July 22, 2025 • 14 mins
Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter?
That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence.
If you're nodding your head right now, you're not alone. Every sales professional faces these valleys, and how you respond determines whether you bounce back stronger or spiral further down.
The Confidence Crisis: When Success Breeds Complacency
Dhruv's story reveals a pattern I see constantly in sales organizations. After a strong Q1, he got comfortable. His dials dropped. He thought he had it all figured out. Sound familiar?
Here's the brutal truth: Success without discipline is temporary. The moment you stop following the process that got you there, you're setting yourself up for a fall.
When things started going sideways in April, Dhruv did what most salespeople do—he panicked. He started questioning everything, looking for new scripts on LinkedIn, using AI to find the "perfect" approach. Everything except the one thing that would actually help: going back to basics.
The Fundamentals Never Go Out of Style
I told Dhruv about John Smoltz, the Cy Young Award-winning pitcher who spoke at an event I attended. Smoltz explained that when baseball players get into a slump, they start changing everything—looking for magic pills, new techniques, secret solutions.
But here's what champions do differently: They go back to the fundamentals.
Take Kobe Bryant. Every morning at 4 AM, he'd spend three to four hours working on the same basic skills he learned as a kid. The fundamentals that made him great in the first place.
The same principle applies to fanatical prospecting. When you're in a slump, you don't need new techniques—you need to execute the proven process with precision and discipline.
Process Goals vs. Outcome Goals: The Confidence Builder
When your confidence is shaken, outcome goals become your enemy. Focusing on "I need to close three deals this week" when you're struggling just adds pressure and anxiety.
Instead, shift to process goals:
How many calls will you make today?
Are you using your five-step framework consistently?
Are you delivering your ledge statements with conviction?
Are you following up with discipline?
I shared with Dhruv my own experience from when I was 24 and going through a terrible quarter. I was so down I didn't want to come to work. Here's how I climbed out:
I started with 10-minute call blocks. Call for 10 minutes, then read three pages of an inspirational sales book as a reward. Rinse and repeat.
Within 30 days, I was performing well. Within 90 days, I was the number one rep in my region.
The key wasn't finding a secret technique. It was trusting the process in shorter, manageable increments.
The Economic Reality: When Markets Tighten, Double Down
Dhruv's slump coincided with companies pulling back on spending. But here's what most reps get wrong: When markets tighten, you need to make more calls, not fewer.
The prospects with budget and urgency are still out there, they're just harder to find. That means more activity, not less. More discipline, not shortcuts.
This is exactly what I cover in Selling in a Crisis—when economic conditions get tough, the fundamentals become even more critical.
Your Confidence Comeback Action Plan
If you're in a confidence slump right now, here's your roadmap back:
Stop Looking for Magic Solutions Get off LinkedIn. Stop asking AI for the perfect script. The answer isn't out there—it's in the process you already know works.
Break It Down When confidence is low, work in shorter blocks. Fifteen-minute call sessions with quick wins and self-recognition for executing the p...
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:05):
This is the Sales Gravy Podcast.
Hi. I'm Jeb Blunt, best selling author of
fanatical prospecting, objections, sales EQ, and inked, and
I'm here to help you open more doors,
close bigger deals, and rock your commission check.
This is the Sales Gravy Podcast, and it's
wisdom Wednesday where you drive the agenda. And
on this segment of the Sales Gravy Podcast,
(00:26):
you bring your biggest challenges, and Jeb Blunt
delivers his best answers. And those answers, they
come straight from the trenches because Jeb's not
just teaching sales. He's out there prospecting, closing,
and leading sales teams every single day.
Before we jump in, here's a quick update.
The Outbound Conference, you know the one I've
been talking about? It's the biggest, baddest sales
conference on the planet, and it's getting ready
(00:47):
to announce its new date and location.
Tickets
always sell out fast. So if you want
early bird discounts and information,
head over to outboundconference.com.
That's outboundconference.com
and get on the waiting list right now.
Alright. Let's take that next caller. Next up
is Dhruv from Saint Louis, Missouri.
(01:09):
Alright. Next up on the show is Drew
Petock from St. Louis, Missouri. Drew, what's going
on? Hey, Jeb. Thanks for having me on.
First and foremost, the ledge phrase just going
across our entire organization
like wildfire, we've been using it a lot.
So the reason why I wanted to be
on the show today was
I'm kinda new to sales. I began last
(01:31):
year in July,
and I finally figured it out, it felt
like, in q one of this year where
I had some really good performance and, you
know, I was doing pretty good. And for
context, I'm not a full cycle sales closer.
I'm a business development rep where I just,
you know, warm up leads for our account
executives. And after the past two months, I've
(01:51):
been really struggling. You know? I've had low
attainment,
and it really comes down to I felt
like I've lost some confidence in myself and
confidence in
being able to make the calls. So I
was hoping to see if you had any
strategies or anything that's worked for you in
the past when maybe you've lost some of
your confidence. It's a great question. What did
you do before you got into this role?
(02:12):
So I was in a nonprofit. So I
did a lot of voter engagement work, you
know, just getting people to the polls, that
kind of stuff. But you were still doing
a lot of outreach.
Right. A lot more in person outreach, not
so much on the phones.
That difference between being in person and being
on the phone, is that different for you
in your mind?
It is, but I've read enough of your
books to know that I don't use that
(02:33):
too much of an excuse. Yes. Of course.
I'm able to pick up on body language,
and that was a bit of an adjustment.
But I really think I get in my
own way, and I freeze up a lot
on the phone. Okay. I do too sometimes.
Do you know what I do when I
freeze up on the phone? I just hang
up and take them all again and just
do it again. Like, I you know, sometimes
you, you know, you just get tongue tied
(02:53):
tongue twice. I just did it right now.
You get tongue tied on the phone, and
you don't know what to say. So the
best thing to do is just hang up,
move on to the next call, call them
back, tell them you got disconnected
because sometimes you just can't get out of
your own way. And this and do you
play golf by any chance? I don't. I
don't. I haven't, but I need to get
into it. Okay. So because you're in sales.
You gotta be in golf. Yesterday, I was
(03:14):
playing golf with my son, JBJ,
in a tournament,
and I was doing well for me. And
on a course that I played last year
in the same tournament and played very poorly.
And we got on this par three, and
I don't know what happened. I mean, like,
I just lost it. I hit a ball
into the water. I got a mulligan in
the tournament, so I used my mulligan, and
I hit the next ball into the water.
(03:35):
I got down to the the area where
your penalty area, and then I hit the
ball over the green to the sand trap.
And I'm like, this is terrible. Like, I
lost my confidence. I lost everything. You know,
trying to recover from that was tough. Then
I hit a great drive on the next
hole, and then I hit my approach shot
into a creek. Like, you hit one after
another after another after another.
How do you bounce back from that? How
(03:57):
do you recover from that? And a lot
of it goes into your head. And I
I use this as an analogy because in
that situation, I was starting to lose my
confidence.
So what I did was after I hit
the approach shot into the creek, because I
was pretty disgusted after the par three. And
I hit a really nice ball. Like, I
was aimed the wrong way, but I hit
a good ball. It wasn't a bad thing.
It's just, like, just aimed the wrong way.
(04:17):
I congratulated myself for the strike. I hit
it well. I just hit it in the
creek. So I got onto the green, got
back to my routine,
made the putt, and on the very next
hole, I made a par. Like, I've I
recovered on the next hole. And it was
all about just getting back into my core
routine
versus
thinking about all the things that I was
(04:38):
doing wrong. And I think sometimes when you're
especially in your world as a BDR,
it's moving really fast, and you get a
lot of rejection. You get tongue tied. You
say things that you don't mean to say.
Things don't go well, and then you start
thinking about
that versus thinking about the routine. Like, you
mentioned the ledge statement. Right? When you get
a objection, you know how to handle it.
(04:59):
The reason you get tongue tied is because
it hits your brain. You get scared. You
don't know what to say. So on the
next call, you go, alright. Let me learn
how to use the ledge. Let me go
back to that routine again. Let me go
back to what I was doing before. Because
when you start thinking about what can I
do to be more confident,
I can't give you confidence? Right? Confidence comes
from the inside,
(05:20):
not from the outside. And most of us
are looking for confidence from the outside. Now
certainly, if you run a string of calls
and you set an appointment on every one
of them and you hit your number, that
certainly makes you feel more confident. So there's
nothing like success that'll make you feel confident.
But when you're not getting success, the only
place that the confidence is gonna come from
is inside of you. Let's go back to
last fall when you came in and things
(05:42):
were going great. You're hitting your numbers. You
felt good. Like, what was different?
I think I was just trusting the process
a lot more at that time. You know?
Maybe a part of it was the the
economic situation, and people were more open to
at least looking into our solution
at the time. But I think also,
I was really, like, focused in on following
(06:05):
the process to a t and
letting the outcomes
show up for themselves.
And, I think in April when things started
to go a little bit more sideways,
I had a tendency to be like, oh,
you know, I don't have to make as
many calls. I've got this figured out, and
I got a little overconfident.
My dials got low, and then all of
(06:26):
a sudden, you know, my number didn't hit.
Yeah. Yeah. And then you started questioning yourself,
then you started changing up what you were
doing, and you try to find a secret
solution for it. Yep. Exactly. You know baseball?
Yeah. 100%.
So golf and baseball. There was a pitcher
one time, you may not even remember, but
his name was John Smolz, and he was
one of the tops pitchers ever Cy Cy
(06:46):
Young Award winner. I went to see him
speak at an event, and he was talking
about this exact thing. He was talking about
how baseball players and pitchers and hitters, what
have you, will get into a slump. Something
bad happens. Like, they have a bad month,
they have a bad game, or what have
you. They get into a slump. And he
said, what most people do is they start
changing things. Like, they start looking for something
new. They look for an easy button, or
(07:07):
they look for a magic pill or a
new technique,
when all they really need to do is
go back to the process. They need to
go back to the basics and fundamentals.
And I've been talking about Kobe Bryant a
good bit. One of the things he was
famous for was he would go back to
his process, but he did it every day.
So he would go in at 04:00 in
the morning and spend three, four hours doing
(07:29):
the basics, the same things he was doing
when he was a kid playing basketball. So
it's the same thing for you. Like, you
gotta kinda go back to that basic. And
when I think about yesterday on that golf
course, when I started to unravel,
Things were going bad for me, and I
couldn't, like, get a break. What I did
on that green is I went back to
my routine. I went back to my calm,
(07:51):
cool process. Rather than rushing the putt, I
put my mark down, I looked at it,
and I trusted the process.
The next hole, I got back into that
routine and that rhythm versus getting out of
it or trying to fix things in the
process or coming up with something new. So
what I would say to you is you
already know what the formula is. Go trust
the process. Now is it harder right now?
(08:13):
Yeah. Are companies pulling back right now? Yeah.
Which means, by the way, you need to
make more calls, not less calls because you
gotta go find the people that do have
budget and do have money. And one book
I might recommend if you haven't read it
is read selling in a crisis because it
addresses this very thing that you're dealing with
right now is there's a pullback.
What do I do? So go read that
(08:34):
book or listen to it. It's on audio,
but go back and trust the process. Do
the things that you were doing before. Think
about process goals rather than thinking about outcome
goals. Think about how many calls, how's your
messaging,
are you using the five step framework, if
you'd if you're using that framework from fanatical
prospecting,
are you using your led statements, lead, disrupt,
ask, are you using those that process? And
(08:56):
then set process goals.
If you need to,
when you're lacking confidence, set those process goals
in shorter increments. So, you know, run a
fifteen minute block, go back, praise yourself for
the things you did well. Even if you
didn't get the appointment, did you do well?
Did you say the right thing? Did you
have the right message? You were in the
process. Tell yourself
the good things about what you're doing, not
(09:16):
the bad things about what you're doing, but
run those in shorter spurts.
The best example I have this from my
own career is I go back to when
I was 24 years old. And it's probably
about your age. Is is about is that
about the right? You're about 24? I'm actually
32. Well, you look like you're 22, so
I thought I I thought you're a little
younger. But I go back to when I
was 24.
Mhmm. I was having a bad, bad, bad
(09:38):
quarter, bad quarter. And I was so down
on myself. I didn't wanna come to work.
Like, I was just depressed about it. And
the way that I got out of it
was I started just doing ten minute call
blocks.
Call for ten minutes, and then I stopped.
And I had a sales book that I
like to read, and I would read three
pages of that book as a reward, and
then I would do ten more minutes. And
I would read three pages of that book
for a reward, and I would do ten
(09:59):
more minutes. All I did was focus on
the process and focused on the activity.
And I read that book for inspiration,
and thirty days later, I was doing well.
Ninety days later, I was the number one
rep in my region.
That was just my way of trying to
put into action
the process and the activity in a situation
(10:19):
where I felt less confidence, and I didn't
feel good about what I was doing, and
I was looking for some answers.
The only answer was doing it.
Absolutely.
One of those things, like, I did the
exact thing that you you said. You know?
I was looking for every answer on LinkedIn
or searching, you know, using AI to figure
out the perfect call script or doing this
(10:41):
and the other when in reality, it was
just just getting back into the process, maybe
tweaking a little bit along the way to
optimize it.
Yeah. This this makes a lot of sense.
So selling in a crisis, what book were
you reading,
during I was reading a book called Noble
Selling. It was written by Hank Trisler.
It's an old, old book. It probably wouldn't
impact you very much now. It was just
(11:02):
a book that for me was just inspirational
words. It was it was helping me just
get my mind in the right place. And
for you, selling in a crisis might work
or go back, you know, pick up fanatical
prospecting and read fanatical prospecting. Follow the five
step framework. Work on your recall statements. Work
on your ledge statements. You know, you can
type stuff into AI all day long, but
(11:22):
it doesn't know how to cold call. Absolutely.
Absolutely. Well, this has been great. Thanks so
much. Thank you. I appreciate it. Thanks for
listening to the podcast, and please tell your
team I said hi too.
If you've got a question for the show,
head over to salesgravy.com/ask.
That's salesgravy.com/ask,
and just submit the form. One of our
(11:43):
nice producers will reach right out to you
and schedule your session with Jeb.
Let's wrap this up with a quick thought.
Jurve's question hit on something that every sales
professional faces but rarely ever talks about, the
confidence crash.
Here's what most people don't understand.
Confidence isn't something you find. It's something that
you rebuild through repetition
(12:04):
and process.
Think about this.
Dhruv went from crushing his numbers in q
one to struggling in the following months. So
what changed? He got comfortable.
He started thinking that he had it all
figured out.
He reduced his activity.
Sound familiar?
This is a success trap that kills more
sales careers than any market downturn ever will.
(12:26):
Here's the brutal truth. Your confidence is directly
tied to your activity levels.
When you slack off on the fundamentals, your
results suffer. And when your results suffer, your
confidence tanks. When your confidence tanks, you start
overthinking
everything.
And when you start overthinking,
you stop executing.
The solution
(12:47):
isn't motivational videos or confidence tricks. It's about
getting back to the basics. It's trusting the
process that got you there in the first
place. When you are in a slump, don't
look for something new, go back to what
worked.
But here is the key that most people
miss.
You've got to compress your feedback loops when
you're rebuilding confidence. Instead of setting daily goals,
(13:08):
set hourly goals. Instead of setting weekly targets,
focus on what you can do in the
next fifteen minutes.
Make 10 calls. Celebrate the process,
not just the outcome.
Because here's what separates the elite from the
average. Elite performers know that confidence follows action,
not the other way around. They don't wait
to feel confident before they dial. They dial
until they feel confident. So the next time
(13:30):
you find yourself in a slump, remember Dhruv's
lesson.
Stop looking for the magic bullet. Stop trying
to perfect your script with AI. Stop searching
for LinkedIn for that secret sauce.
There is no secret.
There's only process.
And the process works,
but only if you work the process. And
remember,
when you're tired, you're worn out, and you're
(13:52):
not confident that tomorrow is going to be
a success,
before you go home, make one more call.
This is Jeblein Junior, and we'll catch you
next time on the Sales Gravy Podcast.
This is the Sales Gravy Podcast.
Hi. I'm Jeb Blunt, best selling author of
fanatical prospecting, objections, sales EQ, and inked, and
I'm here to help you open more doors,
close bigger deals, and rock your commission check.
This is the Sales Gravy Podcast, and it's
wisdom Wednesday where you drive the agenda. And
on this segment of the Sales Gravy Podcast,
(00:26):
you bring your biggest challenges, and Jeb Blunt
delivers his best answers. And those answers, they
come straight from the trenches because Jeb's not
just teaching sales. He's out there prospecting, closing,
and leading sales teams every single day.
Before we jump in, here's a quick update.
The Outbound Conference, you know the one I've
been talking about? It's the biggest, baddest sales
conference on the planet, and it's getting ready
(00:47):
to announce its new date and location.
Tickets
always sell out fast. So if you want
early bird discounts and information,
head over to outboundconference.com.
That's outboundconference.com
and get on the waiting list right now.
Alright. Let's take that next caller. Next up
is Dhruv from Saint Louis, Missouri.
(01:09):
Alright. Next up on the show is Drew
Petock from St. Louis, Missouri. Drew, what's going
on? Hey, Jeb. Thanks for having me on.
First and foremost, the ledge phrase just going
across our entire organization
like wildfire, we've been using it a lot.
So the reason why I wanted to be
on the show today was
I'm kinda new to sales. I began last
(01:31):
year in July,
and I finally figured it out, it felt
like, in q one of this year where
I had some really good performance and, you
know, I was doing pretty good. And for
context, I'm not a full cycle sales closer.
I'm a business development rep where I just,
you know, warm up leads for our account
executives. And after the past two months, I've
(01:51):
been really struggling. You know? I've had low
attainment,
and it really comes down to I felt
like I've lost some confidence in myself and
confidence in
being able to make the calls. So I
was hoping to see if you had any
strategies or anything that's worked for you in
the past when maybe you've lost some of
your confidence. It's a great question. What did
you do before you got into this role?
(02:12):
So I was in a nonprofit. So I
did a lot of voter engagement work, you
know, just getting people to the polls, that
kind of stuff. But you were still doing
a lot of outreach.
Right. A lot more in person outreach, not
so much on the phones.
That difference between being in person and being
on the phone, is that different for you
in your mind?
It is, but I've read enough of your
books to know that I don't use that
(02:33):
too much of an excuse. Yes. Of course.
I'm able to pick up on body language,
and that was a bit of an adjustment.
But I really think I get in my
own way, and I freeze up a lot
on the phone. Okay. I do too sometimes.
Do you know what I do when I
freeze up on the phone? I just hang
up and take them all again and just
do it again. Like, I you know, sometimes
you, you know, you just get tongue tied
(02:53):
tongue twice. I just did it right now.
You get tongue tied on the phone, and
you don't know what to say. So the
best thing to do is just hang up,
move on to the next call, call them
back, tell them you got disconnected
because sometimes you just can't get out of
your own way. And this and do you
play golf by any chance? I don't. I
don't. I haven't, but I need to get
into it. Okay. So because you're in sales.
You gotta be in golf. Yesterday, I was
(03:14):
playing golf with my son, JBJ,
in a tournament,
and I was doing well for me. And
on a course that I played last year
in the same tournament and played very poorly.
And we got on this par three, and
I don't know what happened. I mean, like,
I just lost it. I hit a ball
into the water. I got a mulligan in
the tournament, so I used my mulligan, and
I hit the next ball into the water.
(03:35):
I got down to the the area where
your penalty area, and then I hit the
ball over the green to the sand trap.
And I'm like, this is terrible. Like, I
lost my confidence. I lost everything. You know,
trying to recover from that was tough. Then
I hit a great drive on the next
hole, and then I hit my approach shot
into a creek. Like, you hit one after
another after another after another.
How do you bounce back from that? How
(03:57):
do you recover from that? And a lot
of it goes into your head. And I
I use this as an analogy because in
that situation, I was starting to lose my
confidence.
So what I did was after I hit
the approach shot into the creek, because I
was pretty disgusted after the par three. And
I hit a really nice ball. Like, I
was aimed the wrong way, but I hit
a good ball. It wasn't a bad thing.
It's just, like, just aimed the wrong way.
(04:17):
I congratulated myself for the strike. I hit
it well. I just hit it in the
creek. So I got onto the green, got
back to my routine,
made the putt, and on the very next
hole, I made a par. Like, I've I
recovered on the next hole. And it was
all about just getting back into my core
routine
versus
thinking about all the things that I was
(04:38):
doing wrong. And I think sometimes when you're
especially in your world as a BDR,
it's moving really fast, and you get a
lot of rejection. You get tongue tied. You
say things that you don't mean to say.
Things don't go well, and then you start
thinking about
that versus thinking about the routine. Like, you
mentioned the ledge statement. Right? When you get
a objection, you know how to handle it.
(04:59):
The reason you get tongue tied is because
it hits your brain. You get scared. You
don't know what to say. So on the
next call, you go, alright. Let me learn
how to use the ledge. Let me go
back to that routine again. Let me go
back to what I was doing before. Because
when you start thinking about what can I
do to be more confident,
I can't give you confidence? Right? Confidence comes
from the inside,
(05:20):
not from the outside. And most of us
are looking for confidence from the outside. Now
certainly, if you run a string of calls
and you set an appointment on every one
of them and you hit your number, that
certainly makes you feel more confident. So there's
nothing like success that'll make you feel confident.
But when you're not getting success, the only
place that the confidence is gonna come from
is inside of you. Let's go back to
last fall when you came in and things
(05:42):
were going great. You're hitting your numbers. You
felt good. Like, what was different?
I think I was just trusting the process
a lot more at that time. You know?
Maybe a part of it was the the
economic situation, and people were more open to
at least looking into our solution
at the time. But I think also,
I was really, like, focused in on following
(06:05):
the process to a t and
letting the outcomes
show up for themselves.
And, I think in April when things started
to go a little bit more sideways,
I had a tendency to be like, oh,
you know, I don't have to make as
many calls. I've got this figured out, and
I got a little overconfident.
My dials got low, and then all of
(06:26):
a sudden, you know, my number didn't hit.
Yeah. Yeah. And then you started questioning yourself,
then you started changing up what you were
doing, and you try to find a secret
solution for it. Yep. Exactly. You know baseball?
Yeah. 100%.
So golf and baseball. There was a pitcher
one time, you may not even remember, but
his name was John Smolz, and he was
one of the tops pitchers ever Cy Cy
(06:46):
Young Award winner. I went to see him
speak at an event, and he was talking
about this exact thing. He was talking about
how baseball players and pitchers and hitters, what
have you, will get into a slump. Something
bad happens. Like, they have a bad month,
they have a bad game, or what have
you. They get into a slump. And he
said, what most people do is they start
changing things. Like, they start looking for something
new. They look for an easy button, or
(07:07):
they look for a magic pill or a
new technique,
when all they really need to do is
go back to the process. They need to
go back to the basics and fundamentals.
And I've been talking about Kobe Bryant a
good bit. One of the things he was
famous for was he would go back to
his process, but he did it every day.
So he would go in at 04:00 in
the morning and spend three, four hours doing
(07:29):
the basics, the same things he was doing
when he was a kid playing basketball. So
it's the same thing for you. Like, you
gotta kinda go back to that basic. And
when I think about yesterday on that golf
course, when I started to unravel,
Things were going bad for me, and I
couldn't, like, get a break. What I did
on that green is I went back to
my routine. I went back to my calm,
(07:51):
cool process. Rather than rushing the putt, I
put my mark down, I looked at it,
and I trusted the process.
The next hole, I got back into that
routine and that rhythm versus getting out of
it or trying to fix things in the
process or coming up with something new. So
what I would say to you is you
already know what the formula is. Go trust
the process. Now is it harder right now?
(08:13):
Yeah. Are companies pulling back right now? Yeah.
Which means, by the way, you need to
make more calls, not less calls because you
gotta go find the people that do have
budget and do have money. And one book
I might recommend if you haven't read it
is read selling in a crisis because it
addresses this very thing that you're dealing with
right now is there's a pullback.
What do I do? So go read that
(08:34):
book or listen to it. It's on audio,
but go back and trust the process. Do
the things that you were doing before. Think
about process goals rather than thinking about outcome
goals. Think about how many calls, how's your
messaging,
are you using the five step framework, if
you'd if you're using that framework from fanatical
prospecting,
are you using your led statements, lead, disrupt,
ask, are you using those that process? And
(08:56):
then set process goals.
If you need to,
when you're lacking confidence, set those process goals
in shorter increments. So, you know, run a
fifteen minute block, go back, praise yourself for
the things you did well. Even if you
didn't get the appointment, did you do well?
Did you say the right thing? Did you
have the right message? You were in the
process. Tell yourself
the good things about what you're doing, not
(09:16):
the bad things about what you're doing, but
run those in shorter spurts.
The best example I have this from my
own career is I go back to when
I was 24 years old. And it's probably
about your age. Is is about is that
about the right? You're about 24? I'm actually
32. Well, you look like you're 22, so
I thought I I thought you're a little
younger. But I go back to when I
was 24.
Mhmm. I was having a bad, bad, bad
(09:38):
quarter, bad quarter. And I was so down
on myself. I didn't wanna come to work.
Like, I was just depressed about it. And
the way that I got out of it
was I started just doing ten minute call
blocks.
Call for ten minutes, and then I stopped.
And I had a sales book that I
like to read, and I would read three
pages of that book as a reward, and
then I would do ten more minutes. And
I would read three pages of that book
for a reward, and I would do ten
(09:59):
more minutes. All I did was focus on
the process and focused on the activity.
And I read that book for inspiration,
and thirty days later, I was doing well.
Ninety days later, I was the number one
rep in my region.
That was just my way of trying to
put into action
the process and the activity in a situation
(10:19):
where I felt less confidence, and I didn't
feel good about what I was doing, and
I was looking for some answers.
The only answer was doing it.
Absolutely.
One of those things, like, I did the
exact thing that you you said. You know?
I was looking for every answer on LinkedIn
or searching, you know, using AI to figure
out the perfect call script or doing this
(10:41):
and the other when in reality, it was
just just getting back into the process, maybe
tweaking a little bit along the way to
optimize it.
Yeah. This this makes a lot of sense.
So selling in a crisis, what book were
you reading,
during I was reading a book called Noble
Selling. It was written by Hank Trisler.
It's an old, old book. It probably wouldn't
impact you very much now. It was just
(11:02):
a book that for me was just inspirational
words. It was it was helping me just
get my mind in the right place. And
for you, selling in a crisis might work
or go back, you know, pick up fanatical
prospecting and read fanatical prospecting. Follow the five
step framework. Work on your recall statements. Work
on your ledge statements. You know, you can
type stuff into AI all day long, but
(11:22):
it doesn't know how to cold call. Absolutely.
Absolutely. Well, this has been great. Thanks so
much. Thank you. I appreciate it. Thanks for
listening to the podcast, and please tell your
team I said hi too.
If you've got a question for the show,
head over to salesgravy.com/ask.
That's salesgravy.com/ask,
and just submit the form. One of our
(11:43):
nice producers will reach right out to you
and schedule your session with Jeb.
Let's wrap this up with a quick thought.
Jurve's question hit on something that every sales
professional faces but rarely ever talks about, the
confidence crash.
Here's what most people don't understand.
Confidence isn't something you find. It's something that
you rebuild through repetition
(12:04):
and process.
Think about this.
Dhruv went from crushing his numbers in q
one to struggling in the following months. So
what changed? He got comfortable.
He started thinking that he had it all
figured out.
He reduced his activity.
Sound familiar?
This is a success trap that kills more
sales careers than any market downturn ever will.
(12:26):
Here's the brutal truth. Your confidence is directly
tied to your activity levels.
When you slack off on the fundamentals, your
results suffer. And when your results suffer, your
confidence tanks. When your confidence tanks, you start
overthinking
everything.
And when you start overthinking,
you stop executing.
The solution
(12:47):
isn't motivational videos or confidence tricks. It's about
getting back to the basics. It's trusting the
process that got you there in the first
place. When you are in a slump, don't
look for something new, go back to what
worked.
But here is the key that most people
miss.
You've got to compress your feedback loops when
you're rebuilding confidence. Instead of setting daily goals,
(13:08):
set hourly goals. Instead of setting weekly targets,
focus on what you can do in the
next fifteen minutes.
Make 10 calls. Celebrate the process,
not just the outcome.
Because here's what separates the elite from the
average. Elite performers know that confidence follows action,
not the other way around. They don't wait
to feel confident before they dial. They dial
until they feel confident. So the next time
(13:30):
you find yourself in a slump, remember Dhruv's
lesson.
Stop looking for the magic bullet. Stop trying
to perfect your script with AI. Stop searching
for LinkedIn for that secret sauce.
There is no secret.
There's only process.
And the process works,
but only if you work the process. And
remember,
when you're tired, you're worn out, and you're
(13:52):
not confident that tomorrow is going to be
a success,
before you go home, make one more call.
This is Jeblein Junior, and we'll catch you
next time on the Sales Gravy Podcast.
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