This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting and sales EQ, and I'm here to help you open more doors, close bigger deals, and rock your commission check.

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You cannot manage time. This is an immutable truth. Time is inextricable and relentless.

You cannot stop it, get it back, reinvest it or recover it. Once it's gone, it's gone.

You see, time by its very nature is unmanageable. But what is manageable is you, the way you think about time and the choices that you make about time.

Time discipline is a simple choice between what you want now and what you want most.

Each moment of the sales day, you are faced with

three choices about how to invest your time. You can do trivial things that add little value,

like watching cat videos, checking social media, or texting your friends. You can spend your time

on important things like researching prospects, doing reports, or returning an email from the boss. Or you can spend your time on activities that like researching prospects doing reports or returning an email from

the boss or you can spend your time on activities that are impactful and the most impactful things

that you can do as a cell professional is prospect for new opportunities engage prospects and sales

conversations and qualify and advance opportunities through the sales pipeline.

Sadly, though, it's human tendency to waste time on trivial activities while mission-critical

tasks are ignored. It's not uncommon for salespeople to waste 50% or more of the time on low-value

activities that do not produce sales outcomes.

So let me make this crystal clear.

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