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.

This is part four of my conversation with Lee Saul's on sales differentiation.

In this episode, we talk about positioning questions and discovery and why discovery is so

important to differentiation.

In fact, it's where true differentiation is born and why most deals are closed in discovery.

Before we get started, though, I'm going to share my team secret for connecting with

hard-to-reach prospects.

You know the ones that don't return phone calls, don't respond to email, don't let you

in the door, and put up a wall anytime you're trying to connect with them and their company.

We use a tool called Outbound Cards.

With Outbound Cards, with a

simple click and a swipe on an app, we can send a personalized card that gets our prospect's attention

anywhere, anytime, from any device. I want you to go check it out, and you can try it for free. Go to

outboundcards.com. That's OutboundC cards.com and click on send a free card.

And there is absolutely no obligation.

And I promise, when you start using outbound cards,

you are going to be amazed at how it makes you stand out compared to your competitors.

Now here's part four of my conversation with Lee Saul's on sales differentiation.

Music conversation with Lee Saul's on sales differentiation.

Everyone agrees we know more than the people we sell to around what we sell.

However, if our strategy is to walk into a CEO's office and lecture them and say,

...