Sales Gravy: Jeb Blount

Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years? That’s the challenge facing Greg Hirschi from Colorado. He’s the new executive leader of an 18-year-old company selling ethics assessment services to professional licensing boards. They’ve expanded from an entrepreneurial model to a small team with one salesperson and one customer service representative. The goal is aggressive growth, and Greg needs to know where to focus his limited resources to get the biggest bang for his buck. If you’re nodding your head right now because you’re in a similar situation, pay attention. Because the mistakes you make at $300K will haunt you at $3 million. The Resource Reality Check Let’s be brutally honest about what a $300K revenue company means: You have no money. You have a razor-thin budget. You have one salesperson and one leader trying to do everything. At this stage, you have exactly one priority: REVENUE. You don’t have the luxury of fixing operations, perfecting your tech stack, or building elaborate systems. You need to sell. Period. Here’s where most small companies screw this up. They think selling means taking anything with a pulse. If it can fog a mirror, they’ll do business with it. That’s a death spiral disguised as growth. The Operator’s Dilemma Greg comes from an operations background. He’s analytical, process-driven, and systematic. Those traits are incredible assets for building a business, especially when the goal is to scale fast. But they can also be a liability when managing salespeople. Here’s what happens: Operators think in systems and logic. Salespeople think in relationships and emotion. Operators want everything organized and predictable. Salespeople throw deals on the table that are messy and unpredictable. If you’re an operator trying to lead sales, you need to understand this fundamental tension. Your salesperson is out there getting hammered with objections every single day, building narratives in their head about why people won’t buy. You’re thinking, “Just brush it off and do it again. What’s wrong with you?” They’re thinking, “You have no idea what it’s like out here.” This is why reading New Sales Simplified by Mike Weinberg is non-negotiable if you’re an operator managing sales. You need to learn how salespeople think, how they operate, and how to lead them effectively without losing your mind. Start With Your ICP or Die Trying The single most important thing Greg needs to do right now to scale is get laser-focused on his Ideal Customer Profile. Not kind of focused. Not “we have a general idea.” I mean obsessively, precisely, ridiculously dialed in on exactly who they should be targeting. Why does this matters so much at $300K? Greg’s salesperson has a $600K pipeline and will close 50% of it. Sounds great, right? But if half those customers churn because they’re the wrong fit, requiring constant re-education and hand-holding, Greg’s salesperson will get stuck in account management mode. They’ll stop prospecting for new business because they’re too busy re-selling existing accounts. That’s how you stay stuck at $300K forever. Your ICP drives everything. It determines your messaging, your marketing, your presentation materials, and which stakeholders you need to reach inside target organizations. It helps you build relevant social proof stories. It allows you to coach your salesperson on handling specific objections instead of generic brush-offs. Most importantly, it gives you guardrails. You can ask your salesperson in pipeline reviews: “Tell me the strategic reason why we should chase this account. How does it fit our ICP? Why is this worth our limited resources when our singular goal right now is growth?” When you’re running a $300K company with one salesperson and one leader, you cannot afford to chase every deal. You need to focus on the right deals that will close and stick around. The Resell Problem Greg’s company doesn’t have contracts. They discovered that larger organizations with stable staff become sticky customers once they see the value. Smaller organizations with high turnover require constant re-education and reselling. This is not how you scale. If you don’t segment your market correctly and build processes around retention, you’ll hit a wall fast. Your salesperson will close deals, then get pulled back into account management, abandoning the pipeline. Salespeople will always choose talking to people they already know over talking to strangers. You don’t have this problem yet at $300K. But you will as you begin to scale. Start thinking strategically now about your retention process and which customer segments are worth the ongoing investment. The Foundation That Changes Everything Getting your ICP right isn’t just about qualifying accounts. It’s about building a foundation that allows you to scale without constantly backtracking to fix problems you created by going after the wrong customers. Every time you chase the wrong deal, you’re creating downstream problems. You’re wasting limited resources. You’re building frustration in your team. You’re teaching your salesperson bad habits about what constitutes a qualified opportunity. The leap from $300K to $600K in annual revenue is hard. The leap to $1.2 million is harder. The leap to $3.5 million is brutal. But if you get the foundation right now while you have backing and support, those leaps become exponentially easier. Your Playbook for Growth Start with objection handling fundamentals that are specific to your ICP. When you know exactly who you’re targeting, you can anticipate their concerns and craft precise responses that resonate. Build your messaging around the multi-threaded stakeholders in your target organizations. Who needs to be involved in the buying decision? What does each person care about? Create a systematic, process-based approach to pipeline management. As an operator, this is your superpower. You can bring discipline and structure to a highly emotional profession. The Bottom Line At $300K, you’re essentially starting from scratch. You have aggressive growth targets, limited resources, and one shot to get this right. Stop being reactive. Start being strategic. Get obsessed with your ICP. Build processes around the right customers. Coach your salesperson with precision instead of frustration. That’s how you scale from $300K to millions. That’s how you avoid the mistakes that kill small companies. And that’s how you build a business that doesn’t just grow, but grows sustainably. The good news? You have the backing to do this right. Don’t waste it chasing the wrong customers just because you need revenue today. Build the foundation that generates revenue for years to come. Lead your salesperson, focus on the right deals, and scale from $300K to millions—start Jeb Blount’s Sales Leadership Essentials course on Sales Gravy University today.

I’ve been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a customer.” My favorite posts are from salespeople who took this advice, called a customer, and were surprised—even stunned—to discover that their customer actually wanted to talk. It’s more proof that buyers are starving for real, authentic, human-to-human conversations with their sales reps and account managers. When Sellers Make Their First Call in YearsI saw one post yesterday from an account manager who said that, for the first time in years, he had picked up the phone and called a customer. In his post, he described how rewarding it was to have a real, live conversation—as if this was some new revelation. He said that even though the phone was “old school,” he had given it a try because his customers weren’t responding to his emails anymore. Although I’m super pleased to see that salespeople are rediscovering the power of the humble phone, I was bothered by this particular post because it is an indictment of just how far the sales profession has fallen over the past few years.It also exposes the malpractice of this guy’s leadership team. Seriously, how is it possible that his leaders and company allowed him to avoid having actual conversations with his customers for years? Pick Up the Phone and Talk to Your CustomersAccount managers who are not talking with their customers, the ones who keep their customers at digital arm’s length and send random “just checking in emails,” are swinging the door open and inviting competitors in.When you fail to proactively manage relationships—when you don’t talk with your customers—those customers end up talking to your competitors and considering other options.Nearly 70 percent of customers are lost due to neglect. Not prices, not products, not the economy, not aggressive competitors.Neglect! They feel the sting of being taken for granted. If you’ve ever been taken for granted (and I bet you have), you know that it makes you feel unimportant, small, and resentful, which can lead to the feeling of contempt.Resentment and contempt are the two most powerful negative emotions in the pantheon of human emotions. They are the gangrene of relationships, festering below the surface, slowly rotting away the connections that bind people together until the relationship is destroyed.The good news is the secret to defending accounts is completely in your control. It’s simple. Pay attention to your customers.And guess what? A simple, regular phone call can make all the difference. Just pick up the phone, dial their number, and ask or say:How are you doing?What can I do to help you?I have an idea for you.  Have a great weekend.Thank you for your business.Regular telephone contact ensures that you are top of mind with customers. Hearing your voice lets them know that you care. It doesn’t need to be anything particularly special. You don’t need to schedule it on their calendar. You don’t need a reason to tell your customers that you appreciate them. Pick up the phone and say “hello” because it doesn’t cost a thing to pay attention to your customers.A “How AI Will Replace You” Reality CheckBut it’s not just that account manager and his company. Rather than picking up the phone and talking with people, sales professionals everywhere have replaced this beautiful, synchronous sales communication tool with email.This aversion to talking with people by phone has become so acute that at least half of Sales Gravy’s training and consulting engagements have focused on one thing: Teaching and compelling salespeople to pick up the damn phone and just have real-time human conversations. So, let’s start with a reality check:The telephone is not old school. Talking in real time with your prospects and customers on the phone is not old school. Pay attention: Talking with people is THE School with a capital THE. That’s what you get paid to do. The more people you talk with, the more you will sell. And the easiest, fastest, lowest-friction means of talking with people is by phone. Last Monday, I discussed the reasons why AI will not be displacing sales professionals any time soon. I made the argument that sales is the most human-centric career choice in the age of AI. But there is a caveat. If you choose to keep your customers and prospects and digital arm’s length or if you avoid engaging in synchronous conversations by phone, in-person, or video, AI can and will replace you. The Workhorse of SellingEver since Alexander Graham Bell uttered the first words on the first phone over 140 years ago (Mr. Watson, com here, I want to see you.) the telephone has been the workhorse of selling. The telephone has always been and will continue to be your most powerful sales tool.I’ll bet my next book royalty check that there is a phone near you right now. People sleep with their phones, eat with their phones, and are more likely to lose their car keys and wallet than their phone. Though it is probably used more for texting, posting selfies, and watching cat videos, if you dial a number, in an instant, you can be in a sales conversation.So, I’m going to say this one more time, slowly, for the folks in the back of the room who are still not tracking. You get paid to talk with people. There is no other tool that will connect you to people faster, deliver better results, fill your pipe more effectively, and help you cover more accounts and ground in less time than the humble telephone. The Lazy Excuse for Not Using the PhoneIf you are one of the many salespeople who are quick to say, “My customers like it better when I use email,” I’ve got a message for you. The “My customers like it better when I use email” trope is primarily a BS story that YOU keep telling yourself to justify why YOU are not talking with people.This lazy excuse is why so many salespeople have devolved into asynchronous sellers. Trust me, if you keep this behavior up, the robots are coming for you.I’m not downplaying email as a sales channel. There are plenty of situations when email is the most appropriate communication tool. What I’m trying to get through to you is that when you consistently default to an asynchronous communication channel like email—because emotionally it’s easier for you to keep people at arm’s length—human connections begin breaking.How the Phone Improves ProductivityWhat’s beautiful is that the phone can make you more productive. In so many cases, one short phone conversation can replace five or more emails and the frustrating back and forth that comes with them. When there is a misunderstanding, before you reach for your keyboard to blindly send another email, stop and pick up the phone.Over my many years in business, I’ve found that the phone is the quickest and most effective way to easily solve problems and handle sales tasks that require human-to-human connection.  When in Doubt, Pick Up the PhoneI live by a simple sales mantra: When in doubt, pick up the phone.Got a customer service issue? Pick up the phone.Have a misunderstanding? Pick up the phone.Want to stay in touch and keep your relationships anchored? Pick up the phone.Need a reference or a referral? Pick up the phone.Have a question? Pick up the phone.Need to follow up? Pick up the phone.Deal stalled? Pick up the phone.Need to qualify an opportunity or identify a buying window? Pick up the phone.Before you schedule yet another excruciating Teams or Zoom meeting? Try giving your customer a call. I’m positive that they’ll appreciate not needing to schedule time on their calendar and be on camera when you can both just jump on the phone. Empty pipeline? Put the cat video down and pick up the damn phone!And when it’s the end of the day and you’re tired and ready to go home, always stop and will yourself to pick up the phone and make one more call. If you haven’t ordered my book The LinkedIn Edge yet, stop now and take action. This instant bestseller will transform your relationship with LinkedIn, give you new tools and techniques for using LinkedIn for prospecting, and make you a lot of money. Here’s what one five-star reviewer said on Amazon: “I’m impressed by how Jeb cuts through the noise and delivers sales insights that feel practical, human, and immediately useful. What stood out to me is how he shows you not only how to leverage LinkedIn & AI to increase sales, but also how to bring the human side back into the process—reminding us that relationships are at the heart of sales.” ————————————————————————————————————————If you don’t have The LinkedIn Edge, go now and get your copy at Barnes & Noble or Amazon.

Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota?The real issue? Most sales leaders are managing activity instead of developing people. They’re applying pressure instead of addressing the mental blocks that sabotage performance before reps ever pick up the phone.The Real Problem Holding Back Sales TeamsWalk into any sales bullpen and you’ll hear the same beliefs on repeat:“I’m not good at cold calling.”“Nobody wants to hear from me.”“I don’t know if I can hit these numbers.”Most leaders dismiss this as an attitude problem or lack of confidence. So they fire up the team with a motivational speech, send everyone back to their desks—and nothing changes.Here’s what’s being missed: These aren’t attitude problems. They’re belief systems that determine behavior. And behavior determines results.Nobody was born knowing how to sell. Your top performer didn’t start with the ability to handle objections or close deals. They learned it. But the reps who believe they can’t learn it won’t put in the work to improve. They’ll make half the calls, avoid the hard conversations, and prove themselves right.The real work of building elite performers is getting inside your reps’ heads and rooting out the thought processes that are killing their performance. That’s where true coaching separates managers from leaders.Why One-on-One Coaching Unlocks GrowthGroup training builds skill, but addressing mental blocks requires one-on-one coaching—where you can dig into patterns, ask uncomfortable questions, and challenge unhelpful thinking.Why does this rep always sabotage themselves right before closing a big deal? Where did this idea that “people don’t like being sold to” come from? What past failure is creating this blind spot?Good coaches shine a light on the patterns that people fail to recognize or flat-out avoid. They name the behavior that’s been there all along, but no one wanted to confront.Awareness alone doesn’t create change. Your rep can have that breakthrough moment where they realize they are the problem, and still fall back into the same habits.Real coaching means holding people accountable to the change they commit to making. It means checking in, following up, and not letting them slide back into old patterns when things get uncomfortable. That’s the difference between feel-good conversations and actual performance improvement.The Coaching Gap in Sales LeadershipMost sales leaders don’t actually coach. They manage activity, review numbers, and deliver pep talks. But managing metrics does not build high-performance sales teams. Developing people does.Coaching starts with curiosity. It means sitting down one-on-one and asking questions that uncover what is really holding a rep back. Not “why didn’t you make enough calls?” but “what made those calls hard to make?”Sometimes the barrier is a belief. Other times, it is a communication issue between the rep and the leader. If you do not understand how each person communicates and processes feedback, you will keep missing the mark.When you tailor your coaching to match how a rep thinks and responds, conversations become more productive and performance starts to shift. That is how coaching turns from another meeting on the calendar into a catalyst for real growth.Creating an Environment Where New Reps Actually DevelopThe best thing you can do for your team is lower the pressure on outcomes and increase the focus on process. This doesn’t mean accepting mediocrity—it means being relentless about the activities while being patient with the results.Your new reps are going to struggle. It’s a reality you have to accept, not a problem to solve. They need to fumble through bad calls, make mistakes, and learn from real conversations with prospects. You cannot prepare someone to be good at sales. They have to do it badly first.The question is whether you’re creating an environment where that’s okay. Where making a mess is expected, and failure is part of the learning process, instead of a reason to panic about their future with the company.Consider the typical new rep experience: second week on the job, a prospect tears them apart on a call. The bullpen laughs. The rep feels like an imposter. They’re making dozens of dials a day and destroying every conversation.But if they keep showing up and keep making calls, something happens: They get slightly less terrible every week. That’s the compounding effect you need to protect in your team. Consistency over time produces skill development. But only if you don’t crush people’s confidence before they have a chance to build competence.Your job as a leader is to set clear activity expectations, hold people to them, and trust the process. Make 50 calls. Talk to 10 decision-makers. Run 5 demos. Do that every day for three weeks and watch what happens. The skills develop naturally when the reps are unavoidable.You can’t do this if you’re constantly freaking out about weekly results or applying pressure instead of providing coaching. High-performance sales teams aren’t built on fear. They’re built on consistent execution supported by leaders who actually develop their people.What Building a High-Performance Sales Team Looks Like in PracticeWorking one-on-one with reps creates breakthrough moments. They start to recognize the patterns that have been holding them back—the beliefs that quietly shape every call, and the habits that limit their results.But breakthroughs only matter if they lead to change. The real coaching happens in the follow-up:Check in regularly. Ask what they’ve done differently since your last conversation.Revisit commitments. Remind them of what they promised to work on.Hold the line. Don’t let them slip back into the comfort of old habits.Celebrate progress. Reinforce small wins that build long-term confidence.That’s the unglamorous work of building a high-performance sales team. It’s not about motivational speeches or new methodologies. It’s consistent, intentional development of each person on your team.Professional athletes have coaches. CEOs have coaches. Your sales team deserves the same level of focus and accountability. Managers track numbers; coaches develop capability.Beyond Activity: Develop the People Behind the NumbersBuilding high-performance sales teams through connection instead of pressure doesn’t mean ignoring activity—it means understanding that activity is only effective when driven by the right beliefs and behaviors.Most of the time, it’s not effort. It’s not laziness. It’s mental blocks that determine behavior. What people do drives what they achieve. If you want different results, you need to address the thought processes first.This requires coaching people individually, having uncomfortable conversations, creating an environment where consistent execution is valued over short-term outcomes, and staying with people through the messy middle of skill development.Pressure doesn’t create lasting excellence. It burns people out and creates a revolving door of mediocre performers who never stick around long enough to get good.Connection is what separates high-performance sales teams from those that simply survive.When you connect, you don’t just hit the number—you build a team that crushes it again and again.Most sales leaders know they should coach—few actually know how. Learn the framework that works and book a free consultation. 

Here’s a question that’ll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best? That’s the question Andrew Osborne from Pittsburgh brought to me. Andrew works in direct selling and network marketing, specifically health and wellness nutrition supplements. Like most MLM leaders, he’s frustrated watching new recruits default to the guru-approved strategy of posting on Instagram and waiting for the magic to happen. Spoiler alert: The magic never happens. If you’re nodding your head right now, you’re not alone. The “social media is the new cold calling” myth is one of the most damaging lies being sold to new direct sales representatives today, and it’s costing MLM organizations their best potential talent. The Social Media Trap: When Easy Becomes Impossible Remember that story in Fanatical Prospecting where I went head-to-head with someone who swore their social media guru had all the answers? I said, “Great, you do yours for a week, I’ll do mine for a week, and we’ll test it out.” Guess who won? Here’s the brutal truth: Posting on social media feels easy because it lets you keep people at arm’s length. You don’t have to face rejection. You don’t have to interrupt strangers. You don’t have to have uncomfortable conversations. But here’s what actually happens. After two months of posting videos that get one view each and zero sales, your recruits quit. They’re demoralized, broke, and convinced MLM doesn’t work. The real problem? They were never taught how to actually sell. Why MLM Sales Training Is Harder Than You Think When Andrew recruits someone into his network marketing organization, they’re making two types of sales: selling the product and recruiting new team members. Most of these people have never sold anything in their lives. They came from every background imaginable except sales. Something happened in their life that made them say, “I want more.” That motivation is critical, but motivation without skill is just frustration wrapped in hope. The things they need to do are really hard. Nothing in their life has prepared them for what sales prospecting actually requires. They have to sacrifice what they want now (ease and comfort) for what they want most (their goals). That’s why the first question I ask every new recruit is this: What are your top five goals in the next twelve months? Not company goals. Not team goals. Their goals. Because if they don’t want something bad enough to go through the pain of rejection, nothing else matters. The Only Formula That Actually Works In MLM, there’s one simple formula that works every single time: Go talk with people. The more people you talk with, the more you recruit. The more product you sell. It’s that simple. Think about it this way. If you had a marketing strategy that could create all your product sales and recruiting automatically, you wouldn’t need an MLM. You’d just have an e-commerce business. The reason network marketing exists is because a network of people can spread the word and sell better than online ads. But here’s the problem. Talking with people means getting past your discomfort. It means interrupting a stranger in line at Walmart. It means seeing someone at church who mentions financial problems and saying, “Hey, what if I had a way to help you out?” Most people would rather post on TikTok than have that conversation. What to Teach Your MLM Team If I’m building an MLM sales training program for recruits, here’s exactly what I’m teaching them, in this order: First, teach them how to open conversations. Not pitches. Conversations. With strangers and with people they know. What’s the first question they ask? How do they approach someone in line at Walmart? How do they bring up their network marketing business with friends without being weird? Run drills on this. Practice it until it becomes muscle memory. Because if they can’t start the conversation, nothing else matters. Second, teach them how to listen. Most network marketing reps who actually work up the courage to talk to someone immediately blow it by pitching for five minutes straight. The prospect’s eyes glaze over and they walk away. The secret to sales influence isn’t what you say. It’s what you hear. Get the other person talking. Ask questions that trigger the self-disclosure loop. Find out what’s wrong in their life, what they’re frustrated with, where they’re feeling stuck. Third, teach them to build value bridges. Once someone is talking about their problems, your job is to connect where they are to where they want to be using your product or opportunity as the bridge. Tell stories. Use social proof. “I met someone three weeks ago just like you who told me the same thing. Here’s what they did, and here’s what their life looks like now.” New recruits don’t have their own stories yet, so give them yours. Give them other people’s stories. Teach them how to take what someone tells them and give it back in the context of how you can help. Finally, teach them to ask. Asking is the most important discipline in sales. If you don’t ask, you don’t get. But asking means you have to set yourself up properly so you can reduce objections before they happen. Stop Making Excuses, Start Having Conversations Look, I get it. Your recruits didn’t come from a sales background. They’re starting from scratch. They don’t know what to do. But that’s exactly why they need you to teach them the fundamentals instead of pointing them to another Instagram guru. Have some grace for them, sure. But also have some standards. Because if you’re not teaching them how to actually have conversations with real human beings, you’re setting them up to fail. The beautiful thing about selling health and wellness products? Everyone is a prospect. Everyone needs what you’re selling. Everyone you meet could potentially join your team. You have a 300 million person prospecting pipeline in the United States alone. Stop hiding behind social media and start talking to people. That’s how you build a real MLM business. That’s how you develop successful recruits. And that’s how you stop losing good people to the myth that posting and praying is a real strategy. Want to leverage LinkedIn the right way instead of just posting and praying? Check out Jeb’s new book The LinkedIn Edge and learn how to turn social selling into real conversations that convert.

You’ve probably heard it a hundred times lately—AI is coming for your job.Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that can do the work of ten humans in half the time.And if you spend too much time reading those headlines, it’s easy to start wondering, What happens to me? What happens to salespeople like us in a world where machines can do almost everything we used to do?AI is Here to StayYou can’t escape the truth. AI is going to change everything and impact almost every part of our lives. The train has left the station, and it will not be turning back.AI is going to displace a lot of people and jobs, but it’s not going to replace everyone.Because no matter how smart machines get, they can’t feel or connect the way you and I can. Sales is, and always will be, the ultimate human profession. It’s the one job built entirely on human emotion, human judgment, and human connection.What You Can Do That AI Can’tJust think about it:AI can write words. But it can’t create belief.It can predict who might buy. But it can’t build trust.It can score a lead. But it can’t lead a human being through uncertainty, fear and doubt while giving them confidence to make the right decision in complex situations. That’s what you do. That’s what we do. That’s what salespeople have always done—long before there was technology, long before there was AI, and long before algorithms tried to simulate emotion.In sales, it’s not about the product. It’s about the person. People buy you. What you sell might get you to the door, but it is how you sell that determines whether they let you in.  Every sale is a transfer of emotion from one human being to another. It’s the transfer of belief and confidence and trust.When a customer says “Yes,” they’re not just saying yes to a proposal or a price. They’re saying ‘Yes’ to you. No matter how powerful technology becomes, that moment—that human moment—will never be replaced by a line of code.As modern sellers, what we need to understand is that AI isn’t the end of selling. It’s just the next leap forward in our incredibly resilient profession. Keeping it RealAI will replace some salespeople, so we need to keep it real.There are reps who are lazy, transactional, and just go through the motions and never bother to think, adapt, or grow. Those reps will get left behind.So AI will not make sales professionals less valuable, but it will absolutely make the gap between poor and exceptional salespeople wider and more pronounced. But the top performers—the ones who combine human empathy with AI-powered insight—will be unstoppable. Because when you merge the intelligence of machines with the intuition of a human being, it becomes a force multiplier. How to Become Irreplaceable with AIRight this moment, top sales professionals and high-earners are elevating their performance with AI tools that do the grunt work. It’ll build your lists, do your research, automate your follow-ups, and write every sort of draft. It will give you more time for human-to-human connections: to listen, discover, develop creative solutions, persuade, and see the emotional context behind the data.The question isn’t whether AI will replace you. The question is whether you’ll use AI to become irreplaceable.It’s simple. AI can give you the right words to say. But only you can make someone feel something when you say it.AI can pull the data, do the research, and build your presentation. Only you can look someone in the eye and say “Trust me. We can solve this together.” and close the sale. Your Emotional Intelligence Seals the DealThat’s The AI Edge. It’s not about the tools. It’s about using the tools to amplify your humanity.In the age of AI, your #1 competitive advantage is emotional intelligence. It’s your ability to understand how people feel, adapt to their emotions, and guide them through uncertainty toward a decision.Think about the last time you made a big decision. It could’ve been buying a car, changing jobs, or moving to a new city. You didn’t make that decision because of pure logic. You made it because someone—maybe a friend, maybe a spouse, maybe a salesperson—made you feel confident. They helped you believe it was the right move.That’s exactly what elite salespeople do every single day. They help other humans feel confident. And confidence can’t be coded.As AI floods the marketplace with automation and shallow, synthetic communication, real human connection becomes even more valuable. Buyers are exhausted from automated everything and are craving authenticity they can feel.You Must Develop Your HumanitySo, what does this mean in practical terms? It means you need to double down right now on the one thing AI can’t replicate: your humanity.Develop your listening skills. Grow your emotional intelligence. Learn how to become a more convincing communicator. Build your skills for influencing buying decisions. Learn how to connect and build relationships with people.Because in our brave new world, soft-skills are the new hard skills. The future belongs to the sales pros who merge emotional intelligence with artificial intelligence.Leverage AI—Or Lose to ItLook, AI isn’t going away. You can choose to fear it, or you can choose to leverage it. You can choose to complain about it, or you can choose to get curious and learn. You can choose to stand still or evolve.Powerful AI still needs a human guide. A sales rep who understands how to lead a conversation, build trust, read a face, and feel what another person feels.That’s the magic of sales. That’s what makes our profession the ultimate human career choice.If you don’t have my new book The LinkedIn Edge: New Sales Strategies for Unleashing the Power of LinkedIn + AI to Cold Call Less and Sell More, go get this book now at Amazon, Barnes and Noble, and where ever books are sold. And remember, at the end of the day, when you’re tired, worn-out, and all you want to do is quit, always stop and make one more call.

The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They’ve mastered the fundamentals that turn prospects into customers and customers into advocates.If you’re ready to finish the year strong and blow past your quota, these five battle-tested sales strategies from previous podcasts will transform how you sell.1. Deliver an Unforgettable Customer Experience by Mastering Your EmotionsYour prospect doesn’t care about your bad morning or the three deals that fell through yesterday. When you walk through the door or dial their number, you’re the only conversation they’re having with your company today.Elite salespeople know emotional consistency separates closers from pretenders. Think of it like a pro golfer staying calm and cruising forward regardless of what happened on the last hole.As Jeb Blount explains: How your customer feels about you is more predictive of outcome than any other variable. They buy you first, and then they buy your product. They buy you because they feel safe, heard, and confident you will deliver.This means you have to compartmentalize every interaction. Your fifth appointment of the day deserves the same intensity and professionalism as your first. When you show up desperate, prospects sense it immediately. When you rush through discovery, they feel undervalued.Jeb emphasizes this critical point: Buying a house, car, or service is deeply emotional for the customer. Before every interaction, take sixty seconds to reset. Acknowledge whatever is bothering you, mentally file it away, then walk in focused entirely on their world and their goals.2. Commit to the Day One Follow-Up MindsetAsk yourself: How many times do you attempt to reach a prospect before quitting?If you answered three or four, you are leaving money on the table. Most reps quit after just three or four attempts, and sometimes without ever hearing a ‘No.’ They just stop and let leads rot in the CRM instead of risking rejection.As Jessica Stokes reminds us, top producers understand this: While you are tracking your sixth or seventh outreach attempt, for the prospect, every touchpoint feels like day one. They are busy running their business—not waiting for your call.The problem is not just the number of attempts; it is the spacing. When you leave a voicemail and wait a month to “give them space,” you lose momentum and start from scratch every time.The winning sales strategy is persistence with velocity. That means touching base every few days or weekly. When you maintain momentum, prospects remember you. The real failure is letting quality leads die because you are afraid to pick up the phone and risk hearing “No.”3. Turn Your Empathy Into a Weapon, Not a WeaknessIf you have ever hesitated before making a cold call because you thought, “I don’t want to bother them,” you are dealing with what Jeb Blount calls projection, and it is costing you deals.Projection happens when you assume prospects hate being interrupted as much as you do. You start deciding for them before you’ve even made the call.Successful salespeople recognize interruption is a professional necessity. Your job requires it; your income depends on it.Letting empathy paralyze your prospecting is dangerous. The internal conflict is real: You want to be an empathetic person, but you also have to be an interrupter.The mindset shift: Understand that projecting is the most dangerous thing in sales because you are deciding for your customer in advance what they want or need. Real empathy means showing up, asking sharp questions, and letting them tell you what they need. You cannot solve problems you never discover because you were too afraid to start the conversation.4. Build a Velvet Rope Around Your BusinessWhat if your clients felt less like transactions and more like VIPs getting an exclusive invitation? That is the power of the Velvet Rope framework, a human-centered sales strategy developed by Kristin Andree that makes prospects want to work with you.Kristin observed that people get excited to attend exclusive events. Her insight led to a three-part framework built around Know, Find, Love:Know your people: Get crystal clear on your Ideal Customer Profile (ICP).Find your people: Execute disciplined activity that consistently fills your pipeline.Love your people: Deliver experiences so exceptional that customers become your most effective marketing channel.The “Love your people” element is where most drop the ball. Kristin focuses on “surprise and delight”, doing something unexpected that clients don’t see coming.For example, giving personalized, curated gifts as a surprise creates a ripple effect. Clients talk about these personalized gifts with friends and colleagues, resulting in more referrals because there is a buzz about you. Curated clients don’t just stay; they sell for you. This is genuine relationship building at scale.5. Develop Velocity Mindset: Speed With DirectionMost salespeople confuse activity with progress. They move fast, make lots of calls, send countless emails, but they are not actually getting anywhere because they are chasing the wrong outcome.When Ron Karr asks what velocity means, everyone says “fast.” But that’s not velocity. Velocity is speed with direction. Direction requires knowing the destination before you start the journey. The biggest problem for most salespeople is that they are not going after the right outcome.Ron’s solution? Hold a board meeting with yourself. When you’re stuck or not getting traction, step back and reframe your thinking. Ask yourself: What outcome am I really chasing? Am I pitching features when I should be diagnosing the real problem?This shift in perspective changes everything. When you get clear on the outcome that matters to your prospect—not the one that matters to you—you stop competing on specs and start filling gaps that matter deeply to them.When you master the velocity mindset, the close becomes inevitable because you have made the decision obvious.The Choice is Yours. Stop Making Excuses.Elite salespeople don’t wait to “feel” motivated. They execute proven sales strategies daily, regardless. These insights from Jeb Blount, Jessica Stokes, Kristin Andree, and Ron Karr give you the roadmap to stop selling on hope and start selling with discipline and certainty.You have the knowledge. Now it is time to choose.Do you keep making excuses—or do you show up, execute, and finish strong?Start winning more on cold calls with our free guide: 25 Ways to Ask for the Appointment on Cold Calls, and boost your results today.

How do you prepare your mindset and create the discipline to be effective every single day? That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the pros from the amateurs in sales. Sales is the hardest profession in business. It’s the only job where you have to go out and find rejection and bring it home every single day. Every ask you make carries the potential to be rejected at a deep, painful level. That’s why we get paid so well. And that’s why most people can’t hack it. But the ones who do? They’ve figured out the secret. Find Your Carrot My friend Will Fratini from ZoomInfo nailed it when he talked about what motivates him, or what his carrot is. His five-year-old daughter once bought him a carrot Christmas ornament, and he carries it with him everywhere as a reminder of why he shows up every day. Here’s what matters: Your carrot needs to be specific and tangible. Not some vague “I want to be successful” nonsense. I’m talking about something real. A commission check of X dollars. A boat. Generational wealth through real estate. A college fund for your kids. Think of it like an old-time horse and carriage. You put a carrot on a stick in front of a stubborn horse, and suddenly it’ll go forward even when it wouldn’t before. That’s what your carrot does for you when everyone else is giving up. Your carrot is what pushes you past the point where giving up would be completely justified. It’s what separates the best from the rest. The Hard Truth About Sales Discipline Let’s be clear about what sales discipline actually means. You have to show up every day and do a certain number of activities. Every. Single. Day. And to do those hard things consistently, you need that carrot. It’s about sacrificing what you want now (which is easy) for what you want most (which requires doing hard things). I want to do things that are easy. But to get what I want most, I’ve got to do things that are hard. That’s the entire game. The Scottie Scheffler Example Look at Scottie Scheffler, the PGA golfer. When he makes a bogey, he bounces back with a birdie or better 62 percent of the time. The rest of the field? Less than 18 percent. Why? Because Scheffler is crystal clear about what’s important to him. He knows his carrot. He understands what fulfillment means. When something goes wrong, there’s no cascade of “everything is wrong.” His ego doesn’t take a hit because he’s focused on what matters most. He picks himself back up, brushes himself off, and keeps moving. What most people don’t know is that it wasn’t always this way. When he first brought on his caddie, Ted Scott, Ted told him straight up: “I’m not working for you unless you get the attitude, temper, and anger under control.” Think about that. The caddie refused to work with him unless he fixed his mindset first. That’s how important mindset in sales really is. Everything else comes after. Your Visual Cue Go get yourself a carrot ornament. Seriously. Find one on Amazon, hang it in your office, and use it as your visual cue for what matters most. When you’re sitting at your desk in the morning trying to get started, or when something has gone wrong and you’re trying to bounce back, that carrot will remind you why you chose this soul-sapping profession in the first place. Because maybe the only thing harder than sales is golf. But you chose it. Now own it. The Secret Superpower Here’s the bonus that Will dropped that’s pure gold: Sometimes your carrot isn’t even about you. Sometimes the ultimate sales superpower is genuinely helping someone else be the star of the show. The best sellers in the world don’t care about how great their product is. They care about making their customer the hero. If you genuinely believe you’re there to help someone else’s day get better, you’re going to come through. And when you have that extra little carrot hanging there (that house, that milestone, that college fund), it’s going to doubly remind you that the reason you’re doing this is to serve others first. Sales is really hard because it’s hard to put other human beings before yourself. If you have a carrot to motivate you to push through, and you know deep down that your intrinsic motivation is to help someone else, you will do great. That’s what turns things around. That’s what creates longevity in sales. The Bottom Line Stop overthinking this. The formula is simple: Define your specific, tangible carrot Put a visual reminder where you’ll see it every day Remember that you’re here to make your customer the star Show up and execute with discipline, even when it’s hard When you’re tired, hungry, worn out, and ready to go home, make one more call That’s how you prepare your mindset, create discipline, and separate yourself from everyone else who’s just going through the motions. Ready to dominate your prospecting game? Check out my book, The LinkedIn Edge, and discover how to leverage LinkedIn to fill your pipeline with qualified prospects.

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting.In sales, everything rests on putting qualified opportunities in your pipeline. Prospecting is the beginning and the end, alpha and omega. If you don’t prospect, you will fail. That is a guaranteed truth.Each and every sales day, you must connect with prospects, engage them in meaningful conversations, and convert them into pipeline opportunities. It’s a Noisy WorldThe problem is that we live in a noisy world in which those same prospects are being inundated with prospecting messages from dozens of other salespeople who are also attempting to get their attention. So, if you don’t stand out, you lose. But I doubt I’m telling you anything that you don’t already know. It’s freaking hard to get attention when prospecting, and it’s not getting easier. There are days when it feels like you could be jumping up and down in front of your prospect in a pink bunny suit while throwing hundred-dollar bills in the air, and they’d still ignore you. The Sledgehammer Approach Is DeadOne of the key reasons so many salespeople fail to break through is that their entire prospecting strategy is pounding away at prospects through a single communication channel—typically a series of automated emails sent through a sales engagement platform like Outreach or SalesLoft. Sadly, this sledgehammer approach just doesn’t work anymore. Recent data reveals that salespeople are sending as many as eight times more emails today than they did five years ago and getting just a tenth of the results. A big reason prospects are tuning out is that AI-powered sales automation tools have scaled email prospecting activity to an extraordinary level. In the past, writing a prospecting email involved strategic thought and taking time to craft a message that was unique to each prospect. It was a slow process, which meant salespeople sent fewer but better prospecting emails.Today, AI engines can pump out hundreds of cold email variations in seconds with shallow, and often cringeworthy, personalization that, more often than not, turns prospects off. And as AI-generated prospecting emails flood inboxes, the sheer volume of this outreach has eroded any impact from the improved efficiency. Constant exposure to this irrelevant, repetitive AI-generated crap has left business executives exasperated. They are overwhelmed and have tuned out, turned off, and are ignoring all prospecting messages—good or bad, human or AI-generated.Break Through the NoiseMost sales professionals today are desperate to find new techniques to help them break through the noise and get attention when prospecting so that they can engage in more meaningful conversations. Most salespeople want a bigger, stronger pipeline filled with qualified opportunities. Yet many overlook one of the most powerful prospecting tools right at their fingertips: LinkedIn.Why LinkedIn, Why NowIt can be argued that the moment the sales profession changed forever and the door opened to modern selling as we know it was when Alexander Graham Bell said on the very first telephone call, “Mr. Watson, come here, I want to see you.”The telephone’s impact on the sales profession was profound and lasting. Then, as now, the phone remains the most efficient and effective means for conducting real-time, synchronous human-to-human conversations with prospects.Bell made his call to Mr. Watson 150 years ago. Since then, only a handful of pivotal technologies have advanced the sales profession with such impact:The automobile gave sellers the freedom to cover wider regional territories more efficiently.Air travel literally gave sales professionals wings, expanding their reach nationally and globally.The internet put unimaginable data at the fingertips of both sales professionals and buyers.Smartphones put powerful computers in our pockets and made communication ubiquitous.Video calling shrunk the globe and accelerated sales cycles.CRM (we still hate it) made it possible to efficiently capture, organize, and access data.Artificial intelligence is transforming the way we develop insight from this data—revolutionizing targeting, prospecting, communication, deal strategy, and forecasting.But, of all these advances, none has had a more dramatic impact on the sales profession and your ability to connect with almost anybody, anywhere, at any time than LinkedIn.LinkedIn is a Vibrant Sales EcosystemLinkedIn is a vibrant ecosystem where a billion business professionals are linked together. It’s a prospecting and sales Swiss Army knife with dozens of tools and applications for a variety of purposes:ProspectingNetworkingResearch, qualifying, and list buildingMulti-threading and stakeholder mappingPre-call planningDiscoveryCommunicatingBuilding familiarity and personal brandingProjecting thought leadership and authorityWhat makes LinkedIn truly unique is that this giant database and sales ecosystem is constantly self-updating. This means that the data and contacts are never stale.It is the only sales data center where you are always working with the most current information about prospects and their companies, which makes it an excellent list-building tool. It gets even more powerful when you combine LinkedIn with AI and data platforms like ZoomInfo. This matters because when prospecting, the better your list, the better your outcomes.When you consider that the very essence of selling is connecting with people, building relationships, and solving problems, it’s easy to understand why LinkedIn is the most important technological advancement in the history of the sales profession.A Prospecting Swiss Army KnifeTo break through the noise and earn attention, you need to ditch the sledgehammer and pick up a multi-function Swiss Army Knife. Multichannel prospecting sequences that leverage LinkedIn are that Swiss Army Knife. Sequences diversify your outbound strategies with a multi-channel, multi-touch, interwoven-message strategy that helps you stand out. And LinkedIn amplifies the impact of these sequences. A multichannel sequence gives you the opportunity to meet prospects where they are and how they prefer to communicate. It also allows you to experiment with multiple iterations and formats of your message to hone in on the one message that pulls your prospect in. LinkedIn, when combined with AI and traditional communication channels like the phone and email, can give you almost superhuman prospecting powers.Superhuman Prospecting PowersSales professionals who harness LinkedIn in their Fanatical Prospecting sequences can transform their prospecting strategy and explode their pipeline with high-quality opportunities by generating more leads, opening more doors, and engaging in more meaningful conversations.To be sure, LinkedIn is not a prospecting panacea. It will not provide an endless stream of inbound leads with little effort. It requires hard work and time investment, and it must be combined with other communication channels to be effective. LinkedIn is, however, a key component of a complete prospecting system. From list building and direct outreach to lead generation and long-term cultivation of future opportunities, LinkedIn’s panorama of features can be a crazy powerful weapon in your prospecting arsenal. This is why I want you to stop today and consider how you are using LinkedIn. Do you feel like you are getting everything out of LinkedIn that you should be? Are you scheduling consistent LinkedIn blocks on your calendar, or are you erratic with your efforts? Take some time this week to consider new possibilities for how to make LinkedIn work better for you and recommit to making LinkedIn a core part of your fanatical prospecting routine. The LinkedIn Edge: The “Fill Up the Pipeline” LinkedIn BookIn my new book, The LinkedIn Edge, I give you a comprehensive prospecting playbook. You’ll gain tools, tactics, and techniques for building a robust pipeline with both fast and long-game strategies for landing big, lucrative deals and dream accounts.Prospecting on LinkedIn can feel utterly overwhelming, so I’m going to teach you:How and where to get started.How to build better prospecting lists and find who and what you are looking for.Develop effective prospecting messaging for InMail and LinkedIn Direct Messages.  How to communicate on LinkedIn and conduct more effective prospecting conversations.How to get found and generate inbound leads.How to generate referrals and warm introductions.How to differentiate, build trust, and stand out in a world that wants to commoditize you.My mission is to teach you exactly how to enhance, elevate, and accelerate your prospecting efforts by blending LinkedIn seamlessly into your sales toolkit. Don’t wait, go get my new book: The LinkedIn Edge.And here’s a bonus: Once you purchase The LinkedIn Edge, you’ll get access to a comprehensive LinkedIn Course (a $50 value) with 10 videos and a reading & reflection guide. Just purchase the book, and then take your receipt to salesgravy.com/edge to redeem your free course. And never forget, when it’s time to go home, always stop and make one more call.

Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you’re bothering people who don’t want to hear from you.Before transitioning into sales, Steve Munn spent nine years as a professional hockey defenseman. As a hockey player, his job was to make life difficult for the other team and absorb whatever they dished back. “Part of it was getting punched in the face,” he said on a recent episode of the Sales Gravy Podcast. “If I get a no from a prospect, that’s maybe a bad day, but it’s certainly not as bad as getting a concussion or a broken nose again.”That perspective shift, understanding what actually constitutes a threat, changes everything about how you approach cold calling. It goes beyond being tougher or having thicker skin.Your Fear Isn’t About the CallMost sales professionals will do anything to avoid call blocks. They’ll update their CRM. Reorganize their pipeline. Respond to emails that could wait three days. Anything but pick up the phone.The problem isn’t the person on the other end of the line. You don’t want to be the one who fumbles, doesn’t have the right answer, or proves you don’t belong in that conversation.Imposter syndrome thrives in sales because every call is another opportunity to prosecute yourself. Every objection becomes evidence that you’re not cut out for this. Every hang-up confirms what you secretly suspected: You’re bothering people who have better things to do.That internal narrative is all in your head, and it’s costing you deals.Get Your Mind Right FirstYou can’t make effective cold calls when you’re living in your head. Anxiety, overthinking, or trying to sound perfect makes every conversation feel forced. Nothing bad actually happens on a sales call. Your life isn’t in danger, and a hung-up phone or curt “not interested” barely registers as a problem.The best cold callers aren’t fearless. They’re prepared mentally before they start dialing.Find what gets you into the right frame of mind: review recent wins, remind yourself that you’re solving real problems, or call a colleague for perspective. The goal is connecting with another human, not executing a perfect pitch. People can tell the difference.Separate Message From DeliveryWhen someone says “we’re all set” and hangs up, they’re not making a judgment about your worth as a salesperson or a human being. They’re communicating one thing: They’re not interested right now.The delivery might feel harsh, and the tone might sound dismissive. But the message is simple and impersonal.Athletes learn this early. Coaches scream. Teammates criticize. Opponents talk trash. If you react emotionally to how something is said rather than hearing what’s actually being communicated, you become ineffective.In sales, the same principle applies. When you stop taking the delivery personally, you can actually hear what’s being said. Sometimes what sounds like a hard no is actually “you haven’t given me a reason to care yet” or “call me back in six months.”You Don’t Need to Know EverythingOne of the biggest barriers to cold calling is the belief you must have all the answers. You hesitate because you think, “What if they ask something I don’t know? I’ll look like a fool.”Here’s what that thinking misses: You have a team.No salesperson operates in a vacuum. You’ve got service teams, technical experts, partners, and colleagues who collectively know far more than you do individually. The expectation that you should show up with encyclopedic knowledge is self-imposed and unrealistic.What matters on a cold call isn’t demonstrating expertise. It’s demonstrating curiosity and commitment. When you release yourself from the pressure to be perfect, cold calling becomes about investigation rather than performance. Ask Questions Nobody Else DoesMost salespeople treat cold calls like a race to present their solution. They barely understand the prospect’s world before pitching features and pricing.The top performers do the opposite. They ask questions competitors ignore. Instead of, “Can I get fifteen minutes to show you our platform?” try, “What’s changed in your business in the last six months that’s making you rethink how you handle [specific problem]?”Lead with understanding rather than your product. What are they dealing with that nobody else is asking about? What assumptions are they operating under that might not serve them? This approach positions you as someone who cares about their situation while giving you information that makes every future conversation more valuable.Not Yet Isn’t NoYou’re going to lose deals you thought you had won, make calls that go nowhere, and have weeks where it feels like every door is closed.That’s not failure. That’s the process.Deals lost today often become wins 12 to 18 months from now. Budgets shift, new decision-makers emerge, priorities change. Every no is simply “not yet.”If you internalize that, cold calling becomes less emotionally charged. You’re not getting rejected—you’re planting seeds, gathering information, and building a pipeline of future opportunities.Athletes understand this intuitively. You can’t dwell on the last play. Maybe you got burned. Maybe you made a mistake. Doesn’t matter. What matters is what you do next.Bad call? Someone hung up on you? Got rejected? Move on to the next conversation. Your success isn’t determined by any single interaction. It’s determined by whether you keep showing up.You’ve Already Earned Your SpotIf you’re in sales, you’ve already proven you belong by getting hired and closing deals. Stop waiting for permission to be confident. The voice in your head telling you to wait, prepare more, or improve is lying. It’s protecting you from discomfort, not danger. Cold calling requires perspective and repetition. The more you do it, the more the worst-case scenario barely registers as a problem.The salespeople who excel at cold calling aren’t special. They’re just willing to be uncomfortable more often than you are. They’ve done the mental work to separate their self-worth from their call outcomes. They understand that this is a numbers game and a skill that improves with practice.You can do the same thing. You just have to start dialing.The Real CompetitionYour biggest competitor isn’t the salesperson at another company. It’s the voice in your head that convinces you to do anything except pick up the phone.That voice will always find reasons to wait. More research. Better timing. A warmer lead. These are perfect conditions that never actually arrive.Meanwhile, the salespeople who are winning aren’t smarter or more talented. They’re just dialing while you’re hesitating.Silence the self-doubt and dial. Then dial the next one. Take your prospecting sequences to the next level, set more appointments, build deeper relationships, and close more deals with the techniques in our FREE guide, The Seven Steps To Building Effective Prospecting Sequences.

Here’s a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there’s zero technology, no tools, and absolutely no data resources available? That’s the challenge Matthew Russell brought to the table, and it’s a scenario that’s far more common than you’d think. Companies transitioning from founder-led sales often throw their first sales hire into the deep end with nothing but a laptop and a “good luck” pat on the back. If you’re nodding your head right now, you’re not alone. But here’s the good news: Some of the most successful sales teams were built from exactly this position, and there’s a proven playbook for making it work. The Hook Is Everything When Will Frattini joined his boss Jane in Austin back in 2011, they had zero presence in the market. No reputation, no established relationships, no fancy tech stack. Just two people and a mission to build from scratch. The first lesson? Your job isn’t to reinvent the wheel or create some elaborate sales process. Your job is to figure out what hook the founder used to close their first deals, then ruthlessly replicate it. This means getting the founder to show you exactly how they won business. Listen to their calls. Shadow their meetings. Mirror their approach. Don’t try to be clever or add your own spin yet. Just learn what actually works. Here’s the critical part: You need the founder to be completely honest with you about your early meetings. Will’s boss had the right to refuse any meeting he set. If it didn’t qualify, she’d tell him exactly why. That feedback loop is gold because it teaches you the difference between a meeting that sounds good and a meeting that actually advances the sale. Master the fundamentals before you try to optimize. The Metrics That Actually Matter Forget about creating a complex sales process with seventeen KPIs. In the beginning, you need exactly one metric that matters: qualified meetings that convert to next steps. Will’s early goal was 20 to 30 worthwhile meetings per month. Eventually they scaled that to 60 per rep. But notice the word “worthwhile.” These weren’t just any meetings. They were conversations with real potential that the founder or sales leader validated. The qualifier matters because it forces you to get better at targeting and messaging, not just activity for activity’s sake. You can’t game this system by booking junk meetings. Victoria Walker asked how long it takes to build metrics in a niche market, and the answer is simple: You’ll have metrics after day one. How many calls did you make? How many connections? How many appointments set? But most new outbound teams trip up because they expect instant results, don’t see them, and quit before the cumulative impact kicks in. The 30-Day Rule Changes Everything The prospecting you do today pays off in the next 90 days. This is the rule of cumulative impact, and it’s why most outbound efforts fail. Companies start strong, don’t see immediate results, and abandon ship. Then they restart six months later with different reps, different messaging, and the cycle repeats. This is death by fits and starts. Your commitment has to be ironclad: We’re doing this every single day for at least 90 to 120 days before we make major changes. You’ll make small tweaks to messaging and targeting along the way, but you don’t stop the engine. Think of it like an elite sports team watching game film. You’re looking for incremental improvements. Last month you closed five good deals. This month you’re aiming for six. You’re not rebuilding the entire playbook every two weeks because the metrics look scary. Handling the “How’d You Get My Number?” Objection D’elvis Huerta raised a challenge every salesperson faces: Prospects who are surprised or even concerned when you call their personal cell phone. They ask how you got their information, and it throws you off your game. Here’s Will’s brilliant reframe: That question is a gift. It’s a pattern interrupt that means they’re actually listening to you. When someone says “How’d you get my number?” they’ve stopped what they were doing and turned their brain on. Don’t panic. Just repeat what you said, clearer and slower, then move forward. Will’s approach: “I got your cell phone number because I’m reaching out to you. I heard on your team that you’re looking to grow into the software space, and what I hear is there’s a lot of noise from people trying to train sales teams. What I’d love to do is set some time … “ My response is even simpler: “I got it right out of the CRM. And the reason I’m calling you is to grab some of your time because … ” Then I go right into my value hook. The key is confidence. You’re not apologizing for cold calling like a professional. You’re explaining why this conversation matters to them. The Bottom Line Building pipeline without tools isn’t a disadvantage. It’s actually an advantage because it forces you to master the fundamentals that matter: targeting the right prospects, delivering a compelling hook, and having conversations that advance to next steps. Will and Jane scaled from zero to $3 million in one year. They hired five additional people. They became the fastest growing office in their company. And they did it all without fancy technology or massive budgets. How? By staying focused on what works, getting ruthlessly honest feedback, and showing up every single day with the discipline to execute the system. That’s the blueprint for every successful first sales hire who’s ever built something from nothing. Ready to turn LinkedIn into your ultimate prospecting engine? Discover the strategies that combine outbound excellence with social selling in The LinkedIn Edge by Jeb Blount and Brynne Tillman.