Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts. He wants to know if there’s a better way to break through all the noise—or if he just needs to buckle down and make more calls.

On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.

 

Why Sales Feels Harder Than Ever

Let’s face it: sales is tough, and it’s not getting any easier. With an explosion of AI-driven messages and automated outreach, our prospects—especially C-suite executives—are tuning out more than ever. We call this phenomenon the “great ignore.”

If you don’t stand out from the torrent of spam, you will get lost in the shuffle.

Ron’s question—“Do I just need to make more calls, or is there some next-best method?”—is a dilemma many of us face. The short answer?

It’s both. You do need volume, but you also have to differentiate. If you’re just another voice in the crowd, you’ll be ignored, no matter how many dials you make.

 

Tactic #1: Multi-Threading (Don’t Just Call the CEO)

A key point I shared with Ron is the power of multi-threading. That means calling multiple people in the organization—not just the CEO. While the CEO might be the ultimate decision-maker, other stakeholders, like the COO or HR director, might be easier to reach. These people can also give you valuable intel on hiring needs, budget constraints, or timing.

Call the CEO: Leave a compelling message or send a short, punchy email.

Call Other Stakeholders: Dig for inside info on immediate hiring needs or open reqs.

Use That Intel: Let the CEO know, “I’ve spoken with your COO; you’re looking for a VP of Sales. I have a candidate you need to meet…”

This top-down, bottom-up approach helps you gather context, build rapport, and earn the right to talk to the CEO by proving you’re not just randomly dialing.

 

Tactic #2: Leave Voicemails—But Make Them Count

Ron admitted he’s not always sure whether to leave voicemails. Most of us have left hundreds of voicemails and gotten very few callbacks, so it’s tempting to skip them. But here’s the thing: in today’s world, voicemail transcripts often end up in a prospect’s email inbox or text messages.

Keep It Short: No more than 30 seconds.

Make It Compelling: Name-drop a role you know they’re hiring for or highlight your unique solution in a single sentence.

Use a Teaser: “I’ve got the perfect candidate for your open VP of Sales position—let’s talk.”

Even if they don’t call back immediately, they’re hearing your name and your pitch. Over time, that repetition can pay off—especially if you combine voicemails with other forms of outreach.

 

Tactic #3: Build Sequences That Tell a Story

The real magic is in creating a multichannel sequence over 30 to 60 days. It’s not just “call once and cross your fingers.” Instead, plan multiple touches that tie together:

Voicemail #1

Follow-Up Email (within 24–48 hours)

LinkedIn Connection Request or DM

Voicemail #2 (referencing your email)

A Handwritten Note or Card (really stands out)

Voicemail #3 (referencing the note)

Be creative. Use each step to reinforce the last, rather than just repeating the same “Hey, it’s me again!” message. Tell a story or highlight different benefits at each step. Show them you’re genuinely interested in their business—not just cold-calling from a script.

 

Tactic #4: Know Your Prospect’s Buying Window

Sometimes the CEO won’t respond because there’s no immediate need for your product or service. For Ron, if they’re not hiring, they won’t care about a recruiter. That’s okay—it doesn’t mean you should vanish.

Keep Dripping: A low-frequency sequence keeps you on their radar.

Listen for Signals: Maybe they just received funding or they’re expanding into a new market.

Here’s an important question: Are you coachable? 

Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means.

"Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance. 

Coachability is an open mindset—being flexible, adaptable, the willingness to learn and consider different perspectives, and inviting criticism and critique—without getting defensive. 

It’s about keeping yourself from slipping into the “I already know it all” or “There’s nothing new here” trap or deciding flatly that you don’t need help because you’re just that good. 

Mindset and Self-Awareness

True coachability begins with a belief that you can improve and a deep seated desire to grow. This belief opens the door to being more receptive to feedback and coaching. 

It also requires self-awareness. It's about recognizing and being honest about your strengths, weaknesses and areas where you can improve. It is the vulnerability and the courage to look in the mirror at your imperfections. 

Where there is self-awareness there is the opportunity for transformation—even, by the way, when you already feel that you are at the top of your game.

The truth though is, most of us, at one point or another, are not coachable. We get stuck in our own heads, resist change, and bristle at feedback—especially when it challenges what we believe about ourselves. 

Coachability is the Hallmark of Ultra-High Performers

But here’s the kicker: coachability is the hallmark of ultra-high performers. Look at any elite athlete, and you’ll find a coach nearby. Many of them have an entire team of coaches.

I’m a huge golf fan. Golf, for me, is more than a sport; it’s a metaphor for sales and life. It’s hard, humbling, and mastering it is an infinite game. 

The best golfers in the world spend a ton of money on coaches. They’ll have a swing coach, a putting coach, and even a mental coach to keep their head in the game. Why? Because coaches can see what they cannot. 

When I’m working with my own golf coach it sometimes hurts to have him stand there and critique my swing - especially when I think what I’m doing is right. But when I swallow my pride, take it in, and apply it, I see results. I get better, I score lower, and I have more fun.

A Great Coach Exposes Your Blind Spots

Sales is no different. It’s tough, it’s competitive, and it seems impossible to ever reach “perfection.” A sales great coach exposes your blind spots. They can help you see what you’re doing right (and need to do more of) and what you’re doing wrong (and need to correct). 

The challenge is, so many salespeople resist the feedback. They sit in training sessions or roleplays with their arms crossed, telling themselves that they don’t need this. 

Veterans, in particular, get stuck in their ways, acting like they’ve got nothing left to learn. But I also see the opposite problem with rookies or young reps who can’t handle any criticism without interpreting it as a personal attack. Both groups end up shutting down, pushing their coaches away and missing an opportunity to grow.

Coaches Invest in You Because They Care

The fact is, coaches are investing time in you because they care about you and want to see you succeed. That doesn’t mean they won’t be tough on you, but it does mean they have your best interests at heart.

Early in my career, I was blessed with a fantastic sales coach named Bob Blackwell. He pushed me hard—probably harder than anyone ever had—and at first, it rubbed me the wrong way. I’d go home, complain to my wife about how he was criticizing me. I was convinced that he was intentionally picking on me. 

One day I was complaining about Bob to my dad—who knew a little something about life. He said,

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast,  Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership.

Key Takeaways:

- Team Collaboration Creates Wins: Focusing on the team rather than individual achievements builds a culture of collaboration and shared purpose. Sales leaders who emphasize collective success foster environments where everyone contributes, elevating overall performance and morale.

- Energizing Through Friendly Competition: Workplace challenges—like those inspired by sports or creative competitions—inject energy into teams. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity.

- Reflection Drives Growth: Reviewing past results and analyzing setbacks is essential for improvement. Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward.

- Sales Is a Skill-Based Craft: Sales isn’t just about personality; it’s a disciplined profession requiring constant development. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge.

- The Power of Fundamentals: When performance dips, returning to the basics can help sales teams regain their footing. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence.

- Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams’ success by offering real-time coaching and feedback. By identifying blind spots, providing encouragement, and correcting missteps, leaders can significantly impact their team’s performance and professional growth.

- Self-Awareness Is Key: Encouraging sales reps to recognize and address performance dips is crucial. Leaders should teach their teams to pause, assess their approach, and implement small adjustments to get back on track. Building this habit can prevent minor issues from becoming major roadblocks.

 - Discovery Conversations Open Doors: Strong sales leaders emphasize the importance of discovery—asking thoughtful questions and listening carefully to uncover client needs. This approach not only builds trust but also reveals opportunities that can lead to larger, more impactful deals.

- Consistency Beats the Rollercoaster: The “desperation rollercoaster” can plague sales teams—periods of intense effort followed by complacency. Leaders should emphasize the importance of consistent daily effort, reminding teams that resilience and steady focus yield long-term results.

- Celebrate Hard Work and Achievements: Acknowledging milestones, whether through personal rewards or team recognition, reinforces the value of persistence. Sales leaders should celebrate wins to inspire continued effort and show their teams the tangible benefits of dedication.

https://youtu.be/3SOtxMRWpmA

Team Success Over Individual Glory

Prioritizing team achievement fosters collaboration and a sense of unity. Sales environments that emphasize collective wins over individual accolades create a culture where everyone thrives. Collaboration fuels creativity, encourages accountability, and leads to stronger overall performance. In sales, success often hinges on the strength of the team rather than the brilliance of a single contributor.

Energizing with Friendly Competition

Healthy competition sparks energy and enthusiasm within teams.

Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen.

Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don’t really have a plan. You have a wish list.

Looking Back at Last Year: Which Metrics Matter?

Eric wanted to know which metrics from the previous year he and his team should be analyzing to inform this year's targets. The short answer? All of them, if they are metrics that matter to your business goals. Consider:

Conversion Rates from Inbound Leads

Speed to Lead (How fast are you following up?)

Outbound Touches vs. Opportunities in Pipeline

Opportunities-to-Proposal Ratios

Proposal-to-Closed Deals Ratios

Upsells, Cross-Sells, and Expansion Deals

By mapping out how each step in your funnel converts to the next—calls to first appointments, first appointments to proposals, proposals to closed deals—you can see exactly where to focus in the new sales year.

Maybe you need more first appointments. Maybe you need to tighten up your proposals so more of them convert. Or maybe you’re missing upsell opportunities with existing clients. Data points you to the gaps.

Pro Tip: Once you understand your ratios, you can decide if you’re aiming to improve them by, say, 25% (a stretch goal) or if you’re reaching higher. However, be careful not to “fix” one area and inadvertently break another. Success in sales is about balance across the entire funnel.

Choosing the Right CRM: Beware of Overkill

Eric also mentioned his team’s struggle with an outdated CRM that’s not built for strong tracking. As they look ahead, they’re weighing big guns like Salesforce. But here’s the deal:

Salesforce is an excellent platform—if you’re a larger organization with the bandwidth, budget, and complexity to justify it.

For smaller teams (like Eric’s with just two salespeople), adopting a massive enterprise CRM can be overkill.

Zoho, Pipedrive, Nimble, and HubSpot are great alternatives for small-to-midsize sales teams. They’re user-friendly, more cost-effective, and far simpler to deploy.

The rule of thumb? Choose a CRM that matches your current size and selling process. The last thing you want is to waste months configuring a powerhouse system that nobody uses because it’s too big or too confusing.

Making Sense of “Big Data” Tools Like ZoomInfo

Eric’s final question was about whether to invest in a data-intelligence tool (e.g., ZoomInfo, Apollo, LeadIQ) to identify new leads and tap into “intent data.” My take:

ZoomInfo: This is what we use at Sales Gravy, and we love it. It delivers reliable data, helps us expand into new verticals, multi-thread inside target accounts, and dramatically speeds up our list building.

Intent Data: Tools like ZoomInfo can show you who’s actively looking for solutions like yours. While it’s not perfect, it can be a game-changer for prioritizing outreach to the prospects most likely to buy.

Beware the Shelfware Trap: If you invest in a high-end data platform, make sure you have a solid plan (and the discipline) to use it consistently. It’s easy to drop serious money on software and then let it collect dust.

Pro Tip: Start with a limited number of “power users” on your team who will commit to mastering the tool. Then expand usage as you integrate it into your sales workflow.

How We Made It Work: A Cautionary Tale

We’ve been using ZoomInfo for years. Early on, we blew through a lot of money because we didn’t fully implement it. It wasn’t until we got serious—trained our people, integrated it with our CRM, and held each other accountable—that we started seeing results. Today, ZoomInfo is essential to how we prospect, grow pipeline,

I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline.

If you are in this situation and don’t have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because  getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year if you get too far behind.

 

Your Empty Pipeline Started Last Month

Stepping back for a moment, the reason your pipeline is empty today can usually be traced back to your sales activity in November or December.

Some teams get tunnel vision in the fourth quarter. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future.

Other folks just get distracted by the holidays and let the final weeks of the year slip by without prospecting to fill the pipe with enough new opportunities to cover January.

In other cases, the pipeline opportunities that you were counting on this month—the ones that pushed decisions until after the holidays - have suddenly gone silent and are ghosting you. You’re finding out the hard way that it is very, very difficult to reignite these deals once you’ve allowed this much time to pass.

I’m not going to sugarcoat this because the truth is the truth. No matter what got you to this point, you need to get to work right now to turn this around.

So the question is, how do you do this?

 

Block Time for Prospecting

One of the biggest pitfalls I see is that when pipelines are empty, salespeople get overwhelmed and paralyzed. They don’t know where to begin, so they waste time worrying and “getting organized.” They "plan to plan to plan" to prospect but don’t get any actual prospecting done.

There’s an old saying that goes, “When you’re in a hole, stop digging.” Likewise, the first rule of an empty pipeline is: When have one, start prospecting. That’s it. There’s no magic to it. It's a blinding flash of common sense.

Therefore step one is to block one to two hours at the start of your day specifically for prospecting. Close your email and company chat, put devices on do not disturb, and place a singular focus on picking up the phone and calling potential customers.

Put these morning blocks on your calendar as an immovable meeting. No excuses, no last-minute changes. Keep this time sacred for outbound prospecting.

Why first thing in the morning? Because that’s when you’re fresh, your prospects are fresh and neither of you have gotten buried in your day yet. And the truth is, if you put off prospecting until the afternoon, your willpower is often depleted and you are more likely not to do it.

 

Fast vs Slow Prospecting

Next you need to focus on the right kind of prospecting. This isn’t the time for a slow, meandering approach in which you cultivate long-term opportunities on LinkedIn and through networking. While building the future through slow prospecting activities is important, right now you need to move fast.

You need to target, engage, interrupt and convert prospects that can move into your pipeline as viable opportunities, right now.

By “interrupt,” I mean dialing the phone, knocking on doors, sending personalized emails, text messages, video messages and direct messages —whatever it takes to get attention and engage in conversations with high potential, high probability prospects.

 

5 Sources for Targeted Prospecting Lists

When I say target, I mean not random. Randomness is the enemy of effectiveness. At this moment in time, spray and pray will not turn your pipeline around. You need a rifle rather than a shotgun approach.

The key is building a targeted list because the better your list you, the better your prospecting outcomes. There are five sources for building a targeted prospecting list,

In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success.

Key Takeaways

- Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges.

- Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success.

- Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership.

- Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies.

- Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals.

- Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions.

- Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader’s strengths and values, driving sustainable growth.

- Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth.

- Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities.

- Building for the Future: Involving teams in planning for the business’s future creates shared success and loyalty.

https://youtu.be/CPYTTet0CUM

The Importance of Resilience in Entrepreneurship

Entrepreneurship demands resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact.

Balancing Grief and Professional Responsibilities

Personal loss doesn’t pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles.

Turning Challenges into Opportunities

Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It’s often the toughest moments that forge the strongest connections.

Adapting to New Realities

Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business’s focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success.

Aligning Business with Personal Values

Success without alignment can feel hollow. When one entrepreneur’s wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships.

Leading with Responsibility

True leadership shines in tough times.

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.

Happy New Sales Year!

This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster.

It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset.

Actions

You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much.

And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals.

Reactions

You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks.

One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities.

It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize.

Leverage Mindfulness

When you face emotionally challenging situations, one way to manage your reactions is through mindfulness.

I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict.

Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond.

The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that?

For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view,  before I do, I’ll ask myself: Do I want to be happy or do I want to be right?

If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them?

Mindset

And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important.

Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears.

There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset.

Rain Barrel Salespeople

Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain.

This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves.

Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential.

Rainmakers

Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen....

Discover the secrets to lead follow up and conversion after trade show, conference, and events.

On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers.

Key Takeaways:

- Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video.

- Importance of Patience: Building relationships and converting leads into customers takes time. Long sales cycles, such as 20 months for some deals, highlight the need for persistence and patience.

- Consistent Outreach: Regular and consistent communication helps ensure that leads don’t forget about the company or its offerings.

- Tracking Interactions: Meticulous tracking of every touchpoint and interaction provides insight into what strategies work, enabling continuous refinement.

- Personalization: Customizing outreach efforts, such as referencing personal details from interactions, enhances engagement and builds rapport.

- Variety of Channels: Using diverse communication platforms, such as phone calls, emails, video, and social media, increases the likelihood of connecting with leads.

- Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads.

- Utilizing CRM Systems: Leveraging CRM tools aids in organizing, tracking, and automating follow-up activities, ensuring efficiency and consistency.

- Planning and Strategy: Having a clear plan and a structured system for follow-up ensures effectiveness and prevents a disorganized approach.

- Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts.

https://www.youtube.com/watch?v=EjGI-z-AA3c

The Value of Patience With Lead Follow Up

Following up with leads requires patience. Many deals do not happen overnight, especially in industries with long sales cycles. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability.

Despite the wait, these deals can be significant, justifying the costs of attending the event. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes.

The Importance of Outreach Consistency

Consistency in follow-ups is crucial for staying on a lead’s radar. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event. A consistent approach ensures that your company remains top-of-mind when they are ready to make a purchase decision.

Sequence Multiple Channels for Lead Follow Up

Effective follow-ups involve reaching out through various channels. Email, social media, phone calls, and video messages all offer opportunities to connect with leads.

Different people respond to different methods, so using a mix increases the likelihood of engagement. Video, in particular, can add a personal touch and help stand out in a crowded inbox.

Track Every Interaction Trade Show

Tracking all touchpoints with leads is essential for evaluating what works and refining your approach. This includes keeping detailed notes in your customer relationship management (CRM) system.

For instance, noting personal details like a lead’s hobbies or recent activities can make follow-ups more personalized and engaging. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead.

Create a Structured Trade Show Lead Follow Up Plan

A well-structured follow-up plan ensures that no leads fall th...

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.

Personal Goal Buckets

When developing personal goals, I break them down into three buckets:

To-Have Goals

These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether it’s a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life.

To-Be Goals

These are about evolving into the person you want to become. Maybe you want to be a sales manager, or if you’re a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Or you want to be a better spouse, a better leader, or a better peer. Maybe you want to be a President’s club winner or be recognized as an expert in your industry—whatever it is, to-be goals help you level up as a person and a professional.

To-Do Goals

These are experience goals. My wife and I had a big one a couple of years ago: going on a horseback trek across the Masai Mara in Kenya. It was a massive, life-changing adventure we saved for, planned for, and worked toward. Think about experiences that create lifelong memories—maybe you want to travel somewhere special or take on a meaningful project or hobby you’ve always dreamed about.

Four Reasons Why Personal Goals Matter

Number one, goals massively increase the likelihood that you’ll actually achieve the things you want. Speaking your goal out loud, writing it down, and being intentional about it has a powerful psychological effect.

Number two, goals make life meaningful. It’s unbelievably fulfilling to look back and see what you accomplished—how far you’ve come over the course of a year, five years, or a decade.

Number three, we work in a tough, competitive profession, and it’s just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love.

But the biggest reason to set goals—especially in sales—is that the sales profession is hard work and it can be brutal.  It’s loaded with rejection.

At every turn, we face potential “nos,” whether it’s prospecting calls, asking for next steps, pushing to level up to a decision-maker, or closing the deal. We even face internal rejection when we try to sell a complex deal internally to our own company or get approval for special pricing. Rejection is everywhere, and the fear of rejection—or avoiding it—is the number one reason salespeople fail to perform.

Add to that the grind: making call after call, stuffing data into the CRM, pushing through proposals, handling endless follow-ups and selling becomes tedious, hard, rejection dense work.

For this reason it requires discipline to stay on track and keep grinding day after day and month after month over the course of the sales year. But here’s the rub: discipline can wane, especially if we’re not hyper-focused on a bigger prize.

The Real Definition of Discipline

I want you to pay attention to this next part because understanding the real definition of discipline it’s critical.  Discipline is sacrificing what you want now for what you want most.

Human nature wants easy. We’d rather that customers call us than having to chase them. We’d rather deals close themselves than investing hours into multi-step follow-ups. We don’t want to face that “no.”

But in success in sales is paid for in advance with facing rejection and hard work. Therefore If you don’t have a clear, compelling reason—something you want most—it’s easy to cave in and take the easy route instead of doing what really needs to be done.

This is the reason why having a strong set personal goals is crucial for sales professionals.