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.

Building relationships with the stakeholders who make and influence the buying decisions in your deals is one of the keys to standing out and gaining a decided competitive advantage.

More on this in a minute, but first I want to tell you why I'm in love with Zoom Info and why the entire team at Sales Gravy uses a Zoom Info platform to get in touch with the right people and companies.

You see, Zoom Info helps our team fill our pipeline faster with new targeted leads, so we spend less time prospecting and more time selling.

What I love most about Zoom Info is that it allows us to quickly identify target prospects

by industry, company location, and size, revenue, title, job function, employers, and even

similar companies. Zoom Info gives us access to over 13 million company profiles, 46 million

direct dials, and 91 million business emails.

You can learn more about Zoom Info and take the platform for a free test drive at ZoomInfo.com

forward slash salesgravy.

That's ZoomInfo.com forward slash sales gravy.

When I was a kid, I spent hours sitting in courtrooms watching my dad, who was a lawyer, try cases.

In the summer, my mom would drop me off at the federal courthouse, and I can still remember the unique smells and sounds and how everything seems so huge and imposing.

I'd always find a bench near the front of the courtroom, and I'd sit and watch the master.

My dad earned the reputation of being one of the greatest trial lawyers and legal minds of this

generation, and he was so good at his craft that when he was trying a case, the opposing

attorneys would often give up before the trial even started.

My dad was a master at shaping the courtroom and flipping the script in his favor. As he addressed

the jury, he would make subtle shifts in his pace, his words, his voice inflection, his accent,

and his body language so that each member of the jury perceived that he was speaking directly

to them. They liked him because he made them feel that he understood

...