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Jeb Blount on Reconnecting with Cold Leads and Running a Sales Blitz | Ask Jeb
Sales Gravy2 Sept 2026
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Here's the list of prospects that are new logos that we're going to go after. And your leadership team, along with your marketing team, and you know, if you've got some data analysis are going to tell you, these are the personas that are most likely to buy. These are the types of businesses that are most likely to buy. The size of the company “we're most likely to buy. And you build for every one of your reps, a big enough list” with a goal on it, like a closing goal on it. It's going to have a meaningful impact. So it could be, you know, some of the small businesses, it could be a thousand opportunities per rep. Larger business, it might be 250 opportunities per rep. Then the blitz is we need to contact every single one of these businesses in the next 30 days. And we're
with a goal on it, like a closing goal on it. It's going to have a meaningful impact. So it could be, you know, some of the small businesses, it could be a thousand opportunities per rep. Larger business, it might be 250 opportunities per rep. Then the blitz is we need to contact every single one of these businesses in the next 30 days. And we're “going to do this by calling 50 a day, every day for the next 30 days. This is the sequence” we're going to run on them. And then we're going to have check-ins twice a week on where we are on the list. Because a blitz only works if you're there holding people accountable for the activity they're supposed to be doing. So the salespeople, when they start the year, they know the product, they've got the list, you've built, here's the messaging, here's
either you have to increase the average order value for each deal that you close over the phone, or you're going to have to have more conversations. So I've been working with them for a long while on outbound. We go in, we're talking about outbound and they're like, ah, outbound doesn't work. Nobody helps us. Nobody answers the phone. And for me, like outbound for them is just call old “customers, like call old leads, call people that you haven't talked to in a” while. And I have my son with me who is an absolute fanatical prospector. One person's complaining and he goes, all right, somebody give me a list. One of the leaders goes and pulls a random list and hands it to him. 25 names on the list. And he starts dialing and he dials for about 20 minutes. 20 minutes later,
don't know. Like, I can't understand like, why, like, why does that work for you? How could that happen? And I have the same experience. And he says, look, I don't mean to hurt anybody's feelings, but here's the deal. Nobody answers a phone that doesn't ring. And the message to him was really simple. It's not that outbound doesn't work. It's not that calling inactive customers and like “closed loss deals doesn't work. It's that you're not actually making the” calls. So you're looking for the secret of how do I reactivate, you know, old deals. And the secret is call them, pick up the phone, have a conversation. Some of them are going to say, oh yeah, I remember you. Yeah. You know, we're ready now. Some of them are going to say, Hey, I've got something that I need some help with. Like, for example, this company sells commercial kitchen
phone that doesn't ring. And the message to him was really simple. It's not that outbound doesn't work. It's not that calling inactive customers and like closed loss deals doesn't work. It's that you're not actually making the calls. So you're looking for the secret of how do I reactivate, you know, old “deals. And the secret is call them, pick up the phone, have a conversation. Some” of them are going to say, oh yeah, I remember you. Yeah. You know, we're ready now. Some of them are going to say, Hey, I've got something that I need some help with. Like, for example, this company sells commercial kitchen equipment. It was an old dead deal. It was a owner of a Mexican restaurant. Called the guy up and the guy immediately starts complaining about a
phone that doesn't ring. And the message to him was really simple. It's not that outbound doesn't work. It's not that calling inactive customers and like closed loss deals doesn't work. It's that you're not actually making the calls. So you're looking for the secret of how do I reactivate, you know, old “deals. And the secret is call them, pick up the phone, have a conversation. Some” of them are going to say, oh yeah, I remember you. Yeah. You know, we're ready now. Some of them are going to say, Hey, I've got something that I need some help with. Like, for example, this company sells commercial kitchen equipment. It was an old dead deal. It was a owner of a Mexican restaurant. Called the guy up and the guy immediately starts complaining about a