90 Days to Level Up Your Sales Skills

Jeb Blount is the world’s most sought-after sales coach and speaker. He is the CEO of the international sales training and consulting firm Sales Gravy, an adviser to a who’s who of the world’s leading organizations and their executives, and author of 18 of the most definitive books ever written about sales.

• Introduction: Sales Is Hard xiPART I FOUNDATION 1Day 1 The Five Disciplines of Ultra-High Performance 3Day 2 Reflection versus Regret 7Day 3 Awareness Is the Mother of Change 14Day 4 Process Goals 19Day 5 The Only Three Things You Control 23Day 6 An Attitude of Gratitude 28Day 7 Goal Planning 32PART II PIPELINE DISCIPLINE 35Day 8 The Pipe Is Life 37Day 9 Pipeline Coverage 41Day 10 The Law of Replacement 44Day 11 Prospecting Activity 46Day 12 A Little Bit Every Day 48Day 13 Eat the Frog 50Day 14 High-Intensity Prospecting Sprints 52Day 15 Targeting 54Day 16 Better Lists = Better Outcomes 61Day 17 Fixing an Empty Pipeline Fast 64Day 18 Multi-Channel Approach 67Day 19 Stop Worrying About "Bothering" Prospects 71Day 20 Message Matters 74Day 21 Developing Effective Because Statements 78Day 22 Pick Up the Damn Phone 82Day 23 Five-Step Telephone Prospecting Framework 85Day 24 Prospecting Objections 88Day 25 All Prospecting Objections Can Be Anticipated 90Day 26 Skipping Past Prospecting Objections 92Day 27 The Five Bes of In-Person Prospecting 96Day 28 Written and Digital Prospecting 100Day 29 Four-Step Digital and Written Prospecting Framework 102Day 30 Be a Squirrel 105Day 31 Always Make One More Call 108Day 32 Reflection 110PART III TIME DISCIPLINE 111Day 33 Protect the Golden Hours 113Day 34 Choose to Own It 116Day 35 Ruthless Prioritization 119Day 36 Time Investment Audit 123Day 37 Benchmark Excellence 126Day 38 The Fine Art of Delegation 129Day 39 Build Your To-Don't List 133Day 40 Time Blocking 135Day 41 Sales Day Planning and Calendar Management 138Day 42 Territory Management 141Day 43 Automobile University 144Day 44 Technology and AI 146Day 45 Reflection 149PART IV PROBABILITY DISCIPLINE 151Day 46 Probability Is How Ultra-High Performers Play the Game of Sales 153Day 47 Stop Wasting Time on Low-Probability Deals 155Day 48 Overcoming the Sunk Cost Bias 157Day 49 Bigger Pipe, More Options 159Day 50 Always Be Qualifying 161Day 51 Don't Swing at Ugly Deals 164Day 52 Qualifying Methodologies 166Day 53 Evaluating Current Pipeline Opportunities 169Day 54 Murder Boarding 172Day 55 Execute the Sales Process 176Day 56 Aligning the Three Processes of Sales 178Day 57 Don't Become a Buying Process Puppet 181Day 58 Mapping Stakeholders 184Day 59 The One Qualifying Question Ultra-High Performers Never Ask 187Day 60 The Engagement Test 190Day 61 Advancing With Micro-Commitments 193Day 62 Never Leave a Meeting Without a Next Step 196Day 63 Pre-Call Planning 198Day 64 Do Not Email Proposals 201Day 65 Micro-Commitment Objections 202Day 66 Closing Is a Series of Commitments 205Day 67 Dealing With Buying Commitment Objections 209Day 68 Reflection 213PART V PEOPLE DISCIPLINE 215Day 69 The Decision Process 217Day 70 People Buy for Their Reasons 220Day 71 The Power of Empathy 223Day 72 The Five Decisions 227Day 73 The Listening Advantage 233Day 74 Seven Keys to Effective Listening 237Day 75 The Self-Disclosure Loop 240Day 76 Discovery 243Day 77 The SCORE Discovery Framework 246Day 78 Flexing to Communication Styles 250Day 79 Do You Get Me and My Problems? 254Day 80 The "So, What" Smell Test 258Day 81 You Are Always on Stage 262Day 82 Reflection 267PART VI EMOTIONAL DISCIPLINE 269Day 83 Emotions Are Contagious 271Day 84 Control Your Response to Disruptive Emotions 274Day 85 Bigger Pipeline, More Confidence 277Day 86 Trust the Process 281Day 87 Rejection Proof Yourself 284Day 88 Positive Visualization, Self-Talk, and Physiology 289Day 89 Build Resilience 293Day 90 Bounce Back Ability 297Conclusion: The Ultra-High Performer Within 303Index 305