Podcast episode
Hall of Fame: Jeb Blount
30 Minutes to President's Club4 Mar 202430 min
Description
FOUR ACTIONABLE TAKEAWAYS Eat 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 CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP Sales @ Sales Gravy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
you, they're going to say, I'm not interested. So first of all, you want to think about what your messaging is. So if you say a bunch of law firms, does that sound exactly confident? Not really a bunch of law firms, right? A plethora of law firms, a gaggle of law firms, right? A gaggle of law firms. “So one thing that you could do is use a specific reference.” So we work with Blount Montessori and Taylor over on Peachtree street and we've been helping them improve their billing through improving the way that the attorney's log time, which has increased their billing by 20%.
on LinkedIn. And 30 days later, they re-engage and say, Hey, we want to talk about this. So it's called the 30-day rule. The 30-day rule simply says that the prospecting you do in any given 30-day period has a tendency to pay off for you over the next 90 days. So a lot of salespeople, they say, I don't have time for prospecting. And what they're really saying is I did it once “I do it every day, every day, every day, every day, every day,” not prospecting day, prospecting every single day. So if I said, do you have 15 minutes? Nick, you would say, yeah, I got 15 minutes. And Armis, you say I have 15 minutes. I say, great, you have 15 minutes. Okay. Well, do you have 30 minutes? Yeah, I have 30 minutes. Okay, great. Super. You have an hour. Yep. Because pretty much every rep has an hour a day that they can spend