Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an…
What I love about Jeb is his charismatic ability to weave personal stories from his time in the trenches into his material. He has a great sense of humor, no nonsense approach and always massive amounts of warmth radiating off…
There are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike…
It's easy to get overwhelmed with prospecting. Where do you even start? In this short video, Jason Eatmon, who is a Sales Gravy master trainer and author of BOSS, teaches you how to take the complexity out of prospecting by…
The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.
In this podcast, Jeb Blount tells the real truth about why you suck at prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.
On this podcast episode Jeb Blount answers the number one question we get about prospecting and gives you the secret to timing your telephone prospecting calls.
You must be proactive and have a plan set in place when you reach a prospect’s voicemail. Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t…
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates,…
There are only so many hours a day for interacting with prospects and customers. You must protect that time! If you're doing anything other than prospecting or interacting with customers, either over the phone or in person, then you're not…
The 3p's holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really nice surprise recently when a prospect…