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.

A really interesting thing about being a salesperson today, especially in B2B sales, is that your job is to compete with other people.

You exist because some other company has another sales rep just like you trying to sell something to the same customer.

This competition creates a dynamic environment for every sales professional.

And even a small adjustment can make a really big impact on how much you sell and if you succeed or fail.

And this is exactly why Salesforce.com built quotable.

To create a place where insightful content is being generated and shared

specifically to help you, the sales professional, be even better at what you do, and gain a

decisive competitive edge. You can check out all of the free sales training resources at

Salesforce.com forward slash quotable. That's Salesforce.com forward slash quotable. That's salesforce.com forward slash quotable.

And for a limited time, quotable is offering a free ebook on mastering the non-disruptive forces

of selling. You can get your free ebook at disrupt.sgravey.com. Download your ebook at

disrupt.d.sgravee. Sales outcomes are predictable based on how

salespeople leverage, execute, and move deals through the sales process.

Follow a well-designed sales process with qualified prospects who are in the buying

window and you will close more deals. It's the truth and it's a guarantee.

Sadly, many salespeople discount this basic truth and wing it, because they, in the words of

so many poor performers, just don't like to be constrained by the rules. These salespeople

prefer to chart their own course and the delusion that their way is better.

Well, trust me, it's not. Winging it in sales is stupid.

Ultra high performers plan for sales calls in advance because pre-call planning is a critical

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