Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most.

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Your reps sit through coaching, agree with the feedback, then make the same mistakes on their next call. Jonny Holsten saw this at a company that graded every call on a 27-point sales call scorecard. Every criterion was valid, but the list was too long to remember, so the coaching never stuck. Jonny, founder and CEO of BridgeSelling and author of Fix Your Broken Sales Calls, joins Jeb Blount Jr. to break down how to rebuild the scorecard from your own calls. The moves that close deals are already in your best reps’ calls, waiting to be written down.

👉 Download the free 7 Steps to Building Effective Prospecting Sequences

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Starting a sales career is hard, and the first year will test your confidence before it rewards your effort.

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Calee, a former high school teacher and assistant principal who is seven weeks into her first sales role with a $1.1 million quota and a pipeline she calls a disaster. Her question: if Jeb could do year one of his sales career over again, what would he tell himself?

His answer is simple, but not easy: stop worrying about outcomes and just work the process. Jeb explains why it takes most new reps months for sales to click, why pressure only exists in the future you imagine, and how process goals keep you focused on the work that builds pipeline today.

What You'll Learn:

• What to focus on in your first year in sales to avoid early burnout
• Why it takes months for a new sales rep to see results
• How to set process goals that keep you focused on daily prospecting activity instead of quota anxiety
• How to manage sales pressure by focusing on what you can control: your actions, your responses, and your mindset
• Why career changers need to stop projecting past experience onto a new sales role
• How to build a sales pipeline one meaningful conversation at a time
• What golf legend Ben Hogan's advice on process over outcome teaches salespeople
• Why following your sales manager's system pays off even when your instincts push back

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