Episodios

  • How to Hit Your Number When Production Can’t Keep Up (Ask Jeb)

    How to Hit Your Number When Production Can’t Keep Up (Ask Jeb)
    Dec 23 2025
    Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce? That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the only salesperson for a small producer, working with limited tools (no proper CRM), and here's the kicker: he could sell a million dollars' worth of product, but production isn't enough to meet that demand. If you're shaking your head thinking this is a champagne problem, you're half right. But for Dylan trying to hit his income goals through commissions, it's a real constraint that's costing him money every single day. The CRM Obsession Is a Distraction Let's tackle the first issue head on. Dylan is worried he doesn't have the right CRM tools to manage his accounts and hit his numbers. Here's the brutal truth: at one point in time, salespeople sold a lot of cider, beer, wine, liquor, and all kinds of other stuff without any CRM at all. They used index cards in a box. They had lists on paper. And they crushed it. You're a small business with one salesperson working with 3,000 to 7,000 potential accounts in your territory. The last thing you should worry about right now is a $40,000 CRM system. Could you use automation for email sequences and promotions? Absolutely. Should you eventually invest in something like HubSpot or Pipedrive? Yes. But right now, what you need is a simple system to identify your best accounts and focus your time there. You're not going to hit $1 million across 3,000 accounts. You're going to hit it across 500 accounts that are the biggest restaurants and bars, where they like you, their customers like cider, and where you can create events and experiences that spike sales. Use a spreadsheet. Use index cards. Use whatever basic tool you've got right now. Create a 30-60-90 day system where you know who you're calling on in the next 30 days, the next 60 days, and the next 90 days. Build a list of your top 250 accounts that buy the most from you. That's where you live. Stop obsessing over tools you don't have and start maximizing the opportunity in front of you. Scarcity Is Your Secret Weapon This brings us to the real issue: production capacity. Dylan can sell it, but his company can't make enough of it. The bourbon distillers in America are dealing with this exact problem right now. They ramped up production years ago based on projected demand, and now they're sitting on excess inventory that's aging out. It's a delicate balance, and if you make too much, it goes bad and you lose everything. Here's what most salespeople don't understand about scarcity: it's actually a competitive advantage if you manage it right. When you have limited product, you're always going to be in an ebb and flow situation. Sometimes you'll have an abundance of one product type. Sometimes you'll have high demand products in short supply. The key is building a system that lets you move fast when opportunity strikes. This is where building buying profiles for every single customer becomes essential. You need to know which accounts buy which types of products, what their purchase patterns look like, and what their potential is (high, medium, or low). Think about it like your account coverage pyramid. When you have product available, you start at the top with your highest value accounts and work your way down. You're not treating all 150 accounts the same. You're prioritizing based on potential. When you have an abundance of one product type, you go directly to the customers who buy that product and say, "Hey, I've got product right now. Do you want to buy?" You can run specials. You can offer incentives (within legal limits). You move it fast. When your high demand products come in, you call your best accounts first and say, "I've got ten cases of this. I'm calling you first. How many do you want?" Then you go down your list. Most of the time, you'll sell out before you even leave your office. But if you've got 150 accounts and you're treating them all the same, it gets overwhelming fast. Segment them. Prioritize them. Work them strategically. Making Your Number When You Can't Control Supply The income issue is where this gets really interesting. Dylan wants to double his sales and earn more commissions, but he can't because the company keeps running out of product. Here's my take: if you're supposed to sell $1.5 million but your company only produces $750,000 worth of product that you could sell, they should pay you for the $1.5 million. Production was the reason you couldn't make your number, not your sales ability. Now, I know there are people in operations reading this who are going to say I'm full of it. But from a sales standpoint, if you've sold out of everything available, you've done your job. The constraint isn't you, it's production capacity. That's a hard conversation to have with ownership, I get it. But here's how you make that case: sell out of the...
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    17 m
  • How to Move from Regret to Reflection: A Year-End Sales Debrief (Money Monday)

    How to Move from Regret to Reflection: A Year-End Sales Debrief (Money Monday)
    Dec 22 2025
    While regret anchors you to past failures, reflection acts as a catalyst for future sales growth. This article and Sales Gravy Money Monday Podcast episode explores how to break the "if-only" loop and provides a step-by-step year-end debrief to help you extract lessons from your wins and losses, ensuring you start the new year with clarity and a proven system for success. Explore: How to get out of your regret loop The power of reflection How reflection creates awareness A system for achieving your sales goals 7 Steps to year-end sales reflection Ways to Look Back at Your Sales Year For me, the last two weeks of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. The Trouble With Regret Let’s start by unpacking regret. Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down. Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it. In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction. Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again. Why Sales Professionals Get Stuck in a Regret Loop I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ." "made that call,” “handled that prospect differently,” “taken that chance,” “been there or done that.” Those “if only's” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward. On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes. On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.” But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year. The Power of Reflection Reflection, on the other hand, is entirely different—and far more productive. When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year. You’re asking the questions, “What went well? What didn’t go so well? What did I learn?” You consider the wins that made you proud and the moments you’d rather forget. You figure out why you won so you can repeat those winning behaviors. You extract value from the lessons of failure. Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time. How Reflection Creates Awareness Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life. It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them. Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform. The bottom line is that reflection is about learning, growing, and transforming. Regret is stagnation. Why Reflection Matters at Year-End The reason I’m talking about the impact of reflection as we close out this year is because, for most of us, the slate really does feel clean come January 1st. In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think: “This year is going to be different. “This year, I’m going to crush my numbers.” “Hit my income targets.” “Make it to President’s club.” “Get a promotion.” “Finally, close that dream account I’ve been chasing.” But if you don’t take a moment to reflect on what worked and what didn’t, you’re likely to find yourself repeating the same missteps. Reflection is like an internal debrief—a chance to say, “Here’s what happened, here’s why, and here’s how I’m going to fix it.” Why Clarity ...
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    12 m
  • How to Get More from a Sales Mentor—and Be One Who Matters

    How to Get More from a Sales Mentor—and Be One Who Matters
    Dec 18 2025
    Why Do So Many Mentorship Relationships Fail Before They Ever Work? “You can't be more committed to somebody’s success than they are.” That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It's a simple statement that cuts through all the noise about mentorship and gets to the heart of why most mentoring relationships fail to deliver results. Sales professionals constantly talk about wanting mentors. They want access to someone who's been there, done that, and can show them the shortcuts. But when they get that access, they squander it. They show up unprepared. They argue with advice. They never implement what they learn. On the flip side, experienced sales leaders say they want to give back and mentor the next generation. But they get burned out after investing time in people who don't follow through. So they stop offering help altogether. The problem isn't a lack of willing mentors or eager mentees. The problem is that nobody understands their role in making mentorship work. What Mentees Get Wrong About Mentorship Most people treat mentorship like a magic pill, assuming that simply being near someone successful will transfer that success to them. It doesn’t work that way. Getting real value from a mentor requires more than just showing up. You need to actively do the work that makes their guidance worthwhile. Start by focusing on these key actions: Ask Directly The biggest barrier to mentorship isn’t that successful people won’t help you. It’s that you never ask. You assume they’re too busy, too important, or too far removed from your situation to care. You’re wrong on all three counts. Successful people got where they are because someone helped them along the way. Most of them want to pay that forward. But they’re not mind readers. If you want help, ask for it directly. Respect Their Time When you do ask, come prepared. Don’t ask for “15 minutes to pick your brain.” That’s code for “I haven’t thought about what I actually need, so I’m going to waste your time figuring it out.” Instead, be specific. “I’m struggling with qualifying early in the sales process. Could you share how you approach qualification conversations?” Specific questions get specific answers. Vague requests get vague responses—or none at all. Do What They Tell You to Do This is where most mentoring relationships die. You ask for advice. You get great guidance. Then you come back with a list of reasons why it won’t work for your situation. Stop that. If you’re going to ask someone for their expertise, try their approach before explaining why your situation is different. You’re there because they know more than you do. Acting like you know better defeats the entire purpose. Your mentor’s reward isn’t money or recognition. It’s watching you take their advice and succeed because of it. When you implement what they teach and come back with results, they’ll invest even more in your development. When you make excuses, they’ll move on. Take Tough Feedback Without Getting Defensive Not every mentor has read the latest book on constructive feedback. Some of them are direct or blunt. Take it anyway. When someone cares enough about your success to tell you the truth—even when it’s uncomfortable—that’s a gift. Don’t reject it because it wasn’t wrapped perfectly. The best mentors don’t sugarcoat feedback because they respect you enough to be honest. They see potential in you that you can’t see yet, and they’re not going to let you waste it by staying comfortable. What Mentors Get Wrong About Mentorship If you’re in a position to mentor others, you already know the frustration of investing in someone who doesn’t follow through. It’s exhausting. Eventually, you start to wonder if it’s worth your time at all. Before you close yourself off completely, it’s important to understand the common patterns that cause mentoring relationships to stall. Waiting for the Perfect Mentee There is no perfect mentee. Everyone who asks for your help is going to be rough around the edges. They’ll make mistakes. They might waste some of your time. That’s the cost of mentoring. The real question isn’t whether someone is polished. It’s whether they’re committed. Are they showing up prepared? Are they implementing what you teach? Are they making progress, even if it’s slow? If the answer is yes, keep investing. If it’s no, redirect your energy elsewhere. Just don’t let one bad experience make you cynical about everyone. Trying to Control Their Path Your job as a mentor isn’t to create a clone of yourself. It’s to help someone develop their own approach using the principles that made you successful. They might take your advice and apply it differently. They might adapt it to their personality, their market, or their selling style. That’s not wrong. That’s the point. Stay unattached ...
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    47 m
  • Why Rejection Hurts and What To Do About It (Ask Jeb)

    Why Rejection Hurts and What To Do About It (Ask Jeb)
    Dec 16 2025
    Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work upfront to lower the probability of rejection in the first place. That's the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week's episode about handling rejection on Ask Jeb on The Sales Gravy Podcast. After forty years in sales, I've been rejected yesterday, I'll get rejected tomorrow, and I've been rejected so many times that I almost don't even feel it anymore. But that doesn't mean you can just "let it roll off your back" like some sales trainers tell you. If you're struggling with rejection, you're not alone. And more importantly, you're not broken. There's a biological reason it hurts so badly, and there are concrete techniques you can use to handle it. The Biology of Rejection: Why Your Brain Is Working Against You Here's what most sales trainers won't tell you: Rejection is supposed to hurt. It's baked into your DNA. Forty thousand years ago, human beings lived in small groups around campfires. If you got kicked out of the group and walked away from that campfire into the dark, you were in danger. You were part of the food chain. There were things out there hunting you, rival tribes fighting over scarce resources, and being alone meant you probably weren't going to pass on your genes. So human beings who avoided rejection were more likely to survive. This fear of rejection became an evolutionary advantage, and it's still with us today. That's why selling is so hard. It's why most people don't want to go into sales. Walk into the accounting department and ask if anyone wants to make cold calls with you. They're going to look at you like you've got four heads because nobody wants to be in a profession where you have to do something that unnatural. This avoidance of rejection serves us really well in most of our life. You need to get along with your family, your coworkers, other people in the world. Knowing where the line is that would get you rejected is super important to being able to work as a team. But in sales? It's killing your performance. The Truth About Objections: You're Creating Them When people reject you or give you an objection, what they're expressing is their fear. They're expressing their fear of moving forward, their fear of change, their fear about whether or not you'll do what you say you're going to do. And here's the brutal part: Most of the time, you created that fear. The easiest way to deal with an objection is to do good discovery and do a good job in the selling process. When salespeople make the mistake of not doing any discovery, they don't have any ammunition. So the rejection sounds like this: "Your price is too high." That's the only way a person really knows how to explain it. If they don't like you, they'll say, "We need to go think about this." Think about it this way. If you do a great job of building the relationship, asking questions, listening, getting all of their pain and aspirations on the table, and then telling their story back to them in the context of how you can help them solve their problems, then you've earned the right to ask them. When you ask and they give you an objection, you know what to do because you already have that information. You're just bringing back and putting on the table the things that they already told you. The worst rejections I've gotten? They're usually when I lost a deal because I didn't do discovery. And then I found out after the fact that I missed something I shouldn't have missed. It's not so much the rejection that hurts. It's the shame and the gut punch that I didn't do my job as a salesperson, and therefore I created the environment that made that objection so big that I couldn't get past it because I had no information to work with. The Ledge Technique: Your Magic Quarter Second Let's get practical. You're on a prospecting call, you're engaging another person, and they hit you with an objection which feels like rejection. What do you do? Use a technique called the ledge. Neuroscientists would call it the magic quarter second that allows your executive brain (your prefrontal cortex) to get in control of your emotional brain (your limbic system) and that little structure inside your brain called the amygdala that triggers the fight or flight response. The ledge is just something you've memorized that you say automatically whenever you get that particular objection. The thing about prospecting objections is that we know every potential one. They're not surprising. People are going to say, "I don't have any time," "I'm not interested," "I'm already working with someone," "Your prices are too high," "This is not a good time for me," "I'm not the right person." So if someone ...
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    21 m
  • How to Sell More to Small Businesses Before Year-End: The Tax Strategy Salespeople Miss (Money Monday)

    How to Sell More to Small Businesses Before Year-End: The Tax Strategy Salespeople Miss (Money Monday)
    Dec 14 2025
    If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product, service, or software in the final weeks of the year can give you the edge you need to get more sales closed. Business Owners are Motivated to Reduce Taxes In the United States, there are millions of SMBs, and the vast majority of these businesses are what we call pass-through organizations for tax purposes. This means that the owners or partners in these businesses report the profits on their personal tax filings. Unlike big companies, small companies don’t have the luxury of rolling profits over to the next year. So whatever they made this year, they have to pay taxes on. As the calendar winds down, business owners are often motivated to invest in products, services, and software solutions in order to reduce taxable income. In other words, if a business has shown strong profits throughout the year, its owners might be keen to spend some of that money on improving their operations, expanding their capabilities, or streamlining their processes—right now—rather than hand over a large chunk of their profits to Uncle Sam come tax season. Business Owners Hate Paying Taxes To understand why this year-end period is so critical, let’s get into the mindset of a small or medium-sized business owner. Unlike large enterprises with multiple departments and complex accounting strategies, SMB owners are often personally invested in the company’s financial results because those results are essentially their income. It’s how they pay their mortgage and put food on the table. For this reason, they watch their revenue and expenses closely. As the year comes to an end, they’re looking at their bottom line and thinking about the upcoming tax bill. For many of these business owners, profit is a double-edged sword. Don’t get me wrong, they want to make a profit. But at some point, too much profit triggers a much higher tax bill. If there is one thing I know about small and medium-sized business owners, it's that they hate taxes. They are always looking for ways to legally minimize their tax liability. One easy and productive way to do this is to make fully or partially depreciable investments in the business before December 31st. That could mean buying new equipment, software, training packages, or services that will not only improve the business long-term but also reduce taxable income for the current year. An Urgent Need to Spend As a salesperson, the key takeaway here is that your prospects have a natural, time-bound incentive to spend. If you can position your product or service as the right investment at the right time, you might find it easier to close those deals that seemed just out of reach during the rest of the year. And by the way, if you are dealing with decision-makers who are pushing off decisions to next year, this is a great way to get past that objection. Framing Your Business Case I want to be clear, though, that most businesses are not going to spend money for the sake of spending money. Savvy business owners want to reduce taxes and do the right thing for their company. Therefore, you can’t just be transactional. You still must follow the sales process and build a bridge to the value of tax savings AND business improvement when making your business case. It’s all about framing your product or service as a strategic investment rather than a mere expense. For example: If you sell software tools that improve operational efficiency, make the case for how your solution will help them save on labor costs, reduce errors, and streamline workflows. If you’re selling advertising, highlight how a year-end launch of a new campaign will lead to immediate results that set the stage for a strong Q1. If you sell capital equipment, walk them through how the new equipment will make them more productive and help them expand their business in the new year. The key is to connect the value of your offering directly to the timing. Consider messaging like: “This is an opportune moment to upgrade your systems, so you’ll enter the new year with a competitive edge and potentially lower your tax liabilities this season.” “By getting your campaign locked in before the year closes, you can reap immediate tax benefits while ensuring your advertising starts generating leads in January when you need them the most.” "If we get the equipment ordered now, it will be delivered in Q1, giving you plenty of time to get a high ROI next year." When you can tie the ROI of your product to both tangible improvements and the financial perks of year-end spending, the business case becomes much more compelling, and you will sell more. Tailor Your Approach While the end-of-year tax incentive is a common denominator, not every SMB is identical. Some might be profitable but cash-constrained, ...
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    10 m
  • Stop Worrying About What Your Mom Thinks of Your LinkedIn

    Stop Worrying About What Your Mom Thinks of Your LinkedIn
    Dec 11 2025
    Is Your LinkedIn Personal Branding Built for Buyers or Bystanders? "Respectfully, you are not my audience." Performance coach Giselle Ugarte said that on a recent episode of the Sales Gravy Podcast, and it might be the most liberating thing you'll hear about LinkedIn personal branding this year. Because somewhere between building your profile and hitting publish on that post, you've started making decisions based on what your college roommate might think. Or your former boss. Or yes, your mom. The hard truth? None of them are writing you commission checks. The Real Reason Your LinkedIn Personal Branding Falls Flat You've heard "be authentic" and "show up as yourself" so often that the advice has lost all meaning. So you end up in a strange middle ground where you’re not polished enough to impress executives and not human enough to connect with actual buyers. Your LinkedIn personal branding suffers because you're creating content for ghosts. People who will never hire you, never refer you, never sign a contract. You're worried about the wrong audience, and that hesitation shows up in every word you type. Think about the last post you almost published but didn't. What stopped you? Probably not a legitimate business concern. More likely, you had a flash of "what will people think?" and that voice didn't belong to your ideal client. It belonged to someone in your network who wouldn't buy from you if you were the last salesperson on earth. Who Your LinkedIn Content Is Really For Your LinkedIn personal branding should speak to three groups: Current clients Prospective clients People who can refer you to clients That’s it. Everyone else is background noise. When you post about closing a tough deal, your brother who works in IT might think you're bragging. Your client, who fought through the same challenge, is nodding in agreement. When you share a lesson from a deal that went sideways, your high school friend might wonder why you're airing dirty laundry. Your prospect is realizing you understand their world. The disconnect happens because you're trying to serve two masters. You want to build real relationships with buyers while also maintaining some imaginary professional image for people who have zero impact on your business. The Transform 20: LinkedIn Personal Branding That Actually Works If you're going to shift your LinkedIn personal branding from performative to productive, you need a system. Not another "post three times a week" generic advice pile, but something that forces you to focus on real humans instead of vanity metrics. Giselle’s practical framework, Transform 20, breaks down into four daily actions, each designed to build actual relationships: Connect with 5 new people. Not random connections. People you met this week, people on your calendar, people who recognize your face. Every request should feel familiar to them. Send 5 meaningful messages. Check in. Reference something personal. End with a question. “Let me know” is where leads go to die. Meaningful DMs teach the algorithm who matters to you — and who should see your content. Leave 5 meaningful comments. Two to three sentences. Add context. Reintroduce yourself if needed. A thoughtful comment builds more trust than another like or emoji ever will. Record 5 one-to-one videos. Sixty seconds or less. “Hey, I was thinking about you because…” It’s a pattern interrupt in an inbox full of text and one of the fastest ways to stand out. This is where confidence compounds. Twenty actions. Most people won't do it because it feels like work. But if you woke up to 20 qualified leads tomorrow, would that change your business? That's what you're building here. What Your LinkedIn Profile Should Actually Show Buyers want to know you’re a real person. That you have a family, hobbies, interests, failures, and lessons. That you care about something besides your quota. If you blur your Zoom background because you think it’s more professional, you’re missing an opportunity. Let them see the bookshelf, the Peloton, the framed photo. These details give people something to ask about and a reason to remember you. The same goes for your LinkedIn headline. Yes, include your title. But also include the detail that creates connection. "Mom of four," or "Proud Michigan alum," or whatever matters to you and might matter to them. Make it easier for people to find common ground with you. Stop Creating Content for People Who Will Never Buy You already know who matters: current clients, prospective clients, and people who can refer you to clients. Your former colleague who always has something snarky to say about your posts? They've never sent you a referral. Your friend from college who thinks sales is beneath them? They're not signing contracts. Your family member who wants you to be more buttoned up? They're not in your market. Have the clarity to know that you can't build an effective LinkedIn personal branding presence while trying to ...
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    37 m
  • How to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)

    How to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)
    Dec 9 2025
    Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December. That's the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week's Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong. Now he's facing the most dangerous challenge of all: keeping that momentum alive through the holidays and into January. If you're nodding your head right now, you're not alone. This is the point in the year where sales teams either set themselves up for a championship quarter or dig themselves into a hole that takes months to climb out of. The Holiday Momentum Trap Here's what happened to Kyle's team, and it's probably happening to yours too: They worked incredibly hard through disruption and uncertainty. They pushed through discouragement when buyers were putting deals on hold. They ground it out for months to get back on track. And now they're exhausted. The holidays are here. Christmas music is playing. Everyone wants to take their foot off the accelerator and coast a little bit. This is why December and January are the most dangerous months for sales professionals. Here's the deal: Nothing really changed in the market from the first half of the year to the second half. Kyle's team faced the exact same headwinds, the same economic conditions, the same buyer concerns. The only thing that changed was what they believed. Once they believed they could win, they kept winning. And once buyers realized nothing was going to change and all of this was permanent, they got on with business. But here's the problem: If you take your foot off the accelerator now, you're going to pay for it in January and February. That's not motivation speak. That's math. The 30-Day Rule Will Make or Break Your Q1 The 30-day rule is simple: The prospecting you do in any given 30-day period pays off over the next 90 days. This is especially true in industries like staffing, but it applies to every sales role. If your team takes December off and doesn't prospect, you're going to have a catastrophic January and February. It's that simple. So the number one thing you need to do as a sales leader right now is get structure around prospecting. Every morning, your team needs to run their call blocks. They need to run their sequences. They need to go through the entire process, and that cannot stop. The only way you're going to lead this is from the front. Whether your team is dispersed or in the office, you need to be running prospecting blocks with them every single day all the way through the holidays. If you do that, you're going to be golden. Close What's Closable Before January 1 The second critical action is closing every deal in your pipeline that's actually closable right now. Your customers are thinking they have time. Your salespeople are thinking they have time. Nobody's pushing anybody. But here's the reality: If those deals roll over past Christmas into the New Year, the likelihood of closing them is almost zero. You're essentially starting all over again. Sit down with all your salespeople right now and walk through their pipeline. Identify every single deal where everything is lined up. Fit, budget, need, authority. Everything's qualified. The only thing keeping you from closing is they haven't said yes yet. Get in the middle of those deals and find a way to get them closed. That gives you momentum going into the new year. December feels great. And in staffing or any service business, those December closes become revenue in January, February, and March, which takes massive pressure off your team. Set Your Team Up for Success in January This is a critical time to start thinking about setting yourself up for success in the new year. While everyone else is checking out, you should be: Building targeted prospect lists for Q1. Identify your ideal prospects for January, February, and March right now so you can hit the ground running. Cleaning up your CRM. Get your data organized. Update records. Remove garbage. Make sure your team has clean, actionable information when they come back. Revisiting close-lost deals from earlier in the year. Especially deals from the first half of 2025 where buyers were hesitating or went with a competitor. Maybe the grass wasn't greener. Maybe they still have the same problems. Build those lists now so you can attack them hard in January. Following up on qualified leads that stalled. There are good leads sitting in your system that were qualified but couldn't move because of timing or market conditions. Gather those up and get lists together for your team. What you're doing here is acting like a coach getting your players in position to win. Because here's what happens if you don't: You come off the ...
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    14 m
  • What Bowling Reveals About Staying Consistent in Sales (Money Monday)

    What Bowling Reveals About Staying Consistent in Sales (Money Monday)
    Dec 7 2025
    What Does a Perfect Bowling Game Have in Common With Top-Performing Sales Reps? Walk into a bowling alley on a Friday night, and you’ll see a scene that looks like pure recreation. The crash of pins, the rumble of conversation, the squeak of shoes on the approach. But beneath all that noise is something far more serious: discipline, repetition, emotional control, and the relentless pursuit of mastery. That’s the real game. And it’s the exact game top performers play in sales. Selling rewards consistency, mental toughness, and the willingness to execute the fundamentals long after everyone else has checked out. When you break the sport of bowling down frame by frame, it mirrors what we teach every day at Sales Gravy. Fanatical Prospecting. Emotional control. Owning your process. Staying steady under pressure. Winning one shot at a time. Each frame reveals a truth about the way elite sellers think and operate. Frame 1: The Approach — Fanatical Prospecting In bowling, the shot starts before the ball ever moves. The routine is deliberate: same steps, same breath, same commitment. That’s where consistency begins. In sales, your approach is prospecting. It’s the moment you decide whether you’re a professional or a hobbyist. Pros don’t wait for a pipeline crisis. They build a non-negotiable daily rhythm of fanatical prospecting, exactly the way Jeb teaches it. “One more call. One more conversation. One more connection.” That mindset is your approach. That’s the discipline that separates a bowler stepping onto the lane with purpose from the one sitting at the bar making excuses. You pick a target, commit, and move. Frame 2: The Lane — Owning Your Sales Process A lane looks the same every time, but it rarely plays the same. Oil patterns shift. Friction changes. Conditions evolve. Your sales process is no different. You can’t control a buyer’s internal politics or shifting priorities, but you can control how you move through your process. You can control your cadence, your discovery, your follow-up, and your commitment to advancing every opportunity with intention. Average sellers blame the lane. Pros read it. They ask better questions. They recognize where deals stall. They adjust without abandoning the fundamentals. The arrows exist to guide the ball; your process exists to guide you. Ignore it, and you drift straight into the gutter. Frame 3: The Ball — Your Message and the Triangle of Trust A bowler’s ball is drilled to fit their hand, weighted for their style, and chosen for the conditions. Your ball is your message—your story, your questions, your ability to connect what you sell to what the buyer actually cares about. When you balance logic, emotion, and values, the ball rolls true. Most sellers throw the same generic pitch at every buyer. Pros tune their message. They refine their openings. They speak the buyer’s language. Hit with too much emotion and no substance, you lose credibility. Hit with pure logic and no emotional relevance, you miss the pocket of influence. The goal is simple: strike emotion first, let logic clean up the rest. Frame 4: The Pins — Prospects, Objections, and Physics Pins obey physics. They aren’t out to get you. Prospects are the same. Some fall quickly. Some require finesse. Some need a second shot. This is where many sellers unravel emotionally. They take objections personally. They turn one “no” into a story about themselves. Objections aren’t judgment. They’re feedback. “We’re happy with our current vendor.” “Call me next quarter.” Objections are indicators, and tell you where your angle is off. Pros adjust. Ask a different question. Reframe the problem. Bring a story that hits harder. Then take another shot. The frame isn’t over until you quit. Frame 5: The Shoes — Mindset and Emotional Control No one bowls in street shoes. You’ll slip, lose balance, and go down hard. Your mindset is your pair of bowling shoes. Without emotional control, every call feels unstable. Every objection knocks you off center. Every tough moment spirals. Pros prepare their mind before they prepare their day. They visualize tough conversations. They decide how they’ll respond to setbacks before they happen. They choose composure over reaction. A confident mind produces a confident delivery. Buyers feel both. Frame 6: The Equipment — Tech as an Amplifier, Not a Crutch Pros carry multiple balls, tape, tools—gear that helps them adjust and stay consistent. None of it bowls for them. Sales is full of tools too: CRMs, AI, sequencing engines, dialers. But tools only multiply effort. They never replace it. Weak sellers hide behind technology. Pros use it to increase conversations and stay organized. Tools help you understand the “oil pattern” of your territory. But at the end of the day, it’s still you, a buyer, and a conversation. No technology closes deals for you. Frame 7: The Team — Culture and Accountability Bowling looks ...
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