Episode Description
On this episode of Ask Jeb on the Sales Gravy Podcast, two callers bring Jeb Blount their prospecting problems. Calvin sells keynote speeches into a niche market and is stuck trying to find the one right person to call inside each organization. Dennis runs a sales outsourcing company and wants hard proof, not opinion, that cold calling still works so he can convince his own team.
Jeb's answer to Calvin is that there is no single right contact, there is a buying group, and the job is to multithread the account and reach all of them. His answer to Dennis is backed by real numbers, including a $250,000 day his own team generated from structured outbound calling when everyone had written off cold calling as dead.
What You'll Learn:
- Why the real question in niche prospecting is not who to call, but how many people in the org you need to reach
- How to multithread an account so you are not depending on one decision maker
- How Jeb's team turned a missed plan into a $250,000 day using nothing but structured outbound calling blocks
- What real cold calling conversion data looks like, from dials made to pickups to booked appointments
- Why mornings should be reserved for dials and afternoons for asynchronous touches like email, video and social
- Why small business owners answer their phones differently than executives, and what that means for when you should be calling
Whether you are prospecting into a niche market or trying to prove to your own team that the phone still works, this episode has something for you.
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