Sales Gravy: Jeb Blount

On this Money Monday, we’re going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean. It was gritty, emotional, and one of the most unforgettable moments in sports history.  Rory stepped onto the first tee looking calm, focused. Like a man who’d been here before, and this time, was ready to finish it. He was 12-under. Two shots clear. It was his tournament to lose. Then it unraveled almost immediately. A loose drive. Bad bounce. Scrambled recovery. Double bogey. That kind of start can break a player, especially at Augusta National, especially when the stakes are this high. But this year would be different. Here are five lessons we can learn from Rory Mcllroy’s journey to immortality at the Masters: Lesson #1: Pressure Doesn’t Break You—It Reveals You That double bogey on the first hole could’ve crushed him. It has crushed players before. It’s crushed him before. But this time, Rory leaned into the moment. In sales, the pressure hits you just as fast. A lost deal, a missed number, or an impossible quarter. You don’t get to run from it. You fail to the level of your habits, your mindset, and your preparation. What shows up when you’re squeezed is your true game. Lesson #2: Respect the Long Game Rory didn’t panic; he recalibrated. He birdied 3, then 4. No showboating. No hero shots. Just control. He played tight through the front 9. His game wasn’t flashy—just steady. He didn’t chase. He didn’t press. Rory played smart. He trusted the process and took what the course gave him. He didn’t win with a miracle chip. He won with patience. Tempo. Smart decisions. He trusted the process. That’s how deals close. That’s how pipeline builds. You qualify. You follow up. You show up again. And you earn the right to close when the buyer’s ready—not when you’re desperate to sell. Trust the process, be consistent, and believe in your system. Lesson #3: How You Lose Matters More Than How You Win But the Augusta National did what the Augusta National always does—it tightened its grip. The 11th is long, brutal, and unforgiving. His approach caught the small bumpy hills that line the green side fairway and scuttled left. The ball screamed toward the left pond and stopped just short. Rory was able to make the save for bogey. “Amen Corner,” he must have whispered to himself, exasperated. Rae’s Creek was, again, waiting on 13—and it got him. His 89-yard chip landed short and skipped into the water. Another bogey. He was slipping. You could see it in his face. The sweat. The searching for focus. The doubt that has haunted his Masters’ history creeping in around the edges. The crowd got quiet. Could it be another collapse. On the 15th, after his tee shot put him left of the fairway blocked by three Georgia Pines, Rory stood at the top of the hill—one of the last true scoring chances on the course. He pulled a 7-iron for 220 yards. A high, arching draw that tracked perfectly, landing soft on the right side of the green and rolling to within five feet of the pin. Rory bounced down the fairway to the green, walking on clouds. The crowd enveloped him in a unified chant. Then he landed another birdie on 17. Suddenly, he was back to 11-under—tied with Justin Rose, who was charging from behind with a 66 and had the crowd buzzing. 18 was Rory’s chance to seal it. But his second shot found the bunker. The blast out was clean, but the putt too strong. He missed. The gallery groaned. Another Masters heartbreak? Was this all too much to fight in one day? Did he have one more, two more, three more holes?  But Rory didn’t show frustration or melt down. He reset and walked back to the tee box for the playoff with Rose. For years, Rory has taken losses on the chin. No excuses. No drama. Just class. Grace matters. Your mindset matters. Clients see that in sales. They notice how you act when the deal doesn’t go your way. They remember how you lose. That memory could be the reason they give you another shot later. Lesson #4: The Loudest Cheers Come From the Longest Roads Playoff. 18, Holly. One more time. Rose struck first—a solid approach to 10 feet. Then Rory stepped up—and he flushed it. The ball hit the backstop behind the pin, checked, and rolled to four feet. And then he made the putt! Years of pressure came off his shoulders. Sure he had won, but in that second, it felt like we all had won. After fifteen tries, finally, Rory McIlroy was wearing the Green Jacket. Not gifted—earned. The patrons at the Augusta National erupted. They weren’t just cheering a shot. They were releasing years of tension, releasing heartbreak, waiting and what-ifs. They’d been on this ride with him. If you want that kind of response in sales—loyalty, referrals, reputation—you have to let people see your journey. Let them see the hard stuff: the missed quotas, the tough quarters, the grind, and they way you pick yourself up and dust yourself off when you lose. Then, when you finally win, they’ll cheer. Lesson #5: Legacy is Earned Over Time Rory didn’t become great on Sunday. He became great over years of showing up—through doubt, defeat, and disappointment. Sunday was just the moment that made it official. In sales, legacy isn’t built on one quarter. It’s built on how you carry yourself through a hundred difficult conversations. It’s built on follow-ups, follow-through, late nights, and early mornings. Lean into grind and do the work. And when your moment comes it won’t feel like luck. It’ll feel like validation. Final Thoughts I saw Rory win The Masters. But what I really saw was what greatness looks like when it refuses to quit. You just have to keep showing up. Now go take your swing. And remember, when you’ve been taking punches all day. When you’re tired, worn out and ready to pack it in. Pick yourself up and will yourself to make one more call, because that’s how champions win. Every dream needs a plan. Get yours started on the right path with our FREE Goal Planning Guide.

You crushed your quota. Commission check hits the account.  Your first instinct? Celebrate! You earned it, right? Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call prospect can hang up the phone, then you’re just renting a lifestyle. Here’s the truth: Top sales pros don’t just sell like professionals—they manage their money like professionals. They know the high of a commission check can’t replace long-term financial freedom. I’ve got the financial low-down. https://www.youtube.com/watch?v=3Da7U2PviPI 1. Don’t Spend It All in One Place—Or All at Once When a big check hits, it’s tempting to splurge. New watch. Fancy dinner. Extra drinks on you. But here’s the catch: commission highs come and go. Quarters fluctuate. Markets shift. Now more than ever, you can’t treat every paycheck like a lottery win. Try this instead: Split your check. A solid money rule: 50% to lifestyle, 30% to savings/investments, 20% to debt. Set auto-transfers. Remove temptation. Have a percentage automatically move to savings or investments the minute you get paid. Living below your means is how you avoid feeling broke—even during dry spells. 2. Build the “Oh Crap” Fund Sales is high-risk, high-reward. One quarter, you’re crushing it, the next you’re staring down a dry pipeline and a mortgage payment. Enter your emergency fund. This isn’t optional—it’s survival. Ideally, you want 3–6 months of living expenses saved in a separate account, untouched unless it’s a true money emergency. Having this cushion keeps you from making desperate decisions when things get tight—and keeps your mind clear to prospect fanatically. 3. Debt Doesn’t Care About Your Commission Credit cards. Car payments. Student loans. Debt is a silent killer of long-term wealth. And the more you make, the more it sneaks in. Why? Because it’s easy to think, “I’ll just pay it off with my next check.” Then the check comes. And goes. Start taking control: List your debts. Highest interest first. Choose a strategy. Snowball (smallest balance first) or Avalanche (highest interest first). Stick to it. Automate payments. No missed due dates. No excuses. Pay with cash. And stick to it. If you can’t afford to pay for it all now. You can’t afford it, period. Freedom means having money that belongs to you—not a credit card company. 4. Your Future Self is Counting on You It’s easy to feel invincible when you’re 25, 30, 35—closing deals, stacking checks. But time moves fast. And if you don’t start investing for the long haul, future-you will be making cold calls at 70. Start with your 401(k) if your company offers one—especially if there’s a match (that’s free money). If not, look into IRAs or Roth IRAs. Even small monthly contributions grow massively over time thanks to compounding interest. The earlier you start, the easier it is. The later you start, the harder it gets. 5. Plan, Don’t Wing It You wouldn’t wing a sales call with a high-value prospect, right? The same goes for your finances. You need a plan. Set financial goals. Pay off $10K in debt. Save $20K this year. Max out your Roth IRA. Track your spending. Use an app or spreadsheet. Know where every dollar goes. Meet with a financial advisor. Let a pro help map the path. Sales success without financial structure is just noise. You work too hard to have nothing to show for it in the end. 6. Discipline is Freedom This isn’t about deprivation. It’s about choice. When your money’s right, you can: Stop chasing bad deals. Invest in coaching, property, or your own business. Sleep well, knowing you’re not one missed quota away from panic. The people who look rich often aren’t. The people who stay rich? They play the long game. Protect the Bank Account You already know how to grind. You already know how to win. Now it’s time to build a life where that effort creates lasting freedom—not just fleeting dopamine hits. Take control of your finances like you take control of your pipeline. Don’t just close deals—build wealth. Make your financial goals part of your sales goals. If you don’t know where to start, download our FREE Goal Planning Guide!

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your price? His company builds industrial dust-collection equipment and ducting, but they don’t sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives. Below, you’ll find key insights on how to drive more “pull-through” sales to your channel partners and convince every stakeholder—from designers to installers—to pick your product. Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Your product is on the shelf (literally or figuratively) alongside competitors, and the distributor or contractor can often steer buyers toward any brand they choose. Pull-through happens when the end user, contractor, or engineer specifically requests your brand—making your distributor the middleman who fulfills the preference you created. Educate & Collaborate With Specifiers Ross’ sales team already does lunch-and-learn sessions with engineering firms. Those engineers create the specs that contractors must follow, so if your product is “baked in” early, that’s a massive advantage later when the contractor goes shopping. But the real test comes when the contractor or installer sees a cheaper alternative on the distributor’s line card. Key Steps: Educate engineers on the deeper value and functionality of your product, so they’ll insist on it in their specs. Collaborate with contractors. Even if they’re not the final decision-maker, they can heavily influence whether your premium line or a cheaper knockoff is chosen. Brand Preference vs. Price Objections The toughest hurdle for a premium brand is the classic price objection. If the competitor’s line undercuts you, how do you prove your extra value? Unearth the Real Cost of Going Cheap. Show specifiers and end users the Total Cost of Ownership—that cheaper or less-robust solutions can lead to higher maintenance, safety issues, or inefficiencies down the line. Highlight Success Stories. Gather testimonials or case studies from buyers who saved time, boosted reliability, or lowered total cost of ownership by choosing your brand. Create Tools and Guides. Develop clear documentation or ROI calculators that help buyers see beyond sticker price—especially useful if the distributor’s rep isn’t fully equipped to present your value. Dealing with the Distributor as a Gatekeeper You can do all the contractor or engineer training you want, but if the distributor’s inside salesperson steers a buyer to a cheaper product, you still lose. That’s why building the distributor relationship is non-negotiable. Action Items: Train the Distributor’s Sales Reps. Show them exactly how to pitch your brand’s advantages, from installation ease to long-term reliability. Reward Them for Advocacy. If possible, offer spiffs or incentives when they successfully sell your line. In some cases, highlight how your product can reduce their support headaches and returns, making their life easier. Co-Sell on Big Deals. Bring major opportunities to the distributor, or volunteer to go on key calls together. When you help them close deals, they become more loyal to you. Get Proactive and Strategic One pitfall in channel sales is that your rep can become just a “help desk” for the distributor—always fixing problems instead of actively driving new deals. But a proactive approach can turn that support into a competitive edge: Offer On-Site or Virtual Coaching. Whenever the distributor or contractor hits a snag, your rep steps in, demonstrating expertise. This builds trust and brand loyalty. Balance Support with Hunting. While your reps should help, they also need time to create demand among engineers, contractors, and end users. If their entire day is spent resolving small issues, they’ll miss bigger opportunities. Combine Marketing and Sales Efforts To truly differentiate your product, marketing must work hand-in-hand with sales. You need targeted content—white papers, case studies, videos, ROI calculators—that highlight your product’s unique benefits. Ensure your sellers share these assets during lunch-and-learns, in prospecting emails, or at trade shows. Possible Tactics:  Webinars. Showcase how your product solves real problems more effectively than DIY or cheaper alternatives. Distributor Portal. Provide easily accessible resources (FAQ sheets, training modules) that help the distributor’s reps pitch your product with confidence. Customer Spotlight Videos. Interview customers who switched from cheaper knockoffs to your premium brand—and never looked back. Putting It All Together Ultimately, it’s about controlling the narrative and making sure every stakeholder sees the bigger picture. You’ve got to hammer home: “Sure, there’s a cheaper widget over there. But ours wins on performance and total cost of ownership.” If you can get that message across in channel sales early—before anyone starts price shopping—then you’ll have a far easier time at the final point of sale. Building pull-through demand in a channel sales environment requires a multi-pronged approach. You must: Educate so your product is specified from the start. Convince users that your brand is worth the investment and eliminates future headaches. Equip distributors with simple, persuasive messaging that helps them advocate for you over the competition. Demonstrate unwavering support and expertise whenever they need it. When done right, this synergy creates a ripple effect. Engineers specify your line, contractors request it by name, and distributors become your ambassadors. Follow this playbook consistently, and watch how quickly “we’ll consider your product” turns into “that’s the only product we’ll consider.” If you’re facing a sales or leadership problem and have a question for me, head over to to salesgravy.com/ask and we’ll get you on the show.

There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections. If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need more time,” or “We want to wait until the market settles,” then we’re going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill. Turbulent Times Breed Buyer Fear The market is swinging like a pendulum on steroids, and it’s making everyone skittish. You’ve got tariffs, trade wars, and a spike in economic uncertainty. Buyers read The Wall Street Journal or check their news feeds, and the headlines scream “Turmoil!” They panic. So they defer decisions, walk away from deals, or play the “wait and see” game. Decision deferment objections are a natural consequence of fear. People want to avoid making the wrong move. It’s easier to hit the pause button than to commit to something they’re not 100% sure about. That fear, in many ways, is irrational. But it’s a brick wall that will shut down your deal if you let it. So how do you avoid letting hesitation, stalling, and decision deferment kill your deals during market uncertainty? It starts with a fundamental truth: to succeed in this environment, you must sell better. Because when people are fearful, indecisive, or uncertain, how you sell matters far more than what you sell. Why Buyers Pull Back and Defer Decisions In uncertain and volatile times, mistakes come with severe penalties. A stakeholder who chooses the wrong vendor, invests in the wrong technology, or commits resources too soon might put their entire business or career at risk. So they freeze. They put it off. They say, “We’ll need a little more time to think about it,” or “We need to run the numbers again,” or “Let me talk to my boss.” If you haven’t uncovered real fears, addressed them, and methodically advanced the deal, you’ll hit a wall of deferment decision objections at maximum force. That’s why I often sound like a broken record—but repetition is the mother of skill. The basic steps to closing in an uncertain market are fundamental: Execute your sales process flawlessly Consistently ask for micro-commitments to advance the sale Present a compelling, airtight case for change Ask your stakeholders to make a decision confidently and without hesitation Handle objections with empathy Closing Is Not a Single Moment in Time A lot of sales reps treat the close as one magic moment—like flicking a switch. But in reality, closing is a series of micro-commitments that happen throughout the sales process. Every time you get a commitment to a next step, your buyer to leans in just a bit more, and you set the stage for a final “yes.” When times are normal, a halfway-decent rep can skip a few steps and still get deals across the finish line. But in a crisis or uncertain market, that sloppy approach falls apart. You must consistently get micro-commitments and keep advancing—because if you let the ball drop even once, you’ll give your stakeholders an opening to stall or back out with objections like “We going to hold off,”  or “We’re just going to stick with what we have until the economy gets better.” Tough Objections? Check Your Upstream Sales Process For this reason, if you are getting hammered at the close with brutal objections, it usually means you made mistakes earlier in the process. So instead of obsessing over how to wordsmith your objection rebuttals, you might need to re-examine how you qualified and sold from the get-go. Tough objections at the 11th hour are typically a symptom of an earlier problem. So, what do you do? Qualify better upfront—Are these the right prospects? Are you sure they have a budget, authority, need, and timeline? Is there a compelling reason for them to change? Ensure you’re dealing with real decision makers—If you’re stuck with “influencers” who keep punting it up the chain, guess what? You’re in for a bumpy ride. Surface concerns early—If you wait until the end to discover that your buyer has major financial fears, you’ve already lost. Get the Truth on the Table Early That brings us to one of the most important sales tactics in uncertain times like these. It is absolutely crucial that you get buyer worries, fears, and potential objections out in the open and on the table as soon as possible. That means you need deeper discovery and the courage to ask tough questions like: “What are you most afraid of?” “How do you see the current market volatility impacting your decisions?” “What’s your biggest concern about moving forward right now?” “If you don’t address this problem soon, what do you think might happen?” It takes confidence and tact to get your stakeholders talking openly about concerns—and yes, you’ll risk hearing truths that might scare you or them. But the alternative is to bury your head in the sand and get blindsided at the last minute when they say, “We’re gonna wait till next quarter.” The Emotional Barrier: Fear of Conflict and Rejection Asking the hard questions is where many reps falter. Let’s be honest: nobody likes conflict. And direct questions can feel confrontational. We worry, “What if they shut me down or I push them away?” So we back off, we tiptoe around real issues, we avoid pressing them on timelines or next steps. That might keep the conversation calm, but it sets you up for a big heartbreak later. The biggest agony in sales is pouring time, energy, and emotion into a deal—only to lose it at the finish line when a stakeholder reveals an objection that, had you known about it weeks ago, you could have handled. This is why you must push through your own discomfort and bring hidden fears to the surface early. It’s infinitely less painful to deal with them upfront than to discover them at the worst possible moment. Deal With Sales Objections Head On There’s a quote I love from philosopher Julian Baggini: “If you believe you are right, then you should believe that you can make the case that you’re right. This requires you to deal with serious objections properly.” I can’t think of a better summary of what it takes to handle decision deferment objections. If you truly believe your offering is the best path forward, it’s your duty to address your buyer’s fears, hesitations, and perceived alternatives. You’ve got to want them to put every worry on the table so you can tackle it head-on. Sure, you’ll get your nose bloodied sometimes. But if you’re truly confident in your solution, you’ll find a way to show your buyer why moving forward makes sense—even in choppy waters. Common Decision Deferment Objections Most of the objections you’ll face during times of uncertainty are decision deferment objections like: “Give us a few days to consider your proposal.” “We’d like to run this by the entire team before we commit.” “We’re going to hold off for a month and see what happens with the economy.” “We want to compare a few other vendors before making a decision.” “We’re just not ready to make a long-term commitment right now.” “We decided to give our current vendor one last chance.” The reality is that they are afraid so they’re stalling. They’re not saying “no” outright; they’re saying “maybe,” “later,” or “we’ll see.” And that’s the tricky part. Because “maybe” can feel like a small open door, but it’s actually a massive speed bump that can drag your deal out indefinitely if you accept it and walk away. 5 Steps to Overcome Decision Deferment Objections That’s why when buyers hit you with decision deferment objections, you need a systematic approach to help them break through their fear. Use this five-step framework: Relate Start with empathy. This isn’t about agreeing with their reasons, but acknowledging them as a human. “I get where you’re coming from, and it’s smart to be cautious.” That’s it. No discounting their worry, no jumping into a debate. Just letting them know you’re listening. Why? Because they’re braced for you to argue or push. By empathizing, you lower their guard and show you’re on their side. It also buys you a moment to compose yourself and think strategically before responding. Isolate You want to make sure there aren’t multiple hidden objections. If they say, “Let us think about it,” is that the only issue, or are they also worried about budget, timelines, or a preference for a competitor? Gently probe: “Aside from needing more time, is there anything else holding you back?” The last thing you want is to solve one problem only to be ambushed by a bigger one later. Clarify Never assume you know exactly what they mean. Always take a moment to clarify their objection.  When they say: “We need to run the numbers.” Maybe they really do need a cost breakdown, maybe they doubt the ROI, or maybe they’re afraid of something else. Ask open-ended questions: “When you say you need to review the math, how do you mean?” Good clarifying questions unearth the real meaning behind the words. Minimize Now that you know the real deal, you want to minimize their fear by reconnecting them to their desired outcomes. Remind them of the pains they wanted solved, the benefits they hoped to gain, and how your solution addresses that. Show them the math if needed, demonstrate ROI, and paint the brighter future. By focusing on what they stand to gain—and the cost of doing nothing—you shrink the size of their fear while maximizing the benefit of moving forward. Ask Finally, ask again. Your buyer won’t do the job for you. The key is asking with relaxed, assertive confidence because your confidence gives them confidence to push past their fear and make the right decision. Buyers are Jumpy, Be Ready For It Look, times are unstable. Buyers are jumpy. They’d rather punt than make a risky call. But you’re a sales professional, and that means you stand in the gap—helping them navigate doubt and find a solution that actually benefits them. Don’t shy away from the “We need more time” or “We’re going to hold off.” Expect it, be ready for it, and use it as an opening to get real issues on the table. In volatile times, it is hard to sell. Yet, you are still under the same pressure to make your sales number. This is why you’ll want to download our FREE Selling in a Crisis workbook today.

Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn’t won with hacks. It’s won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring. If you’re not hitting your number, it’s probably not because you need better leads, better tech, or better timing. It’s because you’ve drifted from the basics. https://www.youtube.com/watch?v=omnoVAopK8U The Fancy Stuff Is Failing You We see it all the time—salespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. They talk a big game on Zoom, but when it’s time to dial the phone or ask for the sale, they freeze like a deer in headlights. Let’s call this what it is: avoidance. You’re avoiding real sales conversations because they’re uncomfortable. You’re hoping your sequence will “nurture” your prospect into buying without you having to actually sell. But automation doesn’t close deals. YOU do. The truth? Most salespeople would rather look productive than be productive. Fancy decks, CRM tagging, and custom email flows feel like progress—but they don’t get the contract signed. Top producers know: The tools support the basics. They don’t replace them. What Actually Wins: The Fundamentals If you want to win more, stop searching for better tactics and start doing the boring stuff better. Because these five basics are still undefeated: 1. Phone Calls Cold calls. Warm calls. Follow-up calls. Call blocks. Whatever the flavor, the phone remains your fastest path to building pipeline. And yet it’s the most avoided. Most reps send five emails and give up. Not top performers. They make the call. Because conversations close deals—period. 2. Discovery Questions Stop pitching. Start digging. The best reps are curious, not convincing. They lead with questions that uncover pain, urgency, and decision dynamics. And they clam up long enough to actually listen. You don’t earn trust by explaining. You earn it by understanding. 3. Objection Handling If objections scare you, it’s because you don’t practice. It’s because you haven’t made a habit of practicing. Objections aren’t stop signs—they’re buying signals. But if you’re caught off guard every time someone says, “I need to think about it,” you’re not preparing. You’re winging it. And amateurs who wing it get smoked. 4. Follow-Up Here’s the truth: the sale is almost never made on the first call. Or the second. Or even the fifth. 80% of sales happen after the 5th touch, but most reps quit after two. Why? Emotion. They feel rejected. Embarrassed. “I don’t want to bother them.” Bother them? You’re solving a problem they can’t fix alone. Follow up until they buy or you find them a better solution. 5. Asking for the Sale Most reps are afraid to ask. Why?  Because they’re afraid of hearing no. But here’s the thing: no is part of the process. If you’re not hearing no, you’re not asking enough. You’re a consultant. You’re a closer. Your job isn’t to make the prospect feel warm and fuzzy—it’s to guide them to a decision. And that means asking with courage and confidence. Why Reps Quit the Basics Three big reasons: Ego. “I’ve been selling for years—I don’t need to practice this stuff.” Wrong. The minute you think you’re too good for the basics is the minute your numbers start tanking. Fear. Fear of rejection. Fear of sounding pushy. Fear of failing. So instead of doing the work, you procrastinate with busywork. Laziness. The basics aren’t sexy. They’re repetitive. They take discipline. So most reps quit—and that’s why most reps are average. Want to stand out? Don’t be like most reps. Go Pro or Go Home Top athletes don’t get bored of running drills. They know repetition sharpens instinct. They know that under pressure, you don’t rise to the occasion—you fall to your level of training. Same with sales. You don’t magically handle objections—you drill them. You don’t get confident on the phone—you rehearse. You don’t close deals consistently—you follow a process that’s been forged by reps, failure, and grit. Pros don’t “kind of” practice. They live in the fundamentals. Over and over. Because muscle memory wins when pressure hits. If you want to be great in sales, stop trying to be creative. Start being consistent. Back to Basics, Back to Winning Let’s be real—if your pipeline’s dry, your quota’s slipping, or you feel like you’re spinning your wheels, the answer isn’t out there. It’s in your calendar. It’s in your call blocks. Your follow-ups. Your prospecting power hours. Those script reps. The boring, brutal, beautiful habits that build champions. Because when you do the basics better than anyone else, you don’t have to be flashy. You just win. Here’s your challenge:What habits have you been avoiding lately? Make it your priority today. Practice it. Drill it. Master it. Because sales success isn’t about finding something new. It’s about doing what works—relentlessly.

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That’s where consultative selling comes in, but only if you do it right. Consultative selling isn’t about showing off your expertise. It’s about guiding the customer to understand the real nature of their problem—often one they didn’t fully realize or that’s more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don’t barge in declaring, “Here’s the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can’t help until they deeply understand the client’s unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you’re obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client’s real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You’re not rushing to pitch; you’re learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you’re genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you’re a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today’s age of surplus information, it isn’t enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That’s especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You’ll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect’s specific context. Don’t lump them into one-size-fits-all solutions. Acknowledge the client’s prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns. Offer to walk away if it’s not the right fit. This willingness to say “no” boosts your authenticity tenfold. When They Already “Know It All” If a buyer has read every blog post or watched every video, your role isn’t to arm-wrestle over knowledge. Instead, demonstrate the value of personalized guidance that no quick Google search can replicate. AI-driven search might be the buzz, but how does that apply to a real, live company’s marketing funnel? That’s where your on-the-ground insight matters. If you’ve tracked trends across dozens of client accounts, you can spot patterns or pitfalls a do-it-yourselfer misses. The Full Pipeline Advantage None of this is easy if your pipeline is empty. Desperation kills consultative selling because you can’t afford to walk away from a deal that isn’t a good match. That’s all the more reason to stay on top of your prospecting game—so you can approach each interaction with calm, genuine curiosity. Key Takeaways Stop trying to prove you’re the expert. Prove you’re the right person to uncover their unique issues. Detach from the outcome. Your job is to see if you can help, not to force a close at any cost. Ask better questions. Use your ongoing research and pattern recognition to frame questions that reveal real pain points. Stay curious. The information age isn’t slowing down, so never settle for “I’m already up to speed.” Aim for trust, not just data. Even if a prospect has all the facts, they still need someone to interpret and guide them effectively. Consultative selling in an information-saturated world requires humility, expertise, and the courage to say, “Maybe this isn’t right for you.” Yet when it does match, the value you provide extends far beyond what any self-guided research can deliver. If you’re ready to transform how you engage clients, let consultative selling lead the way—stepping in with curiosity, listening intently, and building solutions that align with real problems. Got a question or challenge for me? Head over to salesgravy.com/ask to share what’s on your mind. We might feature your question next and help you refine your approach to sales—consultative or otherwise.

We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder.  As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from the US stock market in two days. These losses compounded in markets all across the globe. If you were brave enough to take a peek at your 401k, I have no doubt that you felt this pain and at least a twinge of the fear that raced through business communities across the globe.  Uncertainty and a Stream of Bad News In an instant, everything changed. Starting today, selling just got even harder. Your buyers are facing uncertainty and a relentless stream of bad news; and where there is uncertainty, your prospects and customers will put off making decisions and doing anything that they perceive as risky.   The penalties for making mistakes can be severe. Mistakes can put their business, company, career, finances, or family at risk. This is why, for buyers, doing nothing–making no decision–is often the emotionally safe choice, even when staying put is illogical. In Uncertainty Buyers Start Scrutinizing Your Sales Behaviors In an environment of uncertainty, when buyers feel even the tiniest bit of unease about you, they will not buy from you.  This is the human negativity bias: Negative perceptions have a greater impact than positive perceptions when it comes to decision making.  Buyers will be scrutinizing your every behavior, word, and action. They will not be looking for what you are doing right, they will only see what you do wrong. Anything negative will stick out like a sore thumb.  Their negative perceptions about you cause distrust. Your good intentions don’t matter because buyers are judging you based on their intentions, not yours. If they don’t trust you, they will not buy from you.  You Must Sell Better During Times of Uncertainty To win consistently, during times of uncertainty you must sell better. You need to bring your A-Game into every sales conversation.  You must commit to executing the sales process as perfectly and faithfully as humanly possible. No mistakes. No shortcuts. No mediocrity.  You must sell as if there is no margin for error. When the stakes were lower, buyers may have given you the benefit of the doubt and agreed to move forward even when they are still unsure. But not now. To close the sale, you must be perfect.  There is No Sales Easy Button Of course, with the suddenness of this massive economic disruption it is human nature to seek out Jedi mind tricks to make things easier. I’ve got some harsh news for you. There isn’t anything easy about selling in a crisis of uncertainty. Nor are there mystical Jedi mind tricks that will help you set appointments on prospecting calls, handle objections, or close the deal in this environment.  If that’s not what you wanted to hear, I’m sorry. Money Monday is a no-pander zone. Here you’ll only hear the brutal truth.  And the truth is that no technique, no move, no play, no gambit will save you from failure should you get lax with the basics and fundamentals of selling.  When you show up and throw up, rush headlong into sales calls without planning, pitch rather than discover, challenge before understanding, fail to build emotional connections with stakeholders, and ask for the sale without earning the right, you’ll hit the brick wall of objections at maximum force–and people will not buy from you.  If you take shortcuts in the sales process, you will experience stalled deals, prospects will ghost you, and competitors will eat your lunch. Your income will drop along with your reputation which can put your career at risk when the stakes for failing are highest.  Execute the Sales Process Perfectly Sales outcomes in this environment are predictable based on how you leverage, execute, and advance opportunities through the sales process.  When you faithfully execute each step of the sales process, you create certainty for your buyer, lower the risk of moving forward, set yourself apart from competitors and bend win probability in your favor. You will close more deals, make more money, and succeed in this uncertain economic environment. It’s the truth, and it’s a guarantee. Read or Listen to Selling in a Crisis Jon Kabat-Zinn once said, “You can’t stop the waves, but you can learn to surf.” What I want you to do right now is read my book Selling in a Crisis. It is available in hardback, kindle, and audio. I wrote and recorded this book to be your companion and help you stay motivated and sell more in moments like this. Selling in a Crisis gives you 55 short, easy to consume lessons that will help you will find the inspiration and confidence to rise above all of this negativity, catch your wave, and take control. Remember that no matter what’s happening in the economy you are always in control of your actions, re-actions, and mindset. After you purchase your book, download the FREE Selling in a Crisis Workbook. It will help you navigate the lessons and put them into action.

All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.  Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called ‘best practices’—the ones that average reps cling to. Top performers don’t just follow the playbook. They know when to bend the rules, take calculated risks, and do what it takes to win. https://www.youtube.com/watch?v=aDTi-bw6wtU Be a Pattern Breaker The greatest don’t stick to rules and expectations. They forge their own path in a sea of conformity. They constantly reinvent themselves and their practices to push boundaries and find new ways to win. What you won’t see is an elite sales rep following the same script day after day and struggling to escape mediocrity. As venture capitalist Mike Maples Jr. put it on this week’s Sales Gravy Podcast, “People who are winning are the ones who change the rules and tell people how to think about it.” Now’s the time to shake up your own sales routine and adopt the practices of Ultra High Performers. Fanatically Prospect You don’t have an option—prospect every day, or get left behind. The pipe is life. If you’re not feeding it, you’re starving. Fanatical prospectors don’t just carve out time—they demand it. Every single day. You make calls, period. Distractions? They don’t exist.  But too many sales reps think they need to follow traditional suggestions: Prioritize research over calls; call when you think your prospects will be available; warm leads up with social touches and emails. These “rules” are screaming to be broken. There’s no room in sales to avoid cold calling. The telephone is still the single most powerful weapon you have when it comes to selling. Sure, the norm is to hate cold calling, avoid the phone, and send out dozens of emails because it’s easy. Rule breakers don’t do easy—they’re on the phone every day. The best reps value prospecting and know that—even when they’re closing deals—they need to be watching out for tomorrow. Mediocre reps make fewer calls, qualify fewer prospects, and close fewer deals. Don’t be mediocre.  Ruthlessly Disqualify; Pursue Those Who Will Buy Never waste your time on a prospect who simply won’t pull the trigger. There are lots of tire kickers out there who will intentionally or unintentionally waste your time. Recognize early the deals that will never be done. Most sales reps chase every lead because they’re told to ‘always be closing.’ The best reps break that rule by disqualifying early. Be intentional in your discovery; ask all pertinent questions before spending precious time wooing a lead.  You don’t have time to find out weeks down the road that your prospect wasn’t the decision maker or that there’s no budget for the deal. You can even disqualify before you start prospecting. When generating cold calling lists, zero in on a subset of your market that is most likely to buy—don’t squander energy parsing through every single business simply to tell your boss you called everyone.  Jerome, a media rep in Texas, covered all of Austin. Instead of cold calling tens of thousands of businesses, he zeroed in on the ones most likely to be in the market for his services and who could afford them. He weaned out businesses that weren’t strictly his target demographic and saved himself thousands of useless calls.  Break the norm by cutting deadweight fast. Play the Long Game  Mediocre reps make useless calls and let the fear of annoying prospects sabotage their follow up game.  Forget the outdated advice about not being ‘too persistent.’ Elite pros break that rule and keep showing up until they hear ‘yes’ or ‘no.’ They bend the rules of social niceties (i.e. don’t annoy your prospect) and keep calling, no matter how long it takes. Xant found that 50% of sales happen after the 5th follow-up, but most reps stop at 2.  But it can take 20+ touches to engage a cold prospect. And great reps don’t stop there. While most sales reps give up after a few attempts, rule breakers defy conventional wisdom by relentlessly pursuing prospects, knowing that success often comes after many touches. I once picked up a call from a rep on the 73rd time he called. I admired the persistence. Had he stopped at 72, all he would have gotten was my voicemail and a missed opportunity for my business. The lesson? Don’t let the rules of polite society stand in your way when prospecting or following up. Be the interrupter that you are and keep interrupting until you get in front of or back in front of your lead. Don’t limit yourself to only calling either.  Break out your social prospecting skills with LinkedIn connections, comments and notes. Send emails. Send snail mail.  Find your way to a conversation—and potentially a deal. Be Willing to Walk Away Prospects can smell your misery. And they won’t respond when you’re overly eager, pushy or driving the deal too fast. Top reps master the ‘takeaway,’ knowing when to make it seem like the deal might no longer be available. It’s about leveraging the fear of loss to make the prospect more eager to move forward. If you approach a deal knowing you’re behind on your quota and lagging at the end of the quarter, you’re doomed because desperation stinks. Sometimes ‘never take no for an answer’ and ‘always be closing’ just won’t work—rule breakers know when to execute the takeaway, forcing the prospect to make a decision and potentially flipping the deal in their favor. Rule breakers won’t push endlessly for a deal with someone who can’t make a decision. They’ll walk away knowing it will force a choice that could land in their favor. Strikeouts Don’t Matter Rule breakers aren’t concerned with closing every deal. Sure, that’s the ideal. But the best reps know that strikeouts don’t matter. You’re going to swing and miss the majority of the time in sales. That’s a fact. The best reps close just 15%-20% of the time. It’s the grand slams that really count. Most reps play it safe, always sticking to small deals and quota-chasing. But rule-breakers hit singles and doubles week in and week out—and go after whales. Winners know not to let a big deal slip by just because it’s hard, going to take extra time, or might not pan out.  Elite sales reps know when to go big at the bat. You should, too. Keep swinging until you knock one out of the park. Break the Rules. Win More Deals. Sales isn’t about playing it safe—it’s about playing to win. The best reps break the rules that hold them back and push past the limits of “how it’s always been done.”. They prospect fanatically, refuse to waste time on dead-end leads, and chase big deals without fear of striking out. They don’t let outdated processes or hesitation slow them down. At the end of the day, the scoreboard doesn’t care how well you followed the rules—it only cares about results. So step up, take bold swings, and keep breaking the norms that don’t serve you. There’s still time to work on your Q2 goals. Check out our Goal Planning Guide for tips on how to crush your numbers this quarter.

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen. Why Sales Coaching Is Essential Sales is a skill position. Even the best reps lose their edge if they’re left on their own for too long. Much like elite athletes, sales professionals need ongoing input to fine-tune their mechanics, recharge their motivation, and keep small errors from turning into big problems. Coaching can be the difference between a rep who has plateaued and one who keeps climbing—because it provides immediate, personalized feedback when it counts most. From Knowledge Acquisition to Knowledge Application Training is vital for learning new strategies, product details, and selling techniques, but it doesn’t guarantee that anyone will actually use those ideas. That’s where coaching comes in. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance. But when coaching supports training, skill application soars—along with results. Leading, Managing, and Coaching: The Three Pillars of Leadership Sales leadership has three core pillars. Leading sets the emotional vision of where the team is headed. It’s getting people emotionally connected to a future state. Managing is driving the step by step processes that execute strategy. Coaching is developing your people to execute at a high level. It is the force that keeps every member of the rowing in the right direction. Think about it this way. 90% of strategy (leading) is execution (managing) AND 90% of execution is people (coaching). Everything depends on people which is why you can’t afford not to coach. Sales Leadership and Coaching Priorities Leaders who prioritized weekly one-on-ones, real-time one-to-one coaching, and rigorous sales pipeline reviews consistently deliver better results and productivity. One of my top clients reconfigured its leadership approach with inside sales reps, focusing on call-by-call coaching in real time. While the broader industry shrank, this company grew by over 20%. The common thread? Leaders were present. They weren’t waiting for problems to surface; they intervened early and often, guiding reps through each challenge. Why Simply Showing Up Makes a Difference Leaders sometimes fear that sitting with their reps will feel intrusive, yet just being there raises performance. When a coach or manager listens in on a sales call or rides along on an outside sales appointment, reps immediately sharpen their focus. They’re more likely to use proven techniques and avoid shortcuts. Even better is when the leader offers coaching in the moment—helping the rep pivot if the call starts going sideways. Catching issues before they snowball is how reps maintain a consistently high standard of performance. The Power of Being Side by Side One sales organization I work with discovered, after a big dip in sales productivity, that none of its sales managers were spending time on the floor. Rather than spending time on the sales floor coaching, the leaders were in their offices, behind closed doors grading calls. As soon as the managers started actively coaching—right next to their people, live—the entire team’s win-rates rose sharply. True coaching works best in real time, because your rep can implement what they just learned to get better on the next call. The Culture Shift from Transactional to Consultative When a coach is on the floor or in the car, they can see how a rep handles difficult questions, responds to objections, or frames value to a hesitant buyer. This immediate feedback helps sellers move beyond rote “scripts” to deeper conversations about the client’s real needs. Over time, that consultative style becomes the team’s default approach. The rep’s confidence grows and the client feels genuinely heard leading to higher win-rates and a better buying experience. That shift can’t be taught in a one-off session; it must be nurtured call after call, meeting after meeting. Effective Sales Coaching is Personalized Ongoing coaching is the lever that prevents skills from slipping and helps each rep adopt best practices in a way that feels authentic. Like a golf pro practicing with a swing coach at the range before a major tournament, a dedicated sales leader who invests in day-to-day coaching can bring out the absolute best in each team member—and transform the entire organization’s culture in the process. Make time for real-time coaching. Recorded reviews are helpful, but nothing beats observing and intervening on the spot. Remember that your physical presence boosts performance. Your reps behave differently just by knowing you’re there to guide and support them. Treat each rep’s challenges as unique. Coaching is a customized process that addresses individual gaps in skill, mindset, or strategy. Embed coaching into your culture with weekly one-on-ones, pipeline reviews, field visits, or inside call monitoring. Whatever your model, consistency is everything. When you, as a leader, close your computer and get away from the dashboards and reports to spend time on the sales floor or out in the field with your people, you’re showing them that you care about them and value their growth as much as you value hitting the numbers.  And that belief, investment, and attention, tends to come back around in the form of higher motivation, better relationships, and more wins. Coaching also turns mistakes into momentum. You catch a slip in the moment, you fix it, and—boom—your rep is back on track for the rest of the day.  Without coaching, a single bad call or awkward client meeting can spiral into a week of self-doubt.  So if there’s one takeaway I hope you’ll remember, it’s this: Your direct presence and real-time feedback are the secret sauce that keeps your sales engine humming, your people engaged, and your culture thriving. If you have a question for me or want help working through a challenge or roadblock head to salesgravy.com/ask

This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming out of Q1, and what you need to adjust and think about as we move into Q2. Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin with an honest evaluation of your Q1 sales performance. It’s likely that your performance falls into one of three scenarios:  You Crushed It – You had a killer quarter, blew away your goals, and you are walking on cloud nine.  You Hit Quota – You’re on track and right where you are supposed to be against your number You are in trouble – You missed your number, are behind quota, and are feeling the pressure. Incredible Quarter. Crushing It! If You Crushed It, and you’re on the top of the ranking report: Congratulations, this is exactly where you want to be at the end of Q1. Being ahead of your number now is an insurance policy against unforeseen setbacks in the future.  It also can make life much easier if your sales plan and quota gets bigger in the back half of the year as many do.  The most important thing you can do right now is conduct a deep dive analysis of your pipeline. It’s not unusual to work hard to close so many deals at the end of the quarter that you start off in a weak position at the beginning of the quarter.  Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. Then get to work immediately building the pipe you need to hit that goal.  Do not wait to do this. With a great quarter behind you, the temptation will be there to take a breather and take your foot off of the accelerator. After all, you deserve it. But be very careful because if your pipeline needs work, the failure to take immediate action will come back to bite you.  If you feel a bit burned out from working so hard to deliver such a great quarter, it might make sense to take a few days off to rest, recover, and recommit to your goals or raise the bar with stretch goals. You’ve set the foundation for what could be a massive year and a trip to the President’s Club. Take advantage of what you accomplished in Q1 to get even better in Q2. On Quota. On Track. If you hit your quota in Q1 and ended up right where you should be: Nice job! Quota isn’t easy to achieve. You’ve executed and done exactly what your company asked you to do. You’ve kept your promise.  Your biggest challenge now is that it’s not going to get any easier as the year progresses. You’ll need to keep executing and keep grinding.  For you, this is a good time to step back and take a look at what is working well for you, where you can improve, and where you might have gotten off track. It’s a good time to reacquaint yourself with the basics and fundamentals that create success in both sales and your industry.  Of course, after battling it out in Q1 you may need to refill your tank. This is the perfect time to double down on investing in yourself. With so much volatility in the market place at the moment, I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University.  I’ve always found that investing in myself and learning gives me a boost of energy and motivation when I need it the most.   Bad Quarter, In Trouble If you had a bad Q1 and you are behind your number, then you are likely in trouble and are feeling the pressure. You might already have been put on a plan, which is not fun. The good news is that this is survivable, if you choose to survive. I know this isn’t where you want to be. No one tanks their sales number on purpose. But where you are now is almost always a result of small slips in discipline that added up over the course of the quarter and led to the hole you are in now. And the first rule of holes is when you are in one, stop digging.  Take Control of Your Time & Priorities If you are honest with yourself, over the past three months, you haven’t managed your time well or focused on the right priorities. So if you want to survive the predicament you are in, this is exactly where you want to start.  Success in sales comes from a relentless focus on putting new opportunities into your pipeline and advancing them through it. Everything else is academic. Sadly, when salespeople get behind the eight ball, it is almost always because they are spending their time on everything else.  Therefore, if you want to make a comeback in Q2, you need to sit down with your calendar right now. Start with creating non-negotiable time blocks on your calendar at the beginning and end of the day during which you will dedicate focus to prospecting. Every single day.  Then continue blocking time so that every moment of your prime selling time (golden hours) is dedicated to activity that is either adding new deals to your pipeline or moving them through your pipeline. Nothing else matters. Anything else needs to be removed from your calendar or done before or after the golden hours.  The process of re-prioritizing your calendar, day, and activities can be very challenging—especially when you are under pressure. If you struggle with this, ask your sales leader for help or seek out a coach. If you don’t have a coach, my coaches are standing by to give you a hand. Just go to SalesGravy.com/coach to schedule a free assessment and consultation.  Avoid Shortcutting the Sales Process As you work to pull yourself out of your hole, it is crucial that you avoid taking short cuts and skipping steps in the sales process. When you are under pressure it is natural to want to speed up and get a win. In this emotional state you come off as pushy, pitchy, insecure, and desperate to buyers—rather than relaxed and confident.  People don’t buy from desperate salespeople. Therefore, no matter how impatient you feel, slow down and execute each step of the sales process. That’s the real key to improving your win-rate.  Love Money Monday? Follow the Money Monday Playlist on Spotify.