This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting sales

EQ, objections, and inked, and I'm here to help you fill up your pipeline, close bigger deals,

and rock your commission check.

This episode is part two of my conversation with author Matthew Pollard on why introverts can sell.

And on this episode, we focus on energy and why it's so important for introverts to protect their energy.

Before we get started, though, I am so excited to tell you that my brand new book, Inc,

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And now here's part two of my conversation with Matthew Pollard on why introverts can sell.

You were talking about energy and people using up your energy. That's, it's so funny because I, my team, the team that I have around me, my constant mantra to them is protect my energy, protect my energy, protect my energy. So I'll have a salesperson and they'll say, oh, I booked you for dinner with the client. Part of me is happy because I like to meet my clients and I want to spend time with them. And part of me, if I go to dinner, I use up all my energy because I have to be on in that

moment. And I have to, you know, basically get my brain wrapped around being, looking like an

extrovert in that moment where I would be so much better off for them if I was eating dinner in, you know, in my

room getting prepared. And it's okay after events. I mean, sometimes after events, I'd love to go

to the event, walk around, meet their people. But a lot of my salespeople are extroverts.

And it's really hard for them to get that. That doesn't necessarily energize me. One of the things that I

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