Sales Gravy: Jeb Blount Sales Productivity and Time Management Strategies
37 snips
Jan 19, 2020 
Sales experts discuss productivity tips, time management strategies, prospecting techniques, and managing sales pipelines. Highlights include separating research from prospecting, strategic prospecting efforts, and the importance of maintaining a full pipeline and securing clear next steps in sales deals.
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Protect Multi Hour Focus For Selling
- Protect large uninterrupted focus windows (e.g., four 90-minute blocks = 4.5 hours) to do deep selling work.
- Anthony Iannarino calls focus the currency of effectiveness in an age of distraction.
Use The One Third Rule For Your Sales Week
- Divide your sales week into thirds: close, advance, and create opportunities, and do top-of-funnel work first each day.
- Mike suggests a full third dedicated to creating new opportunities to stabilize pipeline flow.
Do Research Before Prospecting Blocks
- Prepare lists and research before prospecting so calling time is pure outreach, not research.
- Jeb recommends a prospecting pyramid: start with highest-value prospects and use calls to enrich data progressively.