Sales Gravy: Jeb Blount

Welcome to Grind Season (Money Monday)

24 snips
Sep 21, 2025
This week dives into the critical 'Grind Season' for sales professionals. It's time to shift gears; whether you're ahead, on track, or behind, urgency is key. Winners create their own comeback stories by taking ownership and maintaining a high-energy mindset. Expect ruthless pipeline assessments and the importance of relentless prospecting. Plus, the call to action is clear: make that one extra call, even when tired, as it could change your year. Get ready to finish strong and set the stage for next year's success!
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ADVICE

Decide Now How You Will Finish

  • Do choose Grind Season as the period to decide how you'll finish the year and act now.
  • Take ownership of results and stop blaming market conditions or bad luck.
ADVICE

Clean House In Your Pipeline

  • Do clean house and remove dead deals from your pipeline ruthlessly.
  • Replace false hopes with qualified opportunities you can realistically close this year.
ADVICE

Calculate Real Pipeline Coverage

  • Do calculate real pipeline coverage by multiplying remaining quota by four.
  • Use that target to get fanatical about building qualified pipeline now.
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