Preface: Winter Is Coming xiiiPart 1: Mind Your Mindset1 Rise and Survive 32 Put Your Swimsuit On 73 Be Right Now 114 The Only Three Things You Control 155 Stop Wishing Things Were Easier; Start Making Yourself Better 176 Be Grateful for Adversity 197 Dig for Ponies 258 You Cannot Afford the Luxury of a Negative Thought 299 The Trouble with Doom Scrolling 3110 Don't Get into Buckets with Crabs 3511 Invest in Yourself 3712 Set NEW Goals 3913 This Ain't Easy Street 43Part 2: The Pipe Is Life14 Talk with People 4915 Become a Relentless, Fanatical Prospector 5116 Be the Squirrel 5517 Persistence Always Finds a Way to Win 5718 Go Where the Money Is 6119 Seven Steps to Building Effective Prospecting Sequences 6720 Message Matters 7321 When You Hit the Wall of Rejection, Keep Going 7722 All Prospecting Objections Can Be Anticipated 8123 Do a Little Bit of Prospecting, Every Day 8724 One More Call 89Part 3: Time Discipline25 Protect the Golden Hours 9526 Work Harder, Longer, and Smarter 9727 Own It! 9928 Three Choices for Your Time 10329 Eat the Frog 10730 Leverage High-Intensity Activity Sprints 111Part 4: Sell Better31 Don't Bring Charm to a Gunfight 11732 It's the Sales Process, Stupid 12133 Qualify Better 12334 Deal with Decision Makers 12735 Advance with Micro-Commitments 13336 Keep the Faith 13737 Discover Better 14138 Emotional Experience Matters 14539 Listen Better 14940 Sell Outcomes 15541 Close Better 15942 Stop Obsessing over Objections 16343 Disrupt Decision Deferment 16744 Control Your Emotions 17345 Be Bigger on the Inside Than You Are on the Outside 177Part 5: Protect Your Turf46 Manage Your Accounts 18347 Be Responsive 18748 Develop Account Retention Plans 18949 Protect Your Prices 19550 Be Proactive 201Part 6: Protect Your Career51 Don't Complain 20752 Be Indispensable 21153 Go the Extra Mile 21554 Outperform the Dip 21955 Be Bold 223Epilogue: Always Trust Your Cape 229Acknowledgments 231About the Author 233
JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.