. Regular check-ins, updates on new offerings, and discussions about the client's evolving needs can make them feel valued and understood.

To effectively manage and expand accounts, it's crucial to have a deep understanding of the client's business and objectives. This knowledge allows account managers to align their offerings with the client's goals and present solutions that genuinely resonate with their needs.

Successful account management often involves collaboration with customer success and support teams. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes. Their insights can be invaluable for account managers looking to deepen client relationships.
Account Expansion Selling
Once a strong relationship is established, account managers can identify opportunities for expansion. This could mean introducing new products or services, expanding into different departments within the client's organization, or simply ensuring that the client is fully utilizing the existing solutions. Account expansion is not just about selling more; it's about deepening the relationship and providing more value.

Account expansion selling involves a range of strategies, including cross-selling and upselling, but it goes beyond these tactics. It’s about understanding the evolving needs of your clients and adapting your offerings to meet those needs over time. The goal is to become an indispensable partner rather than just another vendor.

The cost of selling to an existing customer is typically lower, and the probability of success is higher because of the established relationship and trust.

Long-term client relationships fostered through account expansion often result in more predictable and stable revenue streams. Clients who have grown with your business are more likely to remain loyal and less sensitive to price changes or market fluctuations.
How to Excel in Account Expansion Selling
Deep Understanding of Client Needs: The first step is to have a thorough understanding of your clients' businesses, challenges, and goals. This understanding allows you to identify opportunities where your products or services can add value.

Regular Communication and Relationship Building: Regular, meaningful communication is key. This involves not just checking in on service delivery but also discussing industry trends, sharing insights, and becoming a trusted advisor.

Tailored Solutions and Personalized Experiences: Offer solutions that are tailored to your client’s specific needs. Personalization in your offerings demonstrates that you understand and value their unique challenges and goals.

Leveraging Data and Analytics: Use data and analytics to gain insights into client behavior, preferences, and potential needs. This information can guide your approach to offering relevant products or services.

Collaboration Across Teams: Successful account expansion often requires collab...

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success.
Journey from the Court to the Boardroom
Dre's journey from the basketball court to the boardroom offers invaluable lessons for sales professionals. His story is a testament to perseverance and adaptability.

Transitioning from scoring points in the NBA to scoring wins in business, Dre has demonstrated how the principles of sports excellence can be effectively applied to sales. His philosophy revolves around four pillars: discipline, confidence, mental toughness, and personal initiative.
The Four Pillars of Success
1. Discipline: The Foundation of Success At the core of Dre's philosophy is discipline. In sales, as in sports, consistent effort and a structured approach are non-negotiable. Dre emphasizes that discipline isn't about forcing oneself to work but about creating a structure that naturally fosters productivity. For sales professionals, this means meticulously planning your day, prioritizing tasks, and sticking to a routine that aligns with your goals.

2. Confidence: More Than Just a Feeling Confidence, as Dre describes, is about boldly presenting oneself authentically. It's not about faking it till you make it, but about genuinely believing in your abilities and value. For a salesperson, this means trusting in your product, your approach, and your capacity to deliver solutions that genuinely benefit your clients.

3. Mental Toughness: Staying Resilient Amid Challenges Dre's third pillar, mental toughness, is about maintaining discipline and confidence, even when results aren't immediately visible. In sales, rejection and setbacks are part of the journey. Developing mental toughness means not getting overly discouraged by a lost sale or overly elated by a big win. It's about finding an emotional equilibrium that allows you to stay focused and effective.

4. Personal Initiative: The Drive to Take Action The final piece of the puzzle is personal initiative – the willingness to take charge and make things happen. Dre's story of proactively reaching out to agents to kickstart his basketball career exemplifies this. In sales, it translates to not waiting for opportunities but creating them through proactive outreach and seizing the moment.

https://www.youtube.com/watch?v=OtzAHNxUb7w

Applying the Pro-Athlete Mindset to Sales
Adopting a pro-athlete mindset in sales means more than just being disciplined, confident, mentally tough, and proactive. It's about seeing each interaction, each pitch, and each deal as part of a larger journey towards mastery.

Just as athletes train relentlessly to perfect their craft, sales professionals must continuously hone their skills, adapt to new challenges, and remain committed to their personal and professional growth.

Drawing parallels between elite sports and sales, success is not just a matter of chance or natural talent. It's the result of a consistent, disciplined approach, much like the journey of a professional athlete.
The Foundation: Discipline and Confidence
Discipline in sales, as in sports, is about more than just hard work. It's about setting a routine, adhering to best practices, and staying committed even when the results aren't immediate.

Pro-athletes dedicate countless hours to training, understanding that each session builds towards a greater goal. Similarly, sales professionals must commit to their process, whether it's researching prospects, refining pitches, or analyzing feedback.

Confidence, an important key to sales success, stems from this disciplined approach. Just as athletes trust their training and abilities, sales professionals must believe in their strategies and skills.

This 90-Day Negativity Fast Will Change Your Life
On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment. The goal is to focus on personal mental health and maintain a positive mindset, while acknowledging that some negative reactions are necessary in certain situations.
10 Strategies For Eliminating Negativity
In today's fast-paced and often negative world, it's important to actively work on cultivating a positive mindset. By adopting certain habits and perspectives, we can navigate through life's challenges with grace and find more joy and fulfillment along the way. Here are 10 powerful strategies to help you foster a positive mindset:
Disconnect to Connect
Leave your phone behind during conversations to fully engage with others and avoid distractions. This allows for more meaningful interactions and deeper connections.
Choose Balanced Sources
When consuming news, select balanced and reputable sources that provide accurate information without promoting divisiveness. Being well-informed is essential, but it's important to avoid getting caught up in the negativity often associated with certain news outlets.
Respect Diverse Opinions
Regardless of political beliefs, it is crucial to focus on understanding and respecting others. Recognize that people may have different perspectives, and instead of engaging in unnecessary arguments, aim for empathy and open-mindedness.
Happiness Over Winning
Prioritize happiness over winning arguments. Engaging in arguments that serve no purpose only leads to frustration and negativity. Choosing happiness and letting go of the need to prove oneself right can contribute to a more peaceful and fulfilling life.
Assume Positive Intent
Give people the benefit of the doubt and assume positive intent in their actions. It is easy to jump to negative conclusions, but assuming positive intent allows for more harmonious relationships and reduces unnecessary conflict.
Practice Forgiveness
Forgiveness is not for the benefit of the person who wronged you, but rather for your own mental health. Holding onto anger and resentment only eats away at you. Let go of grudges and find peace within yourself.
Surround Yourself With Positivity
Surround yourself with positive influences and consume uplifting content. Seek out individuals who radiate positivity and consume media that inspires and motivates you. This will cultivate a positive mindset and help counteract negativity.
Change Your Narrative
Challenge negative beliefs and narratives that contribute to negativity. Instead of assuming the worst in situations, consciously choose to focus on positive interpretations. By changing your beliefs, you can shift your mindset towards a more optimistic outlook.
Emotional Autonomy
Recognize that external events and actions do not have to dictate your own emotional state. Take responsibility for your reactions and choose to respond positively, even in challenging situations. Cultivating emotional autonomy empowers you to maintain a positive mindset regardless of external circumstances.
Positive Responses to Negative Events
Instead of reacting negatively to negative events, find positive ways to respond. Rather than letting anger consume you, find ways to reframe and reinterpret situations to maintain your own peace of mind. Responding with positivity can lead to better outcomes and a more fulfilling life.

By implementing these strategies into your daily life, you can cultivate a positive mindset that will not only benefit your own well-being but also positively impact those around you. Remember, fostering a positive mindset is a journey that requires consistent effort and practice.
Don't Take Our Word For It
The Negativity Fast offers a transformative app...

The Best Sales Leaders Share These 4 Traits
On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in training and support for their leaders.

Damon's book, "The Learn It All Leader," focuses on leadership in times of rapid change. It provides his unique perspective on leadership, gained through his experiences in the corporate learning world.
Leading with integrity and making ethical choices, even in sales, starts with making a commitment to always doing the right thing.
There are four key traits for successful leadership: humility, curiosity, integrity, and courage. Each of these traits are specifically important for sales leaders and positively impact their teams.
It is critical for sales leaders to be curious and open-minded, as it helps them understand their team members' perspectives and provide effective guidance and support.
Leaders must always be seeking opportunities to learn and grow, in turn building a culture of continuous learning and development.
Organizations should invest in training and support for their leaders, ensuring they have the necessary skills to succeed. Consistent reinforcement and follow-up ensures the effectiveness of training initiatives.

Taking An All-In Approach to Leadership
Being a leader doesn't necessarily mean managing a large team. Each of us has the potential to be a leader in our own way. As an individual sales rep, you have the opportunity to be a leader within your team and also in your role as a parent. I want to emphasize that the term "leader" includes all of us.

Taking an all-in approach to leadership means giving your full effort and putting in 100% commitment. It's about giving your best in everything you do.

This concept also applies to sales. Sales is not a profession where you can casually say, "I'll give sales a try today" or "I'll make ten calls and see what happens." You need to be fully dedicated to sales or to your leadership role, or whatever it is you're doing. Even if you give your all and face failure, there are valuable learning opportunities that can benefit you in the future.

If you want to lead, influence, motivate, and guide others, you can't just dip your toe in. You have to be fully committed, and people will recognize and appreciate it. If you're not authentic and engaged, it will be a problem.
4 Traits Of Successful Sales Leaders
1. Humility:

Acknowledging Limitations: A humble sales leader recognizes their limitations and leverages the expertise of their team. It's about understanding that the collective knowledge of the team often surpasses individual understanding.
Embracing Collaboration: Encouraging open communication and collaboration among team members fosters an environment where ideas flow freely, leading to innovative sales strategies.

2. Curiosity:

Effective Questioning: Curiosity in sales involves asking probing questions to truly understand the client's needs and challenges. This curiosity leads to valuable insights that can be utilized to tailor solutions to meet the client's specific requirements.
Active Listening: Cultivating curiosity also means being an active listener. Sales leaders should encourage their teams to listen attentively, allowing them to grasp the nuances of client conversations and respond thoughtfully.

3. Integrity:

Doing the Right Thing: Sales leaders should emphasize ethical sales practices. This means being honest with clients, even if it means redirecting them to a different, more suitable solution. Long-term relationships are built on trust,

Silence Isn't Awkward— It's A Powerful Tool
On this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation.

Preparation is key, and when executed correctly, this technique can inspire meaningful connections and foster a deeper understanding of customer needs. The goal is to strike a balance and avoid excessive discomfort, while still capturing attention and prompting thoughtful responses from your prospect.

This approach can be effective in both in-person and phone sales meetings, as long as the sales professional is both intentional and well-prepared.

Leveraging discomfort can drive engaging sales conversations, lead to more successful sales interactions, and yield better outcomes.
Introducing discomfort helps reset the typical cadence of sales meetings. Creating a brief moment of silence by taking a sip of water or a beverage, for example, prompts prospects to fill the void with their thoughts and opinions.
Sales professionals should aim to actively engage prospects and encourage them to share their perspectives.
Meaningful connections are fostered when prospects are given the opportunity to actively participate in the conversation and a deeper understanding of customer needs can be achieved through this approach.
Preparation is key to confidently employ this strategy. Sales professionals should have a list of well-thought-out questions ready to guide the conversation.

Discomfort Is A Misunderstood Emotional Response
We've all experienced that awkward silence during a call with a prospect. When faced with uncomfortable situations, it can trigger fear or avoidance. As sales professionals, what do we tend to do?

We want to fill the silence, right? Because it's uncomfortable. Our heart races a little faster, and our amygdala kicks in. We start blurting things out, talking over the prospect, and never really getting what we need from them or triggering their self-disclosure loop. This is where the power of discomfort comes into play.
Use Silence To Your Advantage
In those moments of silence, it's important to let the silence marinate a bit. As a sales professional, you need to be intentional about allowing the silence to exist. Both you and the prospect feel the anxieties of filling the void, but you don't want to win the race of who talks first. You want to sit back, listen more, and let them do the talking.

In the virtual world, with technology lags and transmission delays, it becomes even more challenging. When you ask a question, there's a pause before they even hear it. If you start answering the question without realizing this, you're speaking over them. This is
Give Your Prospect A Chance To Respond
To leverage the power of discomfort in virtual meetings, try this simple trick:

Have a cup of coffee or a bottle of water with you. Ask a question, then take a sip of your drink. This prevents you from talking while giving the prospect time to answer. When you create a lag by pausing after asking a question, it prompts the other person to respond.
Reframe Your Question
However, it's important not to wait too long and make it uncomfortable. If they don't answer in a reasonable amount of time, you can fill the silence by reframing the question and clarifying what you meant. Taking another sip of water can also signal that you expect a response. This discomfort can be used in a positive way to encourage conversation.
What To Do If Reframing Doesn’t Work
Again, this is the art of having a conversation too. At that point, you're not going to ask the question and reframe it yet again. Instead, you can say something like, "Let's table that for now.

Burnout Is 100% Preventable
In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being.

On this episode of the Sales Gravy Podcast, Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support productivity and success.

They emphasize the significance of making conscious choices about food and nutrition, as well as the impact of deep breathing on reducing stress and improving mental clarity. They also highlight the connections between physical and mental well-being and provide practical tips for incorporating healthy habits into daily routines.

Prioritizing health and wellness is crucial for supporting productivity and success. Our well-being directly affects our ability to perform at our best and achieve our goals.
Making conscious choices about food and nutrition can have a significant impact on energy levels and mental clarity. It is essential to nourish our bodies with wholesome and nutritious food that provides the necessary fuel for optimal performance.
Deep breathing exercises help reduce stress and improve focus during sales calls and meetings. Taking a moment to focus on our breath and engage in deep breathing exercises can help us manage stress and promote a calm and centered state of mind.
Physical and mental well-being are interconnected, and taking care of one supports the other. By engaging in regular physical activity, we not only improve our physical fitness but also support our mental health by reducing stress and promoting a positive mood.
Starting the day with stretching and movement can enhance overall well-being. Incorporating stretching and movement into our morning routine can help wake up our bodies and increase blood flow, leading to improved flexibility and overall well-being.
Taking intentional breaths throughout the day can bring a sense of presence. In the midst of a busy day, it is important to pause and take intentional breaths to bring ourselves back to the present moment. Focus on your breath and take deep, mindful breaths to increase oxygen flow to your brain.

Stopping Burnout In Its Tracks Begins With Awareness
It's only when we experience burnout that we realize we've overlooked our physical health and need to address it.

However, without a healthy body to support you, this mindset is not sustainable. Sleep is crucial not only for your physical well-being but also for your brain function. Certain systems in your body need time to restore and recharge, enabling you to achieve greater success in the long run.

Taking care of your basic needs, such as getting enough sleep, eating clean and healthy, taking proper breaks and rest throughout the day, having fun, and engaging in daily movement, is essential. It doesn't have to be lifting weights in the gym; any form of movement can enhance communication, clarity, and creativity in your brain. Prioritizing these aspects will ultimately support you in achieving your goals for a longer period and with greater strength.
Sales Professionals Are The Elite Athletes of The Business World
If we consider salespeople, especially top salespeople, from a different perspective, we can see that they possess crucial skills for modern selling.

However, your mental capacity to be creative and find solutions, as well as your ability to be a consultant, will always be limited by your physical capacity. Many people don't think about it this way. But when I talk about sales professionals being the elite athletes of the business world, I mean that you need both physical and mental strength.

When we think about mind, body, and spirit, we can see that the combination of the mind and body creates a flow.

Why Roleplay Should Be A Key Part of Your Sales Culture
In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of roleplaying in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. They encourage individuals to find their preferred style of roleplaying and commit to regular practice, even if it feels uncomfortable at first.

Roleplaying in sales is a powerful tool that helps salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. It allows them to practice and refine their sales techniques in a safe environment.
Leaders play a crucial role in creating a culture of roleplaying and accountability within their teams. By embracing and encouraging roleplaying, leaders can foster a collaborative and growth-oriented atmosphere that drives individual and team improvement.
Consistency and commitment are key to successful roleplaying. It should be a regular part of the sales process, rather than a one-time activity. Salespeople should make a commitment to practice regularly, even if it feels uncomfortable at first.
Roleplaying exposes weaknesses and areas for improvement. By simulating different scenarios, salespeople can identify their strengths and weaknesses, allowing them to focus on areas that need development and enhancing their overall performance.
Constructive feedback and coaching are essential for growth in roleplaying. Salespeople should seek feedback from their leaders, peers, or even trusted individuals outside the team. This feedback helps them identify areas for improvement and refine their approach.

Creating a Culture of Role-Playing
One key takeaway from this podcast episode is the role of leaders in fostering a culture of role-playing within their teams. By encouraging and embracing roleplaying exercises, leaders can establish an environment where individuals feel safe to practice and refine their sales techniques. This culture of accountability sets the stage for continuous growth and improvement.
Benefits of Role-Playing
Roleplaying allows salespeople to step into the shoes of their customers, understand their perspective, and develop empathy. By simulating real-life scenarios, sales professionals gain insight into the challenges and concerns their customers may face. This understanding enables them to ask the right questions, provide tailored solutions, and build stronger relationships.

Moreover, roleplaying serves as a platform for salespeople to enhance their skills and build confidence. Through practice and repetition, they can refine their pitch, overcome objections, and improve their overall sales performance. Roleplaying provides a controlled environment where individuals can experiment, receive feedback, and make necessary adjustments.
The Role of Consistency
Consistency is a vital component of effective roleplaying. Just as athletes train regularly to maintain peak performance, salespeople must commit to regular practice. Consistent roleplaying ensures that skills remain sharp, and individuals continue to grow. It is not a one-time activity but an ongoing process that drives continuous improvement.
Unifying the Team
Roleplaying has a unifying effect on sales teams. It establishes a shared language, understanding, and approach to sales. By engaging in roleplaying exercises together, team members develop a collaborative mindset and foster a sense of camaraderie. This collaborative atmosphere promotes knowledge-sharing, peer feedback, and mutual support, leading to a stronger, more cohesive team.
Overcoming Discomfort and Embracing Growth
While role-playing may initially feel uncomfortable, it is crucial to overcome this discomfort to reap its benefits fully.

Sales Presentation Skills That Get You To "Yes" Faster
In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They discuss how the fear of “no” sabotages sales presentations and what salespeople can do to deliver more successful and engaging presentations that get them to “yes”.

The fear of failure and rejection can sabotage sales presentations and affect performance.
Embracing rejection and understanding its value can lead to more successful sales presentations. The "Go for No" strategy involves intentionally increasing failure rate and using each "no" as valuable data for growth.
Preparation and structure are essential in delivering compelling sales presentations. Improvisation in sales presentations can come across as unprofessional or unprepared. Don't just show up and throw up.
Storytelling is a powerful tool to engage the audience and connect with them on a deeper level. Sharing stories about overcoming challenges and how your solution helped can capture attention and emotions.
Losing your place or stumbling over words during a presentation is common, but maintaining composure and smoothly continuing is key.
Well-prepared presentations instill confidence in the salesperson and engage the audience more effectively. But it's important to bring passion and authenticity to sales presentations rather than striving for perfection.

The Fear Of “No” Derails Sales Presentations
In the dynamic world of sales, where each presentation is an opportunity to forge valuable connections and secure vital deals, a formidable adversary often lurks in the shadows—the fear of failure and rejection. It's a sentiment that frequently courses through the veins of salespeople, affecting their confidence and ultimately their performance. This fear, while entirely human, can become an insidious obstacle to delivering compelling sales presentations.

But here's the paradox: it's precisely this fear, when understood and harnessed, that can catapult a salesperson from mediocrity to mastery. This podcast delves into the heart of this challenge, exploring why salespeople often grapple with the fear of rejection and failure, how it affects their ability to engage their audience, and most importantly, why embracing this fear can be a game-changer in the competitive world of sales.
What Is “Go For No” All About?
The concept of "Go for No" is about intentionally increasing your failure rate and intentionally hearing "no" more often. The idea behind this is that when you embrace rejection, it paves the way for more "yeses" to come.

However, this doesn't mean that you should simply keep hearing "no" without making any improvements or using the feedback from those rejections. It's important to treat each "no" as valuable data for growth. For instance, you can set goals based on the number of "no" responses you aim to receive, and actively seek out opportunities to hear "no."
Don't Show Up and Throw Up
In the world of sales presentations, there's a phrase that often rings true: "Don't show up and throw up." It's a cautionary mantra that reminds salespeople of the importance of preparation and structure in their interactions with potential clients. Showing up unprepared, with no more than a vague idea of what to say, can lead to a meandering and unconvincing pitch. Instead, successful sales presentations require careful planning.

Salespeople should have their notes ready to go, create a basic outline for the conversation, and prepare specific talking points. While improvisation might seem like a way to appear more "natural," it often results in coming across as unprofessional or unprepared. A well-prepared presentation not only instills confidence in the salesperson but also engages the audience more effectively.

And the truth is, when people speak without preparation,

Delivering A Next-Level Customer Experience
In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market.

Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture.

Their conversation covers a range of topics, including the evolution of sales and marketing, the role of relationships in modern selling, and driving pipeline growth through real connection.

In a highly competitive market, differentiation is key. Sales organizations should prioritize customer service and engagement as a means to drive pipeline growth and set themselves apart from competitors.
Outbound prospecting is essential for building pipeline and requires a team effort, with every member of the organization contributing to pipeline growth.
Building a strong sales culture means aligning goals and KPIs across departments, and promoting a team sport mentality that encourages collaboration and communication.
By identifying customer challenges and demonstrating how a recommended product or solution can help solve them, sales professionals can build trust and create value for their customers.
Sales professionals must leverage multichannel, multilayer engagement for reaching decision-making committees.
Salespeople can deliver a next-level buying experience by meeting customers where they are and understanding their communication preferences.
Companies can differentiate themselves in a highly competitive market by prioritizing people, building strong relationships, and providing value to customers.
When sales organizations focus on the customer experience, build a strong sales culture, and promote collaboration and communication across departments, they can drive pipeline growth and set themselves up for long-term success.

Sales And Marketing Are Human Endeavors
Maintaining a focus on human relationships is a differentiating factor for sales organizations, especially in a world where technology seems to be pushing us further away from personal connection.

From a marketing standpoint, this emphasis on connection can be leveraged to generate leads and get more opportunities.

Ultimately, success in your sales organization depends on having the right people who not only understand what your product or service is designed to do, but also know its boundaries. In fact, this expertise is exactly what allows smaller sales forces to be nimble, show more appreciation for customers, and differentiate from their Goliath competitors.

This philosophy should be ingrained in your culture from top to bottom, from the way you recruit to the way you collaborate.

This focus on people is an important differentiator in marketing and go-to-market strategies, but when it is a key part of your DNA, competitors take notice.
Make It Easy For The Customer To Do Business With You
In terms of customer experience, It's not just about believing that the customer is always right, but rather prioritizing the customer above all else. This mentality should extend to sales professionals as well. It's important to remember that a prospect is not yet a customer, but their emotional experience during their journey with you is a consistent predictor of outcomes more so than any other variable.

Have you ever been on the receiving end of a sales pitch? We all have at some point in our lifetime.

But which pitches do you remember? You probably remember the ones where the salespeople had an emotional connection with you.

Of course, the price had to be right and the product had to fit your requirements. But what made the difference was when the experience was memorable, and these memories accumulate over time.

It should be easy and enjoyable for people to do business with you. Each time a customer interacts with your organization,

A Great Modern Seller Leverages These 5 Skills
In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to executives based on knowledge of their organization, rather than regurgitating information that can be found online. They also discuss the importance of discipline and habits in maintaining success as a salesperson, especially when working from home. Finally, they touch on the rebirth of field sales and the importance of building strong relationships with leadership.

Instead of simply regurgitating information that can be found online, sellers must have a deep knowledge of their clients' organizations in order to provide business insights that are truly valuable.
Ask provocative questions that create awareness of potential problems or opportunities within the organization.
Build strong relationships with leadership and even going as far as getting into the "bowels" of the organization to get a better understanding of what's happening.
Modern sellers must also have an ownership, or entrepreneur, mindset. They should look at their sales territory as a business, and make decisions based on the top and bottom line as well as weigh risks and opportunities.
Discipline and habits are also crucial for maintaining success as a modern seller. For instance, you should build a strong plan, set goals, track your activities and metrics, and adapt to changes in the sales landscape.
Building strong relationships with leadership and being able to adapt to changes in the sales landscape.

What Differentiates A Modern Seller?
The truth is that there are core basic activities that every salesperson must perform.

Modern sellers have elevated these skills, honing the craft of selling to rise above their competitors and sell differently - and better.

When Amy was doing research for her new book, The Modern Seller, she noticed a particular set of skills that stood out from the rest in terms of indicators of success for salespeople. There are the "everyday skills" of prospecting, presenting, negotiating, and closing. Then there are five skills that modern sellers consistently do better than others, and are clear differentiators.

Agility
Entrepreneurship
Holistic Sales Territory and Pipeline Management
Strategic Relationship Building
Ambassadorship

Through Amy’s career and observations, she has found that mastering these five skills is key to standing out as a top seller. Whether you are an individual seller or a leader building these skills in yourself or your team, these are skills that you should prioritize for the future.
Modern Sellers Are Masters Of Business Acumen
One of the biggest challenges for sellers today is the level of business acumen that they are expected to have. It's not just about having a feature-benefit-price conversation anymore. Instead, sellers must study the client's business and industry to have more in-depth, business-oriented conversations.

Modern sellers need to display a level of business acumen that other sellers may not possess, or they may need to focus on improving these skills. Ultimately, a modern seller is someone who truly differentiates themselves and stands out for their clients.

The best sellers out there cannot be separated from their product or service because they are a crucial factor in the equation of their client's success.

Business acumen is essential to connect with clients and demonstrate the value of your services or products in addressing their individual and unique business challenges, issues, and opportunities.

In longer cycle sales, where the complexity is higher, simply providing a standardized proposal deck is not be enough to stand out. Instead, you need to be able to build a bullet proof business case that clearly demonstrates ROI. This requires the ability to show the actual outc...

If You Don't Take Action, You Won't Get Results
In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers. Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects.

Strategic planning and research are paramount for sales and marketing professionals, including targeting a specific market, establishing credibility, using interviews as a prospecting channel, and planning for the future.
Target a specific market instead of trying to target everyone. Determine where to publish, speak, network, post, and participate in blogs, portals, forums, and communities to reach this audience.
Establish credibility in one industry before expanding into others. This requires deep-dive research on market forces, disruption, and compliance regulations. When you track where the money is going, you can prepare for unexpected events and pivot when necessary.
Using interviews as a prospecting channel to gather intelligence, build relationships, and connect with high-level decision makers. focusing on providing value rather than seeking approval or sounding smart during conversations with economic buyers.
To plan for the future, dedicate time to strategic planning based on research, conversations, and feedback from past clients. It's important to always have a plan B in place and be ready to shift gears and change direction when necessary.
By focusing on specific markets, establishing credibility, and using interviews as a prospecting channel, professionals can connect with high-level decision makers and achieve their business goals.

To Sell, You Have to Take Action
As a sales professional, you face a simple choice.

Stay put or go out and do something. Believing that "if you build it, they will come" is a fallacy.

Planning is essential, but without conversations, it won't lead to success. It's time to take action and start having those conversations.

Shake hands and create familiarity with your voice, face, and message. This way, when people see you, they will recognize you and remember your message. This is where serendipity happens.

The key message of David's new book, Do It! Selling is that without action, there will be no results. Leads do not come out of the blue. Sometimes these leads may seem serendipitous, but they actually result from the actions you take to create an environment conducive to generating leads.

If you consistently put in effort, the universe has a way of rewarding you, but it won't reward you for simply waiting for success to come to you. Waiting around for leads to come to you is a reactive approach.

Instead, you need to be proactive and actively seek fresh targets on a regular basis.
The 3 PR Game Plan: Personalized, Professional, Public Relations
For those who are a bit reluctant to sell, David presents a new definition for sales: 'Are you sending enough invitations to a conversation with enough of the right people about how you can help them?' This conversation may not always lead to a commercial relationship, but results in an introduction or referral.

Sometimes, the person may not be the right fit at the moment, but they may come back in the future with an opportunity to work together. Therefore, it's important to put fresh prospects on your radar daily by sending enough invitations to a conversation with real people whom you can help, with the intention of opening a conversation and seeing where it goes.

Enter the Three P. R. Game Plan,

Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions
In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their toughest sales challenges. Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Whether you're a solopreneur, small business owner, sales professional, you'll take away powerful strategies to advance your career, grow your business, or land your dream account.

Small companies lose customers because they take them for granted and don't address their concerns.
To win big deals, put a wedge between the incumbent vendor and the customer and look for issues that can be addressed.
Personalized service and attention are selling points for small companies managing accounts with larger competitors.
The hardest thing to do when scaling a business is moving from where you are to the next place.
To get big accounts, create a list of 10-25 dream accounts and target them specifically.
When using LinkedIn, sending a voice message or using Vidyard for video messages can be effective.
Layering on other parts of a messaging sequence, such as phone calls or handwritten notes, can increase effectiveness.
Chat GPT can be a useful tool for writing proposals and creating sales messages, but it can also degrade the quality of written communication if used lazily.

Q: How Do I Stand Out In The Final Round Of The Interview Process?
To leave a lasting impression during a presentation in your final round of interviews, use a strategic approach. A useful tactic is to speak last, also known as the availability bias.

In a final presentation interview, demonstrating ROI is crucial, especially in today's economy. Use a business case to showcase the value you bring. Start by discussing what you discovered during the discovery phase, the problems you faced, and the future state after your program is implemented. Highlight values that are important to individual stakeholders, like personal outcomes and emotional outcomes such as peace of mind and trust in the vendor. Be sure to make your case using business language, not just marketing brochures, and support it with math.

To provide a value framework, follow these steps: articulate the problem you discovered, make a recommendation to solve it, and describe the outcomes your recommendation will generate in terms of measurable business outcomes, personal outcomes, and emotional outcomes. Use the audience's language and be specific. By following this structure, you'll help the audience absorb information more effectively.
Q: How Do I start Targeting Larger Accounts?
Scaling up into larger businesses can be overwhelming, but the first step is to take action. While hitting singles may be easier, it's important to pursue bigger opportunities to gain experience selling larger deals.

However, it's also important to not overlook the value of smaller deals and to have a consistent pipeline of singles, doubles, triples, and home runs. This helps de-risk your pipeline and income while providing opportunities for growth and a bigger income.

To reduce risk in your pipeline, it's crucial to have strong qualifying mechanisms and a solid understanding of a potential client's fit with your company. Identifying decision-making roles and stakeholders is also essential.

When pursuing a deal, it's important to build an unassailable business case for why your company is the right choice. This involves mapping out every detail and identifying potential challenges and solutions.

Finally, use murder boarding to identify potential obstacles and develop strategies to overcome them. By the time of the final presentation, you should feel confident that the client has already made the decision to do busin...

Curiosity Is Your Key To Effective Cold Calling
On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected. His prospecting philosophy requires the salesperson to build trust and demonstrate curiosity, master the first few seconds of the conversation to create emotional buy-in, and avoid triggering psychological reactance. By breaking down the conversation and practicing each part in training, sales reps can improve their skills and conduct more successful sales conversations.

Chris Beall connected the dots between market dominance and the potential impact of a humble cold call.
Calibrated callers are comfortable using a psychological framework, playful curiosity, and confidence to create a clean read from potential customers and insist on a meeting.
The seven-second rule is a technique for building trust in a cold call by demonstrating tactical empathy and competence to solve the problem of the caller being an interruption.
The risk of B2B sales is a career risk, not a financial risk. B2B salespeople are necessary because buyers risk their careers when making buying decisions.
Salespeople must gain the trust of potential customers to become the expert and be on their side.
Sales reps must be able to make a clean read of a potential customer, understand their needs and interests, and provide value.
Handle objections in a delicate and curious manner, stick to your guns, and position yourself as an expert to establish trust quickly.

Gain Your Prospect's Trust In Seven Seconds
Cold calling is still one of the most effective ways of reaching potential customers, but it can be a daunting task for many salespeople, especially when you don't know where to start.

To start a conversation, we need to gain someone's trust. Without trust, they won't listen to us, and we won't get far. When we make a cold call, the person we're speaking with only wants to end the conversation while keeping their self-image intact. If they didn't care about their self-image, they would just hang up. So we have a small window of opportunity to gain their trust— just seven seconds.

In those seven seconds is to help the other party see that we see the world through their eyes. We call it tactical empathy. Secondly, we need to demonstrate to them that we're competent in solving a problem they have right now. Their problem could be me, but I can always offer to go away in exchange for something.

You want them to listen to you, so you make that offer. For example, you might open the call with a statement like:

"I know I'm an interruption. Can I take 27 seconds to tell you why I called?"

By saying this, you're self-indicting right at the beginning. That's what the other party is already thinking about you. You beat them to the punch. As a seller, it's essential to establish trust with your audience, especially in B2B sales. Eventually, they have to trust you more than they trust themselves and view you as the expert. This is why the first seven seconds are crucial in establishing trust with your audience. Do it wisely, and they will trust you forever, but try selling to them, and you'll lose their trust in an instant.

Then comes the pitch:

"We've made a breakthrough that eliminates the waste and frustration that hinder your best sales reps from being effective on the phone. My call today is to request 15 minutes of your time to share this with you. Do you have your calendar handy?"

Sounds easy, right? But it's not. The waste is economic, and the frustration is emotional. That's because frustration triggers the part of our brain that causes us to lash out. Be careful not to trigger anger and instead, use a tone of voice that shows you understand what frustration mean...

Building and Leading a Successful Sales Team
On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience in building and leading a successful sales team. Starting as the second employee of the company, she has been instrumental in its growth to a team of a thousand and counting. The organization offers inpatient substance abuse treatment, mental health treatment, and a mental wellness application called Nobu. Walsh shares insights on the importance of trust, relationships, and professional development in nurturing and retaining sales talent, as well as the challenges and opportunities of pivoting to virtual selling during the pandemic.

Allison shares her experience of nurturing and developing sales talent, and her journey as a young leader managing more experienced team members.
Trust, relationships, and professional development are instrumental in nurturing and retaining sales talent.
Focus on personal and professional development instead of financial incentives. Showing extreme compassion and support for your team pays off in the long run for both company culture and retention.
Create other career pathways for people to develop personally and professionally, even if they don't want the responsibility of managing humans.
Motions that leaders do to create relationship and trust with their people are the same behaviors that salespeople can emulate to build relationship and trust with their prospects.
Allison shares how her organization pivoted to virtual selling during the pandemic and invested in video technology to communicate with their partners for a blended approach to sales.
Discover the power of seeing, valuing, and hearing every employee and looking at the world from the perspective of "everybody matters."

Sales Training Is An Investment In YOU
In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales leader, sales enablement professional, or training facilitator, you will want to tune in for their conversation about keeping learners engaged and using feedback to improve enablement initiatives.

As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales enablement is a critical investment for companies looking to increase sales.
Sales skills, particularly soft skills, are perishable and need to be continuously developed.
Taking advantage of free training opportunities is crucial for personal and professional development.
Learning is never wasted, and even reviewing familiar concepts can provide new perspectives.
Leaders and trainers should give learners options and ask for feedback to keep them engaged.
Meeting learners where they are means providing information in a modality that works best for them.

Increase Skills to Increase Sales
As part of Sarah’s role, she is responsible for curating enablement for over 2000 individual contributing sales reps for Adobe, globally. She either finds or creates the information that their sales reps need to perform their jobs more effectively.

Adobe, like hundreds of other companies that we work with at Sales Gravy, invest in sales enablement and training for one simple reason— to increase sales, sellers need to continually increase their skillset.
Why Invest In Sales Enablement?
Sales training and enablement isn’t just for new hires. Salespeople must not only master the basics and fundamentals of selling, but in order to see continued success and growth, it is crucial that they advance their skills— long after the onboarding process has concluded.

One of the frustrations that sales enablement leaders face is hearing dissent from salespeople who think they know everything and don't need to learn more.

This way of thinking is dangerous. Sales as a profession is changing constantly, especially with the never-ending advances in technology.

To make your number and stay ahead, you need to be adept with these new technologies and always be looking for opportunities to expand your knowledge when it comes to your product, your competition, and the selling tools at your disposal.
There Is No Unused Learning
You might be instructed or advised to join a team-wide training session or read a book as part of a team book club. And you might think, “There’s nothing new here.”

The truth is, this cynicism is holding you back. Almost everything we learn, everything that's presented to us, someone has already thought of.

The important part of taking in information, even if it’s something you knew already, is the chance to reconfigure your thinking. In sales, we apply the fundamental basics of how we interact with people, from soft skills to how we develop our products, to different contexts and circumstances.

Products, services, and software change, and we must learn to navigate those changes out of necessity. In training, you might learn a concept or hear a practical piece of advice you’ve heard before, but you can get a new perspective on existing knowledge because it’s presented or applied in a different context.

Learning is never wasted.
Never Turn Down Free Training
Your company likely provides training opportunities, so it's wise to take advantage of them.

Workshops, even virtual ones, are delivered in a live format and watching a recording won't provide the same benefit. Attending training sessions live or in person allows you to learn from your coworkers, share ideas, and expand your way of thinking.

Investing in your education and training is important, because it makes a difference. At Sales Gravy University, we have 30,000 users,

Emotional Intelligence Is A Sales Superpower
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK.

Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships.
Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others.
Mental resilience is also important in sales, and it involves having a clear vision of what you want to achieve, being flexible and adaptable, and having a support network.
Emotional resilience involves having a clear understanding of realistic optimism, which means having a clear vision of what you want to achieve, what outcomes you are looking for, and understanding that there is meaning in what you're doing.
It's important to have a support network of people you can turn to for help, and to establish a relationship of trust with your manager.
It's important to interrupt negative self-talk and replace it with something positive, such as listening to a podcast or reading a book.
Complaining can turn a support group into a negative space, and it's important to have constructive conversations and avoid cynicism.

Emotional intelligence is a concept that Daniel Goleman launched and popularized approximately 30 years ago.

Robin began his career in sales in the 1980s and has been selling consistently ever since. Although he no longer holds the title of salesperson, he proudly wore that badge for well over a quarter of a century.

Today, Robin's company Ei4Change (Emotional Intelligence 4 Change) coaches and trains individuals and organizations on emotional intelligence, positive psychology, and neuroscience in the workplace.
What Is Emotional Intelligence?
Emotional intelligence is the ability to combine your thinking with your feelings in order to build high-quality relationships and make authentic decisions. While it is a simple concept, it can be difficult to execute, particularly in situations with intense emotions or pressure.

Relationships and decision-making play a crucial role in this process. It is essential to have high-quality relationships with people you can turn to and say, "Hey, I'm having a bad day. Can we talk about something other than work? Or do something together that can take my mind off things and help me get back to it tomorrow?" This allows you to step away from the situation and take a break.

Salespeople, in general, are mentally resilient and must demonstrate high levels of emotional intelligence in order to be effective.

Field-based salespeople, who may not work in an office, often need to motivate themselves and have an inner drive to sell to their clients.

Salespeople handle a lot from customers and clients, and have good and bad days like everyone else. Emotional intelligence in sales involves understanding and managing your own emotions to influence the emotions of others.
You Choose How You React to Your Emotions
Emotions are a natural reaction to our environment, and we cannot control their occurrence. However, we can choose how we respond to them.

Emotions prepare our body mentally and physically for events, and the intensity of emotions compounds with each event. At a certain point, emotions can become so intense that making a simple, effective choice becomes difficult.

Experiencing fear, for example, is not something that we can control or prevent.

In such moments, we are faced with a choice: do we react irrationally to our fear and potentially put ourselves in danger, or do we use the presence of our emotions as information to assist us in productive, clear decision-making?

We can choose to become immobilized, paralyzed, or act out in self-destructive ways. and we can choose to handle our emotions, turn them into something constructive,

Great Sales Messaging Isn't Rocket Science
On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone.

Prioritize positioning and lead the conversation to close more deals
CMOs and marketing teams must take ownership of the writing that their salespeople produce. This can be accomplished by incorporating writing development into sales training and coaching efforts
Use empathy and insight to connect with prospects and ensure that you establish trust at the beginning of the sales conversation.
Focus on the buyer's problem and the urgency behind it, rather than just promoting the product's features and benefits. Then, simplify messaging to get customers to say yes and move forward.
Create a framework and sequence for conversations, especially in discovery and closing conversations.
Use automation tools like Chat GPT to improve written communication, but remember that authenticity is key and phony, robotic messaging won't close deals.

Strategic Messaging Is Crucial For Any Sales or Marketing Organization
In today's market, it's increasingly difficult to find and take full advantage of precious sales opportunities. That's why it's so important to prioritize positioning and lead the conversation to close more deals.

At the University of Alabama, Jim Karrh, Ph.D. teaches coursework around innovative marketing and sales messaging. His curriculum is informed by his background in B2B consulting and his previous experience as a CMO for a private company.

During his time as a CMO, Jim became frustrated with the sales team's inability to effectively communicate the brand’s core messaging to both their direct sales team and independent distributors.

This experience led Jim to focus on bridging the gap between marketing and sales in his consulting work with B2B sales teams. Now, Jim uses his understanding of communication and psychology to help improve the practical day-to-day realities of salespeople and sales leaders.
Writing Ability Is Key For Clear Communication
Salespeople, even those with a college education, often face challenges with writing. If you're a leader and observe this trend within your organization, rest assured you're not alone. Nonetheless, writing and communication skills hold immense value and should be seamlessly integrated into your sales training and coaching efforts.

It's common for individuals to believe they lack writing ability, but in roles like sales, management, or leadership, writing is an essential skill—and usually an untapped secret weapon.

Writing compels you to structure your ideas coherently, enhancing focus on essential aspects, connecting concepts, establishing sequence, refining structure, and avoiding unnecessary wordiness. This process instills discipline, thereby fostering improved thinking and communication. Sadly, it's a rare skill and discipline in today's professional landscape.

The importance of writing extends beyond mere formality; it reflects our value as professionals. Throughout the selling process and in the eyes of customers, how we sound and come across in writing can significantly influence judgments.

Teams often need to revisit this aspect as people may not possess the ability to write naturally due to a lack of prior teaching or experience. By addressing this deficit and incorporating writing development into training, individuals can unlock their full potential as effective communicators and salespeople.
Poor Written And Verbal Communication Is Killing Your Brand And Your Bottom Line
If you're a Chief Marketing Officer (CMO),

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. It's free flowing, insightful, and informative.
There is so much to learn from this episode including:

- How to get more prospecting done in less time.

- Building targeted prospecting lists and leveraging social proof to get engagement.

- Keys to building better prospecting lists.

- How to be more confident with your messaging.

- How to be more consistent with Fanatical Prospecting Sequences.
The sales lessons you'll learn in this episode are so powerful that you'll want to listen to it multiple times and share it with your entire team.
Mastermind Groups: A Powerful Way to Start Selling and Leading Better
A Mastermind Group is a peer-to-peer mentoring group where individuals come together to help each other solve their problems and improve their lives or businesses.

Mastermind Groups are powerful tools for personal and professional growth. They can foster a sense of community and connection, help members overcome challenges, and facilitate significant progress towards their goals.

The concept was popularized by Napoleon Hill in his 1937 book "Think and Grow Rich" who believed that the collective intelligence of a group is far greater than the sum of its parts.

The members of a Mastermind Group are typically successful individuals who are motivated and dedicated to achieving their goals. They meet regularly (either in-person or virtually) to discuss their challenges, set goals, brainstorm ideas, and offer each other advice and support.

In a Mastermind Group, the focus is on collaboration, growth, and mutual support. Each member benefits from the wisdom, experiences, and perspectives of the others. This dynamic leads to fresh insights, new ideas, and powerful motivation. Participants can hold each other accountable for their goals, offer encouragement, and provide honest and constructive feedback.

A Mastermind Group can be focused on various topics, such as prospecting, time management, large account strategies, proposal and presentation skills, account management and retention, and more. They can be informal and self-organized or facilitated by a professional coach or mentor.

Sales Gravy Mastermind Groups are an excellent way to improve your sales skills, become a more effective leader, or solve problems. Our masterminds are facilitated by a Master Sales Trainer and include additional training resources to build on group discussions.
7 Reasons You Should Consider Joining a Mastermind Group

Knowledge Sharing: Mastermind groups can offer a wealth of shared experiences and insights. The diverse backgrounds and skill sets of the group can provide different perspectives on sales techniques, strategies, and approaches.
Networking Opportunities: Mastermind groups often bring together professionals from various industries, offering the opportunity to build a strong professional network. These relationships can lead to business partnerships, referrals, or other collaboration opportunities that can help grow your sales.
Problem Solving: You can bring your sales challenges to the group, and together, brainstorm and strategize solutions. The collective intelligence and creativity of the group can help you solve problems faster and more effectively than you might alone.
Accountability: Setting goals is easy, but maintaining momentum and staying accountable can be challenging. In a mastermind group, members help hold each other accountable, which can be very motivating and contribute to better sales results.
Emotional Support and Motivation: Sales can be a tough job with frequent rejections and setbacks. Being a part of a supportive group of peers who understand the challenges can provide emotional support, boost morale, and motivate you to keep going even during difficult times.

When They Say No: Overcoming Rejection And Shifting Your Mindset

Introduces Andrea and Richard's new book, When They Say No, and provides valuable insights on overcoming rejection in sales.
The fear of rejection has evolutionary roots, but it can be reframed to reach positive sales outcomes.
Breaking the negative thought spiral that follows rejection is crucial and should be given due importance.
The opening phase in sales, though often overlooked, holds significant value in establishing rapport and understanding customer needs.
Learn practical strategies to effectively handle rejection and rewire the mindset for success.
Salespeople should endeavor to embrace rejection as an opportunity for growth and relationship-building.
When salespeople overcome the fear of rejection, they achieve lasting sales success.

Your Fear of "No" Is Holding You Back
Are you tired of feeling defeated by rejection in sales and find yourself avoiding potential opportunities because the fear of hearing "no" holds you back? It's time to shift your mindset and embrace rejection as a stepping stone to success.

In this episode of the Sales Gravy Podcast, renowned sales experts Richard Fenton and Andrea Waltz share valuable insights from their book When They Say No that will revolutionize your sales approach.

The Power of Reframing Rejection
Our fear of rejection is deeply rooted in our evolutionary history.

Throughout human evolution, being accepted by the tribe was crucial for survival. Rejection meant being cast out and left to fend for oneself, facing increased vulnerability to predators and the loss of the collective support and resources provided by the group.

Our brains developed a powerful instinct to avoid rejection at all costs.

However, the good news is that we possess the ability to hack our brains and change our perception of rejection. Instead of automatically equating rejection with death or social isolation, we can actively reframe our thoughts.

By recognizing that rejection in the modern world does not carry the same life-or-death consequences, we can replace our negative thoughts with more productive ones.

We can remind ourselves that rejection is often subjective and influenced by various factors beyond our control. With this shift in perspective, we can approach rejection as a valuable learning experience, an opportunity to grow and improve rather than a definitive judgment of our worth.
Breaking the Cycle of Negative Thoughts
Salespeople, in particular, are often vulnerable to a dangerous spiral of negative thoughts following rejection. When faced with a rejection, it is easy to get caught in a downward spiral of worry, anxiety, and self-doubt.

This negative cycle not only hampers our emotional well-being but also impairs our effectiveness in sales. The more we dwell on negative outcomes, the more our confidence wavers, and the less persuasive and motivated we become.

Recognizing this pattern is crucial for breaking free from its grasp. By actively reframing our thoughts, we can disrupt the negative cycle and redirect our focus towards positive outcomes.

Instead of dwelling on what went wrong or personalizing the rejection, we can shift our attention to the lessons learned, the potential for improvement, and the possibilities of future success.

It is essential to understand that rejection is not solely a psychological problem but also a physiological one. The fear of rejection triggers stress responses in our bodies, which further perpetuate the negative thought patterns.

By recognizing this physiological aspect and consciously choosing to reframe our thoughts, we can liberate ourselves from the chains of fear and propel ourselves towards success in sales and beyond.
The Power of the Opening Phase
The opening phase of the sales process is an aspect often overlooked in sales literature. Selling goes beyond pitching product features and freebies.

Moving From A Culture of Efficiency to A Culture of Effectiveness

Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback.
Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect's city to close a deal, face-to-face interactions are invaluable.
Sales isn't an easy profession, and leaders should be honest and transparent with their teams about the work required to close deals.
Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster.
Sales organizations need to adapt to changes in the market and rethink what's working and what's not.

In this podcast, Mike Cabot and Jeb Blount discuss the challenges of sales in the current climate, including the impact of technology and the need for emotional intelligence when dealing with analytical stakeholders. They also emphasize the importance of celebrating small victories and providing feedback to improve performance.

Sales Is Like Acting— Empathy Is Essential
As a child, Mike Cabot and his sister starred in a local cable television show for seven years. Later on, Cabot gained acting experience both in theater and through featuring in commercials.

In his sales career, he has been able to leverage the improv skills he learned from acting at an early age to connect, engage in deep listening, and show empathy to prospects and clients.

The job of a sales professional isn't just to sell a product or service, it's to help people. And in order to truly help people, great sales professionals have to be great empathizers.

The same can be said for actors. To tell a story convincingly, an actor must take on the character's persona. She must step into their shoes and see the world through their eyes. Otherwise, it's not authentic.

Empathy is a critical skill for sales professionals, and acting is an excellent way to hone this skill by putting yourself in someone else's shoes.

This is what sets the best salespeople apart. They can quickly and easily see the world through someone else's eyes and adjust their messaging, style, and strategy accordingly.
The Show Must Go On
Often, people make excuses for why they can't sell, such as a lack of leads or poor marketing. As sales professionals, we must deliver for the audience in front of us, no matter what. Embracing this idea is crucial in building a strong sales culture.

Mastering the same soft skills that improv actors use is critical because you must listen not only with your ears, but also with your eyes and intuition. On stage, if you weren't paying attention, you wouldn't know how to respond when something gets thrown back at you.
Dealing With Analytical Stakeholders
Buyers use emotions to make decisions. Tap into their emotions and stories to meet their needs.

Engaging with analytical stakeholders in sales requires a thoughtful and empathetic approach. Understanding the different levels and roles within the stakeholder groups is crucial, as each individual has unique concerns and priorities.

While these stakeholders are analytical by nature, it's important to recognize that emotions play a significant role in their decision-making process.

By tapping into their emotional needs and sharing relevant stories, sales professionals can connect with them on a deeper level and demonstrate how their product or service can help solve their problems.

Building trust and showing the value of saving time or avoiding negative outcomes are key strategies for engaging with these stakeholders.

Salespeople often encounter challenges when engaging with analytical stakeholders.

Human Connection Is Irreplaceable

Dress appropriately for the situation and audience— it's the little things that close the sale.
Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges.
Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your commitment to professionalism and helps built trust.
Taking a personalized and phone first sales approach still matters, especially in a world taken over by AI.
Leverage checklists to remember and systematize important tasks. Even surgeons and pilots use checklists to make sure that details don't fall through the cracks.
Sales is a contact sport. Leaders should train, drill, and reinforce the basics and fundamentals with their sales team every single day.

On this episode of the Sales Gravy podcast, Jeb Blount and Will Yarbrough, VP of Sales at Fleetio, discuss what it means to be a human seller in the age of robots.

Jeb and Will dive into the importance of having organic conversations versus over-engineering the sales process. In this conversation, you'll learn the value of a good first impression, how to maintain engagement with a prospect following a demo, and why being coachable is a strength in sales.

Selling In A Tough Industry Takes Grit— And Emotional Intelligence
Industry experience— especially when selling to blue-collar workers out in the field who are more accustomed to turning wrenches than punching buttons on an app — can be a strength or a weakness for new sales professionals.

Most sales organizations seek individuals who are good communicators, curious, and confident, but also have enough industry knowledge to be credible.

And while industry knowledge is important is sales, the ability to deal with people is crucial.

People with industry experience tend to want everything to be perfect before they can close a deal. As a result, they may take longer to ramp up in a sales organization than those without as much experience, but they can still be taught the right questions to ask.

New sales professionals who don't have much industry experience will be successful if they know how to ask the right questions, find opportunities for ROI, and learn how to close deals in the process.

Taking a more human approach to selling means that experience pales in comparison to the importance of heart and mindset.
The Sales Process Is Overcomplicated
Too many sales organizations are guilty of over-engineering the selling process. The most important thing to remember is that you're a human being having a conversation with another human being. Here are a few ways to simplify the sales process (that don't require the help of a robot).
Professionalism Builds Trust
Buying is an emotional and deeply human experience. In order to close sales and maintain positive customer relationships, you need to keep in mind that prospects buy the person before they buy the product.

The little things matter. It's not about the outcome, but the steps that you take to get to that outcome.

So if you choose not to wear a collared shirt on virtual calls, you put on a hat, decide not to shave, or don't take care in making sure your video presence and audio quality are top-notch, you are taking a series of small risks.

And those risks can greatly impact the velocity of the sale, getting the sale, or the trust that you build with your prospect.

Present yourself in a professional manner, including your appearance, lighting, audio, and video quality. These details may seem small, but they can have a big impact on the trust and velocity of the sale. Remember, the little things matter.
The Humble Checklist

Art Munin, Ph.D. from Liaison International is the guest on this episode of the Sales Gravy Podcast, hosted by Sales Gravy Master Trainer, Gina Trimarco. They discussed Munin's transition into a sales career.
Munin debunked the myth that one must choose a lifelong career straight out of college, highlighting that more individuals are transitioning into different career paths, such as sales, later in life.
Sales is presented as an exciting, dynamic career with opportunities for personal growth, financial success, and professional satisfaction.
Various reasons for transitioning into sales later in life are discussed, including dissatisfaction with previous jobs, the desire for higher income, and the allure of competition inherent in sales.
Professionals transitioning from non-sales careers bring valuable transferable skills. Examples include communication and people skills from educators, technical expertise from engineers, and analytical skills from financial professionals.
The transition into sales can be challenging, particularly for those with no direct experience. Adapting to the performance-driven nature of sales and mastering Sales Specific Emotional Intelligence are key.
It's possible to transition into a sales career later in life and thrive with the right mindset, transferable skills, and a willingness to learn and adapt.

On this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, to discuss how he made the transition into a career in sales.

You'll love the story of how Art talked his way onto the podcast by serenading Gina with a Bon Jovi tune.

This episode is a must-listen for people who are interested in exploring new horizons and sales leaders who may be neglecting non-traditional talent in their recruitment strategies.
Debunking Career Myths
There's a myth that continues to pervade the corporate landscape: you need to pick your lifelong career fresh out of college and stick to it. However, the modern work environment paints a more varied picture, with more people transitioning into entirely different career paths well into their professional lives. One such transition that's gaining traction is the move into sales from non-sales careers.
Sales is Exciting
Sales is an exciting career, brimming with potential for personal growth, financial success, and professional satisfaction. It offers a dynamic work environment where no two days are alike.

It is also a role where direct, tangible outcomes (like meeting quotas or securing contracts) can lead to immediate rewards.

Furthermore, the advent of technology has made it possible for salespeople to work from diverse locations, offering both flexibility and freedom.

Why Transition Later in Life?
There are various reasons why people choose to transition into sales later in life. Some find their previous jobs unfulfilling or stagnant, some are driven by the desire for higher income potential, and others are enticed by the challenge and competitive spirit inherent in sales.

Moreover, many skills acquired in other professions - such as communication, problem-solving, and relationship building - are directly transferrable to sales roles.
Transferrable Skills from Non-Sales Careers
Regardless of their previous career path, professionals transitioning into sales bring a wealth of transferable skills.

For example, educators have exceptional communication and people skills, which are vital for engaging clients and building relationships. Likewise, engineers or technicians might have the technical expertise that's invaluable for sales in the tech sector. Professionals from financial or consulting backgrounds bring analytical and problem-solving skills, enabling them to understand a customer's needs and craft appropriate solutions.

Building on these existing skills,

On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process.
Key Takeaways:

Salespeople can successfully navigate the transition from a red hot market to a stagnant down market, but it requires grit, discipline, and creativity.
In uncertain economic times and a world increasingly influenced by the power of AI, sales-specific emotional intelligence and human-to-human communication are the most important skills a salesperson can have when establishing trust and building relationships with buyers.
Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate.

Transitioning From A Red Hot Market To A Stagnant Down Market
Many salespeople today are struggling to make the transition from taking advantage of a red hot market to navigating the doldrums of volatile economic times. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit.

Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling.

Salespeople who know how to get creative, grind it out, and prioritize the fundamentals will see the most success in times like these. However, it’s not easy to make that mindset shift and truly rise to the moment.
The One Thing That Will Always Guarantee Your Success in Sales
For the individual salesperson, the most important thing that you can have in your arsenal to make it out on top in volatile economic times is not above-average intellect or a winning personality— it’s grit.

This is this ability to dig deep and take your career, your future, and your life into your own hands when things are difficult and it seems like there is very little in your control.

Getting up, getting yourself ready for the day, protecting your time and your energy, and making sure that you are putting yourself in front of the right people at the right time with the right message.
Nothing Compares to Real Human Connection
Another strength that will set you apart from other salespeople and allow you to break through the noise and truly connect with the right customers is sales-specific emotional intelligence— Sales EQ.

Salespeople aren’t the only ones experiencing tough times. Real human connection matters today more than ever. You must have the ability to see eye to eye with your customers, meet them where they are, and make them comfortable enough to open up and share their toughest business challenges.

When you connect the dots between their biggest problems and how you can help solve them, you build the foundation for trust and create lasting business relationships as a result. Conducting deep discovery is the key to helping your customers close the gaps and see positive change from your solutions.
The Only Communication You Can Trust is Human-to-Human
In today's world, human-to-human communication is the only trustworthy form of communication. With more AI tools and services than any one person could take full advantage of, it's not secret that we rely heavily on automation to maintain productivity and be maximally effective.

The downside of this is that written communication can easily be created and distributed by AI, which is often seen as inauthentic or untrustworthy.

So has the role of the salesperson changed in the expanding world of automatic and artificial intelligence? The short answer is yes. The rise and mass adoption of automation has certainly changed the value and responsibility of sal...

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Podcast Takeaways

The ability to listen actively and conduct effective discovery is the most important skill for salespeople.
Authentic engagement is a direct result of great discovery, which is not possible without deep and active listening.
Autopilot is the reason why many salespeople struggle to ask the right questions during the discovery call.
Before every discovery call, salespeople should establish a clear desired outcome, create a list of criteria to frame questions, and prepare to lead prospects through the process.
There are five questions that salespeople should ask in every discovery call, including tag on questions, statement questions, replay questions, clarification questions, and future questions.
By seeing the world through customers' eyes, salespeople can achieve authentic engagement and effective discovery.

Great Discovery Is A Sales Superpower
The two biggest priorities for salespeople are building pipeline through prospecting and discovery. Not expert negotiation, perfect presentation skills, or even closing.

Those steps are integral to the sales process, but not as fundamentally critical as getting in front of as many potential clients as possible, and authentically engaging with as many of them as you can.

Authentic engagement is the result of great discovery, and you can't conduct bulletproof discovery without deep and active listening.
The Biggest Mistake You Can Make In Sales
Listening is one of the most vital skills that a salesperson can hone and develop.

Failure to really listen to your prospect, especially on a discovery call, only sets you up to make more mistakes later on in the sales process, causing you to risk jeopardizing the opportunity.

In discovery conversations, if you're talking more than your prospect, you are reducing your likelihood of effectively connecting with and engaging them.

Don't just listen to respond, listen to learn.

Additionally, it's difficult to do effective discovery without the right questions, and without listening to your prospect, you will ask terrible questions.

If there's one thing that will doom an opportunity before it even picks up speed is wasting your and your prospect's time on the wrong questions.

Derailing the focus of the conversation with surface level questions, or misinterpreting your prospect's answers because you're too busy thinking of a response to actually listen, will only make your job harder and your prospect feel ignored.

Autopilot Is Killing Your Discovery Process
One of the reasons that many salespeople struggle to ask the right questions during the discovery call is that they run on autopilot.

This is a serious problem because instead of approaching the discovery call with proper preparation, confidence, and awareness, they ask questions without thinking about what they're asking.

And as we know, asking bad questions will reap poor results.

Luckily, the solution to this is preparing before every discovery call. Here are three steps you can take before your next conversation to ensure that you are ready to conduct great discovery.
Establish a clear desired outcome.
What are you aiming towards? Is it to set up a demo, meeting, presentation, or is it to make a sale? Have a clear, defined outcome for the conversation, before you even get started. This will help you to get the most value out of the conversation while staying on the right track.
Create a list of criteria to frame your questions.
What are the key criteria you need to know by the end of the conversation in order to set the deal up for success? Before a call,

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a "never take no for an answer" mindset helped her build a business empire.
Southern Home Cook Turned Nationally Recognized Celebrity Chef
Vera’s entrepreneurial journey started back in her undergrad days, baking cakes and pies for her chemistry professor just to get a passing grade. After graduating from the University of Georgia (Go Dawgs!) she taught school for four years before starting her family and becoming a stay at home mom.

But Vera missed the sense of self-reliance that having an income brought her, and started a catering business out of her home kitchen in Cartersville, Georgia.

The rest of the story is legendary as she leveraged luck, chance meetings, relentless persistence, and an infectious competitive spirit to build a business empire and nationally known brand in hospitality and cooking.
Taking Risks Creates Opportunity for Success
As her business grew, Vera took advantage of opportunities as they arose. What some might have considered a risk, Vera saw as an area of potential.

From catering the governor's luncheon, to appearing on Food Network, starting her own TV show, and writing amazing cookbooks, Vera always rose to the challenge, took advantage of every opportunity, and never took no for an answer.

She was able to climb to the next level again and again at different points in her story because she held on to a simple, but powerful mantra: “All they can do is say no.”
The VeryVera Show Origin Story
Through a stroke of luck and the willingness to say yes in the face of uncertainty, Vera landed a spot on Throwdown With Bobby Flay. It was a pivot point that changed everything.

Following her appearance with Bobby Flay, a local Augusta, Georgia TV station offered to let Vera record six episodes for her own show. It was an instant hit and she wanted more.

When she was told that it would take five years to get syndicated, Vera was undaunted. She approached a station in Savannah, GA with a pitch to syndicate her new show.
Value First
Vera pitched her show to WSAV, with a crucial mindset—she led with value and focused on what was in it for them. She demonstrated exactly how she could help them sell more advertising.

This is how The VeryVera Show landed its first syndicated market. Today, The VeryVera Show is in 40 markets with over 300 episodes to date and has never had a station cancel.

Resilience. Tenacity. Adversity.
Vera's entrepreneurial journey is as inspiring as it is informative. What we can learn from her story is that resilience, tenacity, and the willingness to face adversity are invaluable to paving the way to a successful business or career.

Sales is a unique profession that affords salespeople the opportunity to essentially work as an entrepreneur within an organization to earn commission.

In many respects, you are your own boss, call your own shots, and have an incredibly high earning potential compared to other lines of work. The only way to take advantage of that potential is to overcome obstacles, take risks, deal with rejection, and not take no for an answer.

Sales professionals who adopt an entrepreneurial mindset can leverage their skills, knowledge, and experience to achieve remarkable success. Entrepreneurs are known for their ability to innovate, take risks, and seize opportunities, and salespeople who embody these traits can excel in their careers. Here are five ways that salespeople can harness an entrepreneurial mindset to be successful.
5 Ways Salespeople Can Harness An Entrepreneurial Spirit to Advance Their Career
Approach Your Career With A Growth Mindset
A growth mindset is the belief that one's abilities can be developed through hard work and dedication. Salespeople who have a growth mindset are more likely to see challenges as opportunities to learn and grow.

On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting.
Alexander Zakharin's Inspiring Real Estate Journey
Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world.

When he had visited NYC a few years before, it was love at first sight as he rode a greyhound bus all the way from Chicago into Midtown West. Drawn to the skyscrapers and beautiful buildings he would later rent and sell, Zakharin took the leap after attending college in the UK and moving back to Russia for work.

He arrived in the states without a job or a plan and stumbled into real estate by pure chance— with no real estate experience. He had a background in oil and gas that provided him some sales experience, but he’d never sold real estate. He jokes that his first real estate transaction was renting out his apartment in St. Petersburg the day before he left Russia.

Through a personal connection who rented apartments in Manhattan, Zakharin got an interview as a real estate agent. He then leveraged Fanatical Prospecting, grit, hard work and social media to climb the brutal real estate ladder in New York City.

Since then, Zakharin has sold over 31 million dollars in real estate proving that anything is possible when you set your mind to it. His astronomical success illustrates how the power of relentless prospecting combined with savvy social media strategies have become keys to success in the real estate market, no matter the economic conditions.
It Pays To Have An Entrepreneurial Mindset
Real estate is a highly competitive industry that is constantly influenced by market fluctuations. As a real estate agent, you are essentially your own boss, which means that you have the freedom to control your own earning potential.

This is ultimately what draws so many people into real estate, but it requires a significant mindset shift. You are responsible for your own success and income. In order to thrive in the real estate industry, you must be self-motivated and highly disciplined with a love for competition.

As a real estate agent, you work for yourself, and you are a self-employed entity. You earn exactly what you work for, and it’s up to you to make it happen. This was one of the main reasons that Zakharin saw early success in real estate and decided to stay on that path.

However, it’s important to remember that this success doesn’t come easily. Real estate agents must put in the time and effort to build their network, find leads, and close deals.
What It Takes To Be Great In Real Estate
Overwhelmingly, your ticket to success, regardless of what business or vertical you’re in (especially if it’s a service business), is meeting people and making connections. The more you focus on the human side of sales or service, the faster you close deals and the longer you hold onto relationships.
High performing professionals understand the value of building networks. Likewise, in real estate, the most successful agents are those who focus on the human aspect of their work and prioritize personal connections with potential clients.
Zakharin explains that the most successful new agents aren't the one with the fanciest Excel sheets or the perfect messaging, they're the ones who aren't afraid to call up people in their network and say, "By the way, I'm doing real estate now. If you're looking to rent or buy, reach out to me."
Having conversations with people helps any professional gain practical knowledge and experience through learning by doing. There is no substitute for having real conversations with people and maintaining that personal connection is the key t...

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.
Challenges With Leading Multi-Generational Sales Team
Leading a multi-generational sales team can be challenging. The differences in values, work styles, communication preferences, and technological competencies will stretch you as a leader. These challenges include:

Different work values: Different generations may have varying work ethics and priorities, making it difficult to align everyone towards common goals.
Communication differences: Younger generations may prefer digital communication, while older generations may prefer face-to-face or phone conversations.
Technological competency: Younger generations may be more familiar with technology and digital tools, while older generations may require additional training and support.
Different learning styles: Different generations may have different preferences for how they learn and receive information, making it challenging to provide training and development opportunities that accommodate everyone.
Resistance to change: Some team members may resist new technologies, processes, or ways of working that are introduced to the team.

To effectively lead a multi-generational sales team, you must adapt to these differences and foster collaboration, communication, and teamwork across generations.

The Strengths of Multi-Generational Sales Teams
The good news is that multi-generational sales teams bring a diverse range of skills, perspectives, and experiences to the table. This leads to numerous strengths over teams that lack this level of diversity.

Diversity of ideas: Team members from different generations can bring unique perspectives, experiences, and creative approaches to problem-solving and decision-making.
Range of skills: Different generations bring different skill sets and competencies to the table, such as expertise in different technologies or a deep understanding of traditional sales techniques.
Mentorship: Older team members can provide mentorship to younger team members, while younger team members can bring help their older team members embrace new ideas and tech.
Flexibility: A multi-generational sales team can be more flexible and adaptable to changing market conditions, customer needs, and technological innovations.
Increased customer understanding: Team members from different generations can help the team better understand and connect with customers from different age groups and backgrounds.

By leveraging the strengths of multi-generational sales teams, you will quickly increase sales and deliver better numbers.
Seven Keys to Leading and Coaching Multi-Generational Sales Teams
Leading a multi-generational sales team requires understanding and accommodating the differences and unique strengths of each generation. It can be rewarding, but it's not easy.

Here are a few tips to effectively lead a multi-generational sales team:

Communicate effectively: Use clear, concise, and consistent communication to ensure everyone understands their role, goals, and expectations.
Provide opportunities for development: Offer ongoing training and professional development opportunities to help your team grow and meet their career aspirations.
Foster a positive work environment: Encourage collaboration, teamwork, and open communication, and celebrate the successes of your team.
Flexibility in work styles: Recognize and accommodate different work styles, preferences, and technological needs of each generation.
Embrace diversity: Recognize and respect the diversity of backgrounds, perspectives, and experiences of each team member.

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease.

Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease.

You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention is key, and how you can support anyone in your life who is battling a chronic illness.
Living With Someone Who Has Chronic Lyme Disease
Living with a loved one who has Chronic Lyme Disease can be emotionally and mentally challenging, as the condition can cause a wide range of symptoms that can affect the person's physical, emotional, and mental well-being. Your loved one may experience depression, anxiety, and irritability as a result of their condition.

Fred discusses how important it is to be supportive, patience, and understanding. He explains that everyone's experience with Chronic Lyme Disease is different, so it's important to be flexible and open to different approaches to treatment and care.

One of the most difficult aspects of living with someone who has Chronic Lyme Disease is dealing with the person's ongoing fatigue and pain. These symptoms can make it difficult for the person to perform daily tasks and can also affect their mood and ability to socialize.

But, as Fred says, where there is love, there is hope.

What is Lyme Disease
Lyme disease is an infectious disease caused by a bacteria called Borrelia burgdorferi. It is primarily spread through the bite of infected black-legged ticks, also known as deer ticks. The black-legged tick is found in wooded, brushy, and grassy areas, and when it bites, it can transmit the bacteria to the person.

The most common early symptoms of Lyme disease include fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. The rash, called erythema migraines (EM), usually appears at the site of the tick bite and can expand to become a large red area.
Chronic Lyme Disease
Chronic Lyme disease, also known as post-treatment Lyme disease syndrome (PTLDS), is a condition that can occur after a person has been treated for an initial infection with the bacteria that causes Lyme disease.

People with PTLDS may continue to experience symptoms, such as fatigue, pain, and cognitive difficulties, long after the bacteria have been cleared from their body. Fred explains that this is why it is difficult and frustrating for people who are living with Chronic Lyme disease to get physicians and loved ones to believe them.

The cause of PTLDS is not fully understood, but it is thought that it may be related to ongoing inflammation or damage to tissues caused by the initial infection. Some researchers also believe that the bacteria may persist in the body, despite treatment, and continue to cause symptoms.
Lyme Disease Symptoms
The symptoms of Lyme disease can vary widely and may be different for each person. The most common symptoms include:

Erythema migrans (EM) rash: A bull's-eye rash that appears at the site of the tick bite, usually within 3 to 30 days after the tick bite. The rash can expand to become a large red area and may or may not be itchy or painful.
Flu-like symptoms: fever, chills, fatigue, headache, muscle and joint aches, and swollen lymph nodes.
Neurological symptoms: difficulty concentrating, memory problems, and headaches. Some people may also experience facial palsy, which is a temporary weakness or drooping of the facial muscles.
Cardiovascular symptoms: irregular heartbeats, or chest pain.
Arthritis: joint pain and swelling, especially in the knees.
Bell's palsy: It is a sudden weakness or paralysis of the muscles on one side of the face.

Symptoms of Lyme disease can appear in stages.

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much.

Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It's important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process.

Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy.

For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what's in their pipeline.
The Problem With Confirmation Bias
Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one's preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear.

With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It's the act of putting on rose colored lenses.

For example: When a buyer says, "I might be interested." It is interpreted to mean, "I absolutely want to do business with you."

Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews.

Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about - considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions.
Empty Pipeline Lead Confirmation Bias
Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you'll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts.

The culprit, in most cases though, is simple: Empty pipelines.

When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn't meet their win probability standards, they'll walk away.

In other words, a full pipeline begets clear judgement.

On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close.

Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full.
Focus on Winnable Deals
This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets.

High-performing sales professionals are consistency reality testing on every deal to gauge win probability. When WP drops below a comfortable threshold, they walk away and focus their time and attention on winnable d...