This is the Sales Gravy Podcast. I'm Jeb Blunt, best-selling author of Fanatical Prospecting SalesEQ,

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

and rock your commission check.

In part two of my conversation with sleep expert Jeff Kahn on the impact of sleep and sales productivity,

we talk about how the lack of sleep can impact your attitude, emotional intelligence,

and even your ability to perceive the emotions of others when you're in sales meetings.

Jeff describes walking into a sales meeting with no sleep,

like drinking a case of beer and then trying to have a conversation. It just doesn't work.

Before we get started, though, I'm so excited to tell you about my brand new book virtual selling.

One of the reasons there's been so few podcasts lately is that I've been

heads down working on this book. This book is awesome. You're going to love it. It teaches you

everything you need to know about selling through virtual tools, communicating with video,

phone, text direct messaging, and even getting attention of hard-to-reach prospects using video

messaging. Go pick it up right now at Amazon.

You can get it on Kindle, download it, and read it. I promise you it'll help you close more business.

Now, here's the second part of my conversation with Jeff Kahn on the impact of sleep and sales productivity.

Tell me why sleep has such an impact on positive. and sales productivity.

Tell me why sleep has such an impact on positive mindset.

And the reason I ask this question is I don't think that anyone in sales would disagree that having a positive, optimistic mindset is a bad thing.

In fact, the three things that we see that make great salespeople,

like when we're doing assessments of sales competency is optimism, competitiveness, and a need

for achievement. So the people that have to lift the trophy, I'm sure you've seen this with

...