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Sales Gravy: Jeb Blount
Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.

Available Episodes 10

This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment. The goal is to focus on personal mental health and maintain a positive mindset, while acknowledging that some negative reactions are necessary in certain situations. 10 Strategies For Eliminating Negativity In today's fast-paced and often negative world, it's important to actively work on cultivating a positive mindset. By adopting certain habits and perspectives, we can navigate through life's challenges with grace and find more joy and fulfillment along the way. Here are 10 powerful strategies to help you foster a positive mindset: Disconnect to Connect Leave your phone behind during conversations to fully engage with others and avoid distractions. This allows for more meaningful interactions and deeper connections. Choose Balanced Sources When consuming news, select balanced and reputable sources that provide accurate information without promoting divisiveness. Being well-informed is essential, but it's important to avoid getting caught up in the negativity often associated with certain news outlets. Respect Diverse Opinions Regardless of political beliefs, it is crucial to focus on understanding and respecting others. Recognize that people may have different perspectives, and instead of engaging in unnecessary arguments, aim for empathy and open-mindedness. Happiness Over Winning Prioritize happiness over winning arguments. Engaging in arguments that serve no purpose only leads to frustration and negativity. Choosing happiness and letting go of the need to prove oneself right can contribute to a more peaceful and fulfilling life. Assume Positive Intent Give people the benefit of the doubt and assume positive intent in their actions. It is easy to jump to negative conclusions, but assuming positive intent allows for more harmonious relationships and reduces unnecessary conflict. Practice Forgiveness Forgiveness is not for the benefit of the person who wronged you, but rather for your own mental health. Holding onto anger and resentment only eats away at you. Let go of grudges and find peace within yourself. Surround Yourself With Positivity Surround yourself with positive influences and consume uplifting content. Seek out individuals who radiate positivity and consume media that inspires and motivates you. This will cultivate a positive mindset and help counteract negativity. Change Your Narrative Challenge negative beliefs and narratives that contribute to negativity. Instead of assuming the worst in situations, consciously choose to focus on positive interpretations. By changing your beliefs, you can shift your mindset towards a more optimistic outlook. Emotional Autonomy Recognize that external events and actions do not have to dictate your own emotional state. Take responsibility for your reactions and choose to respond positively, even in challenging situations. Cultivating emotional autonomy empowers you to maintain a positive mindset regardless of external circumstances. Positive Responses to Negative Events Instead of reacting negatively to negative events, find positive ways to respond. Rather than letting anger consume you, find ways to reframe and reinterpret situations to maintain your own peace of mind. Responding with positivity can lead to better outcomes and a more fulfilling life. By implementing these strategies into your daily life, you can cultivate a positive mindset that will not only benefit your own well-being but also positively impact those around you. Remember, fostering a positive mindset is a journey that requires consistent effort and practice. Don't Take Our Word For It The Negativity Fast offers a transformative app...

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in training and support for their leaders. Damon's book, "The Learn It All Leader," focuses on leadership in times of rapid change. It provides his unique perspective on leadership, gained through his experiences in the corporate learning world. Leading with integrity and making ethical choices, even in sales, starts with making a commitment to always doing the right thing. There are four key traits for successful leadership: humility, curiosity, integrity, and courage. Each of these traits are specifically important for sales leaders and positively impact their teams. It is critical for sales leaders to be curious and open-minded, as it helps them understand their team members' perspectives and provide effective guidance and support. Leaders must always be seeking opportunities to learn and grow, in turn building a culture of continuous learning and development. Organizations should invest in training and support for their leaders, ensuring they have the necessary skills to succeed. Consistent reinforcement and follow-up ensures the effectiveness of training initiatives. Taking An All-In Approach to Leadership Being a leader doesn't necessarily mean managing a large team. Each of us has the potential to be a leader in our own way. As an individual sales rep, you have the opportunity to be a leader within your team and also in your role as a parent. I want to emphasize that the term "leader" includes all of us. Taking an all-in approach to leadership means giving your full effort and putting in 100% commitment. It's about giving your best in everything you do. This concept also applies to sales. Sales is not a profession where you can casually say, "I'll give sales a try today" or "I'll make ten calls and see what happens." You need to be fully dedicated to sales or to your leadership role, or whatever it is you're doing. Even if you give your all and face failure, there are valuable learning opportunities that can benefit you in the future. If you want to lead, influence, motivate, and guide others, you can't just dip your toe in. You have to be fully committed, and people will recognize and appreciate it. If you're not authentic and engaged, it will be a problem. 4 Traits Of Successful Sales Leaders 1. Humility: Acknowledging Limitations: A humble sales leader recognizes their limitations and leverages the expertise of their team. It's about understanding that the collective knowledge of the team often surpasses individual understanding. Embracing Collaboration: Encouraging open communication and collaboration among team members fosters an environment where ideas flow freely, leading to innovative sales strategies. 2. Curiosity: Effective Questioning: Curiosity in sales involves asking probing questions to truly understand the client's needs and challenges. This curiosity leads to valuable insights that can be utilized to tailor solutions to meet the client's specific requirements. Active Listening: Cultivating curiosity also means being an active listener. Sales leaders should encourage their teams to listen attentively, allowing them to grasp the nuances of client conversations and respond thoughtfully. 3. Integrity: Doing the Right Thing: Sales leaders should emphasize ethical sales practices. This means being honest with clients, even if it means redirecting them to a different, more suitable solution. Long-term relationships are built on trust,

Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation. Preparation is key, and when executed correctly, this technique can inspire meaningful connections and foster a deeper understanding of customer needs. The goal is to strike a balance and avoid excessive discomfort, while still capturing attention and prompting thoughtful responses from your prospect. This approach can be effective in both in-person and phone sales meetings, as long as the sales professional is both intentional and well-prepared. Leveraging discomfort can drive engaging sales conversations, lead to more successful sales interactions, and yield better outcomes. Introducing discomfort helps reset the typical cadence of sales meetings. Creating a brief moment of silence by taking a sip of water or a beverage, for example, prompts prospects to fill the void with their thoughts and opinions. Sales professionals should aim to actively engage prospects and encourage them to share their perspectives. Meaningful connections are fostered when prospects are given the opportunity to actively participate in the conversation and a deeper understanding of customer needs can be achieved through this approach. Preparation is key to confidently employ this strategy. Sales professionals should have a list of well-thought-out questions ready to guide the conversation. Discomfort Is A Misunderstood Emotional Response We've all experienced that awkward silence during a call with a prospect. When faced with uncomfortable situations, it can trigger fear or avoidance. As sales professionals, what do we tend to do? We want to fill the silence, right? Because it's uncomfortable. Our heart races a little faster, and our amygdala kicks in. We start blurting things out, talking over the prospect, and never really getting what we need from them or triggering their self-disclosure loop. This is where the power of discomfort comes into play. Use Silence To Your Advantage In those moments of silence, it's important to let the silence marinate a bit. As a sales professional, you need to be intentional about allowing the silence to exist. Both you and the prospect feel the anxieties of filling the void, but you don't want to win the race of who talks first. You want to sit back, listen more, and let them do the talking. In the virtual world, with technology lags and transmission delays, it becomes even more challenging. When you ask a question, there's a pause before they even hear it. If you start answering the question without realizing this, you're speaking over them. This is Give Your Prospect A Chance To Respond To leverage the power of discomfort in virtual meetings, try this simple trick: Have a cup of coffee or a bottle of water with you. Ask a question, then take a sip of your drink. This prevents you from talking while giving the prospect time to answer. When you create a lag by pausing after asking a question, it prompts the other person to respond. Reframe Your Question However, it's important not to wait too long and make it uncomfortable. If they don't answer in a reasonable amount of time, you can fill the silence by reframing the question and clarifying what you meant. Taking another sip of water can also signal that you expect a response. This discomfort can be used in a positive way to encourage conversation. What To Do If Reframing Doesn’t Work Again, this is the art of having a conversation too. At that point, you're not going to ask the question and reframe it yet again. Instead, you can say something like, "Let's table that for now.

Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. In this episode of the Sales Gravy Podcast, the Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support productivity and success. They emphasize the significance of making conscious choices about food and nutrition, as well as the impact of deep breathing on reducing stress and improving mental clarity. They also highlight the connections between physical and mental well-being and provide practical tips for incorporating healthy habits into daily routines. Prioritizing health and wellness is crucial for supporting productivity and success. Our well-being directly affects our ability to perform at our best and achieve our goals. Making conscious choices about food and nutrition can have a significant impact on energy levels and mental clarity. It is essential to nourish our bodies with wholesome and nutritious food that provides the necessary fuel for optimal performance. Deep breathing exercises help reduce stress and improve focus during sales calls and meetings. Taking a moment to focus on our breath and engage in deep breathing exercises can help us manage stress and promote a calm and centered state of mind. Physical and mental well-being are interconnected, and taking care of one supports the other. By engaging in regular physical activity, we not only improve our physical fitness but also support our mental health by reducing stress and promoting a positive mood. Starting the day with stretching and movement can enhance overall well-being. Incorporating stretching and movement into our morning routine can help wake up our bodies and increase blood flow, leading to improved flexibility and overall well-being. Taking intentional breaths throughout the day can bring a sense of presence. In the midst of a busy day, it is important to pause and take intentional breaths to bring ourselves back to the present moment. Focus on your breath and take deep, mindful breaths to increase oxygen flow to your brain. Finding a sense of balance, investing in our physical health, and protecting our mental well-being are all steps we can take to ensuring that we are in the right mindset to tackle our sales day. For more tips around mindset, productivity, and advancing your sales career, go to Sales Gravy University, the world's most powerful sales training engine.

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. They encourage individuals to find their preferred style of role-playing and commit to regular practice, even if it feels uncomfortable at first. Role-playing in sales is a powerful tool that helps salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. It allows them to practice and refine their sales techniques in a safe environment. Leaders play a crucial role in creating a culture of role-playing and accountability within their teams. By embracing and encouraging role-playing, leaders can foster a collaborative and growth-oriented atmosphere that drives individual and team improvement. Consistency and commitment are key to successful role-playing. It should be a regular part of the sales process, rather than a one-time activity. Salespeople should make a commitment to practice regularly, even if it feels uncomfortable at first. Role-playing exposes weaknesses and areas for improvement. By simulating different scenarios, salespeople can identify their strengths and weaknesses, allowing them to focus on areas that need development and enhancing their overall performance. Constructive feedback and coaching are essential for growth in role-playing. Salespeople should seek feedback from their leaders, peers, or even trusted individuals outside the team. This feedback helps them identify areas for improvement and refine their approach. The innovative Sales Gravy University sales training platform gives on the go individuals and entire teams easy, affordable access to the world’s top sales trainers in both live and on-demand courses. Now you can learn how to win in sales anywhere, anytime, and on any device.

Sales Presentation Skills That Get You To "Yes" Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They discuss how the fear of “no” sabotages sales presentations and what salespeople can do to deliver more successful and engaging presentations that get them to “yes”. The fear of failure and rejection can sabotage sales presentations and affect performance. Embracing rejection and understanding its value can lead to more successful sales presentations. The "Go for No" strategy involves intentionally increasing failure rate and using each "no" as valuable data for growth. Preparation and structure are essential in delivering compelling sales presentations. Improvisation in sales presentations can come across as unprofessional or unprepared. Don't just show up and throw up. Storytelling is a powerful tool to engage the audience and connect with them on a deeper level. Sharing stories about overcoming challenges and how your solution helped can capture attention and emotions. Losing your place or stumbling over words during a presentation is common, but maintaining composure and smoothly continuing is key. Well-prepared presentations instill confidence in the salesperson and engage the audience more effectively. But it's important to bring passion and authenticity to sales presentations rather than striving for perfection. The Fear Of “No” Derails Sales Presentations In the dynamic world of sales, where each presentation is an opportunity to forge valuable connections and secure vital deals, a formidable adversary often lurks in the shadows—the fear of failure and rejection. It's a sentiment that frequently courses through the veins of salespeople, affecting their confidence and ultimately their performance. This fear, while entirely human, can become an insidious obstacle to delivering compelling sales presentations. But here's the paradox: it's precisely this fear, when understood and harnessed, that can catapult a salesperson from mediocrity to mastery. This podcast delves into the heart of this challenge, exploring why salespeople often grapple with the fear of rejection and failure, how it affects their ability to engage their audience, and most importantly, why embracing this fear can be a game-changer in the competitive world of sales. What Is “Go For No” All About? The concept of "Go for No" is about intentionally increasing your failure rate and intentionally hearing "no" more often. The idea behind this is that when you embrace rejection, it paves the way for more "yeses" to come. However, this doesn't mean that you should simply keep hearing "no" without making any improvements or using the feedback from those rejections. It's important to treat each "no" as valuable data for growth. For instance, you can set goals based on the number of "no" responses you aim to receive, and actively seek out opportunities to hear "no." Don't Show Up and Throw Up In the world of sales presentations, there's a phrase that often rings true: "Don't show up and throw up." It's a cautionary mantra that reminds salespeople of the importance of preparation and structure in their interactions with potential clients. Showing up unprepared, with no more than a vague idea of what to say, can lead to a meandering and unconvincing pitch. Instead, successful sales presentations require careful planning. Salespeople should have their notes ready to go, create a basic outline for the conversation, and prepare specific talking points. While improvisation might seem like a way to appear more "natural," it often results in coming across as unprofessional or unprepared. A well-prepared presentation not only instills confidence in the salesperson but also engages the audience more effectively. And the truth is, when people speak without preparation,

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture. Their conversation covers a range of topics, including the evolution of sales and marketing, the role of relationships in modern selling, and driving pipeline growth through real connection. In a highly competitive market, differentiation is key. Sales organizations should prioritize customer service and engagement as a means to drive pipeline growth and set themselves apart from competitors. Outbound prospecting is essential for building pipeline and requires a team effort, with every member of the organization contributing to pipeline growth. Building a strong sales culture means aligning goals and KPIs across departments, and promoting a team sport mentality that encourages collaboration and communication. By identifying customer challenges and demonstrating how a recommended product or solution can help solve them, sales professionals can build trust and create value for their customers. Sales professionals must leverage multichannel, multilayer engagement for reaching decision-making committees. Salespeople can deliver a next-level buying experience by meeting customers where they are and understanding their communication preferences. Companies can differentiate themselves in a highly competitive market by prioritizing people, building strong relationships, and providing value to customers. When sales organizations focus on the customer experience, build a strong sales culture, and promote collaboration and communication across departments, they can drive pipeline growth and set themselves up for long-term success. Learn more about how to deliver a legendary customer experience, stand out in a saturated market, and align sales and marketing efforts on Sales Gravy University.

A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to executives based on knowledge of their organization, rather than regurgitating information that can be found online. They also discuss the importance of discipline and habits in maintaining success as a salesperson, especially when working from home. Finally, they touch on the rebirth of field sales and the importance of building strong relationships with leadership. Instead of simply regurgitating information that can be found online, sellers must have a deep knowledge of their clients' organizations in order to provide business insights that are truly valuable. Ask provocative questions that create awareness of potential problems or opportunities within the organization. Build strong relationships with leadership and even going as far as getting into the "bowels" of the organization to get a better understanding of what's happening. Modern sellers must also have an ownership, or entrepreneur, mindset. They should look at their sales territory as a business, and make decisions based on the top and bottom line as well as weigh risks and opportunities. Discipline and habits are also crucial for maintaining success as a modern seller. For instance, you should build a strong plan, set goals, track your activities and metrics, and adapt to changes in the sales landscape. Building strong relationships with leadership and being able to adapt to changes in the sales landscape. What Differentiates A Modern Seller? The truth is that there are core basic activities that every salesperson must perform. Modern sellers have elevated these skills, honing the craft of selling to rise above their competitors and sell differently - and better. When Amy was doing research for her new book, The Modern Seller, she noticed a particular set of skills that stood out from the rest in terms of indicators of success for salespeople. There are the "everyday skills" of prospecting, presenting, negotiating, and closing. Then there are five skills that modern sellers consistently do better than others, and are clear differentiators. Agility Entrepreneurship Holistic Sales Territory and Pipeline Management Strategic Relationship Building Ambassadorship Through Amy’s career and observations, she has found that mastering these five skills is key to standing out as a top seller. Whether you are an individual seller or a leader building these skills in yourself or your team, these are skills that you should prioritize for the future. Modern Sellers Are Masters Of Business Acumen One of the biggest challenges for sellers today is the level of business acumen that they are expected to have. It's not just about having a feature-benefit-price conversation anymore. Instead, sellers must study the client's business and industry to have more in-depth, business-oriented conversations. Modern sellers need to display a level of business acumen that other sellers may not possess, or they may need to focus on improving these skills. Ultimately, a modern seller is someone who truly differentiates themselves and stands out for their clients. The best sellers out there cannot be separated from their product or service because they are a crucial factor in the equation of their client's success. Business acumen is essential to connect with clients and demonstrate the value of your services or products in addressing their individual and unique business challenges, issues, and opportunities. In longer cycle sales, where the complexity is higher, simply providing a standardized proposal deck is not be enough to stand out. Instead, you need to be able to build a bullet proof business case that clearly demonstrates ROI. This requires the ability to show the actual outc...

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers. Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. Strategic planning and research are paramount for sales and marketing professionals, including targeting a specific market, establishing credibility, using interviews as a prospecting channel, and planning for the future. Target a specific market instead of trying to target everyone. Determine where to publish, speak, network, post, and participate in blogs, portals, forums, and communities to reach this audience. Establish credibility in one industry before expanding into others. This requires deep-dive research on market forces, disruption, and compliance regulations. When you track where the money is going, you can prepare for unexpected events and pivot when necessary. Using interviews as a prospecting channel to gather intelligence, build relationships, and connect with high-level decision makers. focusing on providing value rather than seeking approval or sounding smart during conversations with economic buyers. To plan for the future, dedicate time to strategic planning based on research, conversations, and feedback from past clients. It's important to always have a plan B in place and be ready to shift gears and change direction when necessary. By focusing on specific markets, establishing credibility, and using interviews as a prospecting channel, professionals can connect with high-level decision makers and achieve their business goals. To Sell, You Have to Take Action As a sales professional, you face a simple choice. Stay put or go out and do something. Believing that "if you build it, they will come" is a fallacy. Planning is essential, but without conversations, it won't lead to success. It's time to take action and start having those conversations. Shake hands and create familiarity with your voice, face, and message. This way, when people see you, they will recognize you and remember your message. This is where serendipity happens. The key message of David's new book, Do It! Selling is that without action, there will be no results. Leads do not come out of the blue. Sometimes these leads may seem serendipitous, but they actually result from the actions you take to create an environment conducive to generating leads. If you consistently put in effort, the universe has a way of rewarding you, but it won't reward you for simply waiting for success to come to you. Waiting around for leads to come to you is a reactive approach. Instead, you need to be proactive and actively seek fresh targets on a regular basis. The 3 PR Game Plan: Personalized, Professional, Public Relations For those who are a bit reluctant to sell, David presents a new definition for sales: 'Are you sending enough invitations to a conversation with enough of the right people about how you can help them?' This conversation may not always lead to a commercial relationship, but results in an introduction or referral. Sometimes, the person may not be the right fit at the moment, but they may come back in the future with an opportunity to work together. Therefore, it's important to put fresh prospects on your radar daily by sending enough invitations to a conversation with real people whom you can help, with the intention of opening a conversation and seeing where it goes. Enter the Three P. R. Game Plan,

Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their toughest sales challenges. Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Whether you're a solopreneur, small business owner, sales professional, you'll take away powerful strategies to advance your career, grow your business, or land your dream account. Small companies lose customers because they take them for granted and don't address their concerns. To win big deals, put a wedge between the incumbent vendor and the customer and look for issues that can be addressed. Personalized service and attention are selling points for small companies managing accounts with larger competitors. The hardest thing to do when scaling a business is moving from where you are to the next place. To get big accounts, create a list of 10-25 dream accounts and target them specifically. When using LinkedIn, sending a voice message or using Vidyard for video messages can be effective. Layering on other parts of a messaging sequence, such as phone calls or handwritten notes, can increase effectiveness. Chat GPT can be a useful tool for writing proposals and creating sales messages, but it can also degrade the quality of written communication if used lazily. Q: How Do I Stand Out In The Final Round Of The Interview Process? To leave a lasting impression during a presentation in your final round of interviews, use a strategic approach. A useful tactic is to speak last, also known as the availability bias. In a final presentation interview, demonstrating ROI is crucial, especially in today's economy. Use a business case to showcase the value you bring. Start by discussing what you discovered during the discovery phase, the problems you faced, and the future state after your program is implemented. Highlight values that are important to individual stakeholders, like personal outcomes and emotional outcomes such as peace of mind and trust in the vendor. Be sure to make your case using business language, not just marketing brochures, and support it with math. To provide a value framework, follow these steps: articulate the problem you discovered, make a recommendation to solve it, and describe the outcomes your recommendation will generate in terms of measurable business outcomes, personal outcomes, and emotional outcomes. Use the audience's language and be specific. By following this structure, you'll help the audience absorb information more effectively. Q: How Do I start Targeting Larger Accounts? Scaling up into larger businesses can be overwhelming, but the first step is to take action. While hitting singles may be easier, it's important to pursue bigger opportunities to gain experience selling larger deals. However, it's also important to not overlook the value of smaller deals and to have a consistent pipeline of singles, doubles, triples, and home runs. This helps de-risk your pipeline and income while providing opportunities for growth and a bigger income. To reduce risk in your pipeline, it's crucial to have strong qualifying mechanisms and a solid understanding of a potential client's fit with your company. Identifying decision-making roles and stakeholders is also essential. When pursuing a deal, it's important to build an unassailable business case for why your company is the right choice. This involves mapping out every detail and identifying potential challenges and solutions. Finally, use murder boarding to identify potential obstacles and develop strategies to overcome them. By the time of the final presentation, you should feel confident that the client has already made the decision to do busin...