This is the sales gravy podcast. I'm Jeff Blunt, best-selling author of People Buy You,

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

This episode of sales gravy is sponsored by one of my favorite companies, Paycom.

I love Paycom because they offer so much opportunity for sales professionals.

Paycom has an incredible sales culture.

They have world-class training, unbelievable benefits, and the opportunity to sell industry-leading best-in-class products that will set you apart

from your competitors. And when you take your sales career to Paycom, you'll also have the opportunity

to work with sales leaders who truly care about you in your career. This is why my friends at

Selling Power Magazine named Paycom one of the 50 best companies to sell for. And at Paycom,

you can make a lot of money. So if you think you have what it takes to join this elite group of

sales professionals, go check out Paycom at Careers.Pacom's careers.pacom.com. Have you ever noticed how some

people move from flavor of the day to flavor of the day? Always on the lookout for the next big

idea or the next big thing. New tech, new process, new jargon, and new magic fairy dust that

will somehow make all the hard things easier.

These are the kinds of people who freely proclaim that this is dead or that is dead.

Perhaps what they really mean is that the thing that they're declaring dead is just plain hard.

This is why they're drawn like moss to a flame to every bright shiny thing

that makes an easy distraction

from the brutal reality of what it really takes to be successful in sales. And sadly, while

they're chasing the next big thing, these sales professionals more often than not lose focus

on the basics and fundamentals that are mission critical to sales success.

You see, the brutal reality is the little things, the basics, the hard work of sales,

...