Sales Gravy: Jeb Blount

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. Early symptoms usually appear within days to weeks after a tick bite. However, if left untreated, the infection can become chronic Lyme disease. It can spread to other parts of the body and cause more serious symptoms such as neurological problems, heart problems, and joint inflammation. This is why it is important to seek medical attention immediately if you suspect you have been bitten by a tick and experience symptoms of Lyme disease. Symptoms of Chronic Lyme Disease can be similar to those of early Lyme disease, but they may also include: Fatigue Muscle and joint pain Cognitive difficulties (such as memory problems and difficulty concentrating) Sleep disturbances Depression Irritable bowel syndrome Headaches It is important to note that, diagnosis of PTLDS can be difficult, as there is no specific test for the condition, and symptoms are often non-specific. Due to lack of specific diagnostic criteria, treatment for PTLDS is also not well defined, often results in misdiagnose, and can be controversial. Treating Lyme Disease In most cases, Lyme disease is treated with antibiotics, such as doxycycline or amoxicillin, and symptoms usually improve within a few weeks. However, if left untreated, the infection can spread to other parts of the body and cause more serious symptoms such as neurological problems, heart problems, and joint inflammation. Treatment for Chronic Lyme Disease typically involves symptom management and may include medications to reduce pain and inflammation, and physical therapy to help manage joint pain. Some people may also benefit from cognitive behavioral therapy or counseling to help cope with the emotional and psychological effects of the condition. How to Protect Yourself from Tick Bites There are several steps you can take to avoid tick bites and reduce your risk of contracting Lyme disease: Wear protective clothing: When spending time in wooded or grassy areas, wear long sleeves and pants to cover your skin. Light-colored clothing makes it easier to spot ticks. Tuck pants in boots and shirts in pants to create barriers. Use tick repellent: There are many tick repellents available, including sprays, lotions, and permethrin-treated clothing. Check your body for ticks: After spending time in tick-infested areas, thoroughly check your body for ticks, paying close attention to the areas around your waist, armpits, and scalp. Keep ticks out of your yard: Keep your lawn trimmed and maintain a wood chip or gravel barrier between lawns and wooded areas. Avoid wooded and brushy areas with high grass, and walk in the center of trails to avoid contact with overgrown grass and bushes. Keep pets protected: Pets can bring ticks into your home, so be sure to keep them protected with tick repellents and by regularly checking them for ticks. Know the symptoms of Lyme disease and seek medical attention immediately if you suspect you have been bitten by a tick and experience symptoms such as fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. It is important to note that, even if you take all the precautions, you may still get a tick bite. Therefore, it is important to check your body regularly for ticks, especially after spending time in tick-infested areas. What to Do If You've Been Bitten By a Tick If you have been bitten by a tick, it's important to take the following steps to reduce your risk of contracting Lyme disease or other tick-borne illnesses: Remove the tick as soon as possible: Use fine-tipped tweezers to grasp the tick as close to the skin as possible, and pull it straight out. Do not twist or crush the tick, as this can cause the tick to release more bacteria into your skin. Clean the bite area: After removing the tick, clean the bite area with soap and water, and apply an antiseptic to the area to prevent infection. Save the tick: Put the tick in a small container with a moistened cotton ball, and store it in the refrigerator or freezer. This can be helpful for identifying the tick species and for testing for tick-borne diseases. Watch for symptoms: Symptoms of Lyme disease typically appear within 3 to 30 days of a tick bite and include fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. If you experience any of these symptoms, contact your healthcare provider. Take preventative measures: Use tick repellent and wear protective clothing to reduce your risk of tick bites. Notify your doctor: Inform your doctor that you have been bitten by a tick and they may monitor you for the symptoms of Lyme disease or other tick-borne illnesses. They may also advise you to take antibiotics as a prophylactic treatment to prevent the disease. It's important to note that not all ticks carry Lyme disease and not all tick bites result in infection. But if you have been bitten by a tick and you have symptoms of Lyme disease, it is important to seek medical attention right away because, untreated, it can become Chronic Lyme Disease.

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 deals. Ideal Qualified Prospects Reality testing starts with getting clear on your ideal qualified prospect. An ideal qualified prospect is a potential customer that is a good fit for your company's products or services; AND that is also likely to make a purchase. In other words, high win probability. In order to identify ideal qualified prospects, you'll typically use criteria such as industry vertical, business size, demographics, geographic location, budget, purchasing habits, and other relevant characteristics. The best place to begin when developing your IQP is by building a detailed description of the characteristics of your best existing customers. Take time to analyze customers that are the best fit, easy to work with, generate the most profit, and view you as a long-term partner. Then, focus your time and attention on finding more of these types of customers.  Test Engagement and Commitment During sales conversations, be careful not to brush over signs that your prospect may not be committed to the process. Sometimes they are just not that into you or the process. Never forget that you cannot force someone to buy from you. When a buyer seems to be hedging their bet or hesitating ask them about it directly. Say: "I'm sensing some hesitance. It seems like you have a lot going on right now. I'm just curious, on a scale of 1-10, how committed are you to this project?" The objective of this question is to switch hats with your buyer and compel them to sell you on why you should invest more time with them. Likewise, test engagement by asking stakeholders to do things for you. If they are willing to give you information, lean in and answer questions honestly, willingly introduce you to other stakeholders, and agree to next steps, and show up to meetings it's a good sign that they are engaged. Conduct Pipeline Opportunity Reality Testing With Your Team and Sales Leader No matter how hard you try, sometimes you are just too close to the deal. Sometimes confirmation bias is so strong you can't break its gravitational force. This is where reviewing your deals with your sales team and leaders can help you get right with reality. One key objective a deal review is to help you make an informed decision about whether to continue to pursue a particular deal or not. The key is being open to hearing out the opinions of your sales team members no matter how bad the truth hurts. You'll be surprised how often the members of your team can see through the BS story that you are telling yourself about the viability of the deal and cut right to the truth - your pipeline opportunity is never going to close. Additional Tips for Reality Testing Sales Pipeline Opportunities Review your pipeline regularly: Set aside time to review your pipeline opportunities on a regular basis, such as weekly or monthly. Identify any deals that are stuck in the pipeline and determine what action needs to be taken to move them forward. Verify the accuracy of your pipeline: Check that all of the deals in your pipeline are accurate and reflect the current status of each opportunity within the sales process and stages. Assess the likelihood of each deal closing: Evaluate the likelihood (win probability) of each deal closing and make adjustments to your pipeline accordingly. This could involve moving deals to a different stage or removing them from the pipeline if they are no longer viable. Identify any bottlenecks: Look for any bottlenecks in your sales process that may be stalling opportunity advancement. Collaborate with your team: Keep your sales team informed about the status of deals in your pipeline and encourage them to collaborate with you to find solutions to advance stalled pipeline opportunities. Reality testing sales pipeline opportunities on a regular basis, ensures that your sales efforts are prioritized on deals that you can win. Learn more about effective qualifying and reality testing in Jeb Blount's bestselling audiobook Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection. In this wide ranging discussion on modern sales leadership you'll learn: The language of sales coaching Why sales leadership is personal What you really get paid for as a sales leader Tactics for 1-2-1 meetings How to approach turn-around situations How to prepare for a future sales leadership role What to do when you meet your team for the first time And much more . . . In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. Pivotal means that your team's performance rest squarely on your shoulders. To be successful you must be adept at both implementing and executing a system of sales management AND winning the hearts of your sellers. Hiring the right salespeople is a huge challenge for sales leaders. This is why we developed the Sales Managers Ultimate Interview Guide. This FREE 25 page guide walks you through a step-by-step process for hiring your next sales superstar: https://salesgravy.com/ultimate-sales-interview-guide/

Explore how sales professionals managed to increase productivity during the pandemic by focusing on revenue-generating activities. Learn about the Three Choices of time management and the equation for productivity. Discover practical strategies to optimize time management and enhance efficiency in sales activities.

Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we've recently experienced because we'll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies.  We are still going to have some supply chain issues and interest rates are going to be crazy. If you need to borrow money, it will be painful. There will be poverty and hunger. People who can't afford the cost of energy will be shivering in the cold. In the midst of this economic downturn and disruption we'll be dealing with war and the potential for a nuclear confrontation.  All you need to do is look at your news feed and it's frightening. Get Right With Reality If you are a sales professional, the big question is what should you do to prepare for the storm right now?  Helping you to prepare is one of the key reasons I wrote my new book Selling In A Crisis. Sales professionals are always on the leading edge of the economy. We are going to get hit hardest by the economic storm and we're the ones that are going lead the world out of this mess.  The most important thing you can do is to be right now. Focus on what you can control in the present.  You've got to get right with reality and reality is, winter is coming.  This Ain't Easy Street It is not going to be easy. A few months ago your phone's ringing off the hook today. Today, nobody is going to call you. Therefore, you are going to need to start hunting to find the money that's still moving. And there's always money moving. But it's going to be a tough grind to find it.  Look around. Half the people that you work with right now won't be here when we get to the end of this economic downturn. They won't be willing to step up to the plate and do the hard work.   This ain't easy street. That's why you have to get right with reality. Right now and prepare to work harder.  Start With Right Now Actions What can you do right now to: get your mindset right? get connected to reality? let go of your need to find Easy Street? protect your income, family and career? invest in yourself? improve your sales skills? Rather than worrying, focus on the three things you can control. Your actions, reactions, and mindset.   In Selling In A Crisis Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down.

Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis. You'll learn why it pays to think like a squirrel, why rainmakers are already digging for ponies, and why you need to get right with reality and put your swimsuit on. Right now you have to be better than you ever were before, get back to the fundamental and basics, and stay out of buckets with crabs. In this podcast you'll learn the truth about winning and selling in a crisis. In Selling In A Crisis Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. Read the first three chapters, FREE.

Jennifer Smith, CEO of Scribe, joins Jeb Blount to discuss the importance of protecting prime selling time and maximizing sales productivity. They emphasize the value of automating tasks, minimizing interruptions, and focusing on high-impact sales activities. Jennifer offers tips on using tools like SCRIBE to enhance efficiency and boost sales outcomes, highlighting the significance of aligning daily tasks with strengths to prevent burnout.

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all? Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns". On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. You'll learn that the secret is about being creative, thinking out of the box, demonstrating authenticity and sincerity, and having a little fun along the way. Get more meeting with effective Prospecting Sequences. Download our free how to guide here: https://salesgravy.com/seven-steps-prospecting-sequence-guide/

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.  No Mercy for Anchors The good news for you and sales professionals everywhere is that most organizations and their leaders are smart. They understand that in volatile times like this, they need productive salespeople more than ever. Businesses cannot survive without a steady stream of new sales and loyal customers.  The optimum word here is productive. In a recession, everything and everyone will be examined for its value. If you drain resources rather than generating sales and profits, you are gone. There is no mercy for anchors when the ship is sinking. How to Get Fired in a Crisis: Failure to prospect Low activity and productivity Lose customers Mediocre performance  Poor time management and organization Wasting resources Coasting along Quiet quitting Making excuses Surprising the boss with bad news Complaining Being difficult to work with The bottom line is, when your leadership team is faced with making decisions about sales force reductions, the dead wood gets cut first. Therefore you need to be indispensable to your boss and organization.  Excellence is a Choice Mediocrity, just like excellence, is a choice. Therefore, the most effective way to protect your job is to make the decision to be excellent. Here’s how you become indispensable and advance your career in a crisis: Get back to the basics Be fanatical about prospecting and fill your pipeline Sell better Retain your customers Contribute and be a team player Volunteer for projects and always offer to lend a hand Look for ways to add value Consistently ask the boss how you can help Come in early and stay late Give more effort Mentor struggling team members  Contribute in team meetings Attack the day with drive and optimism Be a beacon of light with your positive attitude Go the extra mile Change your way of thinking about work. Devote yourself to your company’s survival. Make a commitment to prove your worth to your boss, company, prospects, and customers every day. Be and become a person that your organization cannot live without. Going the Extra Mile  Going the extra mile is powerful in a world where mediocrity is the norm and most people won’t. These things may seem small, but in today’s world the majority of your competition fails in these obvious areas:  Showing up early for meetings and being prepared  Following up  Checking spelling and grammar on your emails and written documents Always looking, acting, and dressing like a professional Volunteering for special projects Coming in early and staying late Keeping your word  Doing more than is required Really listening to your prospects and looking for ways to solve their problems–regardless of the impact on your commission check  Taking personal responsibility to ensure that your support team follows through on their obligations  Telling the truth when you’ve made a mistake or cannot come through on a promise Constantly looking for ways to add value and do more A commitment to excellence in everything you do–even when no one is looking Being persistent and relentless Blocking your time and wading through a massive amount of rejection to find people who will buy from you At the end of the day, when you are exhausted, frustrated, and ready to quit, willing yourself to make one more call There are no traffic jams on the extra mile. When you are there, you will stand out and your career will flourish.  Jeb Blount's NEW book Selling is a Crisis gives you the tactics and inspiration you need to stay motivated and increase sales in ant economy. Get it now on Amazon.

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress! I recently posted a podcast of my discussion with Kristin Austin, where we talked about the importance of perseverance in life and sales and how you can apply the same theory of continuously moving forward to finding satisfaction and success in both. Japan was in ruins after World War II, and the nation had the task of cleaning up the devastation and overcoming the hopelessness and helplessness that had taken hold. A movement developed that is now a part of their national ideation to this day. It’s called “Kaizen,” and is similar to what Kristin and I discussed. What is Kaizen? Kaizen in Japanese means “a change for continuous improvement.” In this case, it’s a business philosophy rooted in making small progress every day to improve your life and find success. Kaizen is based on the idea that it isn’t so much about the grand changes and ideas that we have; change is found in the small steps that add up to large-scale and lasting habits that lead to success. After hitting rock bottom, the Japanese realized that thinking about the gravity of the destruction and what they had to do to overcome it could become paralyzing. The same is true of sales. The enormity of hitting quota, closing a big sale, and feeding the pipeline can be overwhelming. This can put many salespeople in a state of paralysis where they miss the methodical and gradual steps to get there. Why the Kaizen Theory is the Key to Cumulative Prospecting After Kristin was in an accident that permanently altered her life, she had the choice to either give up and retire, or take small steps to get back to her career, pick up the business she had built, and do what she loved again. It initially seemed like a daunting task, so she took minuscule steps, as she called them. One was picking up the Fanatical Prospecting book to gain inspiration. Then every day, she would do one small thing that would bring her closer to her goal. She didn’t try to set the world on fire; she set out to make one small daily improvement toward rebuilding her life. Kristin emphasized, "If you are moving in the right direction even slightly, you are moving, which differs from being paralyzed." Kaizen and the Pipeline In the podcast, we also discussed the notion of “feeding the pipeline.” The mistake I often see salespeople make is that they fill the pipeline by prospecting up front, but once the sales start coming in, they stop feeding it. They’re on a roll, so they aren’t paying attention to the fact that their pipeline is emptying. And when they do notice, they recognize that nothing is coming down the pipeline because it has gone dry. That puts them in a situation where they become desperate and focus on closing the sale, rather than solving the problems that their clients are having and making an improvement in their lives. Keeping Your Pipeline Flowing with the Philosophy of Kaizen So the key to being successful in prospecting is not letting your pipeline run dry. Let’s face it: not many people enjoy cold-calling others and asking them to buy something they may or may not want. However, that’s not what pipelining is. Filling your pipeline means seeking out those people who not only need your product or service; it means finding the people who would most benefit from what you’re offering. When you change your mindset from closing to helping, you increase your satisfaction, decrease your stress, and stop feeling the weight of paralyzing stress. By taking one small and continuous step every day, or putting aside time to prospect for just one hour a day, you will improve your career, your life, and feed your pipeline so that you can prevent it from running dry. Believe me, we have all been there, and that is not a great or inspirational place to be. Every Day, Make One Small and Continuous Change That Will Lead to Cumulative Prospecting I had many takeaways from my sit-down with Kristin, but the theory of Kaizen and the pipeline are especially important - not just for your success as a salesperson, but for your continual growth and satisfaction in your professional and personal career. “Prospecting is one thing that you have to do that most people don’t want to. When you fill up your pipeline, it frees you up to do a better job. Setting aside an hour every morning for prospecting, which I call the ‘chop the wood,’ has a cumulative impact because it begins to build up like compound interest. The moment you begin to stop prospecting is the moment your pipeline runs dry. The fuller the pipeline, the pickier you can be about your prospects. A little bit every day is all that you need.” - Jeb Blount Jeb Blount’s book, Fanatical Prospecting, gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide. It outlines the most important activity in sales and business development – prospecting. Download our free Fanatical Prospecting Book Club Guide HERE.