Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)

9 snips

Jan 7, 2025

Sales professionals are the heartbeat of the economy, and standing out is crucial in today's noisy world. The host addresses the challenge of cut-through amid AI-generated communication overload. Effective prospecting is about persistent outreach combined with unique engagement strategies. Empathy plays a vital role in crafting messages that resonate with prospects. The conversation also delves into future trends in outbound sales, emphasizing targeted outreach and the importance of follow-ups.

Ask episode

AI Snips

Chapters

Books

Transcript

Episode notes

ADVICE

Multi-Channel Prospecting

Run deep, multi-channel prospecting sequences using phone, email, in-person visits, direct messaging, snail mail, networking, and referrals.
Don't rely on just one method; combine them strategically.

ADVICE

Personalized Messaging

Craft personalized, empathetic messaging that resonates with prospects by understanding their needs and pain points.
Go beyond generic AI-generated content to truly stand out.

ADVICE

Interconnected Messaging

Create interconnected messages within your prospecting sequence, like a continuous conversation over time.
Avoid repetitive or generic follow-ups that annoy prospects.

Get the Snipd Podcast app to discover more snips from this episode

Get the app

Objection

Jeb Blount Jr.

Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Jeb Blount Jr.

In 'Sales EQ', Jeb Blount emphasizes the importance of emotional intelligence in sales, highlighting that emotions play a crucial role in decision-making rather than just rational logic. The book explains how top sales performers use four key pillars of Sales EQ: empathy, self-awareness, self-control, and sales drive. It also discusses the alignment of sales, buying, and decision processes, the use of micro-commitments, and the answering of critical questions that stakeholders ask themselves during the sales process. Blount provides practical advice on mastering the psychology of influence and managing emotions to achieve ultra-high sales performance.

Inked

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

Jeb Blount

INKED is a sales-specific negotiation primer that addresses the challenges faced by sales professionals in today's market. The book provides strategies, tactics, techniques, and human-influence frameworks to level the playing field against savvy buyers. It emphasizes the importance of emotional discipline, preparation, and understanding power, leverage, and motivation dynamics in negotiations. The book includes actionable advice and real-world examples to help sales professionals improve their closing rates and negotiate more effectively[1][2][5].

At the Edge of AI

Human Computation Systems and Their Intraverting Relations

Libuse Hannah Veprek

Fanatical Prospecting

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Jeb Blount Jr.

Fanatical Prospecting is a detailed guide that explains the importance and methods of prospecting in sales. The book outlines innovative approaches to prospecting, including the use of social media, telephone, email, text messaging, and cold calling. It emphasizes the need for a balanced prospecting methodology to avoid sales slumps and keep the pipeline full of qualified opportunities. Key concepts include the 30-Day Rule, the Law of Replacement, the Law of Familiarity, the 5 C’s of Social Selling, and various frameworks for effective prospecting. The book is designed to help salespeople, sales leaders, entrepreneurs, and executives improve their sales productivity and grow their income by consistently and effectively prospecting[1][3][5].

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he’s been to our Outbound Conference so many times!) asked a critical question: “Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What’s our ‘silver bullet’—even if it doesn’t really exist?” No Silver Bullet, But... I’m the first to say there’s no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal: Telephone (still the fastest way to close deals) In-person visits (yes, face-to-face still works—and people love seeing a real human) Email (but make it personal and relevant) Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there) Snail Mail (because physical mailboxes are shockingly empty) Networking & Referrals (the original social media) It’s not just about persistence; it’s about persistence plus differentiation. If you’re simply bombarding prospects with a bunch of generic touches, you’re just adding to the noise. Instead, craft messaging that proves you understand their world. Messaging That Speaks to Them Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect’s key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you’ve done your homework. Think of It as One Extended Conversation Each touch—voicemail, email, text, or social message—should flow logically from the last. You don’t want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp. Question Two: Targeted vs. Personalized Messaging After Bob’s question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous: How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location. Short-Burst Sprints I’m a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game. Narrow Your Lists Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.