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)

by Jeb Blount

“Hi, Candace, this is Jeb Blount from Sales Gravy. The reason I am calling is to schedule an appointment with you to show you our new sales onboarding automation software. Many of my clients are frustrated because it takes too long to get new salespeople ramped up to full productivity and find that it's holding their business growth back. Our software typically cuts onboarding time and costs for new sales reps by 50 percent, and makes it super easy to manage new rep onboarding, giving

you the peace of mind that your new hires will start selling fast. I have 2:00 PM on Thursday open. How about we get together for a short meeting so I can learn more about you and see whether it makes sense to schedule a demo?”

simple five-step framework: Get their attention by using their name: “Hi, Julie.” Identify yourself: “My name is Jeb Blount and I'm with Sales Gravy.” Tell them why you are calling: “The reason I'm calling is to set up an appointment with you.” Bridge—give them a because: “I just read an article online that said your company is going to add 200 new sales positions over the next year. Several companies in your industry are already using Sales Gravy exclusively for sourcing sales candidates and they are very happy with the results we are delivering.” Ask for what you want, and shut up: “I thought the best place to start is to schedule a short meeting to learn about your sales recruiting challenges and goals. How about we meet Wednesday afternoon around 3:00 PM?” Figure 15.1 5-Step Telephone Prospecting Framework

“Hi, Corrina, this is Jeb Blount from AcmeSoft. The reason I'm calling is you downloaded our white paper on creating more effective landing pages for lead generation and I'm interested to learn what triggered your interest. I work with a number of marketing executives who've been struggling to bring in enough quality leads to meet their growth objectives, and I've got a few best practices that my clients are using to generate more and better leads that I'll be happy to share with you. Can you tell me more about your situation?”