Show Notes
If you're not prospecting because you're too busy putting out customer fires, you have a priorities problem. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Steven in Texas, who lost deals in his pipeline because he was spending too much time servicing existing customers instead of prospecting and closing. Jeb's core message: you can never let go of owning the customer relationship, but you have to let go of owning every customer problem. When you become the help desk instead of the salesperson, you stop scaling yourself and your pipeline dries up. Jeb breaks down how to shift from being the chief problem solver to being the quarterback, coaching your support team to fix issues while you hold them accountable through consistent follow up, all without damaging the relationships that keep your business and referrals coming. What You'll Learn: Why the tension between customer service and prospecting is a choice of priorities, not an unavoidable cost of doing business How trying to personally fix every customer issue quietly empties your pipeline The difference between owning the customer relationship and owning the customer's problem How shifting from "chief problem solver" to "quarterback" lets you scale as a salesperson How to coach your support team to find solutions instead of solving everything yourself Why a disciplined follow up system is what actually protects your customers and your deals How to hold your support team accountable while still investing in the relationship with them - 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
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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.
If you can’t figure out who makes the buying decision, every cold call starts with a guess. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO? Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list. What You’ll Learn: How to find the decision maker when job titles don’t tell you who buys How to get the gatekeeper to give you the contact you need within the organization Why separating prospecting time from research time protects your call blocks How to sort prospects into A, B, C, and D lists so every call has a clear goal How to build qualifiers that tell you when a lead is ready for an appointment Why multithreading matters in complex sales How to use AI tools to help you build a local prospecting list in minutes How to build an ideal customer profile with your team to stop setting unqualified appointments Why every new piece of information counts as a win for SDRs and BDRs - 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
Homeowners decide within seconds whether to trust the person on their porch. Jessica Stokes shares nine door-to-door prospecting tips to make those seconds count, from the because statement that turns a pitch into a conversation to handling objections without arguing and turning a quick doorstep chat into a scheduled follow-up.
Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.
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