Sales Gravy: Jeb Blount

Here's a question that'll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals? That's the brutal reality I see in sales organizations every single day. Leaders are obsessing over MEDIC, BANT, and other qualification frameworks while their pipelines are stuffed with dead deals that will never close. Meanwhile, their forecasts are consistently wrong, deals keep getting pushed, and reps are burning time on opportunities that died months ago. If you're nodding your head right now, you're not alone. Focusing on surface-level qualification instead of true deal engagement is one of the most backward approaches to pipeline management I see today, and it's costing companies millions in missed forecasts. The Qualification Theater Problem: When Frameworks Become Fantasy Remember when everyone thought MEDIC and BANT were the holy grail of qualification? Sales leaders everywhere started drilling reps on budgets, authority, need, and timing like they were conducting a police interrogation. But here's what actually happens: Reps learn to check the boxes without understanding whether they have a real deal. They'll tell you they've qualified the budget, but they're talking to someone who has to "go talk to the boss." They'll say there's urgency and timing, but the prospect is waiting to hire an executive in a completely different department before making a decision. Traditional qualification frameworks are the opposite of real pipeline inspection. They're vanity metrics disguised as sales rigor. Here's the brutal truth: You can have a deal that checks every qualification box and still have a 2% chance of closing. Meanwhile, a deal that looks "unqualified" on paper might be ready to close tomorrow because the right stakeholders are engaged and moving forward. Why Most Pipeline Reviews Are Theater, Not Strategy The reason most sales leaders run terrible pipeline reviews is because it's easy. It requires zero investment in actual deal coaching, stakeholder analysis, or strategic thinking. Think about it: It's much easier to ask, "What's the budget?" than it is to dig into whether the decision-maker actually sees value in solving this problem. But here's what happens when you manage this way: You end up with pipelines full of zombie deals that look good on paper but will never close. Your reps get comfortable keeping deals in the pipeline because they've "qualified" them. Your forecasts become fiction because you're counting revenue from prospects who aren't actually buying. What Actually Matters: The One Question That Reveals Everything Instead of obsessing over qualification checklists, elite sales leaders focus on the one metric that actually predicts deal success: What's the next step? This isn't just another question—it's the ultimate deal quality detector. Here's why: Dead deals have no next steps. When a rep says, "They're going on vacation, so I'll call them in a few weeks," that deal is dead. When they say, "They told me to call back in a month," that's not a pipeline deal—that's a prospect. Real deals have committed next steps. When a rep says, "We're doing a technical demo with their IT team on Friday, and the CFO specifically asked to see ROI projections by Tuesday," that's a deal with momentum. Engaged prospects match your effort. If you're doing all the work—sending proposals, scheduling calls, following up—while they're giving you vague responses, you don't have a deal. You have a prospect who's being polite. The Three-Question Pipeline Inspection System When I'm inspecting pipeline quality, I use a simple three-question framework that reveals everything: 1. What's the Next Step? This is the deal-killer question. If there's no specific, committed next step with a date and stakeholders involved, the deal is stalled or dead. Period. 2.

Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result.  This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes.  Most Sellers Obsess Over Outcomes Most salespeople are focused on winning or losing individual deals. They get emotionally wrapped up in every prospect, every conversation, every close attempt. When they win, they're on top of the world. When they lose, they're devastated. But top performers? They think completely differently. They're not obsessed with any single deal. They're obsessed with the process that creates consistent results over time. This mindset shift is the difference between feast-or-famine selling and predictable, sustainable success. The Downside of Outcome Based Sales Goals Here's what happens when you're obsessed with outcomes instead of process: Every deal, every month, every quarter becomes life or death. You put all your emotional energy into individual prospects and hitting numbers which clouds your judgment and makes you act desperate. You take rejection personally. When someone says no, it's not just a business decision – it feels like a personal attack on your worth as a salesperson. You make poor decisions under pressure. When you need a deal to close to hit your number, you start discounting too early, chasing bad prospects, or making promises you can't keep. Your performance becomes inconsistent. You have great months followed by terrible months because you're riding the emotional roller coaster of individual wins and losses. You burn out faster. The constant emotional highs and lows are exhausting and unsustainable. Shift to Process Goals Process goals are different. They focus on the activities and behaviors you can directly control, not the outcomes that depend on factors outside your influence. Instead of "I need to close three deals this month," a process goal is "I will make 50 prospecting calls every day." Instead of "I have to win the Johnson account," it's "I will have four meaningful touch points with stakeholders at Johnson this week." Instead of "I need to hit 120% of quota," it's "I will follow my proven sales methodology on every single opportunity." Process goals put you in control. You can't control whether a prospect buys, but you can control how many prospects you contact, how well you qualify them, and how consistently you follow your process. Why Top Performers Love Process Goals Create predictable results. When you focus on the right activities consistently, the outcomes take care of themselves. It's like compound interest – small, consistent actions create massive results over time. Reduce emotional volatility. You're not devastated by individual losses because you know that if you stick to your process, the wins will come. Improve decision-making. When you're not desperate for any particular deal, you make better strategic decisions about where to invest your time and energy. Build confidence. Every day you hit your process goals, you build momentum and confidence, regardless of whether deals close that day. Create sustainable habits. Process goals turn success behaviors into automatic habits rather than things you do when you feel motivated. The Mathematics of Sales Process Goals Here's why process goals work: Sales is a numbers game, but most people focus on the wrong numbers. Average performers focus on: How many deals they close The size of individual deals Their closing percentage on active opportunities Top performers focus on: How many new prospects they contact daily How many discovery calls they conduct weekly How many proposals they deliver monthly

You know the drill. The quota clock is ticking, the pressure is mounting, and there's that relentless urge for a quick win. Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it. But here's the tough question you need to ask yourself: What if that very pressure is actively sabotaging your long-term success? What if chasing the fast buck is actually costing you the lucrative, lasting relationships that define an elite sales career and build a lasting book of business? As Sales Gravy Podcast guest Steve Pyfrom puts it: “Building relationships takes time and sales, teams need desperately to get off of this short-term win dynamic. The goal is long-term revenue for your company, lifetime value for the end user.”  Focusing solely on the quick sale burns through pipeline leads faster than you can replace them, leaving you on a perpetual hamster wheel of prospecting just to stay afloat. It's time to talk about the long game, because building real relationships is where sustainable revenue lives. Why Churn Is Killing Your Commissions Let's talk numbers. According to SimplicityDX, customer acquisition costs have increased by 222% over the last eight years, while customer lifetime value has remained flat. It's getting harder and more expensive to find new customers, making the ones you have incredibly valuable. Yet most salespeople treat customers like one-time transactions. They close the deal, celebrate briefly, then immediately move on to the next prospect. This approach is financial suicide. Customers who feel rushed through the buying process rarely become loyal advocates. When a customer feels pressured into a decision or perceives the sale as purely transactional, their loyalty is paper-thin. They're constantly looking for better deals, questioning their purchase decision, and jumping ship when problems arise. When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated. You're back to square one, hunting for new prospects to replace the revenue you just lost, all while acquisition costs keep climbing. The Trust Equation That Changes Everything Most salespeople think selling is about convincing, but selling is about connecting. When you rush a prospect, you're telling them their decision-making process doesn't matter. You're saying your timeline is more important than their comfort level.  Real relationships are built on trust, and trust takes time. Think about your personal life. Your closest friends aren't the people who tried to fast-track the process. They're the ones who showed up consistently, listened without an agenda, and proved their reliability over time. The same principle applies in sales. The prospects who become your biggest advocates aren't the ones you pressured into a quick yes. They're the ones who felt heard, understood, and genuinely cared for throughout the entire process. The Compound Effect of Relationship Selling Consider Mary, a software sales rep who was in competition with 2 other software vendors for a deal with a manufacturing company. Mary's competitors immediately launched into aggressive pitches and discount offers to David, the CFO, hoping to close the deal quickly. Mary took a different approach. Instead of pitching, she spent two months understanding David's cash flow challenges and upcoming board presentation needs. She shared relevant case studies, introduced him to a supply chain consultant, and helped him think through his decision criteria. She never once mentioned her software. When David's team raised concerns about implementation timelines during their evaluation, Mary's competitors pushed back, insisting their solution was simple to deploy. Mary listened, then connected David with a similar CFO who had successfully managed a comparable rollout. That conversation addressed David's real concerns and kept Mary's soluti...

That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer." If you're losing sleep over this, take a deep breath. The fear is real, but it's also completely misplaced. Here's the brutal truth: AI isn't going to replace you. But salespeople who understand how to leverage AI absolutely will replace those who don't. When Robots Try to Sell It's Not Authentic Remember when email prospecting worked? When a well-crafted subject line could get you a meeting, and personalization meant more than just mail-merging someone's first name? Those days are over, and AI killed them in about nine months. Here's what happened: Marketing departments discovered they could use AI to blast out thousands of "personalized" emails that sounded human but weren't. They could fake voicemails using voice cloning technology. They could create sales sequences that felt authentic but were completely artificial. The result? Complete market saturation with fake outreach that destroyed trust across every communication channel. Humans Have a BS Detector for Fakeness Here's what these AI-obsessed companies don't understand: People have an incredibly sophisticated BS detector. We can sense inauthenticity from a mile away, even when the technology is nearly perfect. When you receive an email that sounds too polished, too perfect, or follows a pattern you've seen before, your brain immediately flags it as fake. When you hear a voicemail that sounds just slightly off—even if you can't pinpoint why—you delete it. But here's the real killer: Once people realize you were too lazy to write your own email or leave your own voicemail, they lose all respect for you. They think, "If this salesperson can't be bothered to put in the effort to reach out to me personally, then why would I want to do business with them?" The One Thing AI Can Never Do This is where the magic happens, and it's where your competitive edge lies. AI can write emails. It can analyze data. It can even fake phone calls (poorly). But it cannot engage in real-time, empathetic, synchronous conversation with another human being. It can't read micro-expressions during a video call. It can't pick up on the subtle hesitation in someone's voice that signals an unspoken objection. It can't pivot in real-time when the conversation takes an unexpected turn. Most importantly, it can't build the kind of authentic human connection that makes people want to buy from you instead of your competitor. The AI + Human Intelligence Formula Smart salespeople aren't running from AI—they're running toward it—but they're using it as a tool to make themselves better, faster, and stronger, not as a replacement for actual selling skills. Here's where AI excels in sales: Research and Preparation: AI can analyze a prospect's 10-K filing, research their competitors, and create discovery questions in minutes instead of hours. It can build detailed company profiles and identify potential pain points before you ever pick up the phone. Data Organization and Analysis: That timeline your manager needs for a customer service issue? AI can pull data from your CRM, email, and support tickets to create a comprehensive summary in seconds instead of the hours it would take you to compile it manually. Writing Enhancement: Most salespeople aren't great writers. Don't shoot the messenger. AI can help you craft better emails, proposals, and follow-up messages, but only if you edit them, personalize them, and make them authentically yours. The Holy Grail: Intelligent Prospecting Lists: The biggest opportunity is using AI to build high-quality prospecting lists. Imagine walking into the office and having AI presen...

Is there such a thing as natural sales talent? Are top-level sales professionals born that way? Do they possess a gift from God that powers their ability to close sales? On this Money Monday, I answer these age-old questions. For the Love of the Game When I was 9 years old, after going to the Masters tournament with my Dad, I cut a limb that was shaped like a golf club from a tree, dug holes all over our backyard, and started playing “backyard golf” with a wiffle ball.  I loved my little backyard golf course and played every day after school. One day though, my Dad, who had been watching me, said, "Why don't we just go play real golf?" My dad didn't know anything about golf. He didn't grow up playing. But we went down to Walmart, bought some cheap golf clubs, and started chasing little white balls.  We played at a legendary course in Augusta called The Patch—a municipal course with hard dirt fairways and patchy greens but a super fun place to learn the game. Our game was terrible, and we never practiced or took a lesson. But I loved going out with my dad to the course, and we had fun! In high school, I started playing on the golf team. That might have been a turning point for my game if we'd had a real coach, but instead we had a math teacher who did not play golf assigned to babysit us. So, we were on our own, but we had fun. Those years playing on my high school golf team were a blast! In college, I continued to play golf for recreation—usually with my fraternity brothers. Golf was about going out, telling jokes, and drinking a lot of beer. I have so many fun memories from those days.   The Myth of Natural Talent Stole My Joy After getting out of college, I continued to play—mostly in business situations—and that's when golf stopped being fun. I would golf with clients and peers who were so much better than me. It didn't make sense that they could hit the ball so well and I could not.  I would go out to the range and practice until my arms hurt, but I never got any better. It never occurred to me to take a lesson.  By my mid-30s I was so frustrated with golf that I started to believe something that would haunt me for the next 20 years: I convinced myself that people who could play golf well were just naturally gifted. And because I wasn't naturally gifted, I would never be good at golf. So I quit. For two decades, I didn't pick up a golf club. A Massive Mindset Shift Leads to a Comeback If you have read my books and listened to my podcasts you know that I'm a big horse person. I've been involved in equestrian sports since I was a kid. I've had formal coaching and training with horses. On horseback, I thought I was naturally gifted. I believed it was something that God had imbued in me. So I forgot about golf and poured my time and energy into horses. Eventually, though, my son got older and started playing golf. And being an equestrian at my age became more and more dangerous. A bad day on a horse means you're in the hospital in traction. A bad day on the golf course means you go to soothe your wounds with a cold beer in the clubhouse. So I picked up the sticks again. But this time, I sought out a golf coach. A pro who could help me learn how to play the game.  Starting over has been hard. It is difficult to learn new skills. But with lessons, I've gotten better. In fact, last week I shot my lowest score ever. Over the past two years of working on my golf game, I've come to realize how much the story that I kept telling myself about not being naturally talented hurt me and how much it stole from my life. That story cost me 20 years of enjoyment of a game I loved. The difference between my success with horses and my failure with golf wasn't natural talent. It was coaching and instruction.  The Power of an Open vs Closed Mindset Once you stop believing that you have to be naturally gifted in order to do anything well, you open your mind to new possibilities and amazing th...

"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect.  If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what's surprising: The solution is simpler than you think.  https://www.youtube.com/watch?v=ddjRyIHq6LA The Wisdom That Sounds Ridiculous (Until It Changes Everything) Thirty years ago, sales coach Steve Chandler heard a client say those familiar words: "I don't think I could ever do that." His response was four words that initially sounded absurd.  "Then don't be you." When Richard Fenton, co-author of "Go for No!," first heard this concept, he had two immediate reactions: "That's the dumbest thing I've ever heard," followed quickly by "That's the most profound thing I've ever heard." Think about it. When someone says they can't speak in front of a thousand people, what's the typical advice? "Just be natural. Just be yourself." But if they're someone who freezes up in front of crowds, why would they want to be that person in that moment? Although you can't magically become a new person, you do have the power to choose which aspect of yourself shows up in any given situation. The Alter Ego Advantage of Top Performers Elite athletes and performers often adopt different personas to enhance their performance. When the game was on the line, Kobe Bryant would mentally shift into his Black Mamba persona, accessing a level of confidence and killer instinct that separated him from other players.  "The Black Mamba is something I created to get through the lowest points," Bryant explained. "It's a mindset, a way of approaching challenges." Beyoncé morphs into "Sasha Fierce" on stage—a fearless, magnetic performer—but off stage, Beyoncé describes herself as naturally shy and introverted. Strategic identity shifting is the ability to step into a role that's equipped for the task at hand.  Your 3-Step Transformation Process Ready to make it happen? Here's your simple framework: Identify Your Limitation What specific sales activity makes you feel uncomfortable or incapable? Be precise. Instead of "I'm bad at sales," identify exactly when you struggle: "I freeze up when asking for referrals from satisfied customers." Design Your Persona Who would you need to be to excel in that situation? Create a specific identity, such as The Referral Request Professional, who understands that satisfied customers want to help others access the same value they received. Make the Switch Before entering a sales situation that makes you nervous, consciously transition into your character. Use mental preparation (visualizing success), physical cues (changing your posture, adjusting your voice), or even simple props (a specific piece of clothing or accessory). Creating Sales Identities That Perform The beauty of the "don't be you" approach is that you're not manufacturing a fake personality. You're accessing different facets of who you already are or who you can become.  Here are some examples of identities to cultivate in sales: The Cold Calling Champion When you need to make prospecting calls, don't be the version of you who worries about interrupting people or who fears rejection. Instead, become the professional who understands that you're offering solutions to real problems. Lead with confident conviction—like you're doing them a favor by calling. Channel the mindset of a sales rep who is genuinely excited about helping prospects discover opportunities they didn't know existed. Before each calling session, take just two minutes. Visualize this persona. How do they talk? What's their vibe? How do they sit? Then step into that identity. The Confident Closer When it's time to close the deal, don't get stuck in the part of you that feels pushy or uncomfort...

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success. If that number made you cringe, you're not alone. The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue. The Pipeline Myth That's Killing Your Forecast Most sales teams are drowning in fake pipeline, and it's destroying their ability to forecast accurately. Leadership teams, especially in tech companies, consistently miss their numbers quarter after quarter because they're obsessed with one question: "How much pipeline do we have?" The real question should be: "How clean is our pipeline?" Would you rather have 11X pipeline filled with lottery tickets, or 2X pipeline packed with qualified buyers? The answer should be obvious, but somehow we keep chasing vanity metrics instead of focusing on what converts. Here's the brutal truth: All pipeline opportunities are not equal. Two Approaches to Pipeline Creation There are two ways to approach pipeline creation, and only one of them actually works consistently. Approach #1: Maximum Daily Prospecting (The Proven Method) Don't worry about how big your pipeline is. Worry about how much prospecting you're doing, and run on a daily cadence of prospecting that maxes out the time you can spend every single day. Prospect every day, every day, every day. I have a block of time every morning for prospecting. Then I'm prospecting during any gap during the day. If there's time between meetings, I'm doing outreach. Every single day I'm prospecting to the very max that I have time to prospect. When you do this, you don't have to worry about pipeline size because it takes care of itself. You never get on the desperation roller coaster because you never stop feeding the machine. Approach #2: Pipeline Multiplier Obsession (The Broken Method) This is where leadership teams fixate on having "5X pipeline" or "11X pipeline" because they think more is better. The problem? As soon as reps think they have "enough" pipeline, they quit prospecting. Then reality hits when half those opportunities were pipe dreams. The Science of Pipeline: The Law of Replacement If you want to look at pipeline like science rather than hope, you need to understand the Law of Replacement: You need to replace opportunities in your pipeline at a rate that is equal to or greater than your closing ratio. Let me give you a real example of how this works. In a previous role, I had my numbers dialed in perfectly: I knew I needed 10 first-time appointments every week About 50% would move to follow-up appointments (5 deals) I'd close about 20% of those follow-ups (1 deal per week) It took me about 20 prospecting touches to generate 2 first-time appointments Working backwards from one closed deal per week, I knew exactly what I needed to produce in terms of prospecting activity and first-time appointments to feed my pipeline consistently. If I didn't replace the deals that fell out every single week, I'd eventually end up with nothing. What Makes a Real Pipeline Opportunity Here's where most organizations get it completely wrong. They're stuffing their CRM with anything that moves and calling it "pipeline." A real pipeline opportunity requires a conversation. It's not a form fill or a marketing lead or something someone else talked to and dumped in your CRM. You need to have qualified it yourself and made a decision that it belongs in your pipeline. At Sales Gravy,

Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organization that it would be very difficult to displace them. Whatever the case, you knew in the back of your mind that you weren't going to close the deal. But you kept working on it anyway. You rode that puppy to the ocean floor like the Titanic that it was. If you've done this, and I know you have, take heart because we've all been there. We've all had these situations, and we've later regretted them.  Top Sales Pros are Quick to Walk Away From Bad Deals  One of the traits of Ultra-High Performers that has always been true is that they're very quick to walk away from a deal they can't close—a deal where they've concluded that the probability of winning is so low it doesn't meet their threshold. The reason Ultra-High Performers walk away from deals like this is simple: They know that the greatest waste of their time is investing it with the wrong prospect. The time they invest in a prospect that's not going to close is money down the drain, because it's time they can't focus on a deal that will close. But average salespeople? They hang on—hoping against hope that somehow, miraculously, things will turn around. In sales, awareness matters. You must always know where the exit is. There are two primary reasons why salespeople work on deals that are never going to close. Understanding these reasons is the first step to avoiding the trap. Reason #1: The Failure to Qualify Properly Too often, qualifying is treated like a one-and-done activity. We qualify the opportunity against our ICP. We qualify the numbers, budget, timing, urgency, and whether we're talking to a decision-maker with buying authority.  These are all quantifiable metrics that we can measure and check off our list.  But Ultra-High Performers take qualifying to the next level. Rather than making it a quick process, they understand that qualifying is never done. It's an ongoing process of awareness that keeps you tethered to reality in every deal. And their top qualifier, once they've checked off the must-haves, is engagement. Are the stakeholders engaged? Are they leaning in? Are they matching your effort, answering questions, and working collaboratively with you? It's okay that there are some stakeholders who may be naysayers. That's normal in complex deals. But if you've got stakeholders who are enemies—people who are actively working against you—then your deal might be a bridge too far.  Engagement is my No. 1 qualifier. I'm constantly asking questions and giving stakeholders things to do to see whether or not they're engaged. If they're not engaged, I walk away because lack of engagement is a clear signal that you are not going to close the deal.  Reason #2: An Empty Pipeline This brings us to the second reason salespeople stay in bad deals—desperation born from an empty pipeline. On Friday, Dennis J. Walker, who is a benefits consultant with USI, posted something on LinkedIn that perfectly captures this dynamic. Here's exactly what he wrote: Jeb Blount regularly states that you can't be delusional about your pipe, your prospects, your efforts, etc and be successful as a salesperson. This week one of the larger deals in my pipe definitely didn't progress the way I wanted- and it turns out one of the executives is what I call a "deal enemy" - he was actively working against me and my team. The last two meetings I've had with him tipped me off this could be the case; this week we had an incident that indicated he was actively working against us. Because my pipe is full?

Your sales team just closed a $50K deal. Marketing takes credit because the prospect downloaded three whitepapers. Sales takes credit because they nurtured the relationship for six months. Meanwhile, you're wondering why this kind of success feels so random—and why similar prospects are slipping away. Companies with misaligned sales and marketing teams waste more leads and see annual revenue decline. But businesses that achieve true alignment? They close more deals and grow revenue faster year-over-year. The difference isn't talent, budget, or market conditions. It's whether your marketing and sales teams are pulling in the same direction or accidentally sabotaging each other. Clashing Departments Can Crash Your Bottom Line The consequences of misalignment between sales and marketing are significant. One common side effect is sales teams complaining about the quality of leads generated by marketing, often dismissing them as "bad leads."  Another issue is messaging. Marketing can be blind to the value propositions that are working for sales if they do not understand the sellers' pitches and approach to closing deals. Their messaging is stale and ineffectual, completely disconnected from where sellers are finding success. When marketing and sales have different metrics or goals, it leads to a breakdown in communication and a lack of shared understanding. That misalignment hampers productivity, damaging morale and impacting your bottom line. Start With the Customer Journey The most important aspect that sales and marketing need to align on is the customer journey. This involves mapping out every touchpoint—from initial awareness to final purchase to customer retention.  Map the customer journey together—then act on it. This shared blueprint reveals exactly when prospects are ready for direct outreach versus when they need more nurturing. The payoff is immediate: Marketing delivers leads at peak readiness, while sales focuses their time on prospects most likely to convert. When both teams operate from the same customer journey map, handoffs become seamless and conversion rates climb. Tackle Sales Objections Together Every sales professional understands that the path to a closed deal is rarely a straight line. It's often a zig-zag through questions, doubts, and hesitations from prospects. Marketing's role is to help develop messaging and collateral assets that help the sales team deal with these objections. This includes essential resources like case studies, white papers, product demonstrations, and ROI calculators. With the support of marketing materials, sellers have the resources to back up their pitch, highlight benefits, and keep buyers engaged. Most teams fail to communicate. Marketing creates polished but generic materials that sales doesn't know exist. Sales knows which objections are the hardest to overcome but doesn't have specific collateral to counter them. The winning approach: Sales documents the top 5 objections that derail deals, complete with context about when and why they surface. Marketing then builds laser-focused tools to address these concerns. Think comparison sheets for "your competitor is cheaper," implementation timelines for "this seems too complex," or peer testimonials for "we're not sure this works in our industry." Close the loop: Sales reports back on which materials move deals forward and which fall flat. Marketing iterates based on real-world results. This feedback cycle shifts objection-handling from guesswork into a refined system that consistently converts hesitation into confidence. Get Sales and Marketing Aligned Now How can businesses foster a stronger cohesion between sales and marketing? Here are six key strategies: Establish Shared Goals and Metrics Sales and marketing should work together to define common objectives and key performance indicators (KPIs).  Action item: Schedule a joint planning session within the next 2 weeks to agree on 3-5 ...

Here's a question that'll make your head spin: What do you do when your top performer is crushing quota but not hitting a required talk time KPI? That's the question posed by Josh Robich and Josh Nelson from Nashville. Josh Nelson ranked 18th out of 130 reps in his first full year at a new company, but he was consistently falling short of the company's sacred talk time metric of 3 hours per day, averaging only 2.5 hours instead. Meanwhile, his company is obsessed with using talk time as its primary KPI to measure sales effectiveness. If you're shaking your head right now, you're not alone. Obsessing over the talk time KPI rather than actual sales outcomes is one of the most backward approaches to sales management I see today, and it's costing companies their best talent. The Moneyball Problem: When Metrics Become Religion Remember the movie Moneyball? Billy Beane revolutionized baseball by focusing on on-base percentage instead of traditional stats that looked impressive but didn't correlate with winning games. He found a metric that predicted success. Talk time is the opposite of Moneyball. It's a vanity metric that makes leaders feel like they're managing performance when all they are really doing is measuring noise. Here's the brutal truth: Talk time means absolutely nothing if it doesn't drive revenue. It means nothing if the conversations are shallow, non-productive, or a poor buying experience. You can have reps talking for 4 hours a day who are dead last on your ranking report, while someone like Josh is closing deals left and right with only 2.5 hours of phone time. Which one would you rather have on your team? Why Talk Time Is a Lazy Leader's Crutch The reason companies fixate on vanity metrics like talk time is because it's easy. It requires zero investment in actual coaching, observation, or skill development. Think about it: It's much easier to look at a dashboard and say, "You need to talk more," than it is to actually listen to calls, analyze technique, and provide meaningful feedback on discovery questions, objection handling, or closing skills. But here's what happens when you manage this way: You drive away your best performers and enable your worst ones. Your top performers get frustrated because they're being penalized for efficiency. Your bottom performers get comfortable because they can hit their talk time numbers while producing nothing of value. What Actually Matters: KPIs That Move the Needle Instead of obsessing over how long reps are talking, and other vanity KPIs, smart sales leaders focus on outcome-driven metrics that actually correlate with sales performance and closing deals. First-Time Appointments How many new conversations is each rep having? In sales, FTAs are your Moneyball. If a rep isn't setting enough first-time appointments, they are sub-optimizing their sales potential. Next Step Conversion Rates What percentage of first-time appointments convert to second appointments? This tells you everything about relationship building, discovery skills, and value articulation. If Josh is converting at a higher rate with less talk time, he's simply more effective per conversation. Show Rates How many scheduled appointments actually happen? This reveals qualification skills, the ability to create urgency and commitment, and the quality of prospecting conversations. Pipeline Velocity How quickly are deals moving through your sales process? This shows you who's truly building momentum versus who's just having long conversations that stall deals in the pipeline. Revenue Per Hour The ultimate sales efficiency KPI is who is generating the most revenue per hour of phone time. Stop Obsessing Over the KPI and Start Coaching When you shift your focus to outcome metrics, everything changes. Instead of telling reps to "talk more," you can provide specific, actionable coaching: For the rep who has great first-time appointment numbers but poor conversion rates:...

If you are spending more time staring at your windshield instead of looking into your customers' eyes, you are doing field sales wrong.  Over the past couple of years, there's been a resurgence in field sales. Businesses everywhere are adding field salespeople and sending representatives out into the territory to meet with customers face-to-face.  And for good reason—human beings buy from human beings. The most powerful way to anchor relationships, solve problems, and sell more is to get in front of your customers. With AI creating so much noise in the system, it's getting harder to prospect via email and social media. Going out and knocking on doors has become an easier way to connect with people, build relationships, and open up opportunities in your pipeline.  And the good news, at least for now, is that prospects are happy to see field sales pros and inviting them in to their businesses and homes.  But with the resurgence of outside sales comes an age-old problem: Field salespeople have got to travel to get to customers. And here's the brutal reality—the single greatest waste of time for field sales professionals is staring at a windshield. On this Money Monday segment of the Sales Gravy Podcast I'm going to teach you exactly how to minimize windshield time and maximize face time. Because at the end of the day, you don't get paid to drive. You get paid to sell. The Windshield Time Delusion Too many reps delude themselves into believing that driving from one place to another is "working." Let's get something straight: Driving is not an accomplishment. I don't care if you put 100 miles on your vehicle in a day. That doesn't mean you accomplished anything meaningful. It just means you drove from one place to the next, burning dinosaurs and wasting time. I see this all the time. Reps will drive to one customer, then drive all the way across their territory to another customer, instead of concentrating their work in a single geographic area.  They'll dead-head out to an appointment, then drive all the way back to the office, passing up dozens of prospects they could have walked into along the way. Don't confuse activity with productivity.  Just because you drove all over creation, that doesn't mean you had a productive day.  Your job is to be in front of customers, not behind a steering wheel. Every minute you spend staring at your windshield is a minute you're not building relationships, solving problems, putting new opportunities in the pipe or closing deals. The Mathematics of Effective Field Sales Territory Management  Let me put this in perspective with some simple math that will blow your mind. Let's say you're a typical field sales rep working in a moderate-sized territory. You make 5 customer visits per day, and between poor route planning and territory management, you spend an average of 45 minutes driving between each appointment. That's 3 hours and 45 minutes of windshield time daily. Over a 5-day work week, that's 18 hours and 45 minutes of non-productive driving time. That's nearly half of your work week spent accomplishing absolutely nothing. Now, let's say you tighten up your territory management and reduce that drive time to 20 minutes between appointments through better planning. You're now down to 1 hour and 40 minutes of windshield time daily, or 8 hours and 20 minutes weekly. You just freed up more than 10 hours per week. That's enough time for 15 to 20 additional customer visits or prospect calls. Over a month, that's 60-80 more customer touchpoints. Over a year, that's 720-960 additional opportunities to build relationships and generate revenue. The reps who figure out how to minimize windshield time don't just have better work-life balance—they absolutely dominate their territories and blow past their quotas while their competitors are still driving around wastefully. Map Your Territory Into Quadrants This is why the first rule of field sales is get...

AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind. Top performers are integrating AI into their workflows to make their human skills even sharper. They know AI is the edge they need to rise above the competition. Where AI Actually Delivers Value Think about how much sales time you burn on necessary tasks that don't drive revenue, like data entry and research. That's where AI shines. It handles the repetitive work faster and more accurately than you ever could. Feed it your ideal customer profile, and  you can have a filtered list of prospects before you even finish your coffee. AI can analyze thousands of LinkedIn profiles in minutes to identify prospects who match your best customers' characteristics. It can scrape company websites, news articles, and financial reports to give you conversation starters that actually matter. While you're having one discovery call, AI can prep intel for your next five meetings. Consider email outreach. Instead of sending generic templates, AI can help personalize messages at scale using real company data—recent funding rounds, leadership changes, and industry challenges. All this results in open rates that don't make you cringe and response rates that actually justify your time investment. Be Smart About How You Integrate The mistake most sales reps make is thinking AI means "set it and forget it." That's plain wrong. The winners are using AI as a research assistant, not a replacement for judgment. They're feeding it context, reviewing its output, and adding the human insight that turns data into deals. The best use AI to identify patterns in their closed-won deals, then apply those insights to current opportunities. They analyze which messaging resonates with different buyer personas, then craft more targeted outreach. They're not working harder; they're leveraging better intelligence. Take objection handling. AI can analyze your call recordings to identify the most common pushback you're getting, then help you develop stronger responses. It can even suggest which case studies or references would be most compelling for specific prospect types. It's taking your experience and making it work for you at warp speed. What's Coming Next for AI Wait until you see what's on the docket for AI advancements: AI agents that anticipate what you need before you even ask.  What if your follow-up email was already drafted after a call, incorporating specific points from the conversation? Your proposal includes ROI calculations tailored to their business model, all generated from publicly available data about their company. AI will soon do more than respond to prompts; it will proactively support your sales process. It'll flag when a deal is stalling based on engagement patterns. It'll suggest the optimal time to follow up based on the prospect's communication preferences. It'll even coach you on your delivery by analyzing successful calls from top performers. That's why the time to adopt is now. Don't let AI's growth outpace your own knowledge of how to use it. Stay on top of new systems and improvements. The Human Element Remains King But here's what AI will never recognize: the moment in a sale when a prospect's voice changes and you know they're really interested. It doesn't have the ability to read between the lines of what someone isn't saying. It lacks the intuition that tells you to pivot your pitch mid-conversation because you've spotted a better angle. AI can't build genuine rapport. It can't adapt to the subtle cues that tell you someone's ready to buy or needs more nurturing. It can't handle the complex, nuanced objections that require empathy and creative...

If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here's the thing—this advice isn't just for managers to give their reps. It's for YOU, the field rep, to take control of your own success. Let me tell you how to turn those frustrating hours in traffic into your secret weapon. Driving Isn't an Accomplishment First, let's get something straight: driving is not an accomplishment. I don't care if you put 200 miles on your car today—that doesn't mean you accomplished anything meaningful for your business. Too many field reps confuse activity with productivity. They think because they drove all over creation, they had a productive day. Wrong. The goal is to minimize your windshield time and maximize your face-to-face time. But when you ARE stuck in traffic, you better make damn sure you're using that time to get better. Smart Territory Management Saves Windshield Time Before we talk about maximizing windshield time, let's talk about minimizing it through smart territory planning. Map your territory into quadrants: Monday territory, Tuesday territory, Wednesday territory, Thursday territory, and Friday territory. If you're supposed to be in your Monday quadrant but you're driving to your Friday area, you better have a damn good reason. When you're planning your field time: Group your appointments geographically: Don't hopscotch all over your territory in one day Plan your route in advance: Use your CRM to map out the most efficient route Use the T-calling technique: When you arrive somewhere for an appointment, look left, look right, look behind you—can you make additional calls in that immediate area? The tighter your route planning, the more selling time you create and the less windshield time you waste. Prospecting from the Road (Safely) Now, here's where it gets interesting. That windshield time can actually become prospecting time—if you do it safely and legally. There are apps and dialers that let you load phone numbers and dial hands-free while you're stuck in traffic. You can also set up your phone so contact numbers are easily accessible with voice commands. Safety first: Only do this when you're completely stopped in traffic or pulled over. Never compromise safety for a sales call. Hands-free follow-up calls: Use voice-to-text features to send follow-up messages to prospects or customers. Planning calls: Call ahead to confirm appointments or reschedule meetings. Customer check-ins: Those relationship-building calls that keep you top-of-mind with existing customers. The key is preparation. Have your call lists ready, know who you're calling and why, and keep it simple and safe. Voice Technology Is Your Friend Today's smartphones have incredible voice capabilities that field reps should be leveraging: Voice-to-text for quick CRM updates Voice memos to capture important thoughts or follow-up reminders Hands-free scheduling and calendar management Voice-activated research on prospects or companies Learn to use these tools, and you'll be amazed how much more productive your windshield time becomes. Welcome to Automobile University The number one thing you should be doing while stuck in traffic is attending what the great Zig Ziglar called "Automobile University." When you're sitting in your car, staring at brake lights, what's coming through your speakers? Is it the news (which will just make you angry)? Music (which won't make you any money)? Or are you investing in content that makes you better at...

Most value propositions stink. They're boring, generic, feature-heavy garbage that make buyers' eyes glaze over. And the worst part? Most salespeople don't even realize their value proposition messaging is hurting them. On this week's Sales Gravy Podcast, Lisa Dennis breaks down her process for building value propositions that actually work—the kind that grab buyers by the heart and don't let go. But before we get to the solution, let's talk about why most value propositions fail miserably. Reason #1: You're Talking About Yourself, Not Them Here's the fundamental problem with 90% of value propositions: They're all about you. “We're the industry leader with cutting-edge technology and award-winning customer service that delivers best-in-class solutions…” Blah, blah, blah.  Do you hear that sound? That's the sound of your prospect mentally checking out. Here's a hard truth about human nature: Nobody cares about you. They care about themselves. Every buyer wants to talk about their problems, their challenges, their goals, and their pain points. When you launch into your pitch about incredible features and market-leading capabilities, your buyer is silently thinking, “What does this mean for me?” And if you don't answer that question immediately, you've lost them. Your value proposition isn't a corporate brochure. It's not a marketing slick. It's the value-bridge between what you do and what they need.  If it's a monologue about you, your company, and your product features you've lost the game before kickoff. What to do instead: Make your value proposition a laser-focused spotlight on them. Start with their problem, not your solution. Lead with their pain, not your product. Reason #2: You're Using Generic, Meaningless Buzzwords Most value propositions include phrases like “industry leader,” “best-in-class,” “cutting-edge,” or “world-class customer service.” “We're a one-stop shop with purpose-built solutions that increase efficiency and decrease costs.” Really? And I suppose your competitors specialize in decreasing efficiency and increasing costs? These phrases and buzzwords make you sound exactly like every other salesperson who's ever walked through your prospect's door: boring.  Here's the brutal truth: If your competitor could copy and paste your value proposition and use it for their company, it's not a value proposition—it's forgettable noise. What to do instead: Get specific. Use numbers. Use their language, not yours. Instead of “increase efficiency,” say “reduce your monthly reporting time from 40 hours to 4 hours.” Instead of “industry leader,” show them exactly how you're different and why that difference matters to them. Reason #3: You Haven't Done Your Homework Most salespeople build their value propositions standing in their own shoes rather than those of their buyers. If you don't know what keeps your prospects awake at 3 AM, if you don't understand their specific challenges, and if you haven't talked to real customers about why they bought from you (or didn't), then your value proposition is built on sand. Guesswork rather than research. What to do instead: Talk to three groups of people and gain insight through their lens. Your Lovers: These are your raving fans. What do they say about you when you're not in the room? What specific problem did you solve that made them heroes in their organization? Your Likers: These are satisfied customers who aren't writing love letters about you. What almost made them choose your competitor? What reservations did they have? Your Haters: These are the tough conversations. The prospects who chose someone else or the customers who fired you. Why? What did they feel you were missing? This insight helps you shape your messaging so that it connects with the buying motivators of potential customers. How to Build a Value Prop That Actually Works Now that we've covered why most value propositions fail,

Jon Buehler from Jacksonville asks: "How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time." Jon's question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It's a challenge that plagues even experienced sales professionals. In this Ask Jeb article and Sales Gravy Podcast, I dig into why this happens and how to fix it. The Prospecting Paradox Prospecting is the lifeblood of sales success, yet it's the activity most salespeople hate and avoid. This creates a dangerous pattern I call the "desperation rollercoaster"—a cycle that wreaks havoc on your results, your mental health, and ultimately your career. Here's how it works: You prospect hard for a while, fill your pipeline, and start closing deals. Life is good. Then you get busy servicing those new clients and tell yourself you've "earned a break" from prospecting. Your prospecting activity slows down or stops entirely. Fast forward 30-90 days, and suddenly your pipeline is dry. Panic sets in. Your manager is breathing down your neck. Your commission checks shrink. Only then do you rediscover your "motivation" to prospect. And the cycle repeats. Up and down. Feast and famine. This isn't a strategy; it's a recipe for burnout and inconsistent performance. The Hidden Costs of Inconsistent Prospecting The desperation rollercoaster creates damage far beyond just an empty pipeline. When you're desperate for deals, everything about your sales approach deteriorates: You become pushy and pitchy instead of consultative You come across as desperate and insecure You focus exclusively on what YOU need, not what the PROSPECT needs Your discovery questions become shallow You skip crucial steps in your sales process You discount aggressively because you have no leverage Your negotiation and closing skills deteriorate In short, when you're desperate for deals, you sell terribly. Inconsistent prospecting doesn't just hurt your pipeline—it undermines your entire sales approach. The 30-Day Rule: Why Consistency Matters More Than Intensity In Fanatical Prospecting, I discuss the "30-Day Rule": The prospecting you do in this 30-day period will pay off in the next 90 days. This rule explains why inconsistent prospecting is so dangerous. When you take even a single day off from prospecting, it creates a hole in your pipeline 30-90 days from now. Take a week off, and you create a significant gap. Take a month off, and you essentially guarantee a sales crisis in your near future. Understanding this principle makes it crystal clear why consistency trumps intensity every time. I'd rather see you make 20 prospecting calls every day for a month than 100 calls in a single day and nothing for the rest of the month. The Pain and Pull Method for Maintaining Motivation So how do you maintain your prospecting discipline when motivation inevitably fades? I use the "Pain and Pull" method. The Pain: Visualize the Consequences When I don't feel like prospecting (and yes, even after decades in sales, I still have those days), I vividly picture what will happen if I skip it: The stress of an empty pipeline 60 days from now The uncomfortable conversation with my team The hit to my income and reputation The desperation that will undermine my sales approach By focusing on the pain I'll experience in the future if I skip prospecting today, I create immediate motivation to pick up the phone. The Pull: Connect to Your Why My friend Victor Antonio calls this "the big pull," connecting your daily prospecting discipline to your most important goals and aspirations. Nobody wakes up excited to make cold calls. But many people wake up excited about buying their dream home, sending their kids to college,

On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw wasn't domination. It was something far more valuable for you as a sales professional and has everything to do with success. What I witnessed was a master class in mental resilience. And in this Sales Gravy podcast and article, I'm going to break down exactly how Scheffler's approach to adversity can transform your sales results. The Brutal Grind Quail Hollow is beautiful, but make no mistake—this course has teeth. It chewed up and spit out many of the world's best golfers without an ounce of remorse. Just ask Bryson DeChambeau, who on Saturday watched his lead evaporate on the "Green Mile" – the brutal final three holes of the course. Or ask Jon Rahm, who briefly held the lead on Sunday before plummeting to eighth place after getting absolutely bitten by those same closing holes. If you just looked at Scheffler's final score, you'd think he cruised through effortlessly. But that's not even close to what happened. It was a grind—every single hole, every single shot. Scheffler came into Sunday with a five-stroke cushion, but by the front nine, he had completely lost that lead. Let that sink in for a second. The world's best golfer, playing his best golf all season, watched his commanding lead completely vanish. For most players, that would have been it. Game over. The spiral begins. The tournament slips away. But not for Scottie Scheffler. Bounce Back Percentage - The Key to Winning There's one statistic from the tournament that explains everything – and it's a metric that should become your new obsession as a sales professional. It's called the "bounce-back percentage." The bounce-back percentage measures how often a player makes a birdie or better immediately following a bogey or worse. In other words, how often do you recover from failure and immediately create success? For the entire field at Quail Hollow, the average bounce-back percentage was 17.4%. For Scottie Scheffler? An astonishing 62.5%. Think about what this means. When the average player faced adversity, they bounced back less than one time in five. But Scheffler? He transformed failure into immediate success more than three out of every five times. That is massive mental resilience. It's the difference between holding a trophy and watching someone else hold it. It's the difference between being number one in the world and being just another talented pro. And it's absolutely the difference between sales mediocrity and sales excellence. Bounce-Back Matters in Sales So why am I talking about golf statistics on a sales podcast? Because the bounce-back percentage is the perfect analogy for what makes or breaks a sales career. I've got news for you—bad stuff is going to happen in your sales career. You're going to fail, lose, and face adversity. That's not a possibility—it's a guarantee. You're going to have situations where everything seemed perfect, and then the deal falls apart. Sometimes it's your fault. Sometimes it's not. Maybe the champion of your deal suddenly gets fired or leaves the company. Maybe a competitor swoops in at the last minute with a ridiculous offer. Maybe your prospect ghosts you after six months of work. Each day you're going to run into situations when you're prospecting where someone slams the phone in your ear, and then you've got to immediately turn around and make the next call. There will be days where nothing goes right and everyone says no. Your ability to bounce back doesn't just influence your success – it defines who you are as a sales professional. It is the key to winning. Full stop. The Goldfish Paradigm  When I'm hiring salespeople, one of the things I'm measuring for is optimism. It's essentially Ted Lasso's goldfish paradigm—the ability to forget fast. On the show,

Sales is a trust game. Always has been; always will be.  It's not about features, price points, or flashy presentations. It's about conviction. And conviction is born from trust: deep, unshakable trust across four critical fronts.  Ignore even one, and you're leaving deals on the table. The First Deal You Close Every Day is YOU Before you ever make a cold call, send an email, or walk into a meeting, you've got to sell you to you.  Self-doubt is a silent killer. It creeps in, erodes confidence, and betrays you in your voice, your body language, and that split second when you hesitate to ask for the close. Top performers don't have fewer fears—they just trust themselves to push through them. They build self-trust the hard way: doing the reps, facing objections, pushing through rejection until they're bulletproof. Self-trust isn't optional. It's the launchpad for everything else you do. Trust in Your Product If you don't believe in what you're selling, neither will your prospect. Prospects can smell when you're bluffing. They pick up on the hesitations, the weasel words, the way you tiptoe around weaknesses instead of confronting them head-on. When you know your product solves real problems—and you've seen it do so again and again—you sell with conviction. You don't overpromise. You stop folding under pressure, and stop chasing price shoppers.  Trust in your product doesn't mean it's perfect. It means you know where it fits, what it does well, and who it helps—and you're not afraid to walk away when it's not the right match. Your Process is Your Competitive Edge Amateurs wing it. Top performers trust their process.  A rock-solid sales process is your roadmap to predictable success. It's the framework that turns chaos into control. When you trust your process, you stop second-guessing yourself. You know exactly what to do next, even when prospects throw curveballs.  Your process should cover all parts of the sales cycle: prospecting, qualifying, handling objections, closing, and follow-up. Each step should be intentional and refined through experience.  Trust in your process gives you the courage to disqualify bad fits and the discipline to execute consistently.  Building Trust with Prospects: Where Deals Live or Die Prospects don't buy from people they don't trust. They buy from people who understand them, demonstrate competence, and follow through on every promise.  The 7 Trust Accelerators That Actually Work Prepare Like Your Career Depends On It: Before every interaction, know their business, industry challenges, and recent news. When you reference their Q3 earnings call or their CEO's LinkedIn post, you show respect for their time and business. Lead with Insight, Not Pitches: Share something valuable they don't know about their market, competitors, or opportunities. "I noticed companies in your space are struggling with X. Here's what the successful ones are doing differently..." Ask Questions That Make Them Think: Skip the basic discovery questions. Ask: "If you could wave a magic wand and fix one thing about your current process, what would it be?" or "What's the real cost of not solving this problem?" Admit What You Don't Know: When stumped, say: "That's a great question. I don't have the answer right now, but I'll find out and get back to you by tomorrow." Then actually do it. Tell Them When You're NOT a Fit: Nothing builds trust faster than saying: "Based on what you've told me, I don't think we're the right solution for you. Here's who might be better..." They'll remember your honesty. Share the Whole Truth About Implementation: Don't sugarcoat. Tell them: "Here's where clients typically hit speedbumps. Here's how long it really takes. Here's what you'll need to invest beyond the price tag." Follow Up with Value, Not Just "Checking In”: Every touch should add value. Send industry reports, introduce them to potential partners,

Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" If you've been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, you send over your proposal or pricing...and suddenly—radio silence. The prospect ghosts you, leaving you frantically checking your email every five minutes and wondering what the hell happened. In this Ask Jeb episode of the Sales Gravy Podcast I'm going to teach you how to prevent it. You Gave Away Your Leverage for Free During our conversation, I asked Brian to consider what he'd do if I offered him $100 to go get me a Big Mac. He wasn't interested. When I upped it to $200, he started considering it. At $500, he was ready to make the trip. Why? Because at $500, the value exchange made sense to him. Your sales information works exactly the same way. Your pricing, specs, and solutions have real value. When you hand them over without getting anything in return—especially before completing your sales process—you're essentially giving away hundred-dollar bills for free. And once you give away all your value, the prospect has no more reason to talk to you. Understanding Power and Leverage in Sales In most sales situations, your prospect has more power than you do because they have more alternatives than you. They can choose your competitors or simply decide to do nothing. The only way to level the playing field is through leverage—something you have that they want because it provides value to them. It's like that hurricane example I gave Brian: If there's a hurricane in Miami, all the power is out, and you're the only person selling ice, you have all the power because there are no other options. But in normal business situations, your prospect has plenty of options, which gives them power. Your information is the leverage that gets prospects to "dance to your tune." Once you give that away without getting anything in return, you've surrendered all your power. Your Sales Process Should Be a Value Exchange Here's what your sales process should look like instead: Use discovery calls to build value: Ask questions that help prospects think differently about their problems. Create insights they can't get elsewhere. Meet multiple stakeholders: Insist on speaking with everyone involved in the decision. This builds relationships across the organization and prevents ghosting. Present your proposal in person: NEVER email a proposal. Your proposal meeting should be a closing meeting where you're getting a yes or no. Look for engagement at every step: If prospects aren't willing to invest time and effort in your process, they're showing you they aren't serious. Each step of your process should involve the prospect giving something (usually time and information) to get something from you. This creates what psychologists call the "investment effect"—the more effort people put into something, the more they value it. The RFP Trap The clearest example of giving away leverage is responding to RFPs without conditions. When you fill out all that information and send it without meeting the decision-makers, you'll rarely hear back. My approach? "I'm not filling out all that information until you meet with me." If they want your solution badly enough, they'll meet. If they don't, you've saved yourself hours of wasted time. I practice what I preach, but I'm not perfect. Just last November, I spent 12 hours on a proposal I knew had little chance of closing because I'd skipped steps in my own process. I gave away my leverage for free, and they ghosted me—exactly as I predicted they would. I have to relearn this lesson once or twice a year. Maybe you do too.=

Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast, and if you don't get your pipeline positioned for success now, you'll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.  Appointment conversion rates decline by similar percentages. And overall deal velocity—how quickly opportunities move through your pipeline—slows dramatically during this period. Why does this happen? It's simple: Decision-makers take vacations. Buying committees become fragmented with staggered time off. Business momentum slows as organizations shift to a summer mindset. And you are distracted with the pool, the beach, your kids, and fun travel.  Salespeople Wait Until it is Too Late That's reality. Now, here's the brutal truth. Each summer salespeople make the same bad mistake—they wait until they're already in the summer slump to try to climb out of it. By the time they realize their pipeline is drying up in late June, it's already too late to course-correct, leading to stress and anxiety as their sales numbers and income drop as the temperature rises. If you are not focused on building your summer pipeline now, you are in big damn trouble. First, your prospects become harder to reach, which means your connection rates drop. With lower connection rates, you get fewer meetings. Fewer meetings lead to fewer opportunities entering your pipeline. Meanwhile, your existing pipeline is moving slower than normal due to vacation schedules. These factors don't just add up—they multiply.  And here's the kicker—while you're experiencing this slowdown, your quota isn't taking a vacation. Your revenue targets remain unchanged. In fact, for many organizations, Q3 is when quota ramps up higher and the pressure really starts to build to hit annual targets. The Sales Psychology of Going Into Summer Prepared to Make Quota Beyond the pure mathematics of pipeline building, there's a psychological advantage to preparing now. When you're proactively filling your pipeline ahead of the summer slowdown, you operate from a position of confidence and abundance. Sales professionals who hit the summer slump with a thin pipeline typically find themselves in panic mode. When you're in panic mode, prospects can sense it. Your conversations become more about your needs than theirs and your willingness to discount increases. These behaviors ultimately reduce deal profitability and your income, and damage your relationships with potential customers. Contrast this with the sales professional who's already built a healthy summer pipeline. They can approach each conversation with genuine curiosity and patience. They can focus on value creation rather than transaction acceleration. They can maintain price integrity because they're not desperate for the deal. And they can actually have summer fun rather than summer stress.  Double Down on Prospecting Now The simple reality is that connecting with prospects will get harder during summer. So you need to double your outreach volume now. If you normally make 30 prospecting calls daily, bump that to 60 for the next six weeks. The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. In other words, the seeds you plant today will determine your harvest in July and August. Knowing your pipeline is healthy going into summer allows you to enjoy any vacation time you take without constantly checking emails. When you're not scrambling for deals, you can be more selective about which opportunities you pursue, focusing on ideal customer profiles rather than anyone with a pulse. A well-built summer pipeline might actually allow you periods of lower activity that you can use for s...

Here's a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week's episode of the Sales Gravy Podcast, business consultant for entrepreneurs David Neagle says: “You've got to see yourself above the place that you actually want to accomplish.” The highest-earning reps? They think like owners. They take responsibility for their number, their mindset, and their mission. They don't wait for leads to be handed to them or settle for “good enough.” They build a pipeline like a business, because it is.  So whether you run a company or just run your territory, these lessons from a successful entrepreneur will harden your mindset and help you sell with more purpose, more urgency, and more grit. Making Money Isn't Hard. You need to come around to a simple idea: Making money isn't the hard part. Getting over your mental baggage about making money is infinitely more difficult. Most salespeople riding the feast-or-famine rollercoaster find themselves desperate more often than not. When that happens, they unconsciously sabotage themselves. They discount too quickly, hesitate to ask for the sale, or talk themselves out of big goals. Here's the truth: Money is everywhere, and opportunity is endless. But if you believe sales is a grind and success is for “those people,” you'll work three times harder for half the reward. Don't undersell yourself. Entrepreneurs don't apologize for making money—they design their lives around it. If you want to earn like a business owner, stop treating money like a taboo topic. Start treating it like a scoreboard you want to climb. Stop Caring What People Think (Especially About You Winning) The moment you start succeeding—wildly succeeding—is the moment people will have opinions about it. You close a big deal or hit the top of the leaderboard? Somebody will whisper. Someone else will be resentful. That's not your problem. It's theirs. You'll never hit your peak if you can't stomach a little hate from the nay-sayers. Entrepreneurs learn early that approval won't pay your bills. If you want to win in sales, stop seeking validation from people who aren't playing game at your level. You can't serve your buyer and care what others think at the same time. Choose your future over fitting in. Believe You're Worth the Win Most reps think their biggest problem is weak leads or tight markets. It's not. It's that they don't believe they're worthy of success. They don't think they deserve the close, the commission, or the praise. Instead of swinging for the fences or building consistency, they settle for mediocre wins some of the time. Instead of dealing with confidence, they let insecurity take over. Business owners don't have that luxury. Their livelihood depends on selling themselves—and believing in what they offer. The same should go for you. When you believe you're worth the success, your tone changes. Your body language shifts. Your presence becomes undeniable—and buyers feel it. Push past doubt by honing your skills through practice and reviewing past successes. You deserve everything you've worked hard to gain. Sales Isn't About Getting—It's About Giving A lot of people treat sales like they're trying to take something. That's why they feel pushy, needy, or “icky.” But the best sellers think like business owners—and owners know they're in the business of solving problems. They're giving value, outcomes, and transformation. If your mindset is “I need to get this deal,” your buyer will feel that. But if you shift to “I've got something that can truly help them,” everything changes. You show up with confidence, not desperation; with curiosity, not pressure. Sales isn't just hunting. It's serving. And your commission is just the reward for solving someone else's problem. Start thinking like a consultative seller. Listen closely to your prospect's needs and position yourself as a trusted advisor who...

Tyler Goss, from Tampa has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In this podcast I break down these answers in plain English. When to Create a Deal: Finding the Sweet Spot There's no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Others won't let you create one until the contract is practically signed (equally absurd). Here's my take: Both extremes are problematic. You need a pipeline that gives you meaningful data. Here's how we handle this at Sales Gravy: For Inbound Leads: We categorize inbound leads into three distinct groups: 1. List Leads These are people who sign up for our newsletter or download basic resources where we only ask for a name and email address. They're joining our community, and while some may become customers down the road, they're not pipeline opportunities yet. 2. MQLs (Marketing Qualified Leads) These folks have given us more detailed information through webinars or content downloads. They've provided their phone number, email address, company, role, etc. There's an implicit understanding that we might reach out, but they haven't expressed a direct interest in buying. I don't want these in my pipeline yet. 3. Hot Leads These people come to us with their hands up, saying things like: "We've got a team of nine and want to do sales training" or "Our SKO is in February, and we want to hire Jeb. How much does he cost?" These leads have an open buying window and go straight into the pipeline. We'll close 95% of these because they've already self-identified as buyers. For Outbound Prospecting: When prospecting outbound we only put opportunities into the pipeline after the prospect has agreed to a first time appointment (FTA). Here's why: First-time appointments are your Money Ball metric – they indicate the health of your prospecting efforts. When an FTA is in your pipeline, you can measure critical data points like: Show/no-show rates by rep Advancement rates from FTA to next stages Conversion rates from FTA to closed business If I have a rep setting tons of FTAs with only a 10% show rate, I need to diagnose that problem. If another rep is advancing 50% of their FTAs to the next stage, that tells me something completely different. The qualification point is simple: both parties have agreed to step into the sales process. That's when it becomes a pipeline opportunity. Some organizations resist this approach because they only want "fully qualified" opportunities in their pipeline. I get it – but you're missing valuable data if you wait too long. Consider this example: If you work in an industry where everyone's under contract, and you know contract expiration dates, you might be tempted to automatically add prospects to your pipeline as their contract end dates approach. I wouldn't do that. Wait until you've had a conversation where they agree to meet with you to discuss options. That agreement to step into the process is your trigger. If you're putting everything into your pipeline, you're diluting your data. If you're waiting until deals are practically closed, why even have a pipeline? The sweet spot is somewhere in between – and for most B2B sales organizations, it's at the first-time appointment stage. Maximizing Prospecting Efficiency: How We Make So Many Calls Tyler also asked about those "crazy" prospecting numbers I mention in my books. How do my teams make hundreds of calls during designated call blocks? The answer boils down to three key principles: 1. Separate List Building from Prospecting Research and building lists is NOT prospecting. When we're prospecting, we're just chopping wood. We have our lists ready in advance, and when it's time to prospect, that's all we do.

During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The player walked over to the fan and said, tongue-in-cheek, "No, you don't." The fan looked confused. "What do you mean?" The player replied, "You don't want to hit a shot like that because that means hitting a thousand balls a day, every day, for the next 20 years. That's what it takes to hit a shot like that." And that's true for pretty much everything you want to accomplish life—whether it's playing golf, the piano, selling, investing, or mastering AI. If you want to be elite, you have to do a lot of repetitions of the same thing to reach the top.  Adopt The Mamba Mentality You've got to practice constantly. And this is what a lot of people miss. See, the truth is you can have anything in life you want—pretty much within reason—as long as you're willing to do the boring work. You know what separates Warren Buffett, the greatest investor of our generation, from other investors? He's read over 100,000 financial statements in his lifetime. Think about that. 100,000 financial statements. That's not exciting work. That's not sexy. It is sitting alone, poring over numbers, analyzing balance sheets, income statements, cash flow statements, day after day, year after year, decade after decade. But that boring work made him one of the richest people on the planet. Or look at Kobe Bryant. Kobe was famous for his "Mamba Mentality" which meant showing up at 4 AM to practice, hours before his teammates. It meant shooting thousands of the same shots over and over. His trainer once said Kobe would practice one simple move 700-800 times in a single session. Not 10 times, not 50 times. 700-800 times. The same move, over and over and over again. That's the boring work that made him a legend. Going out to the driving range and hitting a thousand balls with your seven iron is one of the most boring things you can possibly do. Crap, hitting 50 balls with your seven iron is boring. But that's what separates the top performers from the low performers—they're willing to do the boring things. Top Performers are Always Working at It In sales, top performers are constantly studying. I meet them all the time. They show up in my seminars, read my books and listen to my podcasts. They're taking courses on Sales Gravy University. They invest in learning and practicing every single day.  When we run role plays, they jump right in. They recognize that, yeah, that's boring work. But you've got to do the boring things, the repetitive things, to get what you want.  Be Careful What You Wish For So the questions you have to ask yourself when you make that wish for what you want or set a goal is: How bad do you want it? Are you willing to do the work?  Are you willing to make the sacrifice?  Are you willing to grind day in and day out?  Are you willing to do all of boring reps that nobody ever sees in order to reach the very top?  Success is Paid for In Advance With Boring Work You can accomplish anything once you accept that the price for success is paid for in advance. The price of admission to the elite levels of any profession is doing the boring work that most people aren't willing to do. Let me give you an example from my own life. Years ago, when I was starting out in my sales career, I made a commitment to make 100 cold calls every single day no matter what. Rain or shine. Good mood or bad mood. Whether I felt like it or not. You know first hand that cold calling is not exciting work. It's tedious, repetitive, and rejection dense. Honestly, most people—including my boss—thought I was nuts.  But those 100 calls a day allowed me to out perform and out earn all of my peers. It made me the top sales rep in my fortune 200 company. It bought houses, made me wealthy, and eventually gave me the platform to write book...

Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you're not self-aware, you're leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wrecking Ball Let's get honest. Lack of self-awareness is a deal-killer. It's what causes reps to: Over-talk and under-listen Project their objections onto the buyer Miss subtle cues because they're too focused on a static script Push when they should pause This isn't just a skill gap—it's a blind spot. When you don't know how best to connect with your prospect because you're not listening—that's a dangerous place to sell from. Self-awareness is your internal compass. Without it, you can't navigate objections, establish trust, or conduct a real discovery conversation. You can't be consultative without being conscious. The Ego Trap: Overconfidence Kills Awareness It might seem counterintuitive, but your biggest blind spot in sales might be your own ego. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer. That's when self-awareness can tank. Confidence is good until it turns into arrogance. When you stop reflecting, stop asking questions, and stop listening, you lose your edge. Sales is a what 's-happening-today game. Yesterday's win doesn't guarantee today's deal. Top sellers stay humble enough to ask:  “Did I connect, or just perform?”  “Am I guiding, or just trying to sound impressive?” “Does my solution fit their problem, or am I just trying to land a quick deal?” The most crucial part of self-awareness? Checking your mindset—and your overconfidence—before it derails a lucrative deal. Ego says you've got it handled. Self-awareness asks if that's really true. Only one of those gets you to President's Club. The Two Lanes of Emotionally Intelligent Awareness Awareness in sales isn't just about having “emotional intelligence” and keeping arrogance in check. It's about two critical lanes: 1. Seller Self-Awareness You must know how your tone, presence, and mindset affect the buyer. That means recognizing when: You're chasing approval instead of guiding decisions You're hesitating out of fear of rejection You're overexplaining because you're insecure You're emotionally reacting instead of staying neutral Top sellers audit themselves for these moments constantly. They ask:  "Was I too defensive there?"  "Did I listen or just wait to talk?"  "Am I showing up with certainty or neediness?" A self-inventory is no picnic. But this self-audit allows the elite to stay composed, curious, and in control—especially when things get tense. 2. Buyer's State Awareness A self-aware seller is tuned in. They're not just listening to what is said, but why it's being said, and what isn't being said at all. Consultative selling is all about sensing, so it's: Knowing when a buyer's guard is up Being alert to when they're overwhelmed Learning when they're intrigued but afraid to say yes Watching the micro-expressions Noticing the shift in tone The best lead by aligning with the buyer's state. By understanding the buyer's motivations, emotional triggers, and decision-making pace, self-aware sellers engage in deal-making, not manipulation.  Self-Awareness Might Be New to You So there's no doubt self-awareness nets meetings and closes deals. But here's the problem: Most sellers have never been coached to insightfully reflect.  They're trained on scripts, not self-regulation. They're told to “just make the calls,” but not how to manage the emotions that come with rejection, hesitation, or being ghosted. It's easy to understand the challenges.

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward. First, let's acknowledge something important: If someone is genuinely in the middle of an important meeting, they typically don't answer calls from unknown numbers. The fact that they picked up your call suggests they may not be as unavailable as they claim. That said, they might be between meetings, heading into a meeting, or simply using this as a brush-off technique. Regardless of their true situation, you need an objection handling strategy. Based on my conversation with Paul, here are three effective approaches to handle this common situation: Approach #1: The Quick Pitch Strategy This is what Paul had been doing—when he gets someone on the phone who says they're in a meeting, he delivers his DMX (Decision Maker Express) pitch as quickly as possible, then tries to secure a meeting. Paul mentioned this sometimes works for him. He gets the meeting scheduled, then works hard to ensure they show up by engaging with them on LinkedIn, sending follow-up emails, and basically "surrounding" them with touch points. The upside: You've got them on the line, so why not take your shot? The downside: Rushing through your pitch can make you sound desperate and reduce your effectiveness. When to use it: If you have a high-energy personality and can deliver a compelling, concise pitch without sounding rushed, this approach can work. It's especially effective if you have a solid follow-up strategy to ensure they show up to the meeting. Approach #2: The Acknowledge and Pivot Strategy Instead of trying to pitch someone who's claimed to be busy, simply acknowledge their situation and pivot directly to scheduling: "I totally expected you to be in a meeting and not able to talk. That's exactly why I called—to find a time that's more convenient for you. Why don't I send you a meeting invite for Thursday at 2:00, and then we can get together when you do have time to talk?" This approach demonstrates respect for their time while simultaneously accomplishing your objective of setting an appointment. What happens next reveals a lot: If they agree to the meeting, you've accomplished your goal without the rushed pitch. If they ask, "Who are you again?" they're actually signaling they have more time than they initially let on. If they say they're not available Thursday, they're engaging in a scheduling conversation—which means they're interested enough to find an alternative time. When to use it: This works particularly well when you sense the prospect is genuinely busy but might be interested with the right approach. It's respectful, professional, and surprisingly effective. Approach #3: The Non-Complementary Behavior Strategy This is my personal favorite because it uses psychology to your advantage. When the prospect answers with high energy, saying they're busy or in a meeting, don't match their energy. Instead, deliberately slow down and use a calm, relaxed tone: "Totally get that. I figured you would be busy. Look, I only have two questions." Then—and this is critical—be quiet. Let the silence do the work. If they truly have no time, they'll hang up. But most won't. Instead, they'll likely say something like, "Okay, but go fast." Now you need to ask a question that gets them engaged—something they can easily answer that reveals qualification information: "How many data points are you connected to in your current configuration?" The magic happens in what follows:

Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make or break you. When all things are equal, mindset is one thing that separates winners and losers. This is one of the reasons that I love golf so much. Once you understand the basic mechanics of the golf swing the only thing that really matters is mindset. On every shot your ability to focus, calm your mind, and remain mentally disciplined is the thin line between brilliance and disaster. Allow the wrong thoughts to creep in and before you know it you've shanked your shot into a water hazard.  You Become What You Think In golf and in sales, you cannot afford the luxury of a negative thought.  Self-talk is crazy powerful. You become what you think. When you expect to win, you'll win far more often than the person who believes they are going to lose. When you learn how to block out negative thoughts and inputs and remain focused on your process you'll consistently out perform those who don't.  Understanding this is crucial in these crazy times full of volatility, uncertainty, negativity and divisiveness. In this environment where everything can hit the fan in an instant on any given day, it is super easy to become mired in stinking thinking.  Beware of Stinking Thinking Stinking thinking is the toxic inner soundtrack that loops in your head after a bad conversation with your boss, seeing a negative story on the news or social media, a lost deal, a bad quarter, or hitting five straight voicemails on cold calls. It's every “Nobody answers the phone anymore,” “No one's buying in this economy,” or “I'm just not cut out for sales.”line you feed yourself. It's catastrophizing. It's victim-talk. Imagine the impact on your mindset when your internal conversation is constantly filled with negativity. It's the mental equivalent of leaving a half-eaten tuna sandwich in your backpack for a week—eventually the smell becomes unbearable. Mindset drives attitude, attitude drives behavior, and behavior drives outcomes. When stinking thinking settles in: Your Reticular Activating System—the brain's spam filter—starts looking for evidence you're doomed, and sure enough, you find it. Call reluctance skyrockets. You protect your fragile ego instead of filling the pipe and asking confidently for the sale. Every “maybe” sounds like a “no,” every objection feels personal, and every tiny setback reinforces the lie that you're stuck. Left unchecked, that negative monologue becomes a self-fulfilling prophecy. Your pipeline shrinks, numbers dip, confidence tanks, and pretty soon you're blaming the market instead of owning the mirror. Thoughts are Just Choices The good news is that thoughts are just choices. You control your mindset. You have the ability to flip the switch from victim to driver. From rain barrel to rainmaker.  What you must never forget is that momentum follows mindset, not the other way around. Manage your self-talk and the results follow suit.  When your self-talk turns negative, take control and change it. Learn to replace negative self-talk with positive affirmations and statements. Get in the habit of looking in the mirror and answering the question: “What can I control right now?” Focus on that.  Knowing vs Doing Now, here's the rub, everybody knows self-talk matters. Socrates hammered on it. Marcus Aurelius journaled about it. Your grandmother probably told you to “stop being so negative.” The concept of mental discipline isn't new, it's universal. But intellectual agreement and day-to-day execution are two very different zip codes. You can post quotes from every Stoic on LinkedIn and still spend the morning telling yourself, “I'll never hit quota in this economy.” Knowledge without application is just trivia. So flip the switch from knowing to doing.

Let's kill the myth: sales coaching isn't just for newbies or underperformers.  It's for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period. This isn't feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason. Everyone, and I mean everyone, needs a coach. From the elite to the desperate, everyone can benefit from guidance. 1. The Desperate: The Bottom 20% You know who you are. You're missing quota—again. Every call feels heavier, your confidence is tanking, and you're out of answers. Here's the truth: you don't need more time—you need better habits, tighter processes, and someone to call out your excuses. You need guidance. Sales coaching forces you to stop guessing and start fixing. A good coach will rip the blinders off: Are you dodging the phones? Are you hesitating at the close? Are you talking too much and listening too little? You're not going to claw your way out of the bottom 20% by working harder. You get out by working smarter, with someone who's done it before and won't let you off the hook. Find yourself a coach—do it now—before the hole you've dug gets any deeper. 2. The Mediocre Middle You're not bottom of the pack, but you're not standing out either. You're just … fine. Quietly average. Here you are, coasting on a couple of decent months, dodging attention, not making waves, paying your bills but treading water accomplishment-wise. And that should scare you. This is not where you want to be. This is where most reps stay stuck—not because they don't care, but because they don't change. Coaching breaks the cycle of complacency. It's the flashlight in the dark that shows you exactly what's holding you back. Weak discovery? Inconsistent follow-ups? Soft closes? You don't need a miracle. You need fresh eyes and someone who pushes you past the edge of “fine.” Seek out a coach who's been there and knows how to break through the ceiling you're trapped under. 3. The Ultra High Performer You're already top tier. You've pushed your way into the 5%. President's Club. You've got the trophies, the income, and the T-shirt to prove it. So why do you need coaching? Because the best never stop training. They don't rest on wins—they refine, seek out marginal gains, and build muscle when others relax. Coaching helps you identify the 2mm adjustments that turn a winner into a legend. The ultra-high performers I've seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. The ego stays in check, the mindset stays sharp, and the momentum stays up. They're breaking into enterprise-level sales on the regular. The moment you stop chasing growth is the moment someone else starts catching up. Your ideal coach has climbed to the top of the mountain themselves and is willing to help you scale it, too. 4. The Solopreneur You're running a business, selling the service, delivering the product, and following up with the clients. You're building the plane mid-air. But let's be real—most solopreneurs need some help to truly master sales. With your passion, you're the best sales rep for your product you'll ever have—but right now, you're winging it. “Coaching helps you build a real sales process—consistent outreach, confident pricing, and predictable revenue.  You can't afford wasted time or wasted energy. A coach helps you cut distractions, stop chasing bad-fit leads, and finally build the kind of pipeline that scales with you. If you want to play a bigger game, you've got to start selling like a pro—not an amateur. Go land a coach who's as committed to making you a top-tier sales rep as you are to your business. 5. The Sales Leader You coach your team, run the numbers, and lead the meetings. You're trying to hit your own number while calling all...

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar? He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. But Kyle's reality made traditional time blocking nearly impossible. So what's a field rep to do? What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to work—right now. Focus on Activity Count, Not Time Blocks If you're in Kyle's shoes (or truck), here's my advice: stop obsessing over time and start focusing on activity counts. Instead of trying to carve out a rigid one or two-hour block, set a daily activity goal. For someone in Kyle's position, committing to 30 quality outbound touches per day is likely sufficient. In my early days, I personally made 100 dials daily, no matter what—but you need to find your number. It's amazing what you can accomplish in small pockets of time. Got 10 minutes between appointments? You can make 10 dials. These micro-prospecting sessions add up throughout your day. Instead of asking, “How do I find two uninterrupted hours?” ask, “How many outbound touches do I need to hit my pipeline goal?” Reverse-engineer your math. If 30 dials typically create two meetings—and two meetings a day keep your funnel fat—commit to 30 dials, period. Activity over chronology. Whether you burn those calls in one block or in six five-minute bursts between site visits doesn't matter. Hitting the activity target does. Prospecting is like push-ups: the muscle only cares that you completed the reps, not whether you did them all at once. Practical Fanatical Prospecting Implementation for Field Reps Here's how to make this work in the field: Set up your list the night before: Don't waste precious morning energy building your call list. Have everything ready to go when you start your day. A pre-built list eliminates the mental drag of figuring out who to call while you're juggling mud, invoices, and traffic. Use the gaps: Those small windows between appointments are prospecting gold. Five minutes here, ten minutes there—use them. Capture information efficiently: Most calls will go to voicemail. For the ones who answer, quickly note any important information to input into your CRM later. Don't try to update your CRM in real-time between every call. Be safe: Obviously, don't text and drive. Pull over if you need to take notes or send follow-up messages. What Kyle is experiencing is common for outside sales professionals. You can't prospect the same way as an inside sales rep with a dedicated desk and phone. Your office is your vehicle. Your desk is wherever you can find a flat surface. Your schedule is dictated by customers and job sites. Create a Mobile Prospecting Kit Salesforce is great—when you have stable Wi-Fi and two hands on a keyboard. Field reps need something that works when the LTE bars dip to one. Print or export your list with phone numbers and a skinny note column. Hyperlink mobile numbers in a notes app so a single tap dials the next contact—no scrolling, no fumbling. Use a hands-free auto-dial app (tons exist) if local regulations allow. Safety first; quotas second. Capture notes on paper or dictate voice memos. At day's end, batch-enter critical intel into your CRM. Perfect data hygiene is optional; capturing deal-moving facts is mandatory. Rule of thumb: Log information, not activity. Managers love call-count metrics, but conversations and follow-up triggers win deals.

On this Money Monday, we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn't pretty. It wasn't clean. It was gritty, emotional, and one of the most unforgettable moments in sports history.  Rory stepped onto the first tee looking calm, focused. Like a man who'd been here before, and this time, was ready to finish it. He was 12-under. Two shots clear. It was his tournament to lose. Then it unraveled almost immediately. A loose drive. Bad bounce. Scrambled recovery. Double bogey. That kind of start can break a player, especially at Augusta National, especially when the stakes are this high. But this year would be different. Here are five lessons we can learn from Rory Mcllroy's journey to immortality at the Masters: Lesson #1: Pressure Doesn't Break You—It Reveals You That double bogey on the first hole could've crushed him. It has crushed players before. It's crushed him before. But this time, Rory leaned into the moment. In sales, the pressure hits you just as fast. A lost deal, a missed number, or an impossible quarter. You don't get to run from it. You fail to the level of your habits, your mindset, and your preparation. What shows up when you're squeezed is your true game. Lesson #2: Respect the Long Game Rory didn't panic; he recalibrated. He birdied 3, then 4. No showboating. No hero shots. Just control. He played tight through the front 9. His game wasn't flashy—just steady. He didn't chase. He didn't press. Rory played smart. He trusted the process and took what the course gave him. He didn't win with a miracle chip. He won with patience. Tempo. Smart decisions. He trusted the process. That's how deals close. That's how pipeline builds. You qualify. You follow up. You show up again. And you earn the right to close when the buyer's ready—not when you're desperate to sell. Trust the process, be consistent, and believe in your system. Lesson #3: How You Lose Matters More Than How You Win But the Augusta National did what the Augusta National always does—it tightened its grip. The 11th is long, brutal, and unforgiving. His approach caught the small bumpy hills that line the green side fairway and scuttled left. The ball screamed toward the left pond and stopped just short. Rory was able to make the save for bogey. "Amen Corner," he must have whispered to himself, exasperated. Rae's Creek was, again, waiting on 13—and it got him. His 89-yard chip landed short and skipped into the water. Another bogey. He was slipping. You could see it in his face. The sweat. The searching for focus. The doubt that has haunted his Masters' history creeping in around the edges. The crowd got quiet. Could it be another collapse. On the 15th, after his tee shot put him left of the fairway blocked by three Georgia Pines, Rory stood at the top of the hill—one of the last true scoring chances on the course. He pulled a 7-iron for 220 yards. A high, arching draw that tracked perfectly, landing soft on the right side of the green and rolling to within five feet of the pin. Rory bounced down the fairway to the green, walking on clouds. The crowd enveloped him in a unified chant. Then he landed another birdie on 17. Suddenly, he was back to 11-under—tied with Justin Rose, who was charging from behind with a 66 and had the crowd buzzing. 18 was Rory's chance to seal it. But his second shot found the bunker. The blast out was clean, but the putt too strong. He missed. The gallery groaned. Another Masters heartbreak? Was this all too much to fight in one day? Did he have one more, two more, three more holes?  But Rory didn't show frustration or melt down. He reset and walked back to the tee box for the playoff with Rose. For years, Rory has taken losses on the chin. No excuses. No drama. Just class. Grace matters. Your mindset matters. Clients see that in sales. They notice how you act when the deal doesn't go y...

You crushed your quota. Commission check hits the account.  Your first instinct? Celebrate! You earned it, right? Not quite. You've earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you're just renting a lifestyle. Here's the truth: Top sales pros don't just sell like professionals—they manage their money like professionals. They know the high of a commission check can't replace long-term financial freedom. I've got the financial low-down. 1. Don't Spend It All in One Place—Or All at Once When a big check hits, it's tempting to splurge. New watch. Fancy dinner. Extra drinks on you. But here's the catch: commission highs come and go. Quarters fluctuate. Markets shift. Now more than ever, you can't treat every paycheck like a lottery win. Try this instead: Split your check. A solid money rule: 50% to lifestyle, 30% to savings/investments, 20% to debt. Set auto-transfers. Remove temptation. Have a percentage automatically move to savings or investments the minute you get paid. Living below your means is how you avoid feeling broke—even during dry spells. 2. Build the "Oh Crap" Fund Sales is high-risk, high-reward. One quarter, you're crushing it, the next you're staring down a dry pipeline and a mortgage payment. Enter your emergency fund. This isn't optional—it's survival. Ideally, you want 3–6 months of living expenses saved in a separate account, untouched unless it's a true money emergency. Having this cushion keeps you from making desperate decisions when things get tight—and keeps your mind clear to prospect fanatically. 3. Debt Doesn't Care About Your Commission Credit cards. Car payments. Student loans. Debt is a silent killer of long-term wealth. And the more you make, the more it sneaks in. Why? Because it's easy to think, “I'll just pay it off with my next check.” Then the check comes. And goes. Start taking control: List your debts. Highest interest first. Choose a strategy. Snowball (smallest balance first) or Avalanche (highest interest first). Stick to it. Automate payments. No missed due dates. No excuses. Pay with cash. And stick to it. If you can't afford to pay for it all now. You can't afford it, period. Freedom means having money that belongs to you—not a credit card company. 4. Your Future Self is Counting on You It's easy to feel invincible when you're 25, 30, 35—closing deals, stacking checks. But time moves fast. And if you don't start investing for the long haul, future-you will be making cold calls at 70. Start with your 401(k) if your company offers one—especially if there's a match (that's free money). If not, look into IRAs or Roth IRAs. Even small monthly contributions grow massively over time thanks to compounding interest. The earlier you start, the easier it is. The later you start, the harder it gets. 5. Plan, Don't Wing It You wouldn't wing a sales call with a high-value prospect, right? The same goes for your finances. You need a plan. Set financial goals. Pay off $10K in debt. Save $20K this year. Max out your Roth IRA. Track your spending. Use an app or spreadsheet. Know where every dollar goes. Meet with a financial advisor. Let a pro help map the path. Sales success without financial structure is just noise. You work too hard to have nothing to show for it in the end. 6. Discipline is Freedom This isn't about deprivation. It's about choice. When your money's right, you can: Stop chasing bad deals. Invest in coaching, property, or your own business. Sleep well, knowing you're not one missed quota away from panic. The people who look rich often aren't. The people who stay rich? They play the long game. Protect the Bank Account You already know how to grind. You already know how to win. Now it's time to build a life where that effort creates lasting freedom—not just fleeting dopamine hits.

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you're selling through distributors who carry multiple competing lines and competitors who undercut your price? His company builds industrial dust-collection equipment and ducting, but they don't sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives. Below, you'll find key insights on how to drive more “pull-through” sales to your channel partners and convince every stakeholder—from designers to installers—to pick your product. Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Your product is on the shelf (literally or figuratively) alongside competitors, and the distributor or contractor can often steer buyers toward any brand they choose. Pull-through happens when the end user, contractor, or engineer specifically requests your brand—making your distributor the middleman who fulfills the preference you created. Educate & Collaborate With Specifiers Ross' sales team already does lunch-and-learn sessions with engineering firms. Those engineers create the specs that contractors must follow, so if your product is “baked in” early, that's a massive advantage later when the contractor goes shopping. But the real test comes when the contractor or installer sees a cheaper alternative on the distributor's line card. Key Steps: Educate engineers on the deeper value and functionality of your product, so they'll insist on it in their specs. Collaborate with contractors. Even if they're not the final decision-maker, they can heavily influence whether your premium line or a cheaper knockoff is chosen. Brand Preference vs. Price Objections The toughest hurdle for a premium brand is the classic price objection. If the competitor's line undercuts you, how do you prove your extra value? Unearth the Real Cost of Going Cheap. Show specifiers and end users the Total Cost of Ownership—that cheaper or less-robust solutions can lead to higher maintenance, safety issues, or inefficiencies down the line. Highlight Success Stories. Gather testimonials or case studies from buyers who saved time, boosted reliability, or lowered total cost of ownership by choosing your brand. Create Tools and Guides. Develop clear documentation or ROI calculators that help buyers see beyond sticker price—especially useful if the distributor's rep isn't fully equipped to present your value. Dealing with the Distributor as a Gatekeeper You can do all the contractor or engineer training you want, but if the distributor's inside salesperson steers a buyer to a cheaper product, you still lose. That's why building the distributor relationship is non-negotiable. Action Items: Train the Distributor's Sales Reps. Show them exactly how to pitch your brand's advantages, from installation ease to long-term reliability. Reward Them for Advocacy. If possible, offer spiffs or incentives when they successfully sell your line. In some cases, highlight how your product can reduce their support headaches and returns, making their life easier. Co-Sell on Big Deals. Bring major opportunities to the distributor, or volunteer to go on key calls together. When you help them close deals, they become more loyal to you. Get Proactive and Strategic One pitfall in channel sales is that your rep can become just a “help desk” for the distributor—always fixing problems instead of actively driving new deals. But a proactive approach can turn that support into a competitive edge: Offer On-Site or Virtual Coaching. Whenever the distributor or contractor hits a snag, your rep steps in, demonstrating expertise. This builds trust and brand loyalty. Balance Support with Hunting. While your reps should help,

There is a big challenge in today's marketplace that's popping up left and right for sales professionals—Decision Deferment Objections. If you're running into stakeholders who say, “Let's just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” then we're going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill. Turbulent Times Breed Buyer Fear The market is swinging like a pendulum on steroids, and it's making everyone skittish. You've got tariffs, trade wars, and a spike in economic uncertainty. Buyers read The Wall Street Journal or check their news feeds, and the headlines scream “Turmoil!” They panic. So they defer decisions, walk away from deals, or play the “wait and see” game. Decision deferment objections are a natural consequence of fear. People want to avoid making the wrong move. It's easier to hit the pause button than to commit to something they're not 100% sure about. That fear, in many ways, is irrational. But it's a brick wall that will shut down your deal if you let it. So how do you avoid letting hesitation, stalling, and decision deferment kill your deals during market uncertainty? It starts with a fundamental truth: to succeed in this environment, you must sell better. Because when people are fearful, indecisive, or uncertain, how you sell matters far more than what you sell. Why Buyers Pull Back and Defer Decisions In uncertain and volatile times, mistakes come with severe penalties. A stakeholder who chooses the wrong vendor, invests in the wrong technology, or commits resources too soon might put their entire business or career at risk. So they freeze. They put it off. They say, “We'll need a little more time to think about it,” or “We need to run the numbers again,” or “Let me talk to my boss.” If you haven't uncovered real fears, addressed them, and methodically advanced the deal, you'll hit a wall of deferment decision objections at maximum force. That's why I often sound like a broken record—but repetition is the mother of skill. The basic steps to closing in an uncertain market are fundamental: Execute your sales process flawlessly Consistently ask for micro-commitments to advance the sale Present a compelling, airtight case for change Ask your stakeholders to make a decision confidently and without hesitation Handle objections with empathy Closing Is Not a Single Moment in Time A lot of sales reps treat the close as one magic moment—like flicking a switch. But in reality, closing is a series of micro-commitments that happen throughout the sales process. Every time you get a commitment to a next step, your buyer to leans in just a bit more, and you set the stage for a final “yes.” When times are normal, a halfway-decent rep can skip a few steps and still get deals across the finish line. But in a crisis or uncertain market, that sloppy approach falls apart. You must consistently get micro-commitments and keep advancing—because if you let the ball drop even once, you'll give your stakeholders an opening to stall or back out with objections like “We going to hold off,”  or “We're just going to stick with what we have until the economy gets better.” Tough Objections? Check Your Upstream Sales Process For this reason, if you are getting hammered at the close with brutal objections, it usually means you made mistakes earlier in the process. So instead of obsessing over how to wordsmith your objection rebuttals, you might need to re-examine how you qualified and sold from the get-go. Tough objections at the 11th hour are typically a symptom of an earlier problem. So, what do you do? Qualify better upfront—Are these the right prospects? Are you sure they have a budget, authority, need, and timeline? Is there a compelling reason for them to change? Ensure you're dealing with real decision makers—If you're stuck with “influencers” ...

Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn't won with hacks. It's won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring. If you're not hitting your number, it's probably not because you need better leads, better tech, or better timing. It's because you've drifted from the basics. The Fancy Stuff Is Failing You We see it all the time—salespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. They talk a big game on Zoom, but when it's time to dial the phone or ask for the sale, they freeze like a deer in headlights. Let's call this what it is: avoidance. You're avoiding real sales conversations because they're uncomfortable. You're hoping your sequence will “nurture” your prospect into buying without you having to actually sell. But automation doesn't close deals. YOU do. The truth? Most salespeople would rather look productive than be productive. Fancy decks, CRM tagging, and custom email flows feel like progress—but they don't get the contract signed. Top producers know: The tools support the basics. They don't replace them. What Actually Wins: The Fundamentals If you want to win more, stop searching for better tactics and start doing the boring stuff better. Because these five basics are still undefeated: 1. Phone Calls Cold calls. Warm calls. Follow-up calls. Call blocks. Whatever the flavor, the phone remains your fastest path to building pipeline. And yet it's the most avoided. Most reps send five emails and give up. Not top performers. They make the call. Because conversations close deals—period. 2. Discovery Questions Stop pitching. Start digging. The best reps are curious, not convincing. They lead with questions that uncover pain, urgency, and decision dynamics. And they clam up long enough to actually listen. You don't earn trust by explaining. You earn it by understanding. 3. Objection Handling If objections scare you, it's because you don't practice.  Objections aren't stop signs—they're buying signals. But if you're caught off guard every time someone says, “I need to think about it,” you're not preparing. You're winging it. And amateurs who wing it get smoked. 4. Follow-Up Here's the truth: the sale is almost never made on the first call. Or the second. Or even the fifth. 80% of sales happen after the 5th touch, but most reps quit after two. Why? Emotion. They feel rejected. Embarrassed. “I don't want to bother them.” Bother them? You're solving a problem they can't fix alone. Follow up until they buy or you find them a better solution. 5. Asking for the Sale Most reps are afraid to ask. Why?  Because they're afraid of hearing no. But here's the thing: no is part of the process. If you're not hearing no, you're not asking enough. You're a consultant. You're a closer. Your job isn't to make the prospect feel warm and fuzzy—it's to guide them to a decision. And that means asking with courage and confidence. Why Reps Quit the Basics Three big reasons: Ego. “I've been selling for years—I don't need to practice this stuff.” Wrong. The minute you think you're too good for the basics is the minute your numbers start tanking.  Fear. Fear of rejection. Fear of sounding pushy. Fear of failing. So instead of doing the work, you procrastinate with busywork.  Laziness. The basics aren't sexy. They're repetitive. They take discipline. So most reps quit—and that's why most reps are average.  Want to stand out? Don't be like most reps. Go Pro or Go Home Top athletes don't get bored of running drills. They know repetition sharpens instinct. They know that under pressure, you don't rise to the occasion—you fall to your level of training. Same with sales. You don't magically handle objections—you drill them. 

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That's where consultative selling comes in, but only if you do it right. Consultative selling isn't about showing off your expertise. It's about guiding the customer to understand the real nature of their problem—often one they didn't fully realize or that's more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don't barge in declaring, “Here's the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can't help until they deeply understand the client's unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you're obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client's real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You're not rushing to pitch; you're learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you're genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you're a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today's age of surplus information, it isn't enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That's especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You'll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect's specific context. Don't lump them into one-size-fits-all solutions. Acknowledge the client's prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns.

We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder.  As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from the US stock market in two days. These losses compounded in markets all across the globe. If you were brave enough to take a peek at your 401k, I have no doubt that you felt this pain and at least a twinge of the fear that raced through business communities across the globe.  Uncertainty and a Stream of Bad News In an instant, everything changed. Starting today, selling just got even harder. Your buyers are facing uncertainty and a relentless stream of bad news; and where there is uncertainty, your prospects and customers will put off making decisions and doing anything that they perceive as risky.   The penalties for making mistakes can be severe. Mistakes can put their business, company, career, finances, or family at risk. This is why, for buyers, doing nothing–making no decision–is often the emotionally safe choice, even when staying put is illogical. In Uncertainty Buyers Start Scrutinizing Your Sales Behaviors In an environment of uncertainty, when buyers feel even the tiniest bit of unease about you, they will not buy from you.  This is the human negativity bias: Negative perceptions have a greater impact than positive perceptions when it comes to decision making.  Buyers will be scrutinizing your every behavior, word, and action. They will not be looking for what you are doing right, they will only see what you do wrong. Anything negative will stick out like a sore thumb.  Their negative perceptions about you cause distrust. Your good intentions don't matter because buyers are judging you based on their intentions, not yours. If they don't trust you, they will not buy from you.  You Must Sell Better During Times of Uncertainty To win consistently, during times of uncertainty you must sell better. You need to bring your A-Game into every sales conversation.  You must commit to executing the sales process as perfectly and faithfully as humanly possible. No mistakes. No shortcuts. No mediocrity.  You must sell as if there is no margin for error. When the stakes were lower, buyers may have given you the benefit of the doubt and agreed to move forward even when they are still unsure. But not now. To close the sale, you must be perfect.  There is No Sales Easy Button Of course, with the suddenness of this massive economic disruption it is human nature to seek out Jedi mind tricks to make things easier. I've got some harsh news for you. There isn't anything easy about selling in a crisis of uncertainty. Nor are there mystical Jedi mind tricks that will help you set appointments on prospecting calls, handle objections, or close the deal in this environment.  If that's not what you wanted to hear, I'm sorry. Money Monday is a no-pander zone. Here you'll only hear the brutal truth.  And the truth is that no technique, no move, no play, no gambit will save you from failure should you get lax with the basics and fundamentals of selling.  When you show up and throw up, rush headlong into sales calls without planning, pitch rather than discover, challenge before understanding, fail to build emotional connections with stakeholders, and ask for the sale without earning the right, you'll hit the brick wall of objections at maximum force–and people will not buy from you.  If you take shortcuts in the sales process, you will experience stalled deals, prospects will ghost you, and competitors will eat your lunch. Your income will drop along with your reputation which can put your career at risk when the stakes for failing are highest. 

All's fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.  Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to. Top performers don't just follow the playbook. They know when to bend the rules, take calculated risks, and do what it takes to win. Be a Pattern Breaker The greatest don't stick to rules and expectations. They forge their own path in a sea of conformity. They constantly reinvent themselves and their practices to push boundaries and find new ways to win. What you won't see is an elite sales rep following the same script day after day and struggling to escape mediocrity. As venture capitalist Mike Maples Jr. put it on this week's Sales Gravy Podcast, “People who are winning are the ones who change the rules and tell people how to think about it.” Now's the time to shake up your own sales routine and adopt the practices of Ultra High Performers. Fanatically Prospect You don't have an option—prospect every day, or get left behind. The pipe is life. If you're not feeding it, you're starving. Fanatical prospectors don't just carve out time—they demand it. Every single day. You make calls, period. Distractions? They don't exist.  But too many sales reps think they need to follow traditional suggestions: Prioritize research over calls; call when you think your prospects will be available; warm leads up with social touches and emails. These “rules” are screaming to be broken. There's no room in sales to avoid cold calling. The telephone is still the single most powerful weapon you have when it comes to selling. Sure, the norm is to hate cold calling, avoid the phone, and send out dozens of emails because it's easy. Rule breakers don't do easy—they're on the phone every day. The best reps value prospecting and know that—even when they're closing deals—they need to be watching out for tomorrow. Mediocre reps make fewer calls, qualify fewer prospects, and close fewer deals. Don't be mediocre.  Ruthlessly Disqualify; Pursue Those Who Will Buy Never waste your time on a prospect who simply won't pull the trigger. There are lots of tire kickers out there who will intentionally or unintentionally waste your time. Recognize early the deals that will never be done. Most sales reps chase every lead because they're told to ‘always be closing.' The best reps break that rule by disqualifying early. Be intentional in your discovery; ask all pertinent questions before spending precious time wooing a lead.  You don't have time to find out weeks down the road that your prospect wasn't the decision maker or that there's no budget for the deal. You can even disqualify before you start prospecting. When generating cold calling lists, zero in on a subset of your market that is most likely to buy—don't squander energy parsing through every single business simply to tell your boss you called everyone.  Jerome, a media rep in Texas, covered all of Austin. Instead of cold calling tens of thousands of businesses, he zeroed in on the ones most likely to be in the market for his services and who could afford them. He weaned out businesses that weren't strictly his target demographic and saved himself thousands of useless calls.  Break the norm by cutting deadweight fast. Play the Long Game  Mediocre reps make useless calls and let the fear of annoying prospects sabotage their follow up game.  Forget the outdated advice about not being ‘too persistent.' Elite pros break that rule and keep showing up until they hear ‘yes' or ‘no.' They bend the rules of social niceties (i.e. don't annoy your prospect) and keep calling, no matter how long it takes. Xant found that 50% of sales happen after the 5th follow-up,

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen. Why Sales Coaching Is Essential Sales is a skill position. Even the best reps lose their edge if they're left on their own for too long. Much like elite athletes, sales professionals need ongoing input to fine-tune their mechanics, recharge their motivation, and keep small errors from turning into big problems. Coaching can be the difference between a rep who has plateaued and one who keeps climbing—because it provides immediate, personalized feedback when it counts most. From Knowledge Acquisition to Knowledge Application Training is vital for learning new strategies, product details, and selling techniques, but it doesn't guarantee that anyone will actually use those ideas. That's where coaching comes in. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance. But when coaching supports training, skill application soars—along with results. Leading, Managing, and Coaching: The Three Pillars of Leadership Sales leadership has three core pillars. Leading sets the emotional vision of where the team is headed. It's getting people emotionally connected to a future state. Managing is driving the step by step processes that execute strategy. Coaching is developing your people to execute at a high level. It is the force that keeps every member of the rowing in the right direction. Think about it this way. 90% of strategy (leading) is execution (managing) AND 90% of execution is people (coaching). Everything depends on people which is why you can't afford not to coach. Sales Leadership and Coaching Priorities Leaders who prioritized weekly one-on-ones, real-time one-to-one coaching, and rigorous sales pipeline reviews consistently deliver better results and productivity. One of my top clients reconfigured its leadership approach with inside sales reps, focusing on call-by-call coaching in real time. While the broader industry shrank, this company grew by over 20%. The common thread? Leaders were present. They weren't waiting for problems to surface; they intervened early and often, guiding reps through each challenge. Why Simply Showing Up Makes a Difference Leaders sometimes fear that sitting with their reps will feel intrusive, yet just being there raises performance. When a coach or manager listens in on a sales call or rides along on an outside sales appointment, reps immediately sharpen their focus. They're more likely to use proven techniques and avoid shortcuts. Even better is when the leader offers coaching in the moment—helping the rep pivot if the call starts going sideways. Catching issues before they snowball is how reps maintain a consistently high standard of performance. The Power of Being Side by Side One sales organization I work with discovered, after a big dip in sales productivity, that none of its sales managers were spending time on the floor. Rather than spending time on the sales floor coaching, the leaders were in their offices, behind closed doors grading calls. As soon as the managers started actively coaching—right next to their people, live—the entire team's win-rates rose sharply. True coaching works best in real time, because your rep can implement what they just learned to get better on the next call. The Culture Shift from Transactional to Consultative When a coach is on the floor or in the car, they can see how a rep handles difficult questions, responds to objections, or frames value to a hesitant buyer.

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're 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 also can 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.  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 because 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 the 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 might 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 at 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 might already have 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 s...

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. 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. It's 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. Outline the ROI clearly and make it simple, easy,

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 are already 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.  Who 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 every day 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 forty of the world's top sales experts and authors + 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 indicates 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.  The slow decline of email as a prospecting channel began 10 years ago with the advent 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 has 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.  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 more interested in eliminating pain points tha...

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,...