From the author of Fanatical Prospecting, the world’s most downloaded sales show delivers the raw prospecting strategies, Sales EQ, and tactical closing skills you need to dominate your market. Built for individual sellers, entrepreneurs, and high-performance leaders who want to crush their numbers, fill their pipelines, and sell more.
From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.
If you can’t figure out who makes the buying decision, every cold call starts with a guess.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?
Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.
What You’ll Learn:
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Submit your question: salesgravy.com/ask
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