In this high-energy, inspirational keynote, Sales Gravy takes your audience on an unprecedented journey
into the mindsets and core disciplines of the highest-earning sales professionals. Sales Gravy walks
audience members, step-by-step, through the five disciplines of these ultra-high performers:

Your audience will Learn:

• Time Discipline
• Pipeline Discipline
• Probability Discipline
• Emotional Discipline
• People Discipline

Expected Outcomes

As Sales Gravy weaves these powerful lessons into engaging stories, your audience will laugh and be
inspired to take action as they gain deep insight into the activities that maximize sales productivity and
tactics and techniques for actualizing these disciplines in the real world.

Based on Jeb Blount's mega-bestselling book Fanatical Prospecting, this powerful, high-impact keynote
will inspire your audience to think differently about sales prospecting and embrace prospecting activity.

Sales Gravy pulls no punches as we deliver the cold, hard truth that “the number one reason for failure in
sales is the failure to prospect for new opportunities consistently.” Then we pull the audience in with
examples, stories, and lessons that teach them a systematic process and framework for identifying,
engaging, and moving high-value, qualified prospecting into the sales pipeline, including:

• Leveraging An Omni-Channel Approach And Sequencing To Increase The Probability Of Engaging The Right Prospects At The Right Time, With The Right Message.
• How A Full Pipeline Makes Sales Professionals Better Closers And Negotiators
• Time Management, Targeting, And Qualifying Strategies For Accomplishing More Prospecting Activity In Less Time, With Better Outcomes.
• How To Craft Relevant Messages That Reduce Resistance And Compel Prospects To Engage.
• The Core Mindsets Of Fanatical Prospectors.

Expected Outcomes

This powerful, high-impact keynote will inspire your audience to think differently about sales prospecting
and embrace prospecting activity. Your audience will gain actionable tactics, tools, and techniques for
becoming more proactive and successful with sales prospecting activity.

Legions of salespeople are coming face to face with a cold, hard truth: What once gave salespeople a
competitive edge - controlling the sales process, command of product knowledge, and a great
presentation - are no longer guarantees of success.

Likewise, a relentless onslaught of "me-too" competitors has made differentiating on the attributes of
products, services, and prices more challenging than ever.

Buyers’ expectations have also changed. They expect and demand more from their interactions with
sellers than a canned pitch of the company’s marketing brochures. They want a better buying
experience.

In this provocative keynote, Sales Gravy builds the case for why the buyer’s emotional experience while
going through the buying journey with the salesperson has proven to be a more consistent predictor of
outcome than any other variable. Then, through engaging stories and illustrations, Sales Gravy
demonstrates why sales professionals who’ve developed high sales-specific emotional intelligence
(Sales EQ) consistently outperform their peers.

In this message, Sales Gravy walks the audience through essential lessons including:

• The Key Elements Of High Sales Eq
• Why Emotional Discipline Is At The Heart Of Sales Success And How To Manage The Seven Disruptive Emotions That Derail Salespeople.
• How To Answer Each Buyer’s Five Most Important Questions So That It Becomes Nearly Impossible For Them To Say No.
• The Neuroscience Of Influence, Gaining Control Of Sales Conversations And Advancing Opportunities Through The Pipeline.
• How To Compel Buyers To Lean In, Grab Their Attention, And Keep Them Engaged.

Expected Outcomes

This entertaining and educational keynote takes your audience on a fascinating journey into the new
psychology of sales and the real science behind influence, persuasion, and shaping buying decisions.
They’ll learn the secrets to building deep relationships, keeping stakeholders engaged, and separating
themselves from competitors by delivering a legendary buying experience.

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing
out objections. And, for as long as buyers have been saying no, salespeople have yearned for the
secrets to avoiding the inevitable rejection.

But there is no avoiding rejection in sales. To be successful, sales professionals must learn to face
rejection, effectively handle objections, and keep moving.

Sales Gravy comes right out of the box to address the truth about rejection: We fear it more than death,
and unchecked, the fear of rejection can become a debilitating demotivator for sales professionals that
leads to failure. Yet, the fear of rejection isn’t an irrational psychological disorder. Instead, it’s a natural
human reaction based on neuroscience.

Then, Sales Gravy deftly leverages “edge-of-your-seat” stories of persistence and overcoming
gut-wrenching emotional obstacles to give the audience the keys to pushing through fear, becoming
rejection-proof, and developing an unstoppable mindset.

Finally, through live audience interaction, Sales Gravy demonstrates how, by combining this new
awareness with proven objection turn-around frameworks and techniques, salespeople can rise above
their disruptive emotions and quickly turn NO into YES.

The audience will learn a new psychology for turning around objections and techniques that work with
today’s more informed, in control, and skeptical buyers gaining deep insight into:

• The Most Important Discipline In Sales And Why Persistence Is A Meta-Skill In The New, Hyper-Competitive Marketplace.
• The Science Behind The Hurt And How To Become Rejection Proof.
• Why Buyers Resist And Throw Out Objections.
• How To Use The Ledge Technique To Instantly Gain Control Of Disruptive Emotions And Respond To Any Objection With Poise.
• Proven Objection Turn-Around Frameworks That Give Sellers Confidence And Control Without Sounding Phony.

Expected Outcomes

The audience will walk away with the confidence to face and effectively handle objections in any selling
situation.