How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)
Account manager Jeremiah Wren faces pressure to engage CEOs, CIOs, and other C‑suite leaders about AI, yet 75% of his 270 accounts lack executive contacts. He worries that bypassing his mid‑level contacts could damage those relationships. The article advises treating existing contacts as bridges, crafting executive messages focused on revenue, cost, and competition, and leveraging AI to refine pitches. Long‑term multithreading—building multiple internal relationships over six to twelve months—turns the rep into a trusted authority rather than a vendor.
Q1 Sales Strategy Reality Check: How Top Sales Teams Finish Strong in Q2 (Money Monday)
The article frames Q1 as a feedback loop rather than a failure, urging sales leaders to conduct a focused strategy review before Q2. It stresses diagnosing whether a team faces an execution problem—consistent activity but spotty results—or a focus problem—low...
How to Rehearse a Sales Pitch So You Can Walk In and Win
The article argues that the most effective way to rehearse a sales pitch is to practice out loud in front of real people until the story is internalized, not merely memorized. Drawing on insights from Danny Fontaine of IBM, it...
Why Your Deals Go Cold Before You Ever Get to the Close (Ask Jeb)
Philip, a character‑licensing agent in the Philippines, finds inbound deals close quickly while outbound outreach stalls. The root cause is treating fast, brand‑loving buyers the same as slow, business‑case‑driven prospects. By qualifying early, distinguishing seekers from decision makers, and inserting...
Why Your LinkedIn Outreach Is Getting Ignored (And What to Fix Right Now)
LinkedIn offers unparalleled, real‑time data on prospects, yet many salespeople still send generic, misspelled, or overly automated messages that are deleted instantly. The article outlines the most common outreach errors—name misspellings, pitching in connection requests, mass‑VA blasts, “connect and forget,”...
I Was Coasting in Sales Until a Six-Year-Old Humbled Me on the Ice (Money Monday)
Jeb Blount Jr. discovered that his sales performance had plateaued due to a subtle habit he calls "sales coasting," where seasoned reps rely on past skills without further growth. To break the inertia, he took up ice skating, a humbling...
Stop Letting Busy Work Steal Your Golden Hours (Money Monday)
The article warns sales reps that busy work can erode their most valuable time, dubbed "golden hours," which are dedicated to prospecting. It introduces a three‑tier framework—golden, platinum, and silver hours—to help reps prioritize pipeline‑building activities over administrative tasks. By...
4 Behaviors That Put You on the Top Sales Producer Board (Money Monday)
In this Money Monday episode, host Jessica Stokes shares a story from a client’s sales summit that revealed a clear pattern among top producers: they consistently attend monthly training, ask tough questions, apply new tactics immediately, and treat skill‑building as...
What a Secret Service Interrogator Can Teach You About Building Trust in Sales
In this episode, retired Secret Service polygraph specialist Brad Beeler shares how law‑enforcement techniques for building trust and reading behavior can be applied to sales. He explains the "Horns and Halos" effect—how first impressions can mislead—and offers concrete, science‑backed hacks...
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
In this episode of Ask Jeb, host Jeb Blunt helps caller Rick Van Ness, who runs a healthcare claim‑filing company, overcome the objection that prospects view his service as "outsourcing" rather than "augmentation." Jeb walks through a multi‑level outreach strategy—targeting...
Main Character Syndrome: Why Prospects Tune You Out (Money Monday)
In this Money Monday episode, Duff Tucker warns salespeople about "main character syndrome"—the habit of making themselves the hero of the sales conversation instead of the prospect. He explains how this self‑centered approach leads to prospect disengagement, missed discovery opportunities,...
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
In this Ask Jeb episode, Jeb Blunt tackles the common sales problem of virtual prospect no‑shows, offering a step‑by‑step system to boost attendance. He emphasizes confirming appointments verbally, sending a detailed calendar invite, and adding a personalized video reminder, followed...
