If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter.

Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here's the thing—this advice isn't just for managers to give their reps. It's for YOU, the field rep, to take control of your own success.

Let me tell you how to turn those frustrating hours in traffic into your secret weapon.

Driving Isn't an Accomplishment

First, let's get something straight: Driving is not an accomplishment. I don't care if you put 200 miles on your car today—that doesn't mean you accomplished anything meaningful for your business.

Too many field reps confuse activity with productivity. They think that because they drove all over creation, they had a productive day. Wrong.

The goal is to minimize your windshield time and maximize your face-to-face time. But when you ARE stuck in traffic, you better make damn sure you're using that time to get better.

Smart Territory Management Saves Windshield Time

Before we talk about maximizing windshield time, let's talk about minimizing it through smart territory planning.

Map your territory into quadrants: Monday territory, Tuesday territory, Wednesday territory, Thursday territory, and Friday territory. If you're supposed to be in your Monday quadrant but you're driving to your Friday area, you better have a damn good reason.

When you're planning your field time:

Group your appointments geographically: Don't hopscotch all over your territory in one day.

Plan your route in advance: Use your CRM to map out the most efficient route.

Use the T-calling technique: When you arrive somewhere for an appointment, look left, look right, look behind you—can you make additional calls in that immediate area?

The tighter your route planning, the more selling time you create and the less windshield time you waste.

Prospecting from the Road (Safely)

Now, here's where it gets interesting. That windshield time can actually become prospecting time—if you do it safely and legally.

There are apps and dialers that let you load phone numbers and dial hands-free while you're stuck in traffic. You can also set up your phone so contact numbers are easily accessible with voice commands.

Safety first: Only do this when you're completely stopped in traffic or pulled over. Never compromise safety for a sales call.

Hands-free follow-up calls: Use voice-to-text features to send follow-up messages to prospects or customers.

Planning calls: Call ahead to confirm appointments or reschedule meetings.

Customer check-ins: Those relationship-building calls that keep you top-of-mind with existing customers.

The key is preparation. Have your call lists ready, know who you're calling and why, and keep it simple and safe.

Voice Technology Is Your Friend

Today's smartphones have incredible voice capabilities that field reps should be leveraging:

Voice-to-text for quick CRM updates

Voice memos to capture important thoughts or follow-up reminders

Hands-free scheduling and calendar management

Voice-activated research on prospects or companies

Learn to use these tools, and you'll be amazed how much more productive your windshield time becomes.

Welcome to Automobile University

The number one thing you should be doing while stuck in traffic is attending what the great Zig Ziglar called "Automobile University."

When you're sitting in your car, staring at brake lights, what's coming through your speakers? Is it the news (which will just make you angry)? Music (which won't make you any money)? Or are you investing in content that makes you be...

Most value propositions stink. They’re boring, generic, feature-heavy garbage that make buyers’ eyes glaze over. And the worst part? Most salespeople don’t even realize their value proposition messaging is hurting them.

On this week’s Sales Gravy Podcast, Lisa Dennis breaks down her process for building value propositions that actually work—the kind that grab buyers by the heart and don’t let go. But before we get to the solution, let’s talk about why most value propositions fail miserably.

Reason #1: You’re Talking About Yourself, Not Them

Here’s the fundamental problem with 90% of value propositions: They’re all about you.

“We’re the industry leader with cutting-edge technology and award-winning customer service that delivers best-in-class solutions…”

Blah, blah, blah. 

Do you hear that sound? That’s the sound of your prospect mentally checking out.

Here’s a hard truth about human nature: Nobody cares about you. They care about themselves.

Every buyer wants to talk about their problems, their challenges, their goals, and their pain points.

When you launch into your pitch about incredible features and market-leading capabilities, your buyer is silently thinking, “What does this mean for me?” And if you don’t answer that question immediately, you’ve lost them.

Your value proposition isn’t a corporate brochure. It’s not a marketing slick. It’s the value-bridge between what you do and what they need. 

If it’s a monologue about you, your company, and your product features you’ve lost the game before kickoff.

What to do instead: Make your value proposition a laser-focused spotlight on them. Start with their problem, not your solution. Lead with their pain, not your product.

Reason #2: You’re Using Generic, Meaningless Buzzwords

Most value propositions include phrases like “industry leader,” “best-in-class,” “cutting-edge,” or “world-class customer service.”

“We’re a one-stop shop with purpose-built solutions that increase efficiency and decrease costs.”

Really? And I suppose your competitors specialize in decreasing efficiency and increasing costs?

These phrases and buzzwords make you sound exactly like every other salesperson who’s ever walked through your prospect’s door: boring. 

Here’s the brutal truth: If your competitor could copy and paste your value proposition and use it for their company, it’s not a value proposition—it’s forgettable noise.

What to do instead: Get specific. Use numbers. Use their language, not yours. Instead of “increase efficiency,” say “reduce your monthly reporting time from 40 hours to 4 hours.” Instead of “industry leader,” show them exactly how you’re different and why that difference matters to them.

Reason #3: You Haven’t Done Your Homework

Most salespeople build their value propositions standing in their own shoes rather than those of their buyers.

If you don’t know what keeps your prospects awake at 3 AM, if you don’t understand their specific challenges, and if you haven’t talked to real customers about why they bought from you (or didn’t), then your value proposition is built on sand. Guesswork rather than research.

What to do instead: Talk to three groups of people and gain insight through their lens.

Your Lovers: These are your raving fans. What do they say about you when you’re not in the room? What specific problem did you solve that made them heroes in their organization?

Your Likers: These are satisfied customers who aren’t writing love letters about you. What almost made them choose your competitor? What reservations did they have?

Your Haters: These are the tough conversations. The prospects who chose someone else or the customers who fired you. Why? What did they feel you were missing?

This insight helps you shape your messaging so that it connects with the buying motivators of potential customers.

How to Build a Value Prop That Actually Works

Now that we’ve covered why most value propositions fail,

Jon Buehler from Jacksonville asks: "How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time."

Jon's question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It's a challenge that plagues even experienced sales professionals.

In this Ask Jeb article and Sales Gravy Podcast, I dig into why this happens and how to fix it.

The Prospecting Paradox

Prospecting is the lifeblood of sales success, yet it's the activity most salespeople hate and avoid. This creates a dangerous pattern I call the "desperation rollercoaster"—a cycle that wreaks havoc on your results, your mental health, and ultimately your career.

Here's how it works: You prospect hard for a while, fill your pipeline, and start closing deals. Life is good. Then you get busy servicing those new clients and tell yourself you've "earned a break" from prospecting. Your prospecting activity slows down or stops entirely.

Fast forward 30-90 days, and suddenly your pipeline is dry. Panic sets in. Your manager is breathing down your neck. Your commission checks shrink. Only then do you rediscover your "motivation" to prospect.

And the cycle repeats. Up and down. Feast and famine. This isn't a strategy; it's a recipe for burnout and inconsistent performance.

The Hidden Costs of Inconsistent Prospecting

The desperation rollercoaster creates damage far beyond just an empty pipeline. When you're desperate for deals, everything about your sales approach deteriorates:

You become pushy and pitchy instead of consultative

You come across as desperate and insecure

You focus exclusively on what YOU need, not what the PROSPECT needs

Your discovery questions become shallow

You skip crucial steps in your sales process

You discount aggressively because you have no leverage

Your negotiation and closing skills deteriorate

In short, when you're desperate for deals, you sell terribly. Inconsistent prospecting doesn't just hurt your pipeline—it undermines your entire sales approach.

The 30-Day Rule: Why Consistency Matters More Than Intensity

In Fanatical Prospecting, I discuss the "30-Day Rule": The prospecting you do in this 30-day period will pay off in the next 90 days.

This rule explains why inconsistent prospecting is so dangerous. When you take even a single day off from prospecting, it creates a hole in your pipeline 30-90 days from now. Take a week off, and you create a significant gap. Take a month off, and you essentially guarantee a sales crisis in your near future.

Understanding this principle makes it crystal clear why consistency trumps intensity every time. I'd rather see you make 20 prospecting calls every day for a month than 100 calls in a single day and nothing for the rest of the month.

The Pain and Pull Method for Maintaining Motivation

So how do you maintain your prospecting discipline when motivation inevitably fades? I use the "Pain and Pull" method.

The Pain: Visualize the Consequences

When I don't feel like prospecting (and yes, even after decades in sales, I still have those days), I vividly picture what will happen if I skip it:

The stress of an empty pipeline 60 days from now

The uncomfortable conversation with my team

The hit to my income and reputation

The desperation that will undermine my sales approach

By focusing on the pain I'll experience in the future if I skip prospecting today, I create immediate motivation to pick up the phone.

The Pull: Connect to Your Why

My friend Victor Antonio calls this "the big pull," connecting your daily prospecting discipline to your most important goals and aspirations.

Nobody wakes up excited to make cold calls. But many people wake up excited about buying their dream home, sending their kids to college,

On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw wasn't domination. It was something far more valuable for you as a sales professional and has everything to do with success.

What I witnessed was a master class in mental resilience. And in this Sales Gravy podcast and article, I'm going to break down exactly how Scheffler's approach to adversity can transform your sales results.

The Brutal Grind

Quail Hollow is beautiful, but make no mistake—this course has teeth. It chewed up and spit out many of the world's best golfers without an ounce of remorse.

Just ask Bryson DeChambeau, who on Saturday watched his lead evaporate on the "Green Mile" – the brutal final three holes of the course. Or ask Jon Rahm, who briefly held the lead on Sunday before plummeting to eighth place after getting absolutely bitten by those same closing holes.

If you just looked at Scheffler's final score, you'd think he cruised through effortlessly. But that's not even close to what happened. It was a grind—every single hole, every single shot.

Scheffler came into Sunday with a five-stroke cushion, but by the front nine, he had completely lost that lead. Let that sink in for a second. The world's best golfer, playing his best golf all season, watched his commanding lead completely vanish.

For most players, that would have been it. Game over. The spiral begins. The tournament slips away.

But not for Scottie Scheffler.

Bounce Back Percentage - The Key to Winning

There's one statistic from the tournament that explains everything – and it's a metric that should become your new obsession as a sales professional. It's called the "bounce-back percentage."

The bounce-back percentage measures how often a player makes a birdie or better immediately following a bogey or worse. In other words, how often do you recover from failure and immediately create success?

For the entire field at Quail Hollow, the average bounce-back percentage was 17.4%.

For Scottie Scheffler? An astonishing 62.5%.

Think about what this means. When the average player faced adversity, they bounced back less than one time in five. But Scheffler? He transformed failure into immediate success more than three out of every five times.

That is massive mental resilience. It's the difference between holding a trophy and watching someone else hold it. It's the difference between being number one in the world and being just another talented pro. And it's absolutely the difference between sales mediocrity and sales excellence.

Bounce-Back Matters in Sales

So why am I talking about golf statistics on a sales podcast? Because the bounce-back percentage is the perfect analogy for what makes or breaks a sales career.

I've got news for you—bad stuff is going to happen in your sales career. You're going to fail, lose, and face adversity. That's not a possibility—it's a guarantee.

You're going to have situations where everything seemed perfect, and then the deal falls apart. Sometimes it's your fault. Sometimes it's not.

Maybe the champion of your deal suddenly gets fired or leaves the company. Maybe a competitor swoops in at the last minute with a ridiculous offer. Maybe your prospect ghosts you after six months of work.

Each day you're going to run into situations when you're prospecting where someone slams the phone in your ear, and then you've got to immediately turn around and make the next call. There will be days where nothing goes right and everyone says no.

Your ability to bounce back doesn't just influence your success – it defines who you are as a sales professional. It is the key to winning. Full stop.

The Goldfish Paradigm 

When I'm hiring salespeople, one of the things I'm measuring for is optimism. It's essentially Ted Lasso's goldfish paradigm—the ability to forget fast.

On the show,

Sales is a trust game. Always has been; always will be. 

It’s not about features, price points, or flashy presentations. It’s about conviction. And conviction is born from trust: deep, unshakable trust across four critical fronts. 

Ignore even one, and you’re leaving deals on the table.

The First Deal You Close Every Day is YOU

Before you ever make a cold call, send an email, or walk into a meeting, you’ve got to sell you to you. 

Self-doubt is a silent killer. It creeps in, erodes confidence, and betrays you in your voice, your body language, and that split second when you hesitate to ask for the close.

Top performers don’t have fewer fears—they just trust themselves to push through them. They build self-trust the hard way: doing the reps, facing objections, pushing through rejection until they're bulletproof.

Self-trust isn’t optional. It’s the launchpad for everything else you do.

Trust in Your Product

If you don't believe in what you're selling, neither will your prospect.

Prospects can smell when you’re bluffing. They pick up on the hesitations, the weasel words, the way you tiptoe around weaknesses instead of confronting them head-on.

When you know your product solves real problems—and you’ve seen it do so again and again—you sell with conviction. You don’t overpromise. You stop folding under pressure, and stop chasing price shoppers. 

Trust in your product doesn’t mean it’s perfect. It means you know where it fits, what it does well, and who it helps—and you’re not afraid to walk away when it’s not the right match.

Your Process is Your Competitive Edge

Amateurs wing it. Top performers trust their process. 

A rock-solid sales process is your roadmap to predictable success. It’s the framework that turns chaos into control. When you trust your process, you stop second-guessing yourself. You know exactly what to do next, even when prospects throw curveballs. 

Your process should cover all parts of the sales cycle: prospecting, qualifying, handling objections, closing, and follow-up. Each step should be intentional and refined through experience. 

Trust in your process gives you the courage to disqualify bad fits and the discipline to execute consistently. 

Building Trust with Prospects: Where Deals Live or Die

Prospects don’t buy from people they don’t trust. They buy from people who understand them, demonstrate competence, and follow through on every promise. 

The 7 Trust Accelerators That Actually Work

Prepare Like Your Career Depends On It: Before every interaction, know their business, industry challenges, and recent news. When you reference their Q3 earnings call or their CEO's LinkedIn post, you show respect for their time and business.

Lead with Insight, Not Pitches: Share something valuable they don't know about their market, competitors, or opportunities. "I noticed companies in your space are struggling with X. Here's what the successful ones are doing differently..."

Ask Questions That Make Them Think: Skip the basic discovery questions. Ask: "If you could wave a magic wand and fix one thing about your current process, what would it be?" or "What's the real cost of not solving this problem?"

Admit What You Don't Know: When stumped, say: "That's a great question. I don't have the answer right now, but I'll find out and get back to you by tomorrow." Then actually do it.

Tell Them When You're NOT a Fit: Nothing builds trust faster than saying: "Based on what you've told me, I don't think we're the right solution for you. Here's who might be better..." They'll remember your honesty.

Share the Whole Truth About Implementation: Don't sugarcoat. Tell them: "Here's where clients typically hit speedbumps. Here's how long it really takes. Here's what you'll need to invest beyond the price tag."

Follow Up with Value, Not Just "Checking In”: Every touch should add value. Send industry reports, introduce them to potential partners,

Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?"

If you've been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, you send over your proposal or pricing...and suddenly—radio silence.

The prospect ghosts you, leaving you frantically checking your email every five minutes and wondering what the hell happened.

In this Ask Jeb episode of the Sales Gravy Podcast I'm going to teach you how to prevent it.

You Gave Away Your Leverage for Free

During our conversation, I asked Brian to consider what he'd do if I offered him $100 to go get me a Big Mac. He wasn't interested. When I upped it to $200, he started considering it. At $500, he was ready to make the trip.

Why? Because at $500, the value exchange made sense to him.

Your sales information works exactly the same way. Your pricing, specs, and solutions have real value. When you hand them over without getting anything in return—especially before completing your sales process—you're essentially giving away hundred-dollar bills for free.

And once you give away all your value, the prospect has no more reason to talk to you.

Understanding Power and Leverage in Sales

In most sales situations, your prospect has more power than you do because they have more alternatives than you. They can choose your competitors or simply decide to do nothing.

The only way to level the playing field is through leverage—something you have that they want because it provides value to them.

It's like that hurricane example I gave Brian: If there's a hurricane in Miami, all the power is out, and you're the only person selling ice, you have all the power because there are no other options. But in normal business situations, your prospect has plenty of options, which gives them power.

Your information is the leverage that gets prospects to "dance to your tune." Once you give that away without getting anything in return, you've surrendered all your power.

Your Sales Process Should Be a Value Exchange

Here's what your sales process should look like instead:

Use discovery calls to build value: Ask questions that help prospects think differently about their problems. Create insights they can't get elsewhere.

Meet multiple stakeholders: Insist on speaking with everyone involved in the decision. This builds relationships across the organization and prevents ghosting.

Present your proposal in person: NEVER email a proposal. Your proposal meeting should be a closing meeting where you're getting a yes or no.

Look for engagement at every step: If prospects aren't willing to invest time and effort in your process, they're showing you they aren't serious.

Each step of your process should involve the prospect giving something (usually time and information) to get something from you. This creates what psychologists call the "investment effect"—the more effort people put into something, the more they value it.

The RFP Trap

The clearest example of giving away leverage is responding to RFPs without conditions. When you fill out all that information and send it without meeting the decision-makers, you'll rarely hear back.

My approach? "I'm not filling out all that information until you meet with me." If they want your solution badly enough, they'll meet. If they don't, you've saved yourself hours of wasted time.

I practice what I preach, but I'm not perfect. Just last November, I spent 12 hours on a proposal I knew had little chance of closing because I'd skipped steps in my own process. I gave away my leverage for free, and they ghosted me—exactly as I predicted they would.

I have to relearn this lesson once or twice a year. Maybe you do too.=

Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast, and if you don’t get your pipeline positioned for success now, you’ll be scrambling come mid-July.

The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August. 

Appointment conversion rates decline by similar percentages. And overall deal velocity—how quickly opportunities move through your pipeline—slows dramatically during this period.

Why does this happen? It's simple:

Decision-makers take vacations.

Buying committees become fragmented with staggered time off.

Business momentum slows as organizations shift to a summer mindset.

And you are distracted with the pool, the beach, your kids, and fun travel. 

Salespeople Wait Until it is Too Late

That’s reality. Now, here's the brutal truth. Each summer salespeople make the same bad mistake—they wait until they're already in the summer slump to try to climb out of it. By the time they realize their pipeline is drying up in late June, it's already too late to course-correct, leading to stress and anxiety as their sales numbers and income drop as the temperature rises.

If you are not focused on building your summer pipeline now, you are in big damn trouble.

First, your prospects become harder to reach, which means your connection rates drop. With lower connection rates, you get fewer meetings. Fewer meetings lead to fewer opportunities entering your pipeline. Meanwhile, your existing pipeline is moving slower than normal due to vacation schedules.

These factors don't just add up—they multiply. 

And here's the kicker—while you're experiencing this slowdown, your quota isn't taking a vacation. Your revenue targets remain unchanged. In fact, for many organizations, Q3 is when quota ramps up higher and the pressure really starts to build to hit annual targets.

The Sales Psychology of Going Into Summer Prepared to Make Quota

Beyond the pure mathematics of pipeline building, there's a psychological advantage to preparing now. When you're proactively filling your pipeline ahead of the summer slowdown, you operate from a position of confidence and abundance.

Sales professionals who hit the summer slump with a thin pipeline typically find themselves in panic mode. When you're in panic mode, prospects can sense it. Your conversations become more about your needs than theirs and your willingness to discount increases. These behaviors ultimately reduce deal profitability and your income, and damage your relationships with potential customers.

Contrast this with the sales professional who's already built a healthy summer pipeline. They can approach each conversation with genuine curiosity and patience. They can focus on value creation rather than transaction acceleration. They can maintain price integrity because they're not desperate for the deal. And they can actually have summer fun rather than summer stress. 

Double Down on Prospecting Now

The simple reality is that connecting with prospects will get harder during summer. So you need to double your outreach volume now. If you normally make 30 prospecting calls daily, bump that to 60 for the next six weeks.

The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. In other words, the seeds you plant today will determine your harvest in July and August.

Knowing your pipeline is healthy going into summer allows you to enjoy any vacation time you take without constantly checking emails.

When you're not scrambling for deals, you can be more selective about which opportunities you pursue, focusing on ideal customer profiles rather than anyone with a pulse.

A well-built summer pipeline might actually allow you periods of lower activity that you can use for s...

Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee.

On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David Neagle says: “You've got to see yourself above the place that you actually want to accomplish.”

The highest-earning reps? They think like owners. They take responsibility for their number, their mindset, and their mission. They don’t wait for leads to be handed to them or settle for “good enough.” They build a pipeline like a business, because it is. 

So whether you run a company or just run your territory, these lessons from a successful entrepreneur will harden your mindset and help you sell with more purpose, more urgency, and more grit.

Making Money Isn’t Hard.

You need to come around to a simple idea: Making money isn’t the hard part. Getting over your mental baggage about making money is infinitely more difficult.

Most salespeople riding the feast-or-famine rollercoaster find themselves desperate more often than not. When that happens, they unconsciously sabotage themselves. They discount too quickly, hesitate to ask for the sale, or talk themselves out of big goals.

Here’s the truth: Money is everywhere, and opportunity is endless. But if you believe sales is a grind and success is for “those people,” you’ll work three times harder for half the reward. Don’t undersell yourself.

Entrepreneurs don’t apologize for making money—they design their lives around it. If you want to earn like a business owner, stop treating money like a taboo topic. Start treating it like a scoreboard you want to climb.

Stop Caring What People Think (Especially About You Winning)

The moment you start succeeding—wildly succeeding—is the moment people will have opinions about it.

You close a big deal or hit the top of the leaderboard? Somebody will whisper. Someone else will be resentful. That’s not your problem. It’s theirs.

You’ll never hit your peak if you can’t stomach a little hate from the nay-sayers.

Entrepreneurs learn early that approval won’t pay your bills. If you want to win in sales, stop seeking validation from people who aren’t playing game at your level.

You can’t serve your buyer and care what others think at the same time. Choose your future over fitting in.

Believe You’re Worth the Win

Most reps think their biggest problem is weak leads or tight markets. It’s not. It’s that they don’t believe they’re worthy of success.

They don’t think they deserve the close, the commission, or the praise. Instead of swinging for the fences or building consistency, they settle for mediocre wins some of the time. Instead of dealing with confidence, they let insecurity take over.

Business owners don’t have that luxury. Their livelihood depends on selling themselves—and believing in what they offer. The same should go for you.

When you believe you’re worth the success, your tone changes. Your body language shifts. Your presence becomes undeniable—and buyers feel it.

Push past doubt by honing your skills through practice and reviewing past successes. You deserve everything you’ve worked hard to gain.

Sales Isn’t About Getting—It’s About Giving

A lot of people treat sales like they’re trying to take something. That’s why they feel pushy, needy, or “icky.”

But the best sellers think like business owners—and owners know they’re in the business of solving problems. They're giving value, outcomes, and transformation.

If your mindset is “I need to get this deal,” your buyer will feel that. But if you shift to “I’ve got something that can truly help them,” everything changes. You show up with confidence, not desperation; with curiosity, not pressure.

Sales isn’t just hunting. It’s serving. And your commission is just the reward for solving someone else’s problem.

Start thinking like a consultative seller. Listen closely to your prospect’s needs and position yourself as a trusted advisor who...

Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity?

In this podcast, I break down these answers in plain English.

When to Create a Deal: Finding the Sweet Spot

There's no shortage of opinions on when to create a deal in your CRM. Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Others won't let you create one until the contract is practically signed (equally absurd).

Here's my take: Both extremes are problematic. You need a pipeline that gives you meaningful data. Here's how we handle this at Sales Gravy:

For Inbound Leads:

We categorize inbound leads into three distinct groups:

1. List Leads

These are people who sign up for our newsletter or download basic resources where we only ask for a name and email address. They're joining our community, and while some might become customers down the road, they're not pipeline opportunities yet.

2. MQLs (Marketing Qualified Leads)

These folks have given us more detailed information through webinars or content downloads. They've provided their phone number, email address, company, role, etc. There's an implicit understanding that we might reach out, but they haven't expressed a direct interest in buying. I don't want these in my pipeline just yet.

3. Hot Leads

These people come to us with their hands up, saying things like: "We've got a team of nine and want to do sales training" or "Our SKO is in February, and we want to hire Jeb. How much does he cost?" These leads have an open buying window and go straight into the pipeline. We'll close 95% of these because they've already self-identified as buyers.

For Outbound Prospecting:

When prospecting outbound we only put opportunities into the pipeline after the prospect has agreed to a first-time appointment (FTA).

Here's why: First-time appointments are your Money Ball metric—they indicate the health of your prospecting efforts. When an FTA is in your pipeline, you can measure critical data points like:

Show/no-show rates by rep

Advancement rates from FTA to next stages

Conversion rates from FTA to closed business

If I have a rep setting tons of FTAs with only a 10% show rate, I need to diagnose that problem. If another rep is advancing 50% of their FTAs to the next stage, that tells me something completely different.

The qualification point is simple: Both parties have agreed to step into the sales process. That's when it becomes a pipeline opportunity.

Some organizations resist this approach because they only want "fully qualified" opportunities in their pipeline. I get it, but you're missing valuable data if you wait too long.

Consider this example: If you work in an industry where everyone's under contract, and you know contract expiration dates, you might be tempted to automatically add prospects to your pipeline as their contract end dates approach. I wouldn't do that. Wait until you've had a conversation where they agree to meet with you to discuss options. That agreement to step into the process is your trigger.

If you're putting everything into your pipeline, you're diluting your data. If you're waiting until deals are practically closed, why even have a pipeline? The sweet spot is somewhere in between—and for most B2B sales organizations, it's at the first-time appointment stage.

Maximizing Prospecting Efficiency: How We Make So Many Calls

Tyler also asked about those "crazy" prospecting numbers I mention in my books. How do my teams make hundreds of calls during designated call blocks? The answer boils down to three key principles:

1. Separate List Building from Prospecting

Research and building lists is NOT prospecting. When we're prospecting, we're just chopping wood. We have our lists ready in advance, and when it's time to prospect, that's all we do.

During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The player walked over to the fan and said, tongue-in-cheek, "No, you don't."

The fan looked confused. "What do you mean?"

The player replied, "You don't want to hit a shot like that because that means hitting a thousand balls a day, every day, for the next 20 years. That's what it takes to hit a shot like that."

And that's true for pretty much everything you want to accomplish life—whether it's playing golf, the piano, selling, investing, or mastering AI. If you want to be elite, you have to do a lot of repetitions of the same thing to reach the top. 

Adopt The Mamba Mentality

You've got to practice constantly. And this is what a lot of people miss. See, the truth is you can have anything in life you want—pretty much within reason—as long as you're willing to do the boring work.

You know what separates Warren Buffett, the greatest investor of our generation, from other investors? He's read over 100,000 financial statements in his lifetime. Think about that. 100,000 financial statements. That's not exciting work. That's not sexy. It is sitting alone, poring over numbers, analyzing balance sheets, income statements, cash flow statements, day after day, year after year, decade after decade. But that boring work made him one of the richest people on the planet.

Or look at Kobe Bryant. Kobe was famous for his "Mamba Mentality" which meant showing up at 4 AM to practice, hours before his teammates. It meant shooting thousands of the same shots over and over. His trainer once said Kobe would practice one simple move 700-800 times in a single session. Not 10 times, not 50 times. 700-800 times. The same move, over and over and over again. That's the boring work that made him a legend.

Going out to the driving range and hitting a thousand balls with your seven iron is one of the most boring things you can possibly do. Crap, hitting 50 balls with your seven iron is boring. But that's what separates the top performers from the low performers—they're willing to do the boring things.

Top Performers are Always Working at It

In sales, top performers are constantly studying. I meet them all the time. They show up in my seminars, read my books and listen to my podcasts. They’re taking courses on Sales Gravy University. They invest in learning and practicing every single day. 

When we run role plays, they jump right in. They recognize that, yeah, that's boring work. But you've got to do the boring things, the repetitive things, to get what you want. 

Be Careful What You Wish For

So the questions you have to ask yourself when you make that wish for what you want or set a goal is:

How bad do you want it?

Are you willing to do the work? 

Are you willing to make the sacrifice? 

Are you willing to grind day in and day out? 

Are you willing to do all of boring reps that nobody ever sees in order to reach the very top? 

Success is Paid for In Advance With Boring Work

You can accomplish anything once you accept that the price for success is paid for in advance. The price of admission to the elite levels of any profession is doing the boring work that most people aren't willing to do. Let me give you an example from my own life.

Years ago, when I was starting out in my sales career, I made a commitment to make 100 cold calls every single day no matter what. Rain or shine. Good mood or bad mood. Whether I felt like it or not. You know first hand that cold calling is not exciting work. It's tedious, repetitive, and rejection dense. Honestly, most people—including my boss—thought I was nuts. 

But those 100 calls a day allowed me to out perform and out earn all of my peers. It made me the top sales rep in my fortune 200 company. It bought houses, made me wealthy, and eventually gave me the platform to write book...