Sales Gravy: Jeb Blount

Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback. Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect's city to close a deal, face-to-face interactions are invaluable. Sales isn't an easy profession, and leaders should be honest and transparent with their teams about the work required to close deals. Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster. Sales organizations need to adapt to changes in the market and rethink what's working and what's not. In this podcast, Mike Cabot and Jeb Blount discuss the challenges of sales in the current climate, including the impact of technology and the need for emotional intelligence when dealing with analytical stakeholders. They also emphasize the importance of celebrating small victories and providing feedback to improve performance. Sales Is Like Acting— Empathy Is Essential As a child, Mike Cabot and his sister starred in a local cable television show for seven years. Later on, Cabot gained acting experience both in theater and through featuring in commercials. In his sales career, he has been able to leverage the improv skills he learned from acting at an early age to connect, engage in deep listening, and show empathy to prospects and clients. The job of a sales professional isn't just to sell a product or service, it's to help people. And in order to truly help people, great sales professionals have to be great empathizers. The same can be said for actors. To tell a story convincingly, an actor must take on the character's persona. She must step into their shoes and see the world through their eyes. Otherwise, it's not authentic. Empathy is a critical skill for sales professionals, and acting is an excellent way to hone this skill by putting yourself in someone else's shoes. This is what sets the best salespeople apart. They can quickly and easily see the world through someone else's eyes and adjust their messaging, style, and strategy accordingly. The Show Must Go On Often, people make excuses for why they can't sell, such as a lack of leads or poor marketing. As sales professionals, we must deliver for the audience in front of us, no matter what. Embracing this idea is crucial in building a strong sales culture. Mastering the same soft skills that improv actors use is critical because you must listen not only with your ears, but also with your eyes and intuition. On stage, if you weren't paying attention, you wouldn't know how to respond when something gets thrown back at you. Dealing With Analytical Stakeholders Buyers use emotions to make decisions. Tap into their emotions and stories to meet their needs. Engaging with analytical stakeholders in sales requires a thoughtful and empathetic approach. Understanding the different levels and roles within the stakeholder groups is crucial, as each individual has unique concerns and priorities. While these stakeholders are analytical by nature, it's important to recognize that emotions play a significant role in their decision-making process. By tapping into their emotional needs and sharing relevant stories, sales professionals can connect with them on a deeper level and demonstrate how their product or service can help solve their problems. Building trust and showing the value of saving time or avoiding negative outcomes are key strategies for engaging with these stakeholders. Salespeople often encounter challenges when engaging with analytical stakeholders.

Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it's the little things that close the sale. Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges. Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your commitment to professionalism and helps built trust. Taking a personalized and phone first sales approach still matters, especially in a world taken over by AI. Leverage checklists to remember and systematize important tasks. Even surgeons and pilots use checklists to make sure that details don't fall through the cracks. Sales is a contact sport. Leaders should train, drill, and reinforce the basics and fundamentals with their sales team every single day. On this episode of the Sales Gravy podcast, Jeb Blount and Will Yarbrough, VP of Sales at Fleetio, discuss what it means to be a human seller in the age of robots. Jeb and Will dive into the importance of having organic conversations versus over-engineering the sales process. In this conversation, you'll learn the value of a good first impression, how to maintain engagement with a prospect following a demo, and why being coachable is a strength in sales. Selling In A Tough Industry Takes Grit— And Emotional Intelligence Industry experience— especially when selling to blue-collar workers out in the field who are more accustomed to turning wrenches than punching buttons on an app — can be a strength or a weakness for new sales professionals. Most sales organizations seek individuals who are good communicators, curious, and confident, but also have enough industry knowledge to be credible. And while industry knowledge is important is sales, the ability to deal with people is crucial. People with industry experience tend to want everything to be perfect before they can close a deal. As a result, they may take longer to ramp up in a sales organization than those without as much experience, but they can still be taught the right questions to ask. New sales professionals who don't have much industry experience will be successful if they know how to ask the right questions, find opportunities for ROI, and learn how to close deals in the process. Taking a more human approach to selling means that experience pales in comparison to the importance of heart and mindset. The Sales Process Is Overcomplicated Too many sales organizations are guilty of over-engineering the selling process. The most important thing to remember is that you're a human being having a conversation with another human being. Here are a few ways to simplify the sales process (that don't require the help of a robot). Professionalism Builds Trust Buying is an emotional and deeply human experience. In order to close sales and maintain positive customer relationships, you need to keep in mind that prospects buy the person before they buy the product. The little things matter. It's not about the outcome, but the steps that you take to get to that outcome. So if you choose not to wear a collared shirt on virtual calls, you put on a hat, decide not to shave, or don't take care in making sure your video presence and audio quality are top-notch, you are taking a series of small risks. And those risks can greatly impact the velocity of the sale, getting the sale, or the trust that you build with your prospect. Present yourself in a professional manner, including your appearance, lighting, audio, and video quality. These details may seem small, but they can have a big impact on the trust and velocity of the sale. Remember, the little things matter. The Humble Checklist

Art Munin, Ph.D. from Liaison International is the guest on this episode of the Sales Gravy Podcast, hosted by Sales Gravy Master Trainer, Gina Trimarco. They discussed Munin's transition into a sales career. Munin debunked the myth that one must choose a lifelong career straight out of college, highlighting that more individuals are transitioning into different career paths, such as sales, later in life. Sales is presented as an exciting, dynamic career with opportunities for personal growth, financial success, and professional satisfaction. Various reasons for transitioning into sales later in life are discussed, including dissatisfaction with previous jobs, the desire for higher income, and the allure of competition inherent in sales. Professionals transitioning from non-sales careers bring valuable transferable skills. Examples include communication and people skills from educators, technical expertise from engineers, and analytical skills from financial professionals. The transition into sales can be challenging, particularly for those with no direct experience. Adapting to the performance-driven nature of sales and mastering Sales Specific Emotional Intelligence are key. It's possible to transition into a sales career later in life and thrive with the right mindset, transferable skills, and a willingness to learn and adapt. On this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, to discuss how he made the transition into a career in sales. You'll love the story of how Art talked his way onto the podcast by serenading Gina with a Bon Jovi tune. This episode is a must-listen for people who are interested in exploring new horizons and sales leaders who may be neglecting non-traditional talent in their recruitment strategies. Debunking Career Myths There's a myth that continues to pervade the corporate landscape: you need to pick your lifelong career fresh out of college and stick to it. However, the modern work environment paints a more varied picture, with more people transitioning into entirely different career paths well into their professional lives. One such transition that's gaining traction is the move into sales from non-sales careers. Sales is Exciting Sales is an exciting career, brimming with potential for personal growth, financial success, and professional satisfaction. It offers a dynamic work environment where no two days are alike. It is also a role where direct, tangible outcomes (like meeting quotas or securing contracts) can lead to immediate rewards. Furthermore, the advent of technology has made it possible for salespeople to work from diverse locations, offering both flexibility and freedom. Why Transition Later in Life? There are various reasons why people choose to transition into sales later in life. Some find their previous jobs unfulfilling or stagnant, some are driven by the desire for higher income potential, and others are enticed by the challenge and competitive spirit inherent in sales. Moreover, many skills acquired in other professions - such as communication, problem-solving, and relationship building - are directly transferrable to sales roles. Transferrable Skills from Non-Sales Careers Regardless of their previous career path, professionals transitioning into sales bring a wealth of transferable skills. For example, educators have exceptional communication and people skills, which are vital for engaging clients and building relationships. Likewise, engineers or technicians might have the technical expertise that's invaluable for sales in the tech sector. Professionals from financial or consulting backgrounds bring analytical and problem-solving skills, enabling them to understand a customer's needs and craft appropriate solutions. Building on these existing skills,

On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Key Takeaways: Salespeople can successfully navigate the transition from a red hot market to a stagnant down market, but it requires grit, discipline, and creativity. In uncertain economic times and a world increasingly influenced by the power of AI, sales-specific emotional intelligence and human-to-human communication are the most important skills a salesperson can have when establishing trust and building relationships with buyers. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate. Transitioning From A Red Hot Market To A Stagnant Down Market Many salespeople today are struggling to make the transition from taking advantage of a red hot market to navigating the doldrums of volatile economic times. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit. Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling. Salespeople who know how to get creative, grind it out, and prioritize the fundamentals will see the most success in times like these. However, it’s not easy to make that mindset shift and truly rise to the moment. The One Thing That Will Always Guarantee Your Success in Sales For the individual salesperson, the most important thing that you can have in your arsenal to make it out on top in volatile economic times is not above-average intellect or a winning personality— it’s grit. This is this ability to dig deep and take your career, your future, and your life into your own hands when things are difficult and it seems like there is very little in your control. Getting up, getting yourself ready for the day, protecting your time and your energy, and making sure that you are putting yourself in front of the right people at the right time with the right message. Nothing Compares to Real Human Connection Another strength that will set you apart from other salespeople and allow you to break through the noise and truly connect with the right customers is sales-specific emotional intelligence— Sales EQ. Salespeople aren’t the only ones experiencing tough times. Real human connection matters today more than ever. You must have the ability to see eye to eye with your customers, meet them where they are, and make them comfortable enough to open up and share their toughest business challenges. When you connect the dots between their biggest problems and how you can help solve them, you build the foundation for trust and create lasting business relationships as a result. Conducting deep discovery is the key to helping your customers close the gaps and see positive change from your solutions. The Only Communication You Can Trust is Human-to-Human In today's world, human-to-human communication is the only trustworthy form of communication. With more AI tools and services than any one person could take full advantage of, it's not secret that we rely heavily on automation to maintain productivity and be maximally effective. The downside of this is that written communication can easily be created and distributed by AI, which is often seen as inauthentic or untrustworthy. So has the role of the salesperson changed in the expanding world of automatic and artificial intelligence? The short answer is yes. The rise and mass adoption of automation has certainly changed the value and responsibility of sal...

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Podcast Takeaways The ability to listen actively and conduct effective discovery is the most important skill for salespeople. Authentic engagement is a direct result of great discovery, which is not possible without deep and active listening. Autopilot is the reason why many salespeople struggle to ask the right questions during the discovery call. Before every discovery call, salespeople should establish a clear desired outcome, create a list of criteria to frame questions, and prepare to lead prospects through the process. There are five questions that salespeople should ask in every discovery call, including tag on questions, statement questions, replay questions, clarification questions, and future questions. By seeing the world through customers' eyes, salespeople can achieve authentic engagement and effective discovery. Great Discovery Is A Sales Superpower The two biggest priorities for salespeople are building pipeline through prospecting and discovery. Not expert negotiation, perfect presentation skills, or even closing. Those steps are integral to the sales process, but not as fundamentally critical as getting in front of as many potential clients as possible, and authentically engaging with as many of them as you can. Authentic engagement is the result of great discovery, and you can't conduct bulletproof discovery without deep and active listening. The Biggest Mistake You Can Make In Sales Listening is one of the most vital skills that a salesperson can hone and develop. Failure to really listen to your prospect, especially on a discovery call, only sets you up to make more mistakes later on in the sales process, causing you to risk jeopardizing the opportunity. In discovery conversations, if you're talking more than your prospect, you are reducing your likelihood of effectively connecting with and engaging them. Don't just listen to respond, listen to learn. Additionally, it's difficult to do effective discovery without the right questions, and without listening to your prospect, you will ask terrible questions. If there's one thing that will doom an opportunity before it even picks up speed is wasting your and your prospect's time on the wrong questions. Derailing the focus of the conversation with surface level questions, or misinterpreting your prospect's answers because you're too busy thinking of a response to actually listen, will only make your job harder and your prospect feel ignored. Autopilot Is Killing Your Discovery Process One of the reasons that many salespeople struggle to ask the right questions during the discovery call is that they run on autopilot. This is a serious problem because instead of approaching the discovery call with proper preparation, confidence, and awareness, they ask questions without thinking about what they're asking. And as we know, asking bad questions will reap poor results. Luckily, the solution to this is preparing before every discovery call. Here are three steps you can take before your next conversation to ensure that you are ready to conduct great discovery. Establish a clear desired outcome. What are you aiming towards? Is it to set up a demo, meeting, presentation, or is it to make a sale? Have a clear, defined outcome for the conversation, before you even get started. This will help you to get the most value out of the conversation while staying on the right track. Create a list of criteria to frame your questions. What are the key criteria you need to know by the end of the conversation in order to set the deal up for success? Before a call,

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a "never take no for an answer" mindset helped her build a business empire. Southern Home Cook Turned Nationally Recognized Celebrity Chef Vera’s entrepreneurial journey started back in her undergrad days, baking cakes and pies for her chemistry professor just to get a passing grade. After graduating from the University of Georgia (Go Dawgs!) she taught school for four years before starting her family and becoming a stay at home mom.  But Vera missed the sense of self-reliance that having an income brought her, and started a catering business out of her home kitchen in Cartersville, Georgia. The rest of the story is legendary as she leveraged luck, chance meetings, relentless persistence, and an infectious competitive spirit to build a business empire and nationally known brand in hospitality and cooking.   Taking Risks Creates Opportunity for Success As her business grew, Vera took advantage of opportunities as they arose. What some might have considered a risk, Vera saw as an area of potential. From catering the governor's luncheon, to appearing on Food Network, starting her own TV show, and writing amazing cookbooks, Vera always rose to the challenge, took advantage of every opportunity, and never took no for an answer. She was able to climb to the next level again and again at different points in her story because she held on to a simple, but powerful mantra: “All they can do is say no.” The VeryVera Show Origin Story Through a stroke of luck and the willingness to say yes in the face of uncertainty, Vera landed a spot on Throwdown With Bobby Flay. It was a pivot point that changed everything.  Following her appearance with Bobby Flay, a local Augusta, Georgia TV station offered to let Vera record six episodes for her own show. It was an instant hit and she wanted more. When she was told that it would take five years to get syndicated, Vera was undaunted. She approached a station in Savannah, GA with a pitch to syndicate her new show.  Value First Vera pitched her show to WSAV, with a crucial mindset—she led with value and focused on what was in it for them. She demonstrated exactly how she could help them sell more advertising. This is how The VeryVera Show landed its first syndicated market. Today, The VeryVera Show is in 40 markets with over 300 episodes to date and has never had a station cancel.  Resilience. Tenacity. Adversity. Vera's entrepreneurial journey is as inspiring as it is informative. What we can learn from her story is that resilience, tenacity, and the willingness to face adversity are invaluable to paving the way to a successful business or career. Sales is a unique profession that affords salespeople the opportunity to essentially work as an entrepreneur within an organization to earn commission. In many respects, you are your own boss, call your own shots, and have an incredibly high earning potential compared to other lines of work. The only way to take advantage of that potential is to overcome obstacles, take risks, deal with rejection, and not take no for an answer. Sales professionals who adopt an entrepreneurial mindset can leverage their skills, knowledge, and experience to achieve remarkable success. Entrepreneurs are known for their ability to innovate, take risks, and seize opportunities, and salespeople who embody these traits can excel in their careers. Here are five ways that salespeople can harness an entrepreneurial mindset to be successful. 5 Ways Salespeople Can Harness An Entrepreneurial Spirit to Advance Their Career Approach Your Career With A Growth Mindset A growth mindset is the belief that one's abilities can be developed through hard work and dedication. Salespeople who have a growth mindset are more likely to see challenges as opportunities to learn and grow.

On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting. Alexander Zakharin's Inspiring Real Estate Journey Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world. When he had visited NYC a few years before, it was love at first sight as he rode a greyhound bus all the way from Chicago into Midtown West. Drawn to the skyscrapers and beautiful buildings he would later rent and sell, Zakharin took the leap after attending college in the UK and moving back to Russia for work. He arrived in the states without a job or a plan and stumbled into real estate by pure chance— with no real estate experience. He had a background in oil and gas that provided him some sales experience, but he’d never sold real estate. He jokes that his first real estate transaction was renting out his apartment in St. Petersburg the day before he left Russia. Through a personal connection who rented apartments in Manhattan, Zakharin got an interview as a real estate agent. He then leveraged Fanatical Prospecting, grit, hard work and social media to climb the brutal real estate ladder in New York City. Since then, Zakharin has sold over 31 million dollars in real estate proving that anything is possible when you set your mind to it. His astronomical success illustrates how the power of relentless prospecting combined with savvy social media strategies have become keys to success in the real estate market, no matter the economic conditions. It Pays To Have An Entrepreneurial Mindset Real estate is a highly competitive industry that is constantly influenced by market fluctuations. As a real estate agent, you are essentially your own boss, which means that you have the freedom to control your own earning potential. This is ultimately what draws so many people into real estate, but it requires a significant mindset shift. You are responsible for your own success and income. In order to thrive in the real estate industry, you must be self-motivated and highly disciplined with a love for competition. As a real estate agent, you work for yourself, and you are a self-employed entity. You earn exactly what you work for, and it’s up to you to make it happen. This was one of the main reasons that Zakharin saw early success in real estate and decided to stay on that path. However, it’s important to remember that this success doesn’t come easily. Real estate agents must put in the time and effort to build their network, find leads, and close deals. What It Takes To Be Great In Real Estate Overwhelmingly, your ticket to success, regardless of what business or vertical you’re in (especially if it’s a service business), is meeting people and making connections. The more you focus on the human side of sales or service, the faster you close deals and the longer you hold onto relationships. High performing professionals understand the value of building networks. Likewise, in real estate, the most successful agents are those who focus on the human aspect of their work and prioritize personal connections with potential clients. Zakharin explains that the most successful new agents aren't the one with the fanciest Excel sheets or the perfect messaging, they're the ones who aren't afraid to call up people in their network and say, "By the way, I'm doing real estate now. If you're looking to rent or buy, reach out to me." Having conversations with people helps any professional gain practical knowledge and experience through learning by doing. There is no substitute for having real conversations with people and maintaining that personal connection is the key t...

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups. Challenges With Leading Multi-Generational Sales Team Leading a multi-generational sales team can be challenging. The differences in values, work styles, communication preferences, and technological competencies will stretch you as a leader. These challenges include: Different work values: Different generations may have varying work ethics and priorities, making it difficult to align everyone towards common goals. Communication differences: Younger generations may prefer digital communication, while older generations may prefer face-to-face or phone conversations. Technological competency: Younger generations may be more familiar with technology and digital tools, while older generations may require additional training and support. Different learning styles: Different generations may have different preferences for how they learn and receive information, making it challenging to provide training and development opportunities that accommodate everyone. Resistance to change: Some team members may resist new technologies, processes, or ways of working that are introduced to the team. To effectively lead a multi-generational sales team, you must adapt to these differences and foster collaboration, communication, and teamwork across generations. The Strengths of Multi-Generational Sales Teams The good news is that multi-generational sales teams bring a diverse range of skills, perspectives, and experiences to the table. This  leads to numerous strengths over teams that lack this level of diversity. Diversity of ideas: Team members from different generations can bring unique perspectives, experiences, and creative approaches to problem-solving and decision-making. Range of skills: Different generations bring different skill sets and competencies to the table, such as expertise in different technologies or a deep understanding of traditional sales techniques. Mentorship: Older team members can provide mentorship to younger team members, while younger team members can bring help their older team members embrace new ideas and tech. Flexibility: A multi-generational sales team can be more flexible and adaptable to changing market conditions, customer needs, and technological innovations. Increased customer understanding: Team members from different generations can help the team better understand and connect with customers from different age groups and backgrounds. By leveraging the strengths of multi-generational sales teams, you will quickly increase sales and deliver better numbers. Seven Keys to Leading and Coaching Multi-Generational Sales Teams Leading a multi-generational sales team requires understanding and accommodating the differences and unique strengths of each generation. It can be rewarding, but it's not easy. Here are a few tips to effectively lead a multi-generational sales team: Communicate effectively: Use clear, concise, and consistent communication to ensure everyone understands their role, goals, and expectations. Provide opportunities for development: Offer ongoing training and professional development opportunities to help your team grow and meet their career aspirations. Foster a positive work environment: Encourage collaboration, teamwork, and open communication, and celebrate the successes of your team. Flexibility in work styles: Recognize and accommodate different work styles, preferences, and technological needs of each generation. Embrace diversity: Recognize and respect the diversity of backgrounds, perspectives, and experiences of each team member.

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention is key, and how you can support anyone in your life who is battling a chronic illness. Living With Someone Who Has Chronic Lyme Disease Living with a loved one who has Chronic Lyme Disease can be emotionally and mentally challenging, as the condition can cause a wide range of symptoms that can affect the person's physical, emotional, and mental well-being. Your loved one may experience depression, anxiety, and irritability as a result of their condition. Fred discusses how important it is to be supportive, patience, and understanding. He explains that everyone's experience with Chronic Lyme Disease is different, so it's important to be flexible and open to different approaches to treatment and care. One of the most difficult aspects of living with someone who has Chronic Lyme Disease is dealing with the person's ongoing fatigue and pain. These symptoms can make it difficult for the person to perform daily tasks and can also affect their mood and ability to socialize. But, as Fred says, where there is love, there is hope. What is Lyme Disease Lyme disease is an infectious disease caused by a bacteria called Borrelia burgdorferi. It is primarily spread through the bite of infected black-legged ticks, also known as deer ticks. The black-legged tick is found in wooded, brushy, and grassy areas, and when it bites, it can transmit the bacteria to the person. The most common early symptoms of Lyme disease include fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. The rash, called erythema migraines (EM), usually appears at the site of the tick bite and can expand to become a large red area. Chronic Lyme Disease Chronic Lyme disease, also known as post-treatment Lyme disease syndrome (PTLDS), is a condition that can occur after a person has been treated for an initial infection with the bacteria that causes Lyme disease. People with PTLDS may continue to experience symptoms, such as fatigue, pain, and cognitive difficulties, long after the bacteria have been cleared from their body. Fred explains that this is why it is difficult and frustrating for people who are living with Chronic Lyme disease to get physicians and loved ones to believe them. The cause of PTLDS is not fully understood, but it is thought that it may be related to ongoing inflammation or damage to tissues caused by the initial infection. Some researchers also believe that the bacteria may persist in the body, despite treatment, and continue to cause symptoms. Lyme Disease Symptoms The symptoms of Lyme disease can vary widely and may be different for each person. The most common symptoms include: Erythema migrans (EM) rash: A bull's-eye rash that appears at the site of the tick bite, usually within 3 to 30 days after the tick bite. The rash can expand to become a large red area and may or may not be itchy or painful. Flu-like symptoms: fever, chills, fatigue, headache, muscle and joint aches, and swollen lymph nodes. Neurological symptoms: difficulty concentrating, memory problems, and headaches. Some people may also experience facial palsy, which is a temporary weakness or drooping of the facial muscles. Cardiovascular symptoms: irregular heartbeats, or chest pain. Arthritis: joint pain and swelling, especially in the knees. Bell's palsy: It is a sudden weakness or paralysis of the muscles on one side of the face. Symptoms of Lyme disease can appear in stages.

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It's important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process. Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy. For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what's in their pipeline.  The Problem With Confirmation Bias Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one's preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear.  With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It's the act of putting on rose colored lenses.  For example: When a buyer says, "I might be interested." It is interpreted to mean, "I absolutely want to do business with you." Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews. Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about - considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions.  Empty Pipeline Lead Confirmation Bias  Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you'll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts. The culprit, in most cases though, is simple: Empty pipelines. When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn't meet their win probability standards, they'll walk away. In other words, a full pipeline begets clear judgement. On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close. Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full. Focus on Winnable Deals This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets. High-performing sales professionals are consistency reality testing on every deal to gauge win probability. When WP drops below a comfortable threshold, they walk away and focus their time and attention on winnable d...