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.
Cold calling is still one of the most effective ways of reaching potential customers, but it can be a daunting task for many salespeople, especially when you don’t know where to start.
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
When should you ask questions on a cold call? Questions come after you’ve earned the right, when you’re gathering information and qualifying, and they lead the conversation only when the prospect contacted you first.
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
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.
Quick Summary Cold calling anxiety is not a symptom of weakness. It’s human and natural to feel fear when you cold call. You are interrupting
Fear of the phone is quietly draining sales pipelines, and the reps who win are the ones willing to stop hiding behind email and LinkedIn and simply make the call.
Salespeople seek a magic window that makes cold calling easy. When prospects answer happy, say yes without a fight, and book the meeting themselves. So, is there a best time to call?
Short Answer Yes, you can make cold calling fun, and it is worth doing, because the reps who enjoy the phone are the ones who
Success in sales is paid for in advance with prospecting. If you are not willing to pay this price, get out now. Go do something else. Life is far too short to spend it doing something you hate.
Quick Summary The money in sales is in the follow-up, and nowhere is that more true than with inbound leads. Yet most salespeople quietly burn