This is the sales gravy podcast.

I'm Jeb Blunt, best-selling 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.

In just a moment, I'm going to share a powerful technique for minimizing objections.

First, though, I have a question.

Have you ever been in the early stages of a deal and frustrated because you know you're talking to the wrong person, but you can't find the real decision maker?

It happens all the time, which is why so many deals stall.

Not sure you do a Google search and you spend hours digging through LinkedIn, but still it's

almost impossible to see who reports to whom, and of course you never get contact information.

Whenever I'm in this spot, I turn to Discoverorg. I just open my Discoverorg dashboard, do a quick

search, and in a nanosecond, I'm looking at the entire company org chart. I see all the reporting

lines, and I get full contact information, including email and phone, something that you'll never

get on a LinkedIn search. And what I love the most is the information

is accurate because all Discoverorg records are confirmed by human beings. The entire sales team at

sales gravy counts on Discoverorg and I'm positive that you will love Discoverorg too.

And here's the good news. Discoverorg makes it easy for you to check it out yourself for free.

To get free data that is authenticated by human beings, just go to discoverorg.com.

That's discoverorg.com and click the button that says free data.

What we know empirically about human behavior is that humans follow the crowd.

We are compelled to do the things that other people are doing.

And when something is popular and we see other people doing it, we feel that it is safe for us to do it too.

And the more people who are doing a thing have a belief in something or share an opinion,

the higher the probability that

...