Show Notes
How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call? In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day. Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road. For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster. What You'll Learn: Why B2B leads should almost never be fully abandoned, even after a project closes What separates a lead gen service worth paying for from one that's just handing you a list How to build a three tier calling structure using qualified leads Why inbound leads should always get called before any cold outreach When it makes sense to skip the voicemail entirely on a cold list How building a homogenous prospecting list speeds up your voicemail messaging The five step voicemail framework that gets you on and off the phone in under a minute
Whether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first. Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills Download our FREE Prospecting Call Tracking Sheet Follow Jeb Blount on LinkedIn
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More from Sales Gravy: Jeb Blount
Ask a prospect about their challenges and you’ll get the same answer every other seller heard that week. Marcus Chan, Founder of Venli Consulting, joins Jeb Blount Jr. to break down the questions elite reps ask instead, the ones that tie a problem to real consequences and lead buyers to discover latent pain on their own. Marcus walks through an oil change story every rep will recognize and explains how this shift helped his SMB team grow average deal size roughly fourfold.
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What should you say on a cold call to book the appointment? In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Ryan, a real estate agent in Brooklyn, New York, who prospects expired listings and FSBOs and wants to know how to structure his because statement to land more meetings. Jeb’s advice is to get direct. An expired listing came off the market because it didn’t sell, so call it like it is, lead with the value you bring, and ask for the meeting with a specific time. When getting in front of the seller wins you the listing most of the time, the call has one job: book that meeting. What You’ll Learn: How to write a because statement that books appointments on cold calls Why passive openers and permission-based questions invite objections How to use the prospecting pyramid to organize your call list Why FSBO prospecting is a relationship you nurture until the seller is ready Why in-person meetings convert better than phone conversations How to ask for the appointment assumptively - Submit your question: salesgravy.com/ask Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills Grab your tickets for OutBound Conference Follow Jeb Blount on LinkedIn