Sales Gravy: Jeb Blount The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday)
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May 11, 2026 A running comeback provokes a sales lesson about pacing and endurance. Measured, sustainable prospecting beats frantic bursts that empty your CRM. Stories from track days and a workplace tortoise and hare illustrate why consistency outlasts early speed.
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Running Comeback With A 7K Goal
- Jeb Blount Jr. regained running fitness after years off by targeting modest distance goals instead of rigid plans.
- He set a simple objective to run a 7k on Atlanta's Beltline and prioritized fun and a measured pace over strict apps.
The Pacing Paradox In Action
- Measured pacing beats early speed because steady effort outlasts bursts that cause burnout.
- Jeb watched faster runners pass him early but later collapse while his easy pace let him overtake them.
Sprints Create Ghost Town Pipelines
- Sales teams confuse speed with consistency, leading reps to sprint activity early and run out of pipeline later.
- Jeb sees CRMs fill with activity in week one, then become a ghost town as reps burn out by week two.
