Sales Gravy: Jeb Blount

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence.

If you’ve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you’ll relate to Gaius’s dilemma. Below, you’ll find the key takeaways from our conversation on accelerating new rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts.

The Challenge: New Hires, Big Learning Curves

Gaius plans to hire new property-casualty agents in classes of four, each going through about 3–4 months of training. During that time, they have to learn multiple carriers, underwriting guidelines, and compliance rules so they don’t accidentally write poor-fit policies or lose deals over technicalities.

It’s crucial they build confidence before being “thrown to the wolves.”

But here’s the catch: If new hires only focus on product and system knowledge for months, their pipeline remains empty. By the time they’re “ready” to sell, they’ll be way behind on prospecting —and might even lose that DAy One enthusiasm for building relationships.

The question is, how soon can they start generating leads and setting up sales conversations?

Why Pipeline Activities Can’t Wait

As I shared with Gaius, I’ve seen many companies assume new reps aren’t “ready” to prospect until they’ve absorbed the entire knowledge library. Yet waiting too long to do real sales activities can backfire.

Early Wins Boost Confidence

If new hires can set even a few appointments or pass warm leads to experienced agents, it gives them a sense of accomplishment. That momentum helps them stick with the grind of more complex training.

Practical Learning Beats Textbook Learning

In industries with loads of carriers and underwriting rules, real-life sales scenarios actually teach new reps faster than purely theoretical training. Once they’ve got a potential client on the hook, the rep has motivation to find the answers.

Improved Onboarding Speed

Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster—sometimes shaving weeks or months off the usual ramp-up. And yes, there’s a risk of missteps. But that’s where a collaborative culture (“sell as a team”) ensures mistakes become teachable moments, not deal-killers.

The Team-Selling Approach

When new agents don’t have full carrier knowledge, they’ll naturally hit roadblocks. How do you keep them from burning deals (and morale)?

Encourage “Hand-Raises”

If a new rep snags an interested customer, let them wave the flag: “Hey, I have a lead who needs home and auto coverage. Here’s what they’re telling me. What do I do?” Then a veteran agent or manager steps in to guide the quote or finalize the sale, with the rookie learning through an actual client scenario.

Shared Commissions

Make sure new reps see a direct benefit. If they hand off a deal, they might get a partial commission or spiff for their contribution. Over time, they’ll rely less on help—but they’re still building pipeline from Day One.

Hands-On Coaching

Each real conversation is a goldmine for coaching. The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers. It’s in-the-field training, not just theoretical.

Structuring Training + Prospecting

Gaius is worried that his new agents need a full 3–4 months before picking up the phone. The short answer is no. They can start small while still in training. Here’s how:

A Few Leads a Day

Instead of waiting for them to finish product modules, drip leads early. Let them call 5 or 10 leads each morning, focusing on booking appointments (rather than doing in-depth quoting). This keeps them from drowning in complexity, but still gives them “real world” prospects.

Scheduled “Ask an Expert” Blocks

Have daily or weekly times when a senior agent or manager is free for quick consults. The new hire can pop in with, “Client says they recently replaced their roof but not the plumbing—what do I do?” That immediate feedback cements knowledge better than PowerPoint slides ever could.

Clear Milestones:

Map out 3 months of onboarding with explicit checkboxes:

Month 1: Master basic call scripting, do 5 calls/day, practice “hand-off” protocol if a lead is hot.

Month 2: Increase calls to 10/day, conduct partial quoting for simpler cases, attend 2 coaching sessions/week.

Month 3: Sell with minimal assistance, handle common underwriting scenarios, start building personal brand on social media.

Pairing Company Marketing with Individual Agent Efforts

The second big question: How do you blend your brokerage’s formal marketing activities (like brand campaigns or leads from your website) with each agent’s personal prospecting?

Provide Starting Leads

If you’re running ads or generating inbound leads, new hires can cut their teeth on less-coveted prospects (like “closed/lost” or older leads). Let them gain confidence responding to these, then earn the right to handle prime leads.

Build Personal Brands

In B2C insurance, it’s often about relationships. Encourage new reps to network in their communities, join local groups, and use social media responsibly (respecting all compliance rules). If your agency runs a local radio ad, for instance, your new hires can promote that talking point when they connect with neighbors or friends.

Content Library

Arm them with digital and print assets they can share on their own channels – e.g., short videos on “Top 3 Mistakes in Home Insurance,” or infographics about “Why You Need More Than Minimum Auto Coverage.” Make it easy for them to align with the company’s brand while showcasing their personal touch.

Accountability and Metrics

Set targets. For example, “Attend 2 local networking events each month, post weekly on social media about a relevant insurance tip, schedule 3 coffee meetups with new community contacts, etc.” Pair that with your marketing team’s leads to create a one-two punch.

Reaping the Benefits of Faster Pipeline Growth

When you let new agents “wait” for months before prospecting, you risk:

Lost Momentum: They might lose confidence or develop call reluctance if they’re not used to consistent outreach.

Zero Early Wins: Without a single success story in the first few months, new hires feel pressure, question themselves, and sometimes churn.

Delayed Revenue: The longer it takes a new rep to start building pipeline, the fewer deals you close in that critical first year.

On the flip side, training them to prospect earlier (even if just setting appointments for someone else) provides real sales experience right away. They see how the process works end-to-end, gain incremental confidence, and bring in revenue sooner.

Final Thoughts: Onboarding for Early Success

One of the biggest challenges for sales leaders and executives is getting new salespeople ramped up faster. An unproductive sales head is costly, draining the P&L. So, getting them prospecting, filling their pipeline, and making those cold calls quickly is crucial. 

At Sales Gravy, we believe in getting new hires on the phone as soon as possible—within their first week. By starting with a few leads and gradually increasing their call volume, we build their confidence and get them productive faster. Remember, a long onboarding process delays success. So pull that band-aid off quickly and start building pipelines from day one.

If you’re serious about accelerating new rep success, don’t quarantine them in a training bubble. Integrate real-world prospecting early. Show them that pipeline building is the lifeblood of the agency—and get them excited about bridging their education with on-the-ground sales.

Likewise, unify your company marketing with each agent’s personal outreach. Give them guidelines, brand assets, and expectations around networking and social media. Encourage them to talk about your brand in everyday life, and to rely on your marketing team for ongoing support.

Because here’s the truth: In property and casualty insurance—or any complex field—a new hire can’t master everything in a few weeks. But if you wait until they’re “100% ready” before making calls, you’ll sabotage the ramp-up process and miss countless early opportunities. Let them start early, help them as a team, and watch as they transform into confident, quota-busting agents.

Need help with your new hire sales onboarding process? Download our FREE guide: The Small Business Owner's Guide to Sales Training

One of the most vivid memories from my childhood was the day I was bucked off of my pony. The pony’s name was Macaroni and I was six. We were in an arena where my mother was giving me my very first riding lessons. 

Macaroni was stung by a bee, and she reacted by bucking. I couldn’t hang on and I landed hard on my back. It knocked the breath out of me. I gasped for air. Then as I finally caught my breath, I started bawling at the shock of being involuntarily dismounted. 

My mom caught the pony, led her back over to me, and gently told me to dust myself off and get back on. But by this time I was sobbing the way kids do when they’ve cried so hard that they can’t stop. 

Failure is Just a Bruise

I shook my head and refused to get back on the pony. My mother tried her best to calm me down and reason with me but I still refused to get back on. 

Then she took a different tact and got tough. Her stern, direct tone of voice made it clear that she was not asking me to get back on the pony—she was telling me. That's what I remember the most because my mom had never talked to me like that before and has rarely ever used that tone and directness since. 

“Get up, and get back on that pony now!” she admonished. 

She was unmovable. Like Teflon. My tears and pleading made no difference. I knew I had no choice so I stood up, shaking, still trying to catch my breath and she helped me get back on the pony. 

Right there in the riding ring, at six years old, I experienced one of the most pivotal lessons of my life. My mother taught me that failure is just a bruise, not a tattoo. 

She wasn’t being cruel; she was being protective—protective of my future self, the one who might otherwise have carried an irrational fear of horses, or an ingrained habit of backing down at the first taste of adversity into the rest of my life.

She knew that if she had let me off the hook and let me walk away from that pony that there was a good chance that I’d never get back on again. That the fear I felt when I landed on my back in the sand would grow and gain a life of its own. That I would vow to never let the pain and embarrassment of falling off happen to me again and with that, my brush with failure would become permanent. 

Failure Can't Really Bite You

The truth is, failure is usually a short-lived event. Yes, it’s jarring, unexpected, and can momentarily knock the breath out of you. But it doesn’t have to be the defining chapter of your story. 

That’s what my mother understood so well in that riding ring. She insisted that I face my fear, effectively telling me, “Hey, the worst part’s over. Now that you’ve experienced fear and failure, get back on and prove to yourself you can handle it.” 

Because once you push through that initial sting, you discover that the fear can’t really bite you unless you give it teeth in your own mind. 

When Failure Becomes Permanent

For far too many people, though, the pain of failure does become permanent. Instead of allowing themselves a moment to dust off and try again, they walk away in defeat—often without fully grasping the long-term impact of that decision. 

Rather than letting the bruise fade, they opt to memorialize failure in their minds, assigning it more meaning than it deserves. They replay the embarrassment and pain over and over, until it becomes an unspoken vow: “Never again.” 

And in that single choice, a brief setback can morph into a defining moment in which they forfeit the chance to learn, grow and eventually experience the sweetness of victory.

Think about how this scenario plays out in everyday life. Maybe you dream of learning a new skill—painting, playing guitar, writing a book, starting a podcast—but in your first attempt, you falter or feel foolish. Rather than chalking it up to “beginner’s missteps,” you decide: “I’m terrible at this; I’ll never try again.”

And that small bruise becomes a tattoo right there, on the spot. You miss out on the personal growth, the fun, and potentially incredible experiences you would have discovered if you’d simply dusted yourself off and tried again.

https://open.spotify.com/embed/playlist/06bYCTOteuC5dzSDrVAI4G?utm_source=generator

Sales is a Tapestry of Failure

In sales, this avoidance of failure is just as prevalent, if not more so, because the stakes often involve your income or your reputation at work. 

One day, you run a sales call that goes terribly off the rails—the prospect is disinterested, you get flustered, or you stumble on a key question. You come away feeling embarrassed, incompetent, maybe even humiliated if it happened in front of your sales manager. 

That single negative experience can color your perception of future calls. You avoid that type of call, that kind of prospect, or that particular approach. You remember that unpleasant feeling so vividly that you decide it’s “safer” never to try again. 

So many sales reps finally gain the courage to cold call a C-level executive at a high-value prospect. Then freeze when they get a hard objection, leaving them feeling small and insecure. Instead of analyzing what went wrong, adjusting their approach, and trying again, they vow, “I’m never calling anyone that high up again.” 

And while that might spare them from momentary embarrassment and discomfort, the long-term consequences are enormous. Their pipeline shrinks and income tanks because they’re playing it safe. And, ultimately, their career crashes because they’re afraid to push outside of their comfort zone.

Sales Failure: Where the Bruise Can Really Hurt

Sales can be bruising. Each rejection takes a piece out of you and can feel like a blow to your self-worth. It’s easy to internalize it. Over time, a string of “no’s” can erode your confidence, making the idea of picking up the phone and calling prospects feel daunting.

Our minds can often be drama queens. When something painful happens, we cling to that memory and replay it, each time piling on new layers of negativity—“I can’t believe I said that,” “What was I thinking,” “I’m so stupid.” In reality, the prospect might barely remember it or might even respect your courage. But to you, it’s all-consuming.

But remember, a “no” in sales is rarely personal. Often, it’s circumstantial—maybe the prospect is having a bad day, or their budget cycle doesn’t align with your proposal, or they had a negative experience with a different vendor and brought that baggage with them into your presentation. 

The more you detach your self-worth from the outcome, the less likely you are to see these “nos” as a permanent markers of failure. Instead, you'll shift your mindset. You begin to view failure as data that you can use to gain insight on how to improve. You start to treat each rejection as a chance to refine your approach.

Success Stories are Forged in Failure

The true success stories in sales almost always come from people who learned to pick themselves up, analyze the failure, and adapt. They didn't let the fear of failure overshadow their potential for greatness.  

The best salespeople—and frankly, the happiest people—know that failure is inevitable. Rather than avoiding it, they embrace it. They feel the pain just like anyone else but recognize that bruises eventually fade. You just have to keep moving forward in order to heal.

At the end of the day, resilience in the face of failure is a choice. It doesn’t always feel like one, especially in the raw moments right after you’ve messed up, taken a big hit, or find yourself on your back in the dirt. 

But as soon as you reclaim your power to stand up, brush off the dust, and climb back on—whether it’s a literal or figurative pony—you’ll find your perspective shifting. Failure no longer holds you hostage. It becomes a footnote in a broader story of your determination and personal growth.

Failure is Only Final If You Make That Choice

So, the next time you bomb a sales call, lose a deal you thought was a lock, get yelled at on a cold call, or face an embarrassing situation in front of your peers, remember: you get to choose. Will this be just a bruise or will you sear it into your psyche, turning it into a tattoo of permanent self-doubt? 

My challenge to you this week is when things go wrong to look up and get up. Get back on the phone. Set another meeting. Propose the next big idea. Trust yourself to learn, adapt, and keep going. Will yourself to stop and make one more call. 

Because failure is only final if you decide to never get back on that pony again.

If you haven’t grabbed our brand new FREE guide 25 Ways to Ask for an Appointment on a Cold Call your going to want to download it today at salesgravy.com/appointment/

How many times have you gotten to the meeting but your pitch fell flat?

You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted.

It’s not your product or your pricing. It’s your messaging that’s failing you—and blocking you from a sale.

A Framework to Tap Into Your Prospect’s Pain

So what’s missing? 

A framework that actually speaks to your prospect’s pain, builds urgency, and moves them toward a ‘yes.’ 

As The Sales Gravy Podcast guest Mike Malloy points out, the PASTOR messaging method can solve that disconnect. You tap into your customer’s pain points and you close.

https://www.youtube.com/watch?v=BkML4D0BPIU

The PASTOR Method

Created by renowned copywriter Ray Edwards, the word “PASTOR’ is about guiding your prospect through the process with messaging that grabs attention and prompts action. As a salesperson, you lead your potential client toward a solution.

True sales relationships aren’t forced—it’s natural and authentic. You’re not stereotypically pushy or desperate. You have the magic answer to a customer’s problem.

Think of it like leading a prospect down a sales path where they see the problem clearly, understand the solution, and feel confident saying ‘YES’ to a deal.

P - Problem & Pain

An eventual ‘Yes’ stems from pain—pain from stalled business, lost revenue, or missed quotas.

Until you unearth the problem, there’s no need for you or your solution. Translation: No sale. Your job is to identify the pain point and get your prospect to acknowledge that, yeah, it’s ruining their business, too.

Don’t gloss over the pain—lean into it. Show you understand. Your understanding will connect with the customer and start building your relationship—a relationship that leads to closing.

A - Amplify the Consequences

Don’t be afraid to twist the knife. This isn’t just a little problem. It’s debilitating—costing the customer time and money. It’s a huge pain point.

What will the prospect’s life be next quarter, next year, if they don’t solve it this minute? How much worse will it get?

Fear of loss is a powerful motivator. Prospects need to feel the urgency to fix the problem now.

S - Story, Solution, System

This is where you offer the solution—but don’t just drop a pitch. Tell a story.

 Give your prospect an example that they can hold on to and that helps them connect. 

Tom’s sales team was floundering. They couldn’t make quota. Then they found our [your service].

Jill’s company needed a new distributor. Her current distributor was often late, goods were damaged and it was hurting her bottom line. Then she learned about [your service].

Make it clear that hiring you isn’t just smart—it’s the game-changer they’ve been looking for.

Show them you get it. Lay out a clear, systematic solution that wipes out their pain—once they see you’ve got the answer, the deal’s as good as closed.

T - Transformation & Testimony

And what does it look like when all that pain goes away? Paint the picture.

You highlighted all the real and future pain not hiring you would cause. Now, tell your prospect what life will be like after they embrace your solution.

People don’t buy products—they buy results. They need to see exactly how they’ll save time, make money, and come out ahead. Show them the win, and they’ll say yes.

This is also where you leverage testimonials to build credibility. Personal accounts from past customers who can bolster your position.

When they believe others have succeeded, they’ll trust they can too. They’ll be signing with you before you know it.

O - Offer

Your offer isn't just about price—it’s about making the value so clear that saying 'no' feels like a mistake.

Remove any friction to the deal by emphasizing the ease of transition and fast onboarding.

Your offer needs to entice with solid, actionable steps to cutting out their pain points. There’s no room for waffling here. Outline the ROI clearly and make it simple, easy, and obvious to say ‘yes.’

R - Response (Call to Action)

Don’t let your offer grow cold; get them to buy. Make a crystal clear call to action—stop wasting time, commit to excellence now. 

Introduce urgency. Are spots limited? Is there an upside to signing faster?

Keep it simple. No hesitation; no confusion. Just a next step to act now.

Use PASTOR, Close More Deals

At the end of the day, the only answer that counts is 'Yes.’

If your pitch keeps falling flat, it’s not because you’re bad at sales—it’s because your messaging isn’t cutting through. 

PASTOR gives you the blueprint to close. Stick to it, and you won’t just get meetings—you’ll start closing them.

Start winning more on cold calls with our FREE sales training guide: 25 Ways to Ask for the Appointment on Cold Calls

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls—no marketing team, no pre-existing territory full of warm leads. And unlike her old desk-bound clients, these new prospects are likely to be on a roof or at a job site when she calls.

Not surprisingly, Cindy’s facing more objections than she’s used to: “Is this advertising?” “What’s the price?” “I’m busy—call me later.”

Below, you’ll find the strategies we discussed to help Cindy navigate these challenges, book more appointments, and build a solid pipeline in a brand-new industry.

Don’t Let Your Assumptions Become Their Objections

When Cindy began calling busy contractors who often pick up the phone on a roof, she caught herself feeling anxious or apologetic in her delivery. The lesson? Emotions are contagious. If you sound insecure or rushed, your prospects sense it.

Stop Projecting

You might worry about “bothering” them, but for the business owner, a ringing phone can mean new opportunities. Give them a chance to decide what’s important.

Own Your Value and Be Confident

If you’re convinced your call matters—because it can grow their bottom line—they’re more likely to listen, even if they’re currently juggling tasks on a job site.

Adjust Your Cold Call Timing to Their Schedule

Cindy’s used to calling people who sit behind desks from 9 to 5. But in the home-improvement industry, a prospect is often up at 6 a.m., on a ladder by 7, and swamped all day long.

In many home services sectors, the sweet spot is early morning—about 7 a.m.—because the owner is up, thinking about the day ahead, and hasn’t started the physical labor yet. Even 6:30 a.m. might work. Evening can be another window, but they’re tired. For best results, aim for early. Keep a simple log of call times vs. responses and double down on what works.

Tackle Objections with Confidence

Cindy mentioned getting quick-fire objections—like “Is this advertising?” or “How much does it cost?”—which often derail her. To handle them, remember:

Agree and Pivot

When someone uses the, “How much does it cost?” objection, respond with something like, “That’s exactly why I’m calling—you’ll want to see what we can offer first so we can tailor a solution. Let’s schedule a short meeting, so I can learn more about your business.”

Do not jump straight into an explanation of how your pricing “depends.” Instead, show them why a tailored approach matters.

Use a Stat or Benefit

If they ask, “Is this advertising?” answer “Yes, but not the kind you’re used to. We’re helping home improvement companies increase their profit margin by 25% on retail jobs.”

Immediately pivot to: “I’d love 15 minutes to show you exactly how we do that. How about we meet at your job site Thursday at 2? I’ll bring lunch.”

Emphasize Convenience

Home services pros might not have the bandwidth for a formal sit-down. Offer to meet them where they are. Show you respect their time by fitting into their schedule rather than demanding they fit into yours.

Reframe “Busy” Objections as Expected Objections

If a contractor says, “I’m swamped!” or “Call me later,” don’t take it as a hard “No.” Instead, realize that busy = normal. Of course they’re busy—that’s part of the gig. Let them know you anticipated they’d be slammed.

“I figured you’d be buried this morning—no problem. That’s exactly why I called. Let’s find a time that’s actually convenient for you. How about Friday at 7 a.m.? I’ll bring coffee.”

Offer to Meet Them Where They Are

In desk-bound industries, you can say, “Let’s meet at your office.” But in construction, a prospect’s “office” might be the bed of a work truck or the roof of a house. Get creative:

Bring Lunch, Coffee, or Donuts

If a contractor’s day starts at dawn, a quick coffee at 7 a.m. might be the perfect in-person “meeting.” Show up with an understanding of their job—maybe in boots and jeans if you’re heading to a muddy job site.

Adapt to Their Workflow

If they can’t peel away from the job, suggest walking the site with them for 10 minutes. Ask them to show you their current challenges. This not only helps build rapport but also lets you tailor your value proposition on the spot.

Move Fast, Adjust Confidently, and Meet Them Early

Cindy’s situation reveals a common scenario: you’ve switched industries, and now your prospects behave differently. They’re not behind desks—they’re on ladders or in crawl spaces. The principles, however, remain the same:

Don’t Project Your Insecurities: If you believe you’re intruding, your voice will betray that feeling. Own your offer; it genuinely solves their problems.

Call Early, Call Often: Try 7 a.m., or even 6:30, to catch decision-makers before they start their back-breaking work.

Handle Objections with Firm, Confident Phrasing: “Yes, it’s advertising—but not the kind you’re used to. Here’s how we’re boosting contractors’ profit margins by 25%.”

Make It Easy for Them to Meet: Offer to bring coffee or lunch, show up on site, and respect their time.

And always remember: When it’s late in the day, you’ve been dodging objections left and right, and you're ready to give up, always make one more call. That extra call could be the conversation that cements your next big success in a brand-new industry.

Are you struggling to set appointments when prospecting? Download our FREE guide: 25 Ways to Set an Appointment on a Cold Call

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing.

A Winning Message for Sales Winners

Last week, I delivered a keynote at a large company's President’s club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success. And frankly, I love hanging out with ultra-high performers. It’s so energizing to be with winners.

The challenge though was figuring out exactly what I was going to say to them. 

Think about it. These sales professionals are the best of the best. Cream of the crop. The Bee’s Knees in the words of their VP of Sales. They’ve proven that they know what to do. They already are motivated. The last thing I wanted to do was bore them to tears or cause them to feel that I was talking down to them.

So I spent several weeks nervously working on my keynote speech for this group of winners. I went around and around in circles unable to nail down the perfect message until it hit me that these sales professionals were in a very vulnerable position for the very fact that they were winners.

Welcome to the Sales Graveyard

The sales graveyard is full of former President’s Club winners who:

Came home with a trophy and were fired because they quit selling. 

Were one hit wonders—winning once and never getting back into the club again. 

Came back with so much promise and potential only to drift along in mediocrity because they stopped doing the things that got them to the podium in the first place. 

Too often when we win, we see it as an opportunity to take our foot off of the accelerator and coast for a while. It happens to President’s club winners and everyday sales reps.

Have a good month, take a break from prospecting. Close a big deal. Start taking shortcuts. Win the big trip, celebrate a little too long.

Some winners spend a little too much time reading their own press clippings. After working hard and doing all of the right things, they no longer believe that the rules of physics apply to them.

Rather than going back home and honoring the basics and fundamentals of selling that brought them to the dance in the first place, they become undisciplined—delusional that they possess some sales superpower that guarantees their success. 

Maintain your edge by taking courses on Sales Gravy University—the world’s most powerful sales training engine featuring more than 1500 hours of classes from over 40 of the world’s top sales experts and authors. plus live workshops each week and mastermind group coaching sessions. There is nothing else like it in the sales world. 

You Cannot Be Delusional and Successful at the Same Time

We’ve all been there in big and little ways. It happened to me just yesterday.

While playing golf I hit a screaming drive—one of my longest ever—right down the middle of the fairway to within 50 yards of the hole. On that drive, I’d done everything right. I slowed down, followed my routine, focused myself on the fundamentals, and executed. It was an incredible feeling. I celebrated with a big fist pump and high fives all around. 

Confident, I walked right up to my second shot—a short pitch into the green—tasting a birdie and then…I chunked it. For those of you who play golf you know exactly how this feels. It’s awful.

But what was the difference between the first shot—the winner —and the second shot—the loser?

It was me!

Instead of running through my routine and being disciplined and intentional with my approach to that crucial shot, I became lazy. Rather focusing my mind on the basics and fundamentals, I believed that after that beautiful drive, the basics no longer applied to me.

Trust me on this, gravity is a bitch. I walked away with a sad double-bogey proving once again that you cannot be delusional and successful at the same time. 

You Cannot Afford the Luxury of a Negative Thought

You become what you think. When you tell yourself that you have a magic success wand, you’ll start to believe it and act like it. You become delusional.

Studies indicate that we talk to ourselves at the rate of up to 300 words a minute. That little voice inside your head jabbers away 24/7. Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. 

Pay attention to what you are saying to yourself. When your self-talk turns lazy, when it tells you that it's ok to rest, take your eye off of the ball, take a short cut, or skip the fundamentals—stop and change it.

Replace lazy, undisciplined self-talk with the words of a disciplined winner, because if you want to keep winning, you cannot afford the luxury of a lazy thought. 

In Sales, Boring Works

Warren Buffett said that, “only when the tide goes out do we get to see who has been swimming naked.” This is his way of saying that people who drift away from or believe that the basics and fundamentals no longer apply to them will eventually be exposed. 

It’s fascinating how often humans quit doing the very things that are working for them—especially President’s club winners. You were disciplined for a while but as soon as you saw some success, you abandoned what got you there. 

It’s natural to go looking for easy buttons because the basics are boring. But do not get drawn in by this siren song. Put your swimming suit on because, in sales, boring works.

Success in Sales is Rented

There is a saying that when you are in second place you are competing with the person in front of you. But when you are in first place, you are competing with yourself. 

What you must never forget is that success in sales is rented, and the rent is due every day, every month, every quarter.

You don’t have the luxury of resting on your laurels after a big win, because that person in second place is going to blow right past you while you are sitting on the side of the road basking in your own glory.

How you respond to winning is just as important as how you respond to losing. When you view winning as an opportunity to take your foot off of the accelerator, you will go back to losing. 

But when you shift your mindset to view winning as a reason to get even better you will become more disciplined and determined. You’ll see winning as validation that you need to double down on the activities, disciplines, and behaviors that got you there in the first place. You will stay in front of the pack and produce even bigger results.

How to Make Winning Predictable

In any endeavor, especially in sales, when the right actions are repeated consistently, winning becomes predictable. The key words here are consistent and repeated. This is the real secret to getting back on the podium next year, closing your next big deal, or sinking that elusive birdie putt. 

Never forget, when it’s time to go home, when you are tired, worn out, and your mind starts telling you that it's ok to quit, change your self-talk and will yourself to make one more call, because that is what winners do.

Start winning more on cold calls with our FREE sales training guide: 25 Ways to Ask for the Appointment on Cold Calls

You’re stalled. You’re stuck. You’ve plateaued.

No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too.

So, how do you pull yourself out of it? The answer: invest in yourself.

https://youtu.be/odBObaiywlg?feature=shared

The Power of Personal Development

In sales, it's easy to get caught up in the grind—calls to make and deals to close. But if you don’t make time to invest in yourself, sooner or later, you’ll hit a wall and fall into a rut. 

As Sales Gravy Podcast guest Robert Herbst points out, one of the key reasons that sales people stagnate is a lack of personal development.

The reason top performers prioritize learning new skills and pushing their boundaries is because it makes them better and helps them sell more. When you choose to prioritize yourself and your professional development you are choosing a better and happier you.

Personal development isn’t a ‘nice-to-have’—it’s the backbone of sustained success. 

Cultivating a Growth Mindset

A growth mindset is essential for embracing personal development.

This is the process of cultivating the belief that your abilities and talents can be improved through effort, learning, and perseverance.

Developing a growth mindset leads to higher achievement, resilience, adaptability, and a more positive approach to self-improvement. It helps you grow from setbacks and adversity, rather than being defined by them—driving you to reach further and achieve goals others might think are impossible.

Read a Book

Everything you want to know about anything can be found in a book. 

Reading isn’t just a habit—it’s a weapon that keeps you ahead of your competition.

Seriously, if you want to grow and develop, start by reading books. An author spends a lifetime accumulating knowledge that they put into a book you can buy for only $20. That’s a massive value for the investment. 

A best practice of top performers is to carve out 15-30 minutes each morning specifically for professional reading.

Listen to Learn

If you have a hard time reading or finding time, listen to an audiobook, a podcast, or an audio course. 

Many top performers listen to learn while they workout, walk the dog, or do chores around the house. It’s also a great way to turn your commute or drivetime in the field on sales calls into Automobile University. 

The point is: audio resources are so convenient you never have to stop learning. 

Take Online Courses

One of the key traits of top performers is that they invest in online training from sources like Sales Gravy University and their own company learning management systems. 

E-learning offers the opportunity to gain and sustain winning sales skills anywhere, anytime and on any device, making it easy for on-the-go sales professionals to invest in themselves.

These days, it’s easy to gain access to the top trainers and thought leaders in sales through affordable, on-demand training modules.

From virtual training to in-person workshops, there’s no greater investment than in yourself and your sales game. It’s even worth traveling to get to transformational conferences that lift you to new heights. 

In-Person Training and Conferences

Seek out every opportunity to attend in-person training. Start by reaching out to your sales leader for information on in-house training offered by your company. Then look for external training events and industry conferences that fit your professional development plan. 

Beyond the training and skill development gained from these events, you’ll spend time with peers, build your network and share best practices that will often boost your income.

Level Up Every Day — Never Stop Growing

Level up or lose out. 

Personal development doesn’t work if you don’t make time for it. This means setting time aside that’s blocked specifically for learning every single day—whether it’s an audiobook, reading, online learning or a training event. 

The cumulative impact of working on yourself every day is massive because in sales when you out learn, you out earn.

Start today. Download the 25 Ways to Ask for An Appointment On A Cold Call or sign up for a course at Sales Gravy University.

Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls.

Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast, I walk Matt through practical strategies to carve out time for prospecting and target the right prospects, so that he can keep his sales pipeline full—even while being pulled in a dozen directions.

The Problem: Too Many Hats, Too Little Time

Matt’s role covers operations, customer support, escalations, and sales. That’s a lot of hats for one head. Between urgent issues (like system outages) and everyday distractions (Slack messages, emails, ticket follow-ups), his cold-calling efforts often get pushed to the back burner.

If urgent tasks always overshadow your pipeline-building activities, you’ll end up with a dangerously thin pipeline. Remember: “The Pipe is life.” The longer you allow other priorities to get in the way, the more your sales (and stress levels) suffer down the road.

Triage “Urgent vs. Non-Urgent” Tasks

Yes, certain crises truly are urgent. If your client’s phones are down, you can’t ignore that. But not everything that feels urgent is urgent. Often, we treat every Slack ping or email notification like a five-alarm fire.

Identify Real Emergencies:

A system outage that halts business? Absolutely that requires immediate action. A non-critical support request? Schedule it for later. Set boundaries so routine tasks don’t hijack your entire day.

Use Focus Blocks

Turn Off Notifications: Close Slack, kill your email window, silence your phone—whatever it takes to create an uninterrupted block.

Leverage High-Intensity Sprints: Prospect in short bursts (15–30 minutes) where all you do is dial. Make notes on a physical list to avoid toggling between multiple browser tabs.

Delegate

If you’re not the only one who can handle support tickets, let others take them. Own the customer relationship; let your team own the problem resolution.

The Art of Owning the Customer, Not the Problem

One of the biggest time-sucks for salespeople is diving headfirst into problem-solving. If you’re an empathetic type, you might be tempted to fix every issue yourself. But that drains your time and divides your focus.

Own the Relationship

When a customer meltdown looms, they want reassurance. You’re the friendly face they trust. Let them know you’re on it, but don’t dive into the technical fix if there’s someone else better equipped.

Set Expectations and Follow Up

Get a clear commitment from your support team: “Can you resolve this by 3 p.m.?” Check in before the deadline, not after. That way, you can give the customer a timely update.

Balance Accountability

You, as the salesperson, remain responsible for the customer’s happiness. Your support or operations team, however, is responsible for execution. Keep close tabs on them, but don’t do their job for them.

Sharpen Targeting To Build Better Prospecting Lists

Matt’s telecom company has a strong base of medical practices—mostly gained through referrals. Now he wants to proactively call into that same niche. But how do you successfully cold call a vertical you’ve never actively prospected before?

Define Your Ideal Customer Profile (ICP)

Look at your existing medical clients. How big are they? What specialties do they serve? Who handles IT decisions? Notice any patterns in the types of practices or roles you consistently serve.

Craft a Relevant Message

Medical offices might not realize they’re missing features that could improve patient flow. Translate “telecom upgrades” into benefits that matter—like reducing patient wait times, integrating scheduling, or enabling secure remote access. If you offer advanced AI features (like intelligent call routing or sentiment analysis), frame it around operational efficiency and cost savings.

Focus on the Conversation, Not the Sale

In the initial call, your only goal is a deeper conversation—an appointment, a demo, a chance to learn more about their practice’s pains. Don’t try to close them on the phone. Earn the right to a serious meeting by showing genuine understanding of their challenges.

High-Intensity Prospecting Sprints: Go Old-School

When you’re juggling 100 tasks, the simplest method often works best. If your CRM is a magnet for distractions, go pen and paper:

Pen, List, Phone (from Fanatical Prospecting)

Prep a physical list of 20–25 leads you plan to dial in a short block. Put the CRM away. Jot quick notes in the margins—who picked up, who didn’t, outcome of each call. After you’re done, block 10 minutes to update your CRM. No more toggling and no wasted cycles.

Front-Load Your Day

Medical offices are typically more reachable early in the morning (before they’re swamped with patients). Tackle your call block first, then switch to operations or email triage.

Stay Consistent

Even a “BTN” (Better Than Nothing) approach ensures you don’t roll a zero on any given day. Make it a habit to achieve some number of outbound calls before lunch.

You Control the Clock

Matt’s question boiled down to two points: (1) How do I make time for prospecting when operational fires pop up? and (2) How do I penetrate a new (but familiar) niche?

Focus Blocks: Turn off Slack and email. Give yourself short, intense windows for pure prospecting.

Delegate and Own: Maintain the customer relationship, but don’t let every support ticket consume your day.

Target Smartly: If you’ve already succeeded in a niche—like medical—mine that data to craft a strong value proposition.

Execute with Simple Systems: Use pen-and-paper call lists and schedule your CRM updates afterward.

When you’re tired at day’s end, battling an inbox full of escalations and half-finished tasks, remember: always make one more call. That extra push keeps your pipeline alive and your sales career thriving—even when you’re juggling a half-dozen hats.

Got a burning question about sales, leadership, or juggling multiple roles? Ask me about it. Head to https://salesgravy.com/ask. One of our producers might schedule you for an upcoming Ask Jeb episode, where we tackle your biggest challenges together!

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.

The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people.

Email Prospecting Has Suddenly Stop Working

Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting. 

They lean on email because it’s easier to hide behind a keyboard than pick up the phone and face rejection. But here’s the cold, hard truth: Email as a prospecting channel has suddenly stopped working. 

Recent data indicate that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they’re getting only a tenth of the response. 

Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your prospecting emails dressed up in a pink bunny suit, riding a unicorn, tossing hundred dollar bills in the air and prospects are still going to ignore you. 

Essentially salespeople and their AI minions are banging out more and more email to make up for the lower response rates leading to a vicious cycle of diminishing returns. At this point, for all intents and purposes, email prospecting is dead. 

The Decline of Email Prospecting 

What happened? 

In the past, crafting cold email involved strategic thought and personalized messages unique to each prospect. It was a slow process which meant salespeople sent fewer but more effective prospecting emails that were at least tolerable for prospects. 

If your email didn’t connect, your prospect would just delete it and, sometimes, at least respond that they were not interested. 

Ten years ago, the slow decline of email as a prospecting channel began with the advent of sales engagement platforms like OutReach and SalesLoft. These platforms opened the door to reps to send streams of automated emails in multi-step cadences at the push of a button.

Then two years ago, AI burst onto the scene and suddenly everything changed. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would “replace” salespeople altogether. Just push a button and AI does the hard work to fill the pipeline.

All Prospecting Email is Suspicious 

These AI apps churn out prospecting emails using “hyper-personalization,” scraping tokens off your LinkedIn profile, grabbing a crumb of information from your Facebook feed, and slapping that into an email to make it look human. 

But here’s the problem: buyers aren’t stupid. The second they sniff out that a robot is behind the curtain, it completely turns them off. People don’t like to be manipulated — especially by AI. Once they realize they’ve been duped by AI, they trust nothing else in their inbox. 

And because AI can send emails 24/7 — relentlessly — without taking a coffee break or a vacation, inboxes have been flooded with this shallow AI-generated drivel. 

The reality is that these platforms are basically spam machines that turned the slow decline of email prospecting into a fast moving avalanche of pain. These AI powered sales automation tools have scaled email volume to an extraordinary and unsustainable level.

The deluge of AI generated email led to a phenomenon called the Great Ignore in which all prospecting messages — good or bad, human or AI generated — are cast into the same bucket and ignored by the prospects.

Sales Prospecting Cynicism

Buyers are drained, exasperated, and exhausted with this crap. I talk to decision-makers every day who say, “I don’t open any email from someone I don’t already know anymore. I just delete it. I don’t have time for that.”

And if they do open your email and see it’s obviously AI text, rather than just deleting your email, they’ll block you permanently. 

Think about it. How often have you looked at your own inbox and found an email with an awkwardly “hyper-personalized” opener that references your dog’s name, a local restaurant, or a sports team. The minute you realize it’s not truly personal, that it's a a cheap AI gimmick, you feel manipulated. You become cynical. You trust nothing. 

So you delete or block the sender.

Multiply that by thousands or millions of prospects doing the same thing, and you see why email as a prospecting channel has just quit working. 

The Root Cause: Why Email Prospecting Quit Working 

The root cause of this problem is that the vast majority of sales professionals rely on email as their sole prospecting channel — primarily because they fear synchronous channels like the phone and face-to-face prospecting. 

So they double down and send even more emails. As they scramble to get noticed, the consequence is paradoxical: the more they try to connect with email, the more they resort to cheesy tricks and manipulation, the more prospects shut down and ignore them. 

With thousands of sales organizations and millions of salespeople using this same approach, it’s just not sustainable. And this is exactly how we’ve ended up with three times the email volume and one-tenth the response rate. 

Pick Up the Damn Phone

For the modern salesperson, this presents a profound challenge — how to capture attention in a world that is learning to ignore you. The answer is: Pick Up the Damn Phone!

The phone is your single greatest secret weapon for breaking through the noise and getting the attention of spammed-out prospects.

The truth is nothing will ever beat a real-time, interactive, synchronous prospecting conversation. You can hear their tone of voice, address objections instantly, and actually have a conversation.

Hardly anyone calls anymore, because they’re scared of rejection or they assume that no-one answers the phone. But guess what? Prospects do answer the phone and they will talk with you.

And even if they don’t, you can leave a sincere, voicemail message in your own voice, that puts you miles ahead of the AI-generated garbage in their inbox.

Prospecting In-Person

If you’re an outside sales rep, get out in the field and swing some doors. I’ve spent a lot of time out in the field lately, going door-to-door with sales teams. Time after time, we walk in, ask to speak with a decision-maker, and we get immediate face-to-face conversations. No hostility; no one kicking us out. 

Prospects are starved for genuine human interaction. They are tired of video calls and chatbots. They’ll talk with you if you show up. 

Your Action Plan for the Week

This week, I want you to put email prospecting on pause. Instead, focus on the phone and in-person prospecting. Block an hour each morning, first thing, for telephone prospecting. Make at least 25 dials each day. 

Then, while you are out in the field, set a daily goal of five door knocks or drop-ins. Ten is better if you can pull it off.

After each appointment, look to your left, look to your right, and look behind you — then walk in those doors. You’ll be shocked at how receptive people are when you’re standing right in front of them.

Lean Into Being Human

In a world where robots are faking sincerity and spamming the universe, your best asset is your genuine, authentic, flawed-but-real human self. That’s what resonates. That’s what triggers trust. 

You have a personal brand, a vibe and style that AI can’t replicate. So show it off.

Pick up the phone, knock a door, get out there and talk with people. Because in this age of spam and robotic nonsense, human contact is the key to building a winning pipeline. 

Learn how to reduce objections and increase cold call conversions with 25 winning scripts that earn more appointments. Download our FREE guide: 25 Ways to Ask for the Appointment on a Cold Call

You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold?

The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction. 

https://www.youtube.com/watch?v=ELR-Mhzv7eA

First Impressions Matter

If you don’t make a strong first impression, it won’t matter how great your service is.

Your appearance tells a prospect what to expect before you even open your mouth. 

Well-groomed, polished, and with a professional presence? You’re perceived as credible and competent. Over the phone or through email, if you’re engaging, confident and well-spoken, then you’re going to open more doors.

Match your appearance and tone to the company you’re approaching. A simple LinkedIn search or visit to a company website will shed light on company culture. If this is a more informal environment, don’t show up in a suit. If everyone dresses sharp, then your polo and khakis aren’t going to cut it. You want to show an understanding of the work culture by doing your research and fitting in.

Confidence is Contagious

Confidence comes from preparation — knowing your client, their business, and your value. You are how you present yourself. Trust in yourself and display confidence, and your prospect will see you as confident, too. 

However, don’t fall into the trap of arrogance.  Avoid overpromising, looking to be right rather than helpful, and speaking more than you listen.

When you do speak, speak confidently. Eliminate filler words like ‘um’ and ‘ah’ from your conversation. These undermine your confident demeanor and cause your prospect to doubt your credibility. 

Instead, take intentional pauses when you’re not sure what to say or to avoid tripping over your words. A brief pause won’t make you look like you don’t know what you’re talking about — it’ll look like you’re taking a moment to choose exactly the right words.

Nonverbal Communication is Key

Your body language needs to project authority. A firm handshake and steady eye contact show confidence and can put your client at ease. They establish you as a professional presence, ready to combat a company’s issues with excellence. If you’re on a video call, speak up, introduce yourself with some key details and ask your prospect to do the same. Give them an opportunity to tell you who they are.

Smile and be open toward your prospect. This helps establish trust, and mirroring your prospect’s body language is an easy way to develop rapport. Sit up straight and lean in, showing you’re listening carefully to their pain points and issues. 

Your Online Brand Matters

In this digital age, you can’t be surprised to know that potential customers might Google you, find you on LinkedIn, or otherwise look you up online. After all, didn’t you do your research on them before you reached out? It’s your responsibility to present a professional front online as well as in person.

You’re cultivating a personal brand online the same way you’re doing with every call and email. Use your LinkedIn profile to establish yourself as an expert in your area and you’ll see that payoff in your credibility with clients. Make a practice of sharing industry insights, commenting on relevant posts, and posting your own observations on trends, challenges, or best practices.

Listening is a Superpower

The power of your professional presence isn’t limited to first impressions. It’s relevant in every step of the selling process — including how you present yourself as an engaged listener.

Stop thinking of yourself as a seller and start thinking of yourself as a solutions-provider. What you’re offering prospects is the chance to solve a problem costing them money, time or both. That starts with mastering the art of listening.

From the first phone call to the initial meeting and every touch after, establish yourself as a consultative seller who’s more interested in eliminating pain points than simply selling a product. Ask thoughtful follow-up questions and repeat key points to show you understand your prospect’s point of view and issues. 

Follow Up with Excellence

From voicemails to emails to social touches, follow up with persistence and thoughtfulness. Personalized follow-ups show you’ve paid genuine attention to the prospect’s concerns. It also reaffirms your professionalism and genuine interest in negotiating a deal that benefits both parties.

Many salespeople quit too soon. Studies show it can take up to eight touches for engagement, yet most give up after three or four. If you’re not following up 11 or 12 times, then you’re wasting your time. Don’t let impatience kill your deal. Don’t give up one touch too early.

Sell Yourself, Sell Your Product, Sell More

Sales is about influence, and the first thing you influence is how people see you. Sell yourself first, and the rest will follow.

Your professional presence is the foundation of trust and credibility in sales. Every interaction you have, from the first handshake to the final follow-up, shapes how a prospect views you—and whether they’ll buy from you.

Mastering the art of first impressions, exuding relaxed confidence, refining your nonverbal communication, and maintaining a strong digital presence aren’t just extras—they’re essential to winning deals. Sharpen your professional presence, and you’ll not only sell more but also build lasting relationships that drive long-term success.

Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too?

On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you’re fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you power through and regain your momentum.

Surround Yourself with Positive Inputs

When you’re in a mid-winter sales rut—especially in cold, gray weather—your environment can either lift you up or drag you down. The content you consume and the people you interact with have a direct impact on your attitude.

Limit NegativitySkip cable news and doom scrolling. It’s toxic and drains energy. Steer clear of co-workers who only want to complain. Instead, find colleagues or mentors who keep the conversation upbeat and productive.

Engage in “Automobile University”Turn windshield time into learning time. Load up on podcasts, audiobooks, or uplifting content. If you’re on the road for field sales, use that dead time to sharpen your skills or motivation.

Pro Tip: Tune in to the Sales Gravy Podcast (yes, shameless plug!) or revisit classic audio programs by Zig Ziglar, Brian Tracy, or Jim Rohn for a quick confidence boost.

Create a “Win” FileSave glowing emails, client testimonials, or kudos from your boss in one place. On days when you feel like a zero, open that folder and remember your wins. Believing in yourself often wavers most when external results are slow. A targeted self-esteem boost can snap you out of that funk.

Read (or Listen) Your Way Out of the Slump

When you can’t rely on external circumstances (like sunny weather or a jam-packed pipeline) to motivate you, it’s time to feed your mind intentionally.

Pick Up a BookI once pulled myself out of a rut by alternating 10 minutes of prospecting with 10 minutes of reading No Bull Selling by Hank Trisler. That pattern helped him stay focused and eventually led him to top-performer status in his region.

Audio AlliesIf reading a physical book doesn’t fit your schedule, try audiobooks. Caroline mentioned she’s listening to The AI Edge on Audible. Whether you dive into James Clear’s Atomic Habits or any other self-improvement or sales guide, consistent listening can reset your mindset.

Revisit (or Set) Your Goals and Business Plan

Aimlessness often fuels a sales rut. Getting clear on why you’re putting in the work refocuses your daily efforts.

Craft a Personal Business PlanBreak your annual quota or goals into quarterly, monthly, and weekly targets. Then, identify the daily actions that lead to those targets. Write them down, review them often, and adjust as needed.

Check In with Your Plan

If you’ve already set goals: Take them out of the drawer and ask, “Am I doing what I said I would do each day?” If you haven’t set goals yet: It’s never too late to start. Use the lull to plan out the rest of your year.

Try the “BTN” (Better Than Nothing) ApproachOn a recent Money Monday episode, we introduced the concept of doing something—even if it’s small—to maintain momentum. One call, one follow-up, or one networking email is better than none at all. Doing a little bit every day builds massive momentum over time. Even if you’re not closing big deals right now, small actions (e.g., 15 minutes of prospecting, 10 minutes of follow-ups) add up.

“Eat the Frog” Early in the Day

The Eat the Frog concept (mentioned in Fanatical Prospecting) is about tackling the hardest or most dreaded tasks first. If winter weather and post-holiday inertia already have you feeling sluggish, don’t let procrastination compound the problem.

Schedule Tough Calls in the MorningIf you tend to stall on prospecting, block out time when you’re freshest. Once you conquer the hardest thing on your list, everything else feels easier.

Celebrate Small VictoriesEven if you only manage a handful of calls, pat yourself on the back. Remind yourself that a day with 5 calls beats a day with none.

Lean into Action and Let Momentum Build

Motion begets emotion—meaning the more you do, the more you feel like doing. Conversely, idle time often magnifies a slump.

The Power of Micro-CommitmentsPromise yourself you’ll make 5 dials or send 3 targeted emails before checking social media. Then, if you’re up for more, keep going. These little commitments help you sidestep analysis paralysis.

Reap the “Sales Endorphins”Keith Lubner, calls it “sales endorphins.” Each positive action—be it a successful call, a good conversation, or a micro-goal achieved—releases a jolt of motivation.

You Control the Thaw

Mid-winter, post-holiday ruts can feel like trudging through snow drifts in frigid temps. The key is recognizing that you have the power to pull out of this sales rut. Surround yourself with positivity, draw on small wins, and “eat the frog” before your day disappears under a cozy blanket of procrastination.

Whether you rely on motivational audio, daily micro-commitments, or a well-curated folder of glowing testimonials, do what it takes to spark the engine. And if you find yourself at the end of the day, worn down and tempted to punch out early—make one more call. That simple action can ignite momentum and get your motor running.

Got a burning sales question? Head to salesgravy.com/ask. Our producers will reach out to get you scheduled on an upcoming Ask Jeb show where we tackle your biggest sales and leadership challenges.