Sales Gravy: Jeb Blount cover image

Sales Gravy: Jeb Blount

How Sales Reps Should Break the Rules

Apr 3, 2025
Mike Maples Jr., founding partner at Floodgate and author of "Pattern Breakers," discusses the art of rule-bending in sales. He emphasizes that top performers thrive by breaking away from conventional practices and embracing calculated risks. Maples highlights the importance of fanatical prospecting, reinventing sales strategies, and targeting innovative customers. He encourages listeners to challenge norms and redefine their routines to stand out in a competitive market, stating that success comes from those willing to change the rules and think differently.
45:00

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

  • Success in modern sales requires breaking traditional rules and embracing a mindset of innovation and calculated risk-taking.
  • Daily, disciplined prospecting is essential for sales reps to thrive, highlighting the necessity of prioritizing pipeline development over conventional strategies.

Deep dives

The Shift from Pattern Following to Pattern Breaking

The current business landscape reflects a significant departure from the hierarchical structures of the 20th century, where agreement and conformity defined success. In contrast, success today hinges on the ability to break existing patterns and redefine the rules. Innovative thinkers now thrive as 'nodes' in a vast online network, challenging conventional norms and offering fresh perspectives. The idea that being a rule follower is a reliable strategy has become outdated, yet many remain unaware of this fundamental shift.

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