The Pacing Paradox: Sprinting Doesn't Fill Your Pipeline (Money Monday)
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 11 May 2026
⏱️ 9 minutes
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Summary
Most sales reps burn out by week two of the quarter because they confuse speed with consistency. In this episode of Money Monday, Jeb Blount Jr. breaks down the pacing paradox: why sprinting through your sales activity leads to a ghost town in your CRM, empty pipeline, and the slow crawl to quota. Drawing from his own running comeback and a fresh take on the tortoise and the hare, Jeb shares how measured, sustainable prospecting activity beats frantic bursts every time.
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Transcript
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| 0:00.0 | This is Jeb Blunt and it's Money Monday on the Sales Gravy podcast. |
| 0:09.3 | Say, make money, money, money, money, money, money. |
| 0:14.7 | Money makes the world go round. |
| 0:17.5 | I'm the talk around town. |
| 0:19.0 | Remy gave me the sound. Welcome back to the sales gravy podcast. I'm Jeb Blunt Jr. And this is Money Monday. I'm filling in for Jeb Blunt. And here's a number for you. 107.6. |
| 0:31.2 | That's how many kilometers I put on my shoes since the start of the year. Now for those of you in the United States that don't naturally speak |
| 0:37.8 | metric, I'll translate it for you. It's about 67 miles. And to put that in perspective, that is more |
| 0:44.1 | than two and a half full marathons back to back. If you're a New Yorker, that's running the entire |
| 0:49.1 | length of Manhattan five times over. And for some of you, who are ultra-marathoners, look, it's not that far. |
| 0:56.2 | It might be just a long Tuesday for you. But for me, it's a minor miracle. I used to be a D3 |
| 1:02.0 | collegiate sprinter and a pole vaulter. I was quick, but I wasn't exceptionally fast. I was |
| 1:07.0 | capping out at around 11.5 seconds for 100 meter, 49.5 seconds for a 400 meter. |
| 1:12.6 | And my pole vaulting record wasn't breaking any records or getting any headlines. |
| 1:16.1 | I ended up actually quitting after my sophomore year because the wheels just started to come off the bus. |
| 1:21.5 | I had some severe shin injuries from high school. |
| 1:23.8 | And I fell in my freshman season off the pole from a really high height and hurt my back. |
| 1:28.5 | And it got to a point where running even an 800 meter warmup, like that's just two laps |
| 1:33.0 | around the track, was incredibly excruciating. So I did the most logical thing and quit for eight |
| 1:40.0 | years. In the meantime, I gained some 30 pounds. I started a family. I got busy with business. |
| 1:47.9 | And I've tried to come back to running a couple of times using those couch to 5K apps, |
| 1:52.4 | but those apps felt just like a cage. They made me feel like training for a 5K was an Olympic |
| 1:57.9 | marathon trial. It was rigid, it was prescriptive, and it just honestly wasn't very fun. |
... |
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