Sales Gravy: Jeb Blount

The struggle of prospects going silent after initial interest is a common pain point in sales. The discussion highlights the importance of maintaining leverage by ensuring a fair value exchange during the sales process. By not giving away too much information for free, you preserve your negotiating power. Strategies for keeping prospects engaged and managing expectations are also shared, helping sales professionals avoid the dreaded ghosting phenomenon. Tune in for actionable insights that can transform your sales approach!

Summer sales can be tricky, especially with decision-makers taking vacations. The importance of proactive pipeline management is emphasized to prevent a sales slump. Listeners are encouraged to enhance their prospecting skills now to counter the seasonal slowdown. Taking decisive action today can make all the difference for a successful sales season ahead.

Join business consultant David Neagle, who specializes in helping entrepreneurs break income ceilings, as he explores the mindset shifts necessary for sales success. He emphasizes that thinking like an employee limits potential; high achievers act like owners. David reveals how mental barriers can sabotage sales efforts and why it's essential to embrace financial success without apology. He also discusses the significance of effective hiring, value-based pricing, and the importance of building a supportive company culture for sustainable growth.

Diving into the art of cold calling, the discussion covers the essential timing for prospecting and when to classify leads. The host breaks down lead categorization into List Leads, MQLs, and Hot Leads, clarifying when they should enter the sales pipeline. Strategies for optimizing first-time appointments as key sales metrics are explored, emphasizing the balance between qualification and data accuracy. The importance of disciplined deal creation and maximizing cold call efficiency is highlighted, showcasing how to turn prospects into solid opportunities.

Success isn't about luck; it's about putting in the hours. A golfer's beautiful shot exemplifies the dedication needed behind the scenes—thousands of practice swings. Warren Buffett's mastery came from reviewing over 100,000 financial statements, proving that consistent, boring work leads to greatness. The journey of a top sales performer reveals that discipline trumps natural talent. Even legends like The Beatles found success through relentless practice, reminding us that embracing the mundane can unlock extraordinary results.

Zach Thompson and Jack Frimston, both directors at We Have a Meeting and co-authors of 'Sales as Therapy', dive deep into self-awareness as the ultimate sales skill. They argue that lacking self-awareness can derail sales efforts, highlighting how it leads to over-talking and missed cues. The duo stresses that genuine listening fosters trust, while overconfidence can blind sellers to their own shortcomings. They discuss ethical sales practices and the importance of connecting with clients on a deeper level to drive successful outcomes.

Cold calling often leads to the dreaded "I'm in a meeting" objection. The discussion highlights three effective strategies to navigate this response. First, there's the Quick Pitch Strategy, a rapid-fire approach to capturing attention. Another technique emphasizes the need to respect their time while still aiming to secure appointments. The speakers also tackle the emotional hurdles of handling objections and stress the importance of preparation in overcoming them. It’s all about turning roadblocks into opportunities!

Mindset is crucial in both sales and golf, where positive self-talk can mean the difference between success and failure. The concept of 'stinking thinking' serves as a reminder to block out negativity and maintain focus. Strategies for overcoming negative thoughts and surrounding yourself with motivational influences are highlighted. In uncertain times, resilience and a positive outlook are essential for performance, encouraging listeners to take control of their attitudes to thrive amidst challenges.

Let’s kill the myth: sales coaching isn’t just for newbies or underperformers.  It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period. This isn’t feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason. Everyone, and I mean everyone, needs a coach. From the elite to the desperate, everyone can benefit from guidance. https://www.youtube.com/watch?v=HCOY793fA5E 1. The Desperate: The Bottom 20% You know who you are. You’re missing quota—again. Every call feels heavier, your confidence is tanking, and you’re out of answers. Here’s the truth: you don’t need more time—you need better habits, tighter processes, and someone to call out your excuses. You need guidance. Sales coaching forces you to stop guessing and start fixing. A good coach will rip the blinders off: Are you dodging the phones? Are you hesitating at the close? Are you talking too much and listening too little? You're not going to claw your way out of the bottom 20% by working harder. You get out by working smarter, with someone who’s done it before and won’t let you off the hook. Find yourself a coach—do it now—before the hole you’ve dug gets any deeper. 2. The Mediocre Middle You’re not bottom of the pack, but you’re not standing out either. You’re just … fine. Quietly average. Here you are, coasting on a couple of decent months, dodging attention, not making waves, paying your bills but treading water accomplishment-wise. And that should scare you. This is not where you want to be. This is where most reps stay stuck—not because they don’t care, but because they don’t change. Coaching breaks the cycle of complacency. It’s the flashlight in the dark that shows you exactly what’s holding you back. Weak discovery? Inconsistent follow-ups? Soft closes? You don’t need a miracle. You need fresh eyes and someone who pushes you past the edge of “fine.” Seek out a coach who’s been there and knows how to break through the ceiling you’re trapped under. 3. The Ultra High Performer You’re already top tier. You’ve pushed your way into the 5%. President’s Club. You’ve got the trophies, the income, and the T-shirt to prove it. So why do you need coaching? Because the best never stop training. They don’t rest on wins—they refine, seek out marginal gains, and build muscle when others relax. Coaching helps you identify the 2mm adjustments that turn a winner into a legend. The ultra-high performers I’ve seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. The ego stays in check, the mindset stays sharp, and the momentum stays up. They’re breaking into enterprise-level sales on the regular. The moment you stop chasing growth is the moment someone else starts catching up. Your ideal coach has climbed to the top of the mountain themselves and is willing to help you scale it, too. 4. The Solopreneur You’re running a business, selling the service, delivering the product, and following up with the clients. You’re building the plane mid-air. But let’s be real—most solopreneurs need some help to truly master sales. With your passion, you’re the best sales rep for your product you’ll ever have—but right now, you’re winging it. “Coaching helps you build a real sales process—consistent outreach, confident pricing, and predictable revenue.  You can’t afford wasted time or wasted energy. A coach helps you cut distractions, stop chasing bad-fit leads, and finally build the kind of pipeline that scales with you. If you want to play a bigger game, you’ve got to start selling like a pro—not an amateur. Go land a coach who’s as committed to making you a top-tier sales rep as you are to your business. 5. The Sales Leader You coach your team, run the numbers, and lead the meetings. You’re trying to hit your own number while calling all the plays. So who’s coaching you? Sales leaders need a different kind of pressure. A coach helps you rise above the daily chaos and lead with vision. They help you recognize your blind spots, develop your people faster, and build a culture where coaching is the norm, not a rescue mission. If you're not growing, your team won't grow. If you're not learning, they're not learning. You can’t preach growth if you’re not showing it—and that includes being coachable. You want your reps to invest in themselves? Start by investing in yourself first. Sales Coaching is Absolutely Necessary If you're in sales and you're not getting coached, you're leaving deals, dollars, and development on the table. Coaching is the edge that keeps you ahead—not the crutch you reach for when you're behind. It builds skill, confidence, and the consistency that separates the average from the elite. If you're still thinking, "Do I really need coaching?"—you’re already answering your own question. You don’t need to wait until you’re struggling. You need to decide you’re worth it—because staying the same is the most expensive decision you can make. Ready to stop winging it and start winning it? Get a coach. Get serious. Download our FREE How to Find the Right Coach guide.

Listen as a field sales rep shares his challenges of prospecting on the go, juggling meetings and proposals from his truck. The host offers insight on shifting focus from rigid time blocks to achieving daily activity goals, emphasizing the importance of micro-prospecting sessions throughout a hectic schedule. Tips abound on maximizing efficiency with scheduling techniques, logging calls, and using 'platinum hours' effectively. It's all about being persistent and adaptable in the fast-paced world of outside sales!