Talking to Sales GOATs: Jeb Blount

I am starting a new series. Inspired by the GOATs (Greatest of all time) of sports and sales, I realize how blessed I have been to meet and talk to some of the biggest luminaries in all of sales.

Because of this, I would be remiss not to reflect on what I've learned from them and share these learnings with the world.

Chapter 2: Jeb Blount – Selling in the 4th Quarter

When I reached out to Jeffrey Gitomer and Jeb Blount simultaneously back in September 2017, it was a leap of faith. I had admired both for years, their teachings shaping much of my sales approach. I didn’t expect much, truth be told, but to my surprise, Jeb replied.

His response wasn’t just polite; it was enthusiastic. He invited me to join him on his podcast to talk about selling in the fourth quarter—a topic every salesperson understands as the most critical stretch of the year. The opportunity felt like a culmination of years of preparation and persistence, and it was made even more meaningful by my history with Sales Gravy | Sell More . Back in 2010-2011, I had written articles for the platform that garnered tens of thousands of views, showcasing my early passion for sharing sales insights.

A Leap of Faith

The invitation from Jeb was exhilarating. Here was one of the preeminent voices in sales, author of Fanatical Prospecting and Objections, asking me to join a conversation on his podcast. It was the kind of moment that reminded me why I’d ventured into sales in the first place. Yet, it was also nerve-wracking. I wasn’t just stepping into a discussion; I was stepping into a spotlight.

Looking back, this interview was an embarrassing moment for me as I realize how not ready for prime time my equipment was. I felt good about the discussion and my content, but I was in my basement, pre-pandemic, not as used to remote calls with no virtual background and definitely no home office with an impressive backdrop like I have today.

Before the interview, I revisited Jeb’s work, particularly Fanatical Prospecting. His relentless emphasis on consistent activity as the lifeblood of sales resonated deeply. As I prepared, I couldn’t help but reflect on my own experiences, thinking of the countless fourth quarters where the pressure was palpable, where the clock was ticking, and where every decision felt magnified.

The Podcast Experience

The moment the podcast began, Jeb’s energy set the tone. His passion for sales is contagious, and his warmth made me feel immediately at ease. We kicked off the discussion with a topic close to every salesperson’s heart: how to win in the fourth quarter. Jeb likened it to the final quarter of a football game—a time when champions rise, strategies are tested, and every play matters.

I shared my perspective, rooted in years of navigating year-end pressures:

• Consistency is Key: "Don’t change too much," I said. "Stick to the processes that have worked for you all year. If you’ve been successful, it’s because you’ve followed a plan. Don’t abandon it now."
• Prioritize Smartly: I emphasized the importance of focusing on top spenders and clients at the right stage in their buying cycles. "Know who has budget left and who’s planning for next year. Your knowledge of their fiscal calendar can be the difference-maker."
• Plant Seeds for the Future: "While Q4 is critical, don’t neglect the pipeline for Q1. Prospect now so you’re not scrambling when the new year begins."

Jeb built on these themes, bringing his signature clarity and actionable advice:

• Target Tax-Sensitive Buyers: He highlighted the opportunity with privately-owned businesses needing to spend to reduce their tax burdens. "These are your prime targets," he said, "because they have an incentive to close deals before year-end."
• Stick to the Basics: Jeb’s mantra was simple: "The basics brought you here; don’t abandon them." He shared a powerful analogy from baseball’s John Smoltz about how slumps occur when players stray from their fundamentals. The same applies to sales.
• Focus Beyond Q4: Jeb urged leaders to think beyond December. "November and December should be hot prospecting months for January and February. If you stop now, you’ll be playing catch-up in Q1."

Navigating Challenges

As the discussion continued, Jeb posed questions that delved into the mindset challenges of Q4. What should sandbaggers do? How should those on the cusp of their quotas navigate the pressure? What about those who are hopelessly behind?

For the sandbaggers—those who’ve hit their targets and are tempted to rest—I stressed the importance of prospecting. "Use this time to build momentum for next year. Meet with clients to understand their upcoming needs. Plant seeds."

For those on the cusp, I warned against desperation. "Desperation leads to shortcuts," I said. "Shortcuts devalue your product and your role as a trusted advisor. Stay disciplined. Focus on process, not outcome."

For those far behind, Jeb and I both emphasized the importance of learning. "Look back at what went wrong," Jeb said. "What patterns can you change? Don’t repeat the mistakes of the past."

Key Lessons from Jeb

The podcast wasn’t just a dialogue; it was a masterclass. Jeb’s insights added layers to my understanding of sales, particularly in high-pressure environments:

• The Universal Law of Needs: "The more you need the deal, the less likely you are to get it." Jeb’s words hit hard because they’re true. Desperation is palpable, and it drives clients away.
• Emotions Are Contagious: Jeb reminded me that confidence and enthusiasm are just as contagious as desperation. "Bring the right energy," he said, "and clients will respond in kind."
• Always Be Planting Seeds: "Every interaction is an opportunity," Jeb said. "Even if you can’t close a deal now, you’re laying the groundwork for future success."

This conversation in October 2017 was invigorating. Jeb's willingness to engage reinforced a truth I’d first learned with Jeffrey Gitomer: the greats aren’t unreachable. They’re often willing to share their platforms, provided you bring value to the table.

I’m struck by how much this conversation with Jeb Blount reaffirmed my love for sales and the community it fosters. The lessons Jeb shared—and the opportunity to collaborate with him—will stay with me. They’ve already influenced how I approach my own leadership and my conversations with clients.

This chapter is a testament to the power of persistence, preparation, and the willingness to step outside your comfort zone. To every salesperson reading this: don’t be afraid to ask. You might be surprised by who says yes.

The most important lessons Jeb shared apply to every salesperson today:

• Stick to the basics that brought you success.
• Focus on consistency, process, and prioritization.
• Balance immediate goals with long-term pipeline building.
• Avoid desperation by remaining confident and sticking to a disciplined approach.
• Plant seeds now for future growth.

Sales isn’t about shortcuts—it’s about strategy, relationships, and the commitment to playing the long game. Jeb’s insights reaffirm that the path to success is paved with preparation, persistence, and process.

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