Sales Gravy: Jeb Blount

How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)

13 snips
Oct 8, 2025
Discover how to sharpen your sales mindset with tangible goals that drive discipline. A carrot—like a family’s future or a dream purchase—can motivate you to push through daily challenges. Learn how discipline in sales equals consistently showing up, even in the face of rejection. Visual cues, such as a physical reminder, can reinforce your purpose. Plus, find out how focusing on helping clients can deepen your intrinsic motivation. It's all about turning obstacles into opportunities and staying driven!
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ANECDOTE

The Carrot Ornament That Drives You

  • Will Fratini keeps a carrot Christmas ornament from his five-year-old daughter as a daily motivator.
  • He uses that tangible symbol to remind him his family and specific goals drive his sales discipline.
INSIGHT

Why Sales Is Exceptionally Tough

  • Sales is uniquely hard because every ask risks painful rejection.
  • That difficulty is why salespeople earn higher pay and why many leave the profession.
ADVICE

Daily Activity Discipline

  • Show up every day and complete the required sales activities without fail.
  • Use a concrete goal or 'carrot' to force consistency when tasks feel hard.
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