Michael Bricker

Michael Bricker, a business internet sales rep from Cantara Networks, shares his journey dealing with 'research paralysis' that kept him from making effective cold calls. He reveals how his training suggested three minutes of research before calls, but he often spent 15 to 30 minutes, fearing he'd miss important details. Jeb Blount emphasizes that research is not prospecting and advocates for a shift in mindset—prioritizing connection over immediate sales. They discuss the importance of minimal prep and creating micro-commitments to enhance sales productivity.