In this conversation with Jeb Blount — bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy — motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.  Key Takeaways Conflict Isn’t the Enemy: Whether it’s internal (“me-me”) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness. Self-Awareness Is Critical: Recognize when you’re slipping into negative self-talk or procrastination. Do one uncomfortable thing on purpose to regain momentum. Mindfulness Works: A short pause before responding can prevent knee-jerk reactions and help you focus on problem-solving instead of point-scoring. Communication Styles Differ: Tailor your approach to the other person’s style, and clarify misunderstandings by asking what they actually heard. Find a Coach or Mentor: Don’t underestimate the value of someone else’s perspective. A coach sees the “swing flaws” in your sales approach that you might never notice on your own.   https://www.youtube.com/watch?v=2049xdXQ5Ac Why Conflict Is Everywhere in Sales Sales is an inherently conflict-laden profession. You’re asking people for time and resources, you’re persuading them to make decisions, and you’re often balancing multiple interests—your client’s, your company’s, and your own. The tension stems from: -- Negotiations with buyers who might have competing priorities. -- Internal pressures from bosses or teammates who expect certain results. -- Personal conflicts within yourself — especially if you’re unsure of your own capabilities. The Three Types of Conflict Conflict can be broken down into three categories: Me vs. You Conflict – Disagreements between individuals (customers, peers, bosses). Me vs. Job Conflict – Situations where your personal values clash with your job role or tasks. Me vs. Me Conflict – Internal struggles, such as procrastination or fear of failure. The“me vs. me” conflict might be the most insidious, because it can sabotage your motivation, self-esteem, and willingness to accept feedback.  The “Me-Me” Conflict: Your Biggest Obstacle Many sales professionals fail because they lose the internal battle with themselves in “me-me” conflict. They know they should spend an extra hour prospecting, turn off the TV a little earlier for a fresh start the next morning, or follow up diligently with new leads. Yet, fear of failure or simple inertia holds them back. How “Me-Me” Conflict Snowballs Letting small tasks slip—like hitting the snooze button or blowing off a follow-up call—quickly turns into a domino effect: You skip a small task or ignore a responsibility. Guilt or anxiety sets in, making you more emotionally reactive. This emotional reaction, often anger or irritability, spills over into other areas of your life—leading to more conflict, and sometimes even lower productivity. Overcoming Internal Doubts Through Awareness The ultimate tool  to combat negative self-talk and “me-me” conflict is awareness. Here’s a simple yet powerful strategy: do something uncomfortable on purpose, like making a difficult prospecting call. By choosing the harder path in small, manageable increments, you train your brain to seek out the dopamine rush of achieving a win. Each small success can become addictive—in the best way—helping you build the self-confidence to tackle bigger challenges. Practical Tip: When you notice you’re about to avoid something important—like a call block—stop and say, “This is hard, but I’m doing it anyway.” That small statement of intent can be enough to reset your mindset for action. Why Self-Talk Shapes Your Sales Results In sales, negative self-talk is especially damaging because of the constant rejection and fast-paced environment. One bad day can lead to a downward spiral:

If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, who’s building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently . Then I tackle a follow-up question from a sales leader at one of our live events on how to keep his salespeople motivated to prospect every day.   Paul’s Challenge: Driving Consistent Prospecting Call Blocks Paul leads a medium-sized logistics company with reps spread out in California, Utah, and El Salvador. He’s already done a great job by running a book club around my book, Fanatical Prospecting, but he needed practical tips for ensuring his team actually implements daily call blocks. Here’s the advice I shared: Make Prospecting a Daily Conversation As a leader, you need to talk about prospecting every single day. Yes, you’ll feel like a broken record, but that repetition is crucial for setting expectations. “Show Up” for the Call Blocks If your team was all in one building, you’d simply gather them on the sales floor and power through. Remotely, you can replicate this by scheduling a set time (e.g., 8:00 a.m. PT) and getting everyone on a video call. You can’t stand next to them physically, but you can still see them, and they can see you. It’s social pressure and moral support rolled into one. Run High-Intensity Sprints (HIPS) Instead of asking for hours of uninterrupted calling, break it into short bursts—10, 15, or 20-minute sprints. Let them pause to catch their breath, then go again. Keep a virtual whiteboard and track dials, contacts, and appointments in real time. Make it fun and competitive. Overcome the Complaints Reps might moan about being “micromanaged,” but if you keep it fun and energetic, they’ll often appreciate the structure. Focus on results, not just the dials. Question: How Do I Motivate My Salespeople to Keep Prospecting? We also addressed a question from a leader who was attending one of our Sales Gravy Live events. Their team struggles to maintain high call numbers consistently. They might hit 100 dials a day for three days, then crash back down. The sales leader asked: “How do we keep our reps pumped for prospecting?” Here’s the Reality Check Nobody Truly “Loves” Prospecting: Prospecting is hard, and most of us won’t naturally get excited about it. But we do get excited about closing deals, landing appointments, and hitting our numbers. You Must Be a Teflon Sales Leader: Stay relentlessly focused on prospecting, day in and day out. The moment you relax your standards, the team will follow suit. If you don’t treat prospecting as a top priority, neither will they. Be like teflon: no excuses stick. Lead by Example Get out on the “floor” (or on the Zoom call) and make calls with them. Don’t hide in your office. When they see you doing the work, they’ll know you mean business. Use the Power of HIPS Those high-intensity sprints work just as well here. Run “power hours” with quick breaks in between and track your team’s progress publicly. Leading Prospecting Activity Is an Infinite Game Let’s face it: prospecting is often the least-liked activity in sales. It’s easy to push aside because it involves repeated rejection, logistical juggling, and tight discipline. Yet it’s the lifeblood of any thriving pipeline—no prospecting, no leads, no deals, no revenue. And if you have a remote team, like Paul does, you’re dealing with additional hurdles: time zones, limited supervision, and diminished peer pressure. It’s all too easy for your reps to skip their “call block” if you’re not right there to keep them accountable. As a sales leader, you can’t just “fix” prospecting once and forget about it. The moment you move on, your team will start slacking. You have to show up, be present,

As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group. In fact, the two biggest human fears are rejection and death—and as strange as this may sound, in our hearts we fear rejection more than we fear death. This, by the way, is a huge problem in sales because, as a sales professional, it’s your job to go out into the world, find rejection, and bring it home. And even though objections are not really rejection, it can still feel that way. It’s the fear of rejection that makes selling so difficult for most people—and why most people will never do your job. Sales is such a lucrative career choice simply because it’s a rejection-dense job. Companies are willing to pay big bucks to rainmakers who can control their emotions, face rejection head-on, and find a way to win. Ask and You Shall Receive The good news is that if you fear rejection and want to avoid it at all costs, the easiest way to do so is to never ask for anything. Of course, if you don’t ask, you won’t get. You might steer clear of the pain of rejection for a while, but sooner or later it’ll catch up with you when you find yourself unable to provide for your family, missing your mortgage payment, or stuck in a dead-end job. These things, I’ve found, hurt far worse over the long run than rejection. There’s a verse in the Christian Bible, Matthew 7:7, that goes, “Ask, and it will be given to you; seek, and you will find; knock, and it will be opened to you.” Now, I recognize that Jesus isn’t talking about sales in this verse, but he could be. You’ll often hear it expressed as, “Ask and you shall receive.” If you think about that for a moment, you’ll notice that asking comes before receiving. In other words, asking is the beginning of receiving. If you want something, you have to ask first. Ditch Your Wishbone Far too often, we become rain barrels. We sit and wait. We hesitate and hope. We wish our prospect or customer would do the job for us, but they don’t—because it doesn’t work that way. If you want to sell more and earn more, you need to ditch your wishbone and grow a backbone. It’s up to you to ask. Asking is the beginning of receiving, so you won’t get the appointment, the next step, the information, access to the decision-maker, or a buying commitment unless you ask. And the truth is, on the other side of asking, there’s always the potential for objections and rejection. There’s always the chance you won’t get what you asked for. That’s just how asking works. The Hardest Part of Asking: Learning to Shut Up This is why the hardest part of asking is learning how to shut up afterward. You need to allow space for silence to do its work and for objections or questions to be put on the table. It’s hard to shut up when you’ve put it all out there and left yourself vulnerable to rejection. That awkward moment after you ask can feel like an eternity as you brace for a “no.” To protect yourself from hearing a rejection, you might start talking, and talking, and talking—deluding yourself into believing that as long as you keep talking, your prospect can’t reject you. The problem is, in that moment of emotional weakness, you come across as insecure and untrustworthy. You introduce objections that didn’t previously exist. You start blabbing on and on about features and benefits, terms and conditions, your dog, or what you had for lunch—until your stakeholder, who was ready to say yes, gets talked into saying no by you. Your insecurity in that moment of vulnerability invited rejection. Why Silence Is Your Secret Weapon Here’s the most important rule of asking: After you ask, you must shut up. Despite the alarm bells going off in your adrenaline-soaked mind—despite your pounding heart, sweaty palms, and fear—you have to bite your tongue, sit on your hands, mute the phone,

Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, leaders create environments where individuals and teams can thrive. In this episode of The Sales Gravy Podcast, Keith Lubner is joined by Markus Neukom to delve into the key traits and practices of  effective sales leaders, including self-awareness, emotional intelligence, and authenticity. Key Takeaways: - Courage in Leadership: Effective sales leaders need the courage to act on their potential without fear of success or failure. This courage often differentiates genuine leadership from insecure or arrogant behaviors. - Emotional Intelligence Development: Emotional intelligence begins with self-awareness. Leaders must understand themselves before they can effectively lead or enhance team dynamics. - Leadership as a Learned Skill: Leadership is not an innate talent but an art form that requires intentional development and refinement. - The Importance of Listening: Listening, including using all senses, is a critical skill for sales leaders. It fosters understanding, prevents assumptions, and enables effective conflict resolution. - Slowing Down for Effectiveness: Leaders benefit from slowing down to observe and connect with others, which ultimately leads to faster and more accurate outcomes. - The Shift Toward Authenticity: Modern sales leadership demands authenticity, as younger generations of employees and clients value genuine and transparent leadership styles. - Reframing Imposter Syndrome as a Sign of Growth: Imposter syndrome is a signal that you're pursuing something meaningful, despite lingering self-doubt. Recognizing it as a sign of growth can help leaders and professionals push forward with confidence and authenticity. - Challenges for Women in Leadership: Women face unique challenges, including workplace toxicity and imposter syndrome. Encouraging authenticity rather than adopting stereotypical traits is crucial for their success. - Intuition vs. Gut Feeling: Leaders are encouraged to trust their intuition, which transcends learned gut feelings and is often a more reliable guide in decision-making. - Conflict Resolution Through Coaching: Executive coaching plays a vital role in resolving workplace conflicts by emphasizing observation, asking questions, and active listening. - Self-Care Practices for Leaders: Practices like meditation and structured routines can help leaders manage stress, prevent burnout, and achieve a higher level of personal and professional effectiveness. https://youtu.be/h5OLDcbI66c Sales Leadership thrives on self-awareness, connection, and a commitment to growth. These principles shape how leaders inspire their teams, handle challenges, and foster an environment of trust and collaboration. By focusing on key qualities like courage, emotional intelligence, and authenticity, leaders can create positive and lasting impacts in their organizations. Courage as a Foundation Courage is essential for effective leadership. It allows leaders to take risks, embrace uncertainty, and act decisively. Leaders must have the bravery to act decisively and embrace their potential without fear of success or failure. Overcoming these fears requires bravery to step out of comfort zones and pursue opportunities for growth. Courage also plays a role in admitting when help is needed or answers are unclear, which fosters an environment of honesty and collaboration. Emotional Intelligence Starts Within Emotional intelligence (EQ) is a crucial skill for understanding and managing emotions, both in oneself and in others. The foundation of EQ is self-awareness—knowing personal strengths, weaknesses, and triggers.

Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls. On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.   Why Sales Feels Harder Than Ever Let’s face it: sales is tough, and it’s not getting any easier. With an explosion of AI-driven messages and automated outreach, our prospects—especially C-suite executives—are tuning out more than ever. We call this phenomenon the “great ignore.” If you don’t stand out from the torrent of spam, you will get lost in the shuffle. Ron’s question—“Do I just need to make more calls, or is there some next-best method?”—is a dilemma many of us face. The short answer? It’s both. You do need volume, but you also have to differentiate. If you’re just another voice in the crowd, you’ll be ignored, no matter how many dials you make.   Tactic #1: Multi-Threading (Don’t Just Call the CEO) A key point I shared with Ron is the power of multi-threading. That means calling multiple people in the organization—not just the CEO. While the CEO might be the ultimate decision-maker, other stakeholders, like the COO or HR director, might be easier to reach. These people can also give you valuable intel on hiring needs, budget constraints, or timing. Call the CEO: Leave a compelling message or send a short, punchy email. Call Other Stakeholders: Dig for inside info on immediate hiring needs or open reqs. Use That Intel: Let the CEO know, “I’ve spoken with your COO; you’re looking for a VP of Sales. I have a candidate you need to meet…” This top-down, bottom-up approach helps you gather context, build rapport, and earn the right to talk to the CEO by proving you’re not just randomly dialing.   Tactic #2: Leave Voicemails—But Make Them Count Ron admitted he’s not always sure whether to leave voicemails. Most of us have left hundreds of voicemails and gotten very few callbacks, so it’s tempting to skip them. But here’s the thing: in today’s world, voicemail transcripts often end up in a prospect’s email inbox or text messages. Keep It Short: No more than 30 seconds. Make It Compelling: Name-drop a role you know they’re hiring for or highlight your unique solution in a single sentence. Use a Teaser: “I’ve got the perfect candidate for your open VP of Sales position—let’s talk.” Even if they don’t call back immediately, they’re hearing your name and your pitch. Over time, that repetition can pay off—especially if you combine voicemails with other forms of outreach.   Tactic #3: Build Sequences That Tell a Story The real magic is in creating a multichannel sequence over 30 to 60 days. It’s not just “call once and cross your fingers.” Instead, plan multiple touches that tie together: Voicemail #1 Follow-Up Email (within 24–48 hours) LinkedIn Connection Request or DM Voicemail #2 (referencing your email) A Handwritten Note or Card (really stands out) Voicemail #3 (referencing the note) Be creative. Use each step to reinforce the last, rather than just repeating the same “Hey, it’s me again!” message. Tell a story or highlight different benefits at each step. Show them you’re genuinely interested in their business—not just cold-calling from a script.   Tactic #4: Know Your Prospect’s Buying Window Sometimes the CEO won’t respond because there’s no immediate need for your product or service. For Ron, if they’re not hiring, they won’t care about a recruiter. That’s okay—it doesn’t mean you should vanish. Keep Dripping: A low-frequency sequence keeps you on their radar. Listen for Signals: Maybe they just received funding or they’re expanding into a new market.

Here’s an important question: Are you coachable?  Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. "Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance.  Coachability is an open mindset—being flexible, adaptable, the willingness to learn and consider different perspectives, and inviting criticism and critique—without getting defensive.  It’s about keeping yourself from slipping into the “I already know it all” or “There’s nothing new here” trap or deciding flatly that you don’t need help because you’re just that good.  Mindset and Self-Awareness True coachability begins with a belief that you can improve and a deep seated desire to grow. This belief opens the door to being more receptive to feedback and coaching.  It also requires self-awareness. It's about recognizing and being honest about your strengths, weaknesses and areas where you can improve. It is the vulnerability and the courage to look in the mirror at your imperfections.  Where there is self-awareness there is the opportunity for transformation—even, by the way, when you already feel that you are at the top of your game. The truth though is, most of us, at one point or another, are not coachable. We get stuck in our own heads, resist change, and bristle at feedback—especially when it challenges what we believe about ourselves.  Coachability is the Hallmark of Ultra-High Performers But here’s the kicker: coachability is the hallmark of ultra-high performers. Look at any elite athlete, and you’ll find a coach nearby. Many of them have an entire team of coaches. I’m a huge golf fan. Golf, for me, is more than a sport; it’s a metaphor for sales and life. It’s hard, humbling, and mastering it is an infinite game.  The best golfers in the world spend a ton of money on coaches. They’ll have a swing coach, a putting coach, and even a mental coach to keep their head in the game. Why? Because coaches can see what they cannot.  When I’m working with my own golf coach it sometimes hurts to have him stand there and critique my swing - especially when I think what I’m doing is right. But when I swallow my pride, take it in, and apply it, I see results. I get better, I score lower, and I have more fun. A Great Coach Exposes Your Blind Spots Sales is no different. It’s tough, it’s competitive, and it seems impossible to ever reach “perfection.” A sales great coach exposes your blind spots. They can help you see what you’re doing right (and need to do more of) and what you’re doing wrong (and need to correct).  The challenge is, so many salespeople resist the feedback. They sit in training sessions or roleplays with their arms crossed, telling themselves that they don’t need this.  Veterans, in particular, get stuck in their ways, acting like they’ve got nothing left to learn. But I also see the opposite problem with rookies or young reps who can’t handle any criticism without interpreting it as a personal attack. Both groups end up shutting down, pushing their coaches away and missing an opportunity to grow. Coaches Invest in You Because They Care The fact is, coaches are investing time in you because they care about you and want to see you succeed. That doesn’t mean they won’t be tough on you, but it does mean they have your best interests at heart. Early in my career, I was blessed with a fantastic sales coach named Bob Blackwell. He pushed me hard—probably harder than anyone ever had—and at first, it rubbed me the wrong way. I’d go home, complain to my wife about how he was criticizing me. I was convinced that he was intentionally picking on me.  One day I was complaining about Bob to my dad—who knew a little something about life. He said,

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast,  Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership. Key Takeaways: - Team Collaboration Creates Wins: Focusing on the team rather than individual achievements builds a culture of collaboration and shared purpose. Sales leaders who emphasize collective success foster environments where everyone contributes, elevating overall performance and morale. - Energizing Through Friendly Competition: Workplace challenges—like those inspired by sports or creative competitions—inject energy into teams. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity. - Reflection Drives Growth: Reviewing past results and analyzing setbacks is essential for improvement. Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward. - Sales Is a Skill-Based Craft: Sales isn’t just about personality; it’s a disciplined profession requiring constant development. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge. - The Power of Fundamentals: When performance dips, returning to the basics can help sales teams regain their footing. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence. - Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams’ success by offering real-time coaching and feedback. By identifying blind spots, providing encouragement, and correcting missteps, leaders can significantly impact their team’s performance and professional growth. - Self-Awareness Is Key: Encouraging sales reps to recognize and address performance dips is crucial. Leaders should teach their teams to pause, assess their approach, and implement small adjustments to get back on track. Building this habit can prevent minor issues from becoming major roadblocks.  - Discovery Conversations Open Doors: Strong sales leaders emphasize the importance of discovery—asking thoughtful questions and listening carefully to uncover client needs. This approach not only builds trust but also reveals opportunities that can lead to larger, more impactful deals. - Consistency Beats the Rollercoaster: The “desperation rollercoaster” can plague sales teams—periods of intense effort followed by complacency. Leaders should emphasize the importance of consistent daily effort, reminding teams that resilience and steady focus yield long-term results. - Celebrate Hard Work and Achievements: Acknowledging milestones, whether through personal rewards or team recognition, reinforces the value of persistence. Sales leaders should celebrate wins to inspire continued effort and show their teams the tangible benefits of dedication. https://youtu.be/3SOtxMRWpmA Team Success Over Individual Glory Prioritizing team achievement fosters collaboration and a sense of unity. Sales environments that emphasize collective wins over individual accolades create a culture where everyone thrives. Collaboration fuels creativity, encourages accountability, and leads to stronger overall performance. In sales, success often hinges on the strength of the team rather than the brilliance of a single contributor. Energizing with Friendly Competition Healthy competition sparks energy and enthusiasm within teams.

Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don’t really have a plan. You have a wish list. Looking Back at Last Year: Which Metrics Matter? Eric wanted to know which metrics from the previous year he and his team should be analyzing to inform this year's targets. The short answer? All of them, if they are metrics that matter to your business goals. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Outbound Touches vs. Opportunities in Pipeline Opportunities-to-Proposal Ratios Proposal-to-Closed Deals Ratios Upsells, Cross-Sells, and Expansion Deals By mapping out how each step in your funnel converts to the next—calls to first appointments, first appointments to proposals, proposals to closed deals—you can see exactly where to focus in the new sales year. Maybe you need more first appointments. Maybe you need to tighten up your proposals so more of them convert. Or maybe you’re missing upsell opportunities with existing clients. Data points you to the gaps. Pro Tip: Once you understand your ratios, you can decide if you’re aiming to improve them by, say, 25% (a stretch goal) or if you’re reaching higher. However, be careful not to “fix” one area and inadvertently break another. Success in sales is about balance across the entire funnel. Choosing the Right CRM: Beware of Overkill Eric also mentioned his team’s struggle with an outdated CRM that’s not built for strong tracking. As they look ahead, they’re weighing big guns like Salesforce. But here’s the deal: Salesforce is an excellent platform—if you’re a larger organization with the bandwidth, budget, and complexity to justify it. For smaller teams (like Eric’s with just two salespeople), adopting a massive enterprise CRM can be overkill. Zoho, Pipedrive, Nimble, and HubSpot are great alternatives for small-to-midsize sales teams. They’re user-friendly, more cost-effective, and far simpler to deploy. The rule of thumb? Choose a CRM that matches your current size and selling process. The last thing you want is to waste months configuring a powerhouse system that nobody uses because it’s too big or too confusing. Making Sense of “Big Data” Tools Like ZoomInfo Eric’s final question was about whether to invest in a data-intelligence tool (e.g., ZoomInfo, Apollo, LeadIQ) to identify new leads and tap into “intent data.” My take: ZoomInfo: This is what we use at Sales Gravy, and we love it. It delivers reliable data, helps us expand into new verticals, multi-thread inside target accounts, and dramatically speeds up our list building. Intent Data: Tools like ZoomInfo can show you who’s actively looking for solutions like yours. While it’s not perfect, it can be a game-changer for prioritizing outreach to the prospects most likely to buy. Beware the Shelfware Trap: If you invest in a high-end data platform, make sure you have a solid plan (and the discipline) to use it consistently. It’s easy to drop serious money on software and then let it collect dust. Pro Tip: Start with a limited number of “power users” on your team who will commit to mastering the tool. Then expand usage as you integrate it into your sales workflow. How We Made It Work: A Cautionary Tale We’ve been using ZoomInfo for years. Early on, we blew through a lot of money because we didn’t fully implement it. It wasn’t until we got serious—trained our people, integrated it with our CRM, and held each other accountable—that we started seeing results. Today, ZoomInfo is essential to how we prospect, grow pipeline,

I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are in this situation and don’t have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because  getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year if you get too far behind.   Your Empty Pipeline Started Last Month Stepping back for a moment, the reason your pipeline is empty today can usually be traced back to your sales activity in November or December. Some teams get tunnel vision in the fourth quarter. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. Other folks just get distracted by the holidays and let the final weeks of the year slip by without prospecting to fill the pipe with enough new opportunities to cover January. In other cases, the pipeline opportunities that you were counting on this month—the ones that pushed decisions until after the holidays - have suddenly gone silent and are ghosting you. You’re finding out the hard way that it is very, very difficult to reignite these deals once you’ve allowed this much time to pass. I’m not going to sugarcoat this because the truth is the truth. No matter what got you to this point, you need to get to work right now to turn this around. So the question is, how do you do this?   Block Time for Prospecting One of the biggest pitfalls I see is that when pipelines are empty, salespeople get overwhelmed and paralyzed. They don’t know where to begin, so they waste time worrying and “getting organized.” They "plan to plan to plan" to prospect but don’t get any actual prospecting done. There’s an old saying that goes, “When you’re in a hole, stop digging.” Likewise, the first rule of an empty pipeline is: When have one, start prospecting. That’s it. There’s no magic to it. It's a blinding flash of common sense. Therefore step one is to block one to two hours at the start of your day specifically for prospecting. Close your email and company chat, put devices on do not disturb, and place a singular focus on picking up the phone and calling potential customers. Put these morning blocks on your calendar as an immovable meeting. No excuses, no last-minute changes. Keep this time sacred for outbound prospecting. Why first thing in the morning? Because that’s when you’re fresh, your prospects are fresh and neither of you have gotten buried in your day yet. And the truth is, if you put off prospecting until the afternoon, your willpower is often depleted and you are more likely not to do it.   Fast vs Slow Prospecting Next you need to focus on the right kind of prospecting. This isn’t the time for a slow, meandering approach in which you cultivate long-term opportunities on LinkedIn and through networking. While building the future through slow prospecting activities is important, right now you need to move fast. You need to target, engage, interrupt and convert prospects that can move into your pipeline as viable opportunities, right now. By “interrupt,” I mean dialing the phone, knocking on doors, sending personalized emails, text messages, video messages and direct messages —whatever it takes to get attention and engage in conversations with high potential, high probability prospects.   5 Sources for Targeted Prospecting Lists When I say target, I mean not random. Randomness is the enemy of effectiveness. At this moment in time, spray and pray will not turn your pipeline around. You need a rifle rather than a shotgun approach. The key is building a targeted list because the better your list you, the better your prospecting outcomes. There are five sources for building a targeted prospecting list,

Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact. In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success. Key Takeaways - Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges. - Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success. - Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership. - Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies. - Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals. - Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions. - Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader’s strengths and values, driving sustainable growth. - Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth. - Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities. - Building for the Future: Involving teams in planning for the business’s future creates shared success and loyalty. https://youtu.be/CPYTTet0CUM Balancing Grief and Professional Responsibilities Personal loss doesn’t pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles. Turning Challenges into Opportunities Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It’s often the toughest moments that forge the strongest connections. Adapting to New Realities Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business’s focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success. Aligning Business with Personal Values Success without alignment can feel hollow. When one entrepreneur’s wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships. Leading with Responsibility True leadership shines in tough times. Faced with personal challenges,

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting  Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he’s been to our Outbound Conference so many times!) asked a critical question: “Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What’s our ‘silver bullet’—even if it doesn’t really exist?” No Silver Bullet, But... I’m the first to say there’s no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal: Telephone (still the fastest way to close deals) In-person visits (yes, face-to-face still works—and people love seeing a real human) Email (but make it personal and relevant) Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there) Snail Mail (because physical mailboxes are shockingly empty) Networking & Referrals (the original social media) It’s not just about persistence; it’s about persistence plus differentiation. If you’re simply bombarding prospects with a bunch of generic touches, you’re just adding to the noise. Instead, craft messaging that proves you understand their world. Messaging That Speaks to Them Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect’s key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you’ve done your homework. Think of It as One Extended Conversation Each touch—voicemail, email, text, or social message—should flow logically from the last. You don’t want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp. Question Two: Targeted vs. Personalized Messaging After Bob’s question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous: How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location. Short-Burst Sprints I’m a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game. Narrow Your Lists Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.