How Much Research Preparation Should You Do Before a Cold Call (Ask Jeb)
Research perfectionism and paralysis are two of the sneakiest productivity traps in prospecting, because they lead to procrastination.
Research perfectionism and paralysis are two of the sneakiest productivity traps in prospecting, because they lead to procrastination.
Rejection in sales is painful because the brain processes it in the same regions as physical pain. This survival mechanism developed over thousands of years, when exclusion from the group threatened survival.
Email response rates are collapsing because decision maker inboxes are stuffed with automated, AI-written slop. This is exactly why the phone is more powerful today than it was ten years ago.
If you’ve earned a real database through years of cold calling, you stop the eight-hour grind, not the activity itself. You still need a steady
If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then
AI works for sales when the purchase is simple and low risk enough that a buyer feels comfortable clicking a button without talking to anyone. The moment a deal gets complex, expensive, or risky, the buyer needs a human in the loop to build trust and close the gap.
Stalled deals are rarely a follow-up problem — they’re a process problem. When you’re selling to risk-averse, consensus-driven buyers, deals die in the middle of
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on
AI call screeners are blocking more sales calls every day — and most salespeople are making it worse by leading with the wrong message. Getting
Summary When the market shifts, your salespeople are not going to figure it out on their own. That’s your job. As a sales leader, your
Summary How do you know what sales advice to trust? Look at who’s giving it. Credible sales advice comes from people who are actively selling
Summary How do you get your first customers when you have no sales experience and no reputation? Target people who have not committed to a