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Welcome to a brand new phase of the Gross sales Gravy Podcast known as Ask Jeb!
I imagine gross sales professionals are the heartbeat of the financial system. You’re those producing income to your group and fueling improvements that hold companies thriving. With out your hustle, your organization doesn’t transfer ahead—and, frankly, neither does the worldwide financial system. You’re the elite athletes of the enterprise world.
Ask Jeb is about you and your actual world challenges. It’s your agenda and you might be in management.
On this Gross sales Gravy Podcast phase, I reply your burning questions on driving income, rising your pipeline, main your groups, and staying forward of the competitors. If you wish to get on the present with me and ask your query, enroll HERE
Query One: Slicing Via the Noise When Prospecting
Bob from Tullahoma, Tennessee (whom we affectionately name “Outbound Bob” as a result of he’s been to our Outbound Convention so many instances!) requested a vital query:
“Transferring into subsequent 12 months, what prospecting recommendation, piece of know-how, or method would you supply that would apply throughout all gross sales organizations and industries? What’s our ‘silver bullet’—even when it doesn’t actually exist?”
No Silver Bullet, However…
I’m the primary to say there’s no magic wand in gross sales—no straightforward button that immediately books appointments or closes offers. What we do have is the fact of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople should stand out greater than ever.
Embrace Deep, Differentiated Sequences
My prime advice is to lean closely into deep, multichannel prospecting sequences. Use all the pieces at your disposal:
- Phone (nonetheless the quickest option to shut offers)
- In-person visits (sure, face-to-face nonetheless works—and folks love seeing an actual human)
- E-mail (however make it private and related)
- Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there)
- Snail Mail (as a result of bodily mailboxes are shockingly empty)
- Networking & Referrals (the unique social media)
It’s not nearly persistence; it’s about persistence plus differentiation. When you’re merely bombarding prospects with a bunch of generic touches, you’re simply including to the noise. As an alternative, craft messaging that proves you perceive their world.
Messaging That Speaks to Them
Excellent news: the tsunami of poorly written AI outreach really helps you stand out in case your message is empathetic, clear, and centered on the prospect’s key pursuits. Take the time to really step into their sneakers. Know their persona, their trade, and the way you resolve their burning points. Present them you’ve accomplished your homework.
Consider It as One Prolonged Dialog
Every contact—voicemail, e mail, textual content, or social message—ought to move logically from the final. You don’t need to go away the identical voicemail 3 times in a row or ship “Simply bumping this to the highest of your inbox” emails day after day. As an alternative, let your communication construct a case for why a dialog is worth it. And keep in mind: the variety of touches wanted to interrupt by retains rising (15+ touches for heat prospects, 50+ for chilly). So, buckle up, play the lengthy recreation, and hold your messaging sharp.
Query Two: Focused vs. Personalised Messaging
After Bob’s query, we tackled one other massive one from a Gross sales Gravy Teaching consumer who wished to stay nameless:
How one can deal with short-burst prospecting and whether or not it helps to name companies that share one thing in widespread, like location.
Quick-Burst Sprints
I’m a fan of high-intensity prospecting sprints. Carve out 10–quarter-hour, chop wooden as quick as you’ll be able to, then take a break. This strategy retains your power up and your head within the recreation.
Slender Your Lists
Every time doable, give attention to an inventory of prospects which have one thing in widespread—similar trade, comparable position, and even the identical city. That means, your messaging might be focused, talking on to a collective ache level or shared expertise.
- Focused Messaging: Helpful for a homogenous group (e.g., a batch of CFOs). It might not be excellent for everybody, nevertheless it retains you environment friendly.
- Personalised Messaging: Time-consuming, however price it to your highest-value prospects (C-suite, board-level, or extremely specialised patrons). Craft these messages uniquely for that particular person or account.
Extra Sources to Up Your Prospecting Sport
Able to dive deeper? Head over to salesgravy.com/sources to obtain our free information: “The 7 Steps to Constructing Efficient Prospecting Sequences.” You may as well choose up my new e-book, The AI Edge, accessible on Amazon, Barnes & Noble, or wherever you get your books. It’s filled with actionable methods for prospecting within the age of AI.
And if you wish to sharpen your abilities or ask follow-up questions, take a look at our teaching applications at salesgravy.com/coach. My staff and I work instantly with gross sales professionals at each degree, serving to them craft profitable sequences and hit new efficiency highs.
