Sales & Revenue
94 frameworks, rules, and principles from 3 practitioners — ready to drop into any AI agent.
Jeb Blount, Jeb Blount, Mark Roberge, Mark Roberge
What's in this pack
14
frameworks
27
rules
28
heuristics
22
principles
3
disagreements
Your AI can help you
- Building repeatable sales processes
- Handling objections and closing deals
- Designing compensation and quota structures
See the difference
Generic AI gives you a checklist. Gavel gives you named experts who disagree — so you can decide who to follow.
"My reps are doing 50+ calls a week but pipeline is still thin. What are we doing wrong?"
Here are some things to consider:
- Review call quality and messaging effectiveness
- Ensure reps are targeting the right prospects
- Improve your outbound sequences and cadences
- Provide better training on objection handling
- Analyze conversion rates at each pipeline stage
The right choice depends on your specific situation...
"My reps are doing 50+ calls a week but pipeline is still thin. What are we doing wrong?"
"You need 30x your quota in pipeline at all times, and it takes 20-50 touches to engage a cold prospect. Your reps are spraying and praying. Use balanced prospecting across phone, email, social, and referrals. And the real problem? 50-90% of sales encounters end without anyone actually asking for the commitment."
Jeb Blount
Fanatical Prospecting"Stop hiring reps on gut instinct. At HubSpot we found that the traits predicting success — coachability, curiosity, work ethic — were completely different from what interviewers thought mattered. Measure which traits correlate with quota attainment at your company specifically, then hire only for those."
Mark Roberge
Sales Acceleration FormulaWhere They Disagree
Blount says the problem is prospecting volume and technique — your reps are not asking for the commitment. Roberge says the problem started at hiring — you may have the wrong people making those 50 calls.
See exactly what you get
Real items from this skill pack. Every item includes expert attribution and source material.
Four Levels of Sales Intelligence
Four Levels of Sales Intelligence Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. While IQ is fixed, the other three can be developed. Steps: 1. IQ (Intelligence Quotient) - How smart you are. Fixed and baked into DNA. 2. AQ (Acquired Intelligence) - How much you know. Makes IQ relevant through learning and experience. 3. TQ (Technology Quotient) - How fast you assimilate and leverage technology. Makes more time for human relationships. 4. EQ (Emotional Intelligence) - Your acuity for dealing with emotions—your own and others. The differentiator. Why it works: Most sales training focuses on product knowledge (AQ) or technology (TQ) while ignoring the emotional intelligence that actually differentiates top performers. EQ is the multiplier of all other intelligences. Common mistakes: - Over-investing in product training (AQ) while ignoring emotional skills - Assuming high IQ automatically translates to sales success - Relying on technology (TQ) to replace human connection
Jeb Blount
high consensusHire salespeople based on data-correlated traits, not gut instinct or traditional sales stereotypes
Hire salespeople based on data-correlated traits, not gut instinct or traditional sales stereotypes Context: When building a sales team, identify the specific traits that correlate with success at your company through data analysis, not assumptions about what makes a good salesperson
Mark Roberge
If your pipeline is empty, the root cause is almost always failure to prospect consistently
If your pipeline is empty, the root cause is almost always failure to prospect consistently Context: The number one reason for failure in sales is an empty pipe—everything else is secondary.
Jeb Blount
Frameworks from the people who've done it
Give your AI real expertise in sales & revenue
94 expert-sourced frameworks, rules, and principles. One .md file. Drop it in and your AI cites practitioners instead of guessing.
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