#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)

FOUR ACTIONABLE TAKEAWAYSEat the frog by committing to prospecting first thing in the morning.Handle objections differently with a ledge (ledge > disrupt statement > ask).Handle ‘existing solution’ objections by offering value to keep the other guys honest.Get past gatekeepers with respect, giving specific value, and providing social proof.PATH TO PRESIDENT’S CLUBCEO @ Sales GravyAuthor or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.RESOURCES DISCUSSED:SalesGravy’s book club guides for Fanatical Prospecting and more.Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

30 Minutes to President's Club | No-Nonsense Sales