Sales Gravy: Jeb Blount

Happy New Sales Year!

This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster.

It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset.

Actions

You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much.

And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals.

Reactions

You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks.

One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities.

It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize.

Leverage Mindfulness

When you face emotionally challenging situations, one way to manage your reactions is through mindfulness.

I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict.

Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond.

The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that?

For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view,  before I do, I’ll ask myself: Do I want to be happy or do I want to be right?

If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them?

Mindset

And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important.

Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears.

There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset.

Rain Barrel Salespeople

Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain.

This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves.

Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential.

Rainmakers

Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen. They don’t wait around for anyone or anything.

They replace hope with action. They win and achieve no matter what the circumstances because they believe at the core that they control their destiny. In sales, rain makers are the apex predators who sell more, earn more, and win more.

Manage Your Self-Talk

But here’s the deal. All day long there is a little voice inside your head that is jabbering away. That voice is either building you up or breaking you down.

Allowed to run unfettered, it tells you that you are not good enough, that the world is against you, that you should just give up and quit. Why work hard and give your best effort when the competition, prospects, boss, economy, internal team are all against you it says.

Negative self-talk will sap your confidence and energy. It will cause you to take short cuts, the easy way out, and give up too soon. It will turn you into a  cynical pessimist and steal your joy.

Therefore, you must vigilantly monitor and manage your self-talk and have the intentional discipline to stop and turn it around when it goes negative. Otherwise it's easy to slip into mediocrity and become a rain barrel.

So on this first monday of the year which mindset will you adopt? What will be your identity?

Will you be a rain barrel and hope for the best? Or, will you become a rainmaker and be your best?

Take control and build a rainmaker mindset with Jeb's FREE Fanatical Prospecting Book Club Guide

Discover the secrets to lead follow up and conversion after trade show, conference, and events.

On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers.

Key Takeaways:

- Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video.

- Importance of Patience: Building relationships and converting leads into customers takes time. Long sales cycles, such as 20 months for some deals, highlight the need for persistence and patience.

- Consistent Outreach: Regular and consistent communication helps ensure that leads don’t forget about the company or its offerings.

- Tracking Interactions: Meticulous tracking of every touchpoint and interaction provides insight into what strategies work, enabling continuous refinement.

- Personalization: Customizing outreach efforts, such as referencing personal details from interactions, enhances engagement and builds rapport.

- Variety of Channels: Using diverse communication platforms, such as phone calls, emails, video, and social media, increases the likelihood of connecting with leads.

- Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads.

- Utilizing CRM Systems: Leveraging CRM tools aids in organizing, tracking, and automating follow-up activities, ensuring efficiency and consistency.

- Planning and Strategy: Having a clear plan and a structured system for follow-up ensures effectiveness and prevents a disorganized approach.

- Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts.

https://www.youtube.com/watch?v=EjGI-z-AA3c

The Value of Patience With Lead Follow Up

Following up with leads requires patience. Many deals do not happen overnight, especially in industries with long sales cycles. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability.

Despite the wait, these deals can be significant, justifying the costs of attending the event. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes.

The Importance of Outreach Consistency

Consistency in follow-ups is crucial for staying on a lead’s radar. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event. A consistent approach ensures that your company remains top-of-mind when they are ready to make a purchase decision.

Sequence Multiple Channels for Lead Follow Up

Effective follow-ups involve reaching out through various channels. Email, social media, phone calls, and video messages all offer opportunities to connect with leads.

Different people respond to different methods, so using a mix increases the likelihood of engagement. Video, in particular, can add a personal touch and help stand out in a crowded inbox.

Track Every Interaction Trade Show

Tracking all touchpoints with leads is essential for evaluating what works and refining your approach. This includes keeping detailed notes in your customer relationship management (CRM) system.

For instance, noting personal details like a lead’s hobbies or recent activities can make follow-ups more personalized and engaging. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead.

Create a Structured Trade Show Lead Follow Up Plan

A well-structured follow-up plan ensures that no leads fall through the cracks. This plan should outline the timing and content of touchpoints, spreading them out over a period of weeks or months.

For example, an eight-touchpoint strategy over 12 weeks can include emails, phone calls, LinkedIn messages, and sharing relevant resources. A clear plan prevents follow-ups from becoming sporadic or disorganized.

Leverage CRM Tools

CRM systems are invaluable for managing lead follow-ups. They help track interactions, automate tasks, and organize leads efficiently.

By using a CRM, salespeople can ensure that they consistently engage with leads and maintain a record of all communications. This data is crucial for evaluating the effectiveness of different follow-up strategies.

Personalize Post Trade Show Outreach

Personalization is key to successful lead follow-ups. Generic messages often fail to capture attention, while personalized communications show that you value the lead as an individual. Referencing specific details from past conversations, such as a lead’s interest in a conference topic or an upcoming trip, can make interactions more engaging and memorable.

Provide Value

Salespeople who provide value during follow-ups are more likely to build trust with leads. This could include sharing relevant resources like podcasts, articles, or invitations to webinars. Offering something useful shows that you are invested in the lead’s success, not just closing a deal.

Measuring ROI from Trade Shows, Conferences, and Events

Measuring ROI from sales events can be challenging but is critical for evaluating their effectiveness. ROI often goes beyond immediate deals. It includes factors like brand awareness, long-term relationships, and leads that convert months or even years after the event. While some deals might justify the cost of attending a conference, others may require additional follow-ups to determine their true value.

The Power of Persistence

Persistence is a cornerstone of effective follow-ups. Many leads require multiple touchpoints before they respond.

Salespeople should not be discouraged by a lack of immediate results. Instead, they should focus on consistent, thoughtful outreach to keep the conversation going. A long-term approach often leads to successful outcomes.

Balancing Relationships and Sales Goals

While the ultimate goal of follow-ups is to close deals, building strong relationships with leads should be the priority. Genuine, authentic interactions create trust and lay the foundation for future business. This means taking the time to understand a prospect's needs and providing solutions that align with their goals.

Following Up With Trade Show Leads: Putting it All Together

Following up with leads from trade shows and conferences is both an art and a science. It requires patience, consistency, and a thoughtful approach to outreach.

By using multiple channels, tracking interactions, and leveraging CRM tools, salespeople can stay organized and increase their chances of success. Personalization, persistence, and providing value further enhance the effectiveness of follow-ups.

Ultimately, the key to turning leads into customers lies in building relationships. When salespeople focus on genuine connections and thoughtful engagement, they create opportunities for lasting success and a strong ROI from their event efforts.

Discover practical tips to improving Trade Show ROI in Jessica Stokes popular on-demand course: How to Improve Conference and Tradeshow ROI

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.

Personal Goal Buckets

When developing personal goals, I break them down into three buckets:

To-Have Goals

These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether it’s a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life.

To-Be Goals

These are about evolving into the person you want to become. Maybe you want to be a sales manager, or if you’re a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Or you want to be a better spouse, a better leader, or a better peer. Maybe you want to be a President’s club winner or be recognized as an expert in your industry—whatever it is, to-be goals help you level up as a person and a professional.

To-Do Goals

These are experience goals. My wife and I had a big one a couple of years ago: going on a horseback trek across the Masai Mara in Kenya. It was a massive, life-changing adventure we saved for, planned for, and worked toward. Think about experiences that create lifelong memories—maybe you want to travel somewhere special or take on a meaningful project or hobby you’ve always dreamed about.

Four Reasons Why Personal Goals Matter

Number one, goals massively increase the likelihood that you’ll actually achieve the things you want. Speaking your goal out loud, writing it down, and being intentional about it has a powerful psychological effect.

Number two, goals make life meaningful. It’s unbelievably fulfilling to look back and see what you accomplished—how far you’ve come over the course of a year, five years, or a decade.

Number three, we work in a tough, competitive profession, and it’s just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love.

But the biggest reason to set goals—especially in sales—is that the sales profession is hard work and it can be brutal.  It’s loaded with rejection.

At every turn, we face potential “nos,” whether it’s prospecting calls, asking for next steps, pushing to level up to a decision-maker, or closing the deal. We even face internal rejection when we try to sell a complex deal internally to our own company or get approval for special pricing. Rejection is everywhere, and the fear of rejection—or avoiding it—is the number one reason salespeople fail to perform.

Add to that the grind: making call after call, stuffing data into the CRM, pushing through proposals, handling endless follow-ups and selling becomes tedious, hard, rejection dense work.

For this reason it requires discipline to stay on track and keep grinding day after day and month after month over the course of the sales year. But here’s the rub: discipline can wane, especially if we’re not hyper-focused on a bigger prize.

The Real Definition of Discipline

I want you to pay attention to this next part because understanding the real definition of discipline it’s critical.  Discipline is sacrificing what you want now for what you want most.

Human nature wants easy. We’d rather that customers call us than having to chase them. We’d rather deals close themselves than investing hours into multi-step follow-ups. We don’t want to face that “no.”

But in success in sales is paid for in advance with facing rejection and hard work. Therefore If you don’t have a clear, compelling reason—something you want most—it’s easy to cave in and take the easy route instead of doing what really needs to be done.

This is the reason why having a strong set personal goals is crucial for sales professionals. You need that powerful “why” to keep grinding when the going gets tough. When the pipeline’s not as full as you’d like or you’re hitting roadblocks, you need something more important than convenience to drag you back into the fight.

How to Set Goals

Let’s talk about how to do this. If you’ve gone through any kind of SMART goal-setting course, some of this may sound familiar. But these basics are timeless and indispensable. To set effective goals you need to ask and answer five basic questions:

What Do You Want?

Sounds simple, but for a lot of us, it’s not. We’re so busy scrolling through social media, bingeing on TikTok, or juggling daily distractions that we never pause to ask, “What do I really want from my life?” So step one is to get specific. Define it.

When Do You Want It?

Because we’re talking about next year’s personal goals, let’s keep them within a 12-month horizon. But any truly effective goal requires a deadline or target date—otherwise, it’s just a pipe dream. When you have a hard date, it creates urgency and focus.

Is It Attainable?

Be honest with yourself. If all your goals are ridiculously ambitious, you’ll burn out or give up once it’s clear you’re not making meaningful progress. Stretch goals are great—big, hairy, audacious goals will push you—but balance those with goals you can realistically achieve.

How Bad Do You Want It?

This is the ultimate question. If your goal doesn’t fire you up, if it’s not something you’d move mountains to achieve, you won’t push through the tough days. Remember, discipline means sacrificing what you want now for what you want most. If the desire isn’t there, the sacrifices won’t be made.

How Are You Going to Get There?

These are your steps to success—your system, your process, your roadmap. As James Clear says in Atomic Habits, you don’t rise to the level of your goals; you fall to the level of your systems. The idea is simple: if you have a crystal-clear process for what you need to do daily, weekly, and monthly, you’ll keep moving toward the goal—even when life gets hectic.

This is where your personal business plan and your personal goals intersect.

For instance, if your to-do or to-have goal requires additional income—maybe you need a bigger commission check to afford that new pool or a bucket-list vacation—then you have to hit your sales targets. This means building a discipline system that ensures you’re prospecting enough, qualifying enough opportunities, following up diligently, and negotiating effectively. Without a system and personal business plan you are more likely to get random results.

Build a Personal Goal Sheet

Sit in silence. Turn off the noise, get away from distractions, and grab a notebook and pen. Write down what you want, when you want it, if it’s attainable, how bad you want it, and how you plan to get there. Sketch it all out—just let the ideas flow. Once you’ve got it all down, build a formal goal sheet.

Yes, I’m talking about physically writing it out. There’s tremendous power in seeing your goals in black and white, or printing them out and pinning them above your desk. Countless studies show that written goals are far more likely to be realized than goals that just bounce around in your head.

This goal sheet is your personal roadmap—put it into your personal business plan so everything stays in one place.

Learn how to set winning goals and build your personal Goal Sheet in Jeb Blount's comprehensive course: The Essentials of Setting Winning Goals

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape.

Key Takeaways:

This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Here’s what stood out from our conversations this year:

– Objections Are Opportunities: Objections aren’t something to avoid, they’re invitations to build trust. When a buyer pushes back, it’s a sign they’re engaged. Instead of sidestepping concerns, lean into them. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs.

– Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether it’s calls, emails, or social touches, keeping your pipeline full is the foundation of success.

– Empathy Drives Connection: In a crowded marketplace, standing out often comes down to how well you connect with your prospects. Leading with empathy and emotional intelligence helps uncover the real problems you can solve. Listening, not just to respond, but to understand, creates trust and sets you apart from competitors.

– Simplify the Process: A complicated sales process creates unnecessary barriers for your buyers. Instead, focus on making every step clear and straightforward. Simplify presentations, eliminate unnecessary details, and provide actionable next steps. Buyers are more likely to move forward when it feels easy to do so.

– Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips.

https://www.youtube.com/watch?v=9k2hJ3pyNBU

Thriving Under Pressure with a SEAL’s Strategy

In high-stakes sales situations, maintaining composure is crucial. Drawing from his extensive military experience, retired Navy SEAL Master Chief Stephen Drum emphasizes the importance of preparation, adaptability, and mental resilience. By implementing a structured approach—commit, prepare, execute, and reflect—sales professionals can enhance their performance under pressure. This method enables individuals to stay focused, adjust to changing circumstances, and continuously improve their strategies.

Physical Fitness Fuels Sales Success

Josh Hulsebosch dives into how physical fitness directly impacts sales performance by enhancing energy levels, mental clarity, and resilience. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling. Prioritizing regular exercise, proper nutrition, and adequate sleep equips sales professionals to handle the demands of their role, leading to increased productivity and success.

It’s Not About You—It’s About Them

The moment you realize sales isn’t about you is the moment you start winning. Too many salespeople and entrepreneurs fall into the trap of making their pitch the center of the conversation, focusing on their product, their needs, or their numbers. But here’s the truth: your prospects don’t care about you—they care about themselves. Success comes when you shift your mindset and make everything about the customer. Carole Mahoney discusses how to ask better questions, listen deeply, and focus on their pain points, goals, and dreams. When you solve their problems and make them the hero of the story, you’ll not only close more deals but also build lasting relationships that fuel your business.

The Power of Discipline to Drive Success

Discipline is the steering wheel that keeps you on course, while motivation is the gas pedal that drives you forward—and Dre Baldwin mastered both. He didn’t wait for opportunities to come knocking; he created them. Dre’s story is a blueprint for sales pros and entrepreneurs: consistency in your daily actions builds momentum, and staying disciplined keeps you laser-focused, even when motivation fades. It’s not about being perfect, it’s about showing up, doing the work, and staying in the game long enough to turn possibilities into realities. That’s how you move from dreaming to doing.

Leveraging AI Without Losing the Human Touch

AI is changing the sales game, but here’s the deal: it’s a tool, not a replacement for your hustle. Victor Antonio demonstrates that the best salespeople know how to blend the power of AI with human connection. Use AI to gather insights, predict buyer behavior, and streamline processes, but don’t forget that people buy from people they trust. Your ability to empathize, build relationships, and create value is what sets you apart. AI can enhance your strategy, but it’s your skill, grit, and adaptability that close deals and build long-term success.

Eyes Forward

Looking ahead to 2025, the key to thriving in sales is staying grounded in these principles while being flexible enough to adapt. Whether it’s perfecting your prospecting routine, mastering the art of connection, or streamlining your process, every action compounds toward bigger results.

Here’s to a successful new year filled with growth, opportunity, and plenty of closed deals.

Get your New Year off to a winning start with Jeb Blount’s popular on-demand course: The Essentials of Setting Winning Goals

For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly.

If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection.

These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going.

Regret

Let’s start by unpacking regret.

Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down.

Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it.

In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction.

Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again.

Stuck in the Endless Loop of Regret

I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ."

"made that call,”

“handled that prospect differently,”

“taken that chance,”

“been there or done that.”

Those “if only's” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward.

On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes.

On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.”

But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year.

Reflection

Reflection, on the other hand, is entirely different—and far more productive.

When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year.

You’re asking the questions, “What went well? What didn’t go so well? What did I learn?”

You consider the wins that made you proud and the moments you’d rather forget.

You figure out why you won so you can repeat those winning behaviors.

You extract value from the lessons of failure.

Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time.

Reflection Creates Awareness

Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life.

It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them.

Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform.

The bottom line is that reflection is about learning, growing, and transforming. Regret is stagnation.

Why Reflection Matters at Year-End

The reason I’m talking about the impact of reflection as we close out this year is because, for most of us, the slate really does feel clean come January 1st.

In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think,

“This year is going to be different.

“This year, I’m going to crush my numbers.”

“Hit my income targets.”

“Make it to President’s club.”

“Get a promotion.”

“Finally, close that dream account I’ve been chasing.”

But if you don’t take a moment to reflect on what worked and what didn’t, you’re likely to find yourself repeating the same missteps. Reflection is like an internal debrief—a chance to say, “Here’s what happened, here’s why, and here’s how I’m going to fix it.”

Clarity Arises From Reflection

Let me give you a personal example. A the beginning of last year I set a goal for my sales training company Sales Gravy. This was a big, bold visionary goal that would transform our organization and ultimately double our sales.

I proudly and confidently told my team that it was going to happen. And then, in an embarrassing crash and burn, I failed miserably.

Certainly, I could have stewed in regret, beating myself up and allowing my self-talk to run wild about how I fell short. But that would have been a waste of time and energy.

Instead, I chose reflection. I asked myself, “What happened and why didn’t I achieve this goal?” As I mulled over those questions, the answers came more clearly than I expected.

One of the biggest insights I gained was that I'd set this big goal but didn’t establish a system or plan to make it happen. You see, a goal without a system is basically just a wish—as they say, “hope is not a strategy.”

Build a System that Supports Your Goals

If, for example, you set a goal to prospect a hundred potential customers per week, but you haven’t built a disciplined daily routine, built targeted lists, set aside specific times for calls, and created accountability checkpoints, it’s not going to stick. Life will get in the way. Sooner or later, your big, bold goal gets overshadowed by a million other tasks. Without a system for achieving the goal you quickly succumb to discipline fatigue.

This is exactly what happened to me. At the start of last year, I was fired up about my big goal. I was confident, energized, excited and believed that I could make the goal to happen just by saying that it would.

Then my sales team started knocking it out of the park bringing in new clients and the work started to pile up. I was traveling, speaking, training, advising clients, writing a book, running the OutBound Conference, and dealing with everyday business firefights. Because I didn’t have a system in place to support my audacious goal, as the grind wore me down and my discipline began to fatigue, I slowly but surely drifted off course.

In my case, I realized that with a goal this big, the hubris to believe that I could just manifest it with my enthusiasm was a failing strategy.

Instead, I needed to hire more talent. To make this goal a reality, I needed people who could lead the way and keep this project on track. I also needed to build a systematic, step-by-step system for achieving the goal.

Upon reflection, I’m grateful for my massive failure because it forced me to change my approach to leadership, add amazing new people to my team, and get much more dialed in with our strategic business planning process.

This is exactly why reflection can be your best friend at year end. It allows you to own your failures without letting them define you, and it helps you leverage your successes by pinpointing what you did right.

Regret says: “You messed up. You’ll never fix this. It’s too late.”

Reflection says: “You messed up. Now let’s find out why, learn from it, and do better next time.”

A Step-by-Step Reflection Process

My challenge to you this week is to carve out time to reflect on your past year.

Set aside 30 minutes of silence—it could be your living room early in the morning before anyone else wakes up, your car parked somewhere peaceful, or a walk in a park without your earbuds in. Turn off all of your devices. If you’re like most people, silence is a rarity. We’ve got phones buzzing, TVs blasting, kids running around, text messages pinging, and social media notifications lighting us up. Therefore you will need to be intentional about finding and creating a silent place to reflect.

Close your eyes and mentally journey through the year—start in January. What were your big goals? What was happening in your world at that time? Then move to February, March, April, and so on.

Celebrate wins—which deals closed that made you proud? Which new relationships or connections had a big impact? What personal milestones did you hit? What did you accomplish?

Identify winning behaviors—what were the behaviors, mindsets, and disciplines that led to these wins? How can you turn them into repeatable habits?

Acknowledge failures or misses—what didn’t go right? What deals did you lose? Why did you lose them? Which goals stayed out of reach? What opportunities slipped by? Where, when, and how did you fail yourself or let down the people around you?

Dig into failure—don’t just accept failure, ask “Why?” Find the lessons and identify the behaviors and mindsets that held you back. Commit to changing them.

Embrace gratitude—it’s so easy to fixate on negatives. Instead, identify the silver linings. After all, it’s the journey, rather than the destination that makes life truly meaningful. Embracing the journey is key to developing a fulfilling and optimistic outlook as you enter the new sales season.

Here’s the big takeaway: Regret is the enemy of progress, Reflection is the catalyst for growth.

Get your New Year off to a winning start with Jeb Blount's popular on-demand course: The Essentials of Setting Winning Goals

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.

Key Takeaways:

– Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects.

– Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately.

– Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach.

– Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach.

– The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities.

– Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson.

– Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively.

– Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time. 

– Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions.

https://www.youtube.com/watch?v=rzhdC4YwflA

The Power of Multiple Touchpoints

When it comes to prospecting, repetition, and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement.

Using Text Messaging Effectively

Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive.

Video Messaging for a Human Touch

Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting.

Expanding Communication Channels

Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small, personalized gift demonstrates effort and creativity.

Maximizing Time with Call Blocking

Time is one of the most valuable resources for sales professionals. Call blocking, or setting aside dedicated time for high-intensity prospecting, ensures that this resource is used effectively. These blocks focus on making as many calls as possible within a set timeframe. During these sprints, salespeople concentrate solely on dialing and connecting with prospects, without distractions like logging notes or updating the CRM. Regularly scheduling these sessions leads to robust pipeline building.

The 90-Day Rule

Results from prospecting efforts typically become evident after about 90 days. Consistent, daily outreach activities may not show immediate results but accumulate over time. By committing to daily prospecting activities, sales professionals can ensure a more predictable flow of opportunities.

Building Respect Through Personalization

Personalized efforts in prospecting can build respect and establish trust with the right buyers. Actions like sending a picture of yourself outside a prospect’s business or delivering a handwritten note show genuine care and effort. These approaches can create stronger connections and encourage prospects to engage with someone who has taken the time to understand and value their needs.

Balancing the Pipeline

A well-rounded sales process involves three key activities: filling the pipeline, moving the pipeline, and closing the pipeline. Neglecting any of these can lead to an unbalanced workflow and periods of high stress. For example, focusing solely on closing existing deals may leave the pipeline empty for future months, creating inconsistent results. By dedicating time to each of these activities, professionals can maintain a steady rhythm and avoid the “desperation roller coaster.”

The Role of Fundamentals

Simple actions, like leaving behind a business card or sending a one-pager, may seem outdated but can yield surprising results. For example, Alex’s story about a prospect who kept their business card for five years before reaching out to make a purchase. Even the smallest gestures can have a lasting impact.

Consistency Is Key

Prospecting is about more than just making calls or sending emails. It’s about creating a balanced, multi-channel approach that combines traditional strategies with modern tools. By diversifying communication methods, personalizing outreach, and dedicating time to consistent effort, sales professionals can build trust, stand out, and achieve long-term success. 

Take your sales prospecting game to new levels with our free sales training guides. Download Here

Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. 

We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals.  

Randomness is the Enemy of Effectiveness

But what about you? Have you ever stopped to think that you need the exact same thing for your upcoming sales year?

Without a plan, it’s easy to drift and fall into randomness—just waking up every day and hoping something good happens. 

But here’s the deal: Randomness is the enemy of effectiveness. 

If you don’t set a clear direction, you’ll never hit the target you’re aiming for. You’ll be like a boat without a rudder—drifting and, eventually, ending up someplace you never intended to go. 

Yogi Berra said it best: “If you don’t know where you’re going, you’ll end up someplace else.” 

Trust me, “someplace else” isn’t where you want to be at the end of next year.

Adopt a CEO Mindset

The difference between average salespeople and top performers often comes down to one key mindset: top performers don’t act like employees; they think like entrepreneurs.

The moment you start treating your territory as if it’s your own business, your mindset changes. You stop feeling like a cog in the wheel and start seeing yourself as the driver, not the passenger.

Your company shoulders the big financial risks—providing you with the product, the brand, and the support. But you own your market, solve the problems, and build relationships that turn into revenue. You own your time and results. That’s the entrepreneurial mindset. 

Creating Your Personal Business Plan Starts With A Vision

To create your personal business plan, you start your vision. 

Where do you want to be a year from now? 

What do you want to accomplish in your territory or area of responsibility?

What income do you want to earn?

What awards do you want to win? 

What does winning look like? 

Define it. Get crystal clear. Then think about your values. 

What do you stand for? 

What kind of impact do you want to make?

What kind of relationships do you want to build? 

How will you show up for your clients, team members, and company every single day?

Once you’ve nailed this down, put your strategy in place. 

Break your territory into logical quadrants so that you know where you’ll be investing time each day. 

Identify the industry verticals that have the highest potential. Pinpoint your ideal customers. 

Segment your prospects and customers into High Potential, Medium Potential, and Low Potential. 

Create a list of your top ten dream accounts, 25-50 conquest accounts, and 100-500 high-potential and medium-potential targeted accounts. This will help you attack your territory with a targeted vs random approach. 

Identify your key competitors and do an analysis of each of their strengths, weaknesses, opportunities, and threats. Then do the same for yourself.

Define your daily battle rhythm, disciplines, and activities that drive pipeline growth. 

Get intentional about your priorities and how you manage your calendar. After all, time is your greatest asset and as the CEO of you, your time is money. 

Once you have clarity on your vision and strategy, get granular. A vision without action is just a fantasy. 

Break Your Personal Business Plan Into Small Steps to Success

Break your plan down into achievable goals. I’m a fan of activity-based metrics because you can control them. This is about setting standards that become non-negotiable habits. The key is to choose metrics that move the needle on revenue and are fully within your control

You can’t always control who picks up the phone or who says yes, but you can control how many doors you knock on, how many calls you make, how many referrals you ask for, and how many proposals you give. 

Start by setting your daily prospecting targets. For example, you might commit to making at least 30 outbound calls every morning before noon—no exceptions, no negotiations with yourself. Or maybe you set a goal to add five new qualified leads to your pipeline every single day. Perhaps it’s securing a minimum of five new appointments per week. 

Push yourself to diversify your outreach. Set targets for LinkedIn connections and meaningful engagement. 

Block time on your calendar to send personalized follow-up emails, record short video messages, or send handwritten notes that differentiate you from all the “just checking in” reps out there. 

Consider a weekly goal for conversations with existing clients to deepen relationships and drive cross-sell and upsell opportunities that drive account expansion. 

Align Activity Metrics To Your Big Goals

Then, align these activity metrics with your year-end goals. If your annual quota is, say, $1.5 million, break it down by quarter, then by month, then by week. 

If you know your average deal size and your historical close rate, you can figure out how many deals you need to put in your pipeline each month. From there, calculate how many prospects you need to engage to consistently hit that number. 

This is how you move from “hope” to “execution”—and that’s where winners live.

Your Personal Business Plan Should Be A Living Breathing Roadmap

This plan won’t work if it just lives in your head. Write it down. Keep it visible. This is your personal roadmap. 

At the end of each month and quarter, sit down and ask yourself: 

Did I hit my targets? 

Did I follow through on my daily prospecting standards?

If you didn’t, why not? 

Be brutally honest, assess the situation, and then adjust. 

A personal business plan is a living document. Markets change, customers change, and even you change, so be willing to adapt. But don’t let yourself off the hook—use your plan to hold your own feet to the fire. This is your income and career we’re talking about.

When you work like this—intentionally, strategically, and with discipline—everything changes. You walk into each day, week, and month with confidence because you know exactly what you need to do. 

The Rainmaker Mission

You have a mission, and that mission is to build a pipeline of high-value prospects who trust you, buy from you, and turn into long-term clients. Plus, when you own your territory like this, you’re not just aligning with your company’s goals; you’re leading the way. Your leaders, peers, and customers will notice. 

Remember: Rainmakers don’t leave their success to chance. They don’t rely on luck or wait for opportunities to fall into their lap. They chart their course, track their progress, and adjust when necessary. 

That’s what your personal business plan is all about. It sets you apart from the crowd and puts you in the driver’s seat of your career.

Take Action Now

Carve out the time over the next three weeks to think about, build, and hone your personal business plan. Get crystal clear on your vision, set those daily activity standards, and commit to hitting them. 

A year from now, when you look back, you won’t believe how far you’ve come. More importantly, you’ll know exactly how you got there.

Get your year started off on the right foot with our comprehensive on-demand course: The Essentials of Setting Winning Goals

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon.

Key Takeaways:

– Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-scale breweries.

– Significance of Hops: Hops, a core ingredient in beer, play a vital role in flavor, aroma, and shelf life. Varieties include aroma, bittering, and dual-purpose hops, each contributing to unique brewing profiles.

– Historical Roots of Sours: Sour beers trace their origins to Belgium, where open fermentation with wild yeast created distinctive flavors, making them one of the oldest beer styles still enjoyed today.

– Seasonal Beer Preferences: Beer choices often align with the seasons, with lighter options like sours and lagers favored by many in warmer months and darker stouts and porters during colder seasons.

– Challenging Stereotypes: While there is often some misconception around craft beer enthusiasts, the craft beer experience is accessible and welcoming, offering something for everyone regardless of expertise.

– Cultural Significance of Brewing: Brewing dates back thousands of years, with craft beer continuing traditions like those of ancient Egypt, where beer was used as both sustenance and currency.

– Breweries as Social Hubs: Breweries cater to diverse personalities, providing spaces for extroverts to socialize and introverts to enjoy solitude, fostering connections and memorable experiences.

– Storytelling in Craft Beer: The industry thrives on the stories of its people, from the challenges of sourcing ingredients to the inspirations behind unique brews, enriching the craft beer community.

– Navigating Supply Challenges: Craft brewers often face supply chain hurdles, particularly in sourcing specific hops, yet their creativity and adaptability in dealing with these issues are often what drive the industry forward.

– Craft Beer’s Universal Appeal: With its wide range of styles and flavors, craft beer continues to bring people together, celebrating diversity in taste and creating lasting bonds through shared experiences.

https://youtu.be/r_7XsernY7Y?feature=shared

The Role of Craft Beer in Modern Culture

Craft beer holds a unique place in today’s beverage market, offering a blend of tradition, innovation, and community. With its roots deeply embedded in history and its appeal growing across diverse audiences, craft beer has become more of a cultural experience than just a drink.

Craft Beer’s Market Growth and Resilience

The beer industry has faced significant challenges in recent years, from shifts in consumer preferences to economic pressures. Despite this, craft beer has demonstrated resilience, gaining a 13% increase in market share in 2023. While larger breweries have struggled, craft beer’s ability to innovate and connect with its audience has allowed it to thrive.

The Essential Role of Hops

Hops, one of beer’s four primary ingredients, are integral to the brewing process. They contribute to the beer’s flavor, aroma, and longevity. Brewers use different types of hops (ex. aroma, bittering, and dual-purpose) to craft a wide range of styles. However, the supply chain for hops can be unpredictable, with shortages and oversupply cycles creating challenges for brewers.

A Historical Perspective on Sour Beers

Sour beers, one of the oldest styles of beer, have a storied history dating back to Belgium. These beers were traditionally made through open fermentation, allowing wild yeast to develop their signature tart flavor. Today, sours remain popular for their unique taste and connection to brewing’s historical roots, appealing to those looking for something beyond conventional beer styles.

Seasonal Preferences in Beer

Beer consumption often changes with the seasons. Many people gravitate toward lighter options like sours and lagers during warm months, while darker styles such as stouts and porters become favorites in cooler weather. This seasonal variety allows breweries to experiment and keep offerings fresh for their audience.

Breaking Stereotypes in Craft Beer

Craft beer is sometimes associated with stereotypes of snobbish enthusiasts who look down on mainstream options. However, the reality is that craft breweries are designed to be welcoming and inclusive. They provide spaces where people can explore a wide variety of flavors and styles, regardless of their level of beer knowledge.

A Connection to Ancient Traditions

Brewing has been a part of human history for thousands of years. In ancient Egypt, for example, beer was both sustenance and currency, highlighting its importance to daily life. This long tradition continues today in the craft beer industry.

Breweries as Social Hubs

Craft breweries serve as gathering places that cater to diverse personalities and preferences. Extroverts might enjoy conversations with fellow patrons, while introverts can find solace in a quiet corner with a good brew. 

The Stories Behind the Beer

Every beer has a story, whether it’s the inspiration behind the recipe, the challenges in sourcing ingredients, or the people who bring it to life. Craft brewers often weave these narratives into their work, adding depth and personality to the beers they create.

Craft Beer as a Unifying Force

At its core, craft beer brings people together. Whether it’s sharing a drink at a local brewery, discovering a new favorite style, or bonding over a mutual appreciation for the craft, beer creates connections. It’s a tradition that has endured for centuries and shows no signs of fading.

A Blend of History, Innovation, and Culture

Craft beer’s appeal lies in its ability to combine history, innovation, and community. It offers a unique experience that resonates with people from all walks of life. From its historical roots to its modern-day adaptability, craft beer continues to prove that it’s more than just a beverage, but a cultural phenomenon.

Discover practical tips to deepen your client relationships in a way that becomes a springboard for both prospecting new business and communicating real value with the Selling From the Heart Keynote.

Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast.

If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on SMBs in the final weeks of the year might give you the edge you need.

SMBs are Motivated to Reduce Taxes

In the United States there are millions of SMBs and the vast majority of these businesses are what we call pass-through organizations for tax purposes. This means that the owners or partners in these businesses report the profits on their personal tax filings.

Unlike big companies, small companies don’t have the luxury of rolling profits over to the next year. So whatever they made this year, they have to pay taxes on.

As the calendar winds down SMB business owners are often motivated to invest in products, services, and software solutions in order to reduce taxable income.

In other words, if a business has shown strong profits throughout the year, its owners might be keen to spend some of that money on improving their operations, expanding their capabilities, or streamlining their processes—right now—rather than hand over a large chunk of their profits to Uncle Sam come tax season.

Business Owners Hate Paying Taxes

To understand why this year-end period is so critical, let’s get into the mindset of a small or medium-sized business owner.

Unlike large enterprises with multiple departments and complex accounting strategies, SMB owners are often personally invested in the company’s financial results because those results are essentially their income. It’s how they pay their mortgage and put food on the table.

For this reason, they watch their revenue and expenses closely. As the year comes to an end, they’re looking at their bottom line and thinking about the upcoming tax bill.

For many of these business owners, profit is a double-edged sword. Don’t get me wrong, they want to make a profit. But at some point, too much profit triggers a much higher tax bill.

If there is one thing I know about small and medium sized business owners its that they hate taxes. They are always looking for ways to legally minimize their tax liability.

One easy and productive way to do this is to make fully or partially depreciable investments in the business before December 31st. That could mean buying new equipment, software, training packages, or services that will not only improve the business long-term but also reduce taxable income for the current year.

An Urgent Need to Spend

As a salesperson, the key takeaway here is that your prospects have a natural, time-bound incentive to spend. If you can position your product or service as the right investment at the right time, you might find it easier to close those deals that seemed just out of reach during the rest of the year.

And by the way, if you are dealing with decision-makers who are pushing off decisions to next year, this is a great way to get past that objection.

Framing Your Business Case

I want to be clear though that most businesses are not going to spend money for the sake of spending money. Savvy business owners want to reduce taxes and do the right thing for their company.

Therefore, you can’t just be transactional. You still must follow the sales process and build a bridge to the value of tax savings AND business improvement when making your business case.

It’s all about framing your product or service as a strategic investment rather than a mere expense.

For example:

If you sell software tools that improve operational efficiency, make the case for how your solution will help them save on labor costs, reduce errors, and streamline workflows.

If you’re selling advertising, highlight how a year-end launch of a new campaign will lead to immediate results that set the stage for a strong Q1.

If you sell capital equipment walk them through how the new equipment will make them more productive and help them expand their business in the new year.

The key is to connect the value of your offering directly to the timing. Consider messaging like:

“This is an opportune moment to upgrade your systems, so you’ll enter the new year with a competitive edge and potentially lower your tax liabilities this season.”

“By getting your campaign locked in before the year closes, you can reap immediate tax benefits while ensuring your advertising starts generating leads in January when you need them the most.”

If we get the equipment ordered now it will be delivered in Q1 giving you plenty of time to get a high ROI next year.

When you can tie the ROI of your product to both tangible improvements and the financial perks of year-end spending, the business case becomes much more compelling and you will sell more.

Tailor Your Approach

While the end-of-year tax incentive is a common denominator, not every SMB is identical. Some might be profitable but cash-constrained, while others have capital burning a hole in their pockets. Some may be in sectors that had a booming year, while others are just recovering from a difficult market.

The more you understand the unique challenges and goals of each prospect you’re targeting, the better you can tailor your approach.

Before you pick up the phone, walk through their door, or send an email, do some research. Check out their recent announcements, whether they’re hiring or expanding. Look into trends in their industry.

Understanding these nuances will help you fine-tune your messaging. If you know a business is tight on cash, emphasize flexible payment plans or financing options. If the business is flush with profit, reinforce the immediate tax advantage and the strategic value of reinvesting those funds.

Empathy and relevance are your allies here. Show that you understand their position and that your solution aligns perfectly with their current goals. That personal touch, combined with the natural urgency of year-end, is a powerful recipe for closing the deal.

Lead With Urgency: Clear, Direct, Compelling

I don’t want to sweep under the rug how important timing and urgency are with this tactic. While you don’t want to be completely transactional, you do want to be direct.

As we approach the end of the year, many SMB owners have a long to-do list: Finalizing paperwork, inventory checks, reviewing vendor contracts, preparing for holiday promotions, and on and on. They’re busy. They have limited time to spend on sales pitches. This means your outreach needs to be respectful of their schedule and also clear, direct, and compelling.

Say right away: “I’m reaching out before the year ends because I have a solution that can help you maximize your tax benefits this year and help you grow your business next year."

Being direct and to the point respects their time and sets the context immediately. If you need more help with direct and to-the-point messaging, grab your copy of my book Fanatical Prospecting and review Because Statements.

It’s crucial that you create and maintain a sense of urgency. Not the aggressive, pushy kind, but a natural urgency rooted in a real calendar event: The year-end.

The clock is ticking, and if they don’t make their purchase by December 31st, they miss out on the potential tax advantages. This deadline isn’t artificial—it’s a reality. Use it to frame your conversations. Urgency helps prospects prioritize your offer over other distractions in their busy schedule.

Handling Objections

You might encounter objections like: “We’re too busy to consider new solutions right now,” or “We don’t have enough budget.”

In these cases, it’s wise to highlight the cost-saving and tax benefits again. Stress that investing now can actually put them in a better position financially. Remind them that waiting until next year could mean missing out on an opportunity to reduce this year’s taxable income.

If time is an issue, propose a quick and efficient implementation plan. Show them that you can be agile and help them integrate the solution without massive downtime.

If budget is a concern, consider promotions, discounts, or favorable financing terms. Sometimes, offering a small year-end incentive can tip the scales in your favor.

The Five Keys to Selling More to SMBs at the End of the Year

SMBs have a natural incentive to invest before year-end: They want to reduce their taxable income and set themselves up for a strong next year.

Frame your product as a strategic investment: Highlight the value, ROI, and tax benefits that come with a year-end purchase.

Avoid being transactional: Follow the sales process and position yourself as a partner who can help them navigate this critical period.

Tailor your approach to each SMB’s situation: Research their needs and adjust your prospecting message accordingly, showing empathy and relevance.

Create urgency with a real deadline: The calendar itself is your ally; emphasize that the benefits come from acting before December 31st.

Here's the deal though. Do not wait. Start this process now. The low-hanging fruit is out there but it will rot on the vine if you fail to pick before the sand runs out of the hourglass this year.

We make learning to prospect easy with our FREE Fanatical Prospecting Book Club Guide

In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities.

Key Takeaways:

– Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology. It is essential to understand a prospect’s business strategy and align solutions with their key initiatives.

– Effective Discovery is More Important than the Demo: Sales success hinges on understanding what the prospect cares about and tailoring the conversation around their needs.

– Vetting Opportunities Saves Time and Resources: It's not enough to have an excited champion. The real question is whether the solution aligns with the company’s strategic goals and can gain executive buy-in.

– Develop a Point of View (POV) Before Outreach: Instead of waiting for a meeting, develop a POV on why a prospect needs your solution and use that to guide outbound efforts.

– Human Relationships Still Matter Most: AI can accelerate research and help craft messaging, but building trust and making prospects feel understood and valued remain the most consistent predictors of sales success.

– Outbound Prospecting Must Be Consultative: Hunting effectively requires approaching prospects with a well-researched, consultative mindset rather than relying solely on automated, impersonal outreach.

– Over-automation Leads to Diminished Trust: Prospects can easily detect AI-generated emails, and overuse of automation can lead to being blocked by potential clients.

– Sequencing Tools Must Be Used Thoughtfully: Sequencing tools are valuable when used for multi-touch, multi-channel strategies, but they should complement, not replace genuine human outreach. These tools can be effective if used for synchronous and strategic touches, like personalized emails, calls, and handwritten notes.

– Slow Prospecting Wins: AI has accelerated email prospecting, but the resulting automation flood has led to blocking and decreased trust. Personalized, thoughtful prospecting, where each touchpoint is meaningful, stands out, and builds credibility.

– Sales Leaders Are Banning AI-Generated Emails: Sales leaders are increasingly banning AI email tools and automated SDR platforms due to the damage they cause to domain reputation and customer trust. Thoughtful, human-crafted communication is becoming a necessity.

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

The Balance Between Technology and Human Connection

The sales industry has evolved significantly over the past few years, and a major driver of this change is artificial intelligence (AI). Tools that automate prospecting, communication, and customer insights have become a standard part of the sales process. While AI offers immense advantages, it's not a magic bullet. Success in sales still requires a balance between leveraging technology and maintaining human connection.

As companies race to adopt AI-powered tools, many salespeople have fallen into a common trap: over-automation. The temptation to let AI handle everything, from prospecting to follow-ups, is strong. After all, these tools can send hundreds of emails, automate responses, and even draft messages that mimic human speech. However, over-reliance on automation has led to new challenges.

The Pitfalls of Over-Automation

One of the biggest issues with over-automation is the flood of generic, AI-generated emails and messages. These communications often lack personalization and fail to connect with prospects on a meaningful level. The result? Prospects are increasingly blocking or ignoring automated outreach. In some cases, entire domains are being flagged as spam, cutting off communication entirely.

Sales leaders are starting to recognize the dangers of this trend. Many have banned the use of AI-generated emails and automated outreach tools altogether. Instead, they are encouraging their teams to focus on personalized, human-crafted messages that build trust and credibility. It turns out that slowing down the prospecting process and taking the time to understand each potential customer can make a significant difference.

The Power of Personalization

Personalization has always been a cornerstone of effective sales, and it's even more critical in the age of AI. Prospects can easily spot the difference between a generic message and one that has been tailored to their specific needs and pain points. Personalized outreach demonstrates that the salesperson has taken the time to research and understand the prospect’s business, challenges, and goals.

This level of personalization requires effort and attention to detail. Salespeople who are willing to put in the work are more likely to stand out in a crowded marketplace. In an era where many sales teams are relying on automation, the human touch is a powerful differentiator.

The Role of AI in Sales Research

While AI may fall short in relationship-building, it excels in research and preparation. AI-powered tools can quickly gather and analyze data about prospects, industries, and market trends. This information can be invaluable for salespeople, helping them tailor their approach and make informed decisions.

For example, AI can identify key decision-makers within a target company, provide insights into their recent activities, and even suggest potential pain points based on industry trends. Armed with this information, salespeople can craft more targeted and relevant outreach, increasing their chances of success.

However, it’s important to remember that AI is a tool, not a replacement for human effort. Sales professionals must use these insights to enhance their communication, not replace it. The goal is to use AI to work smarter, not to eliminate the human element entirely from the sales process.

Mastering AI with a Human Touch

As AI continues to shape the sales industry, the most successful salespeople will be those who can master both technology and human connection. They will use AI to gather insights, automate repetitive tasks, and streamline their workflows. At the same time, they will prioritize personalization, empathy, and trust in their interactions with prospects and customers.

At its core, sales is a human endeavor. People buy from people they trust, and trust is built through genuine connections and thoughtful communication. AI can assist in the sales process, but it can’t replace the human touch. Sales professionals who understand this balance will be well-positioned to thrive in the age of AI.

Additionally, sales leaders are emphasizing the importance of synchronous touchpoints—interactions that happen in real-time, such as phone calls, video meetings, and face-to-face conversations. These touchpoints allow salespeople to connect with prospects on a deeper level, building trust and rapport that automated messages simply can’t achieve.

In the end, the message is clear: slow down, personalize your approach, and use AI as a tool—not a crutch. By focusing on quality over quantity and building meaningful relationships, salespeople can navigate the challenges of modern sales and achieve lasting success.

Embrace a future where technology and humanity come together with The AI Edge.