This is the Sales Gravy Podcast.

Hi, I'm Jeb Blunt, bestselling author, Fanatical Prospecting, Objection, SalesEQ, and Inc.

And I'm here to help you open more doors, close bigger deals, and rock your commission check.

Welcome back to the Sales Gravy Podcast. It's Wisdom Wednesday where you drive the agenda because on this segment of the sales

gravy podcast, you bring your biggest sales challenges and Jeb Blunt delivers his best answers.

Those answers, they come straight from the trenches because Jeb is not just teaching sales.

He's out there prospecting, closing, and leading sales teams every single day.

Let's take that next caller.

All right, Tim, who do we got up next on the show?

Well, Jeff, next up, we have Jeremiah Wren, and he is from Searcy, Arkansas.

All right, let's bring on Jeremiah.

Jeremiah, how are you doing? Is Searcy, Arkansas, the home of the Toad Suck days? Is there the right city or is there a different city? Conway, Arkansas. Conway, Urtsey is, um, Cercy has like a Harding University there. Yeah. They were like the like D2 or D3 national champs a couple years back for football. So that's our claim to fame right now. Yeah, Searcy used to be my old territory. When I was a sales manager in the mid-south, I had East Tennessee, part of Mississippi, all of Arkansas, a little bit of Missouri, a little bit of Texas, and a little bit of Oklahoma. We would run through Searcy often, but it's Conway because Conway's up the interstate from

Searcy, right? Yep. Toad suck days. Yeah. Tell me what's going on in your world, Jeremiah.

Yeah, Jeb. So our organization is starting to focus more on like big picture conversations

and sales discovery that's targeting like sea level positions, higher level executives and things.

As an account manager myself, you know, I have a responsibility and a want to grow my

accounts in a way that's like in line with the business and the vision that our business have.

Most of the people that I speak with on a day-to-day basis are not sea level positions.

They're, they're much lower purchasers than that.

But I want to be able to have the conversations, you know, the quarterly business reviews and

discussions and things with the people that we're looking to target. So my question here is,

how can I essentially get into a conversation with those higher level individuals,

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