Outbound 2024 was a week of sharpening sales skills, generating ideas for Vendi, and an unparalleled networking opportunity. Day 2 was all about prospecting, and the insights shared left a lasting impact. Here are my key takeaways.
The Power of Attitude in Prospecting
Jeb Blount, a masterful speaker and sales trainer, kicked off the day by emphasizing the importance of attitude in prospecting. He shared three critical aspects we control:
- Our Actions
Every day, we decide how to spend our time and prioritize activities. Effective prospecting starts with deliberate, consistent action. - Our Reactions
Regardless of how others interact with us, we can control our responses. Negative experiences can be reframed as learning opportunities or chances to practice and grow. - Our Mindset
Salespeople fall into two categories:- Rain Barrels: Reactive and dependent on external circumstances.
- Rain Makers: Proactive, taking control of their processes to achieve success.
Jeb’s message was clear: negativity and doubt have no place in effective prospecting. By focusing on what we can control, we position ourselves for success.
Overcoming Prospecting Challenges
Jeb identified three common challenges in prospecting and offered actionable solutions:
- List Building
Building a list of ideal customers with accurate contact information is essential. Leverage tools like Apollo, Seamless, ZoomInfo, LinkedIn Sales Navigator, and AI to create high-quality, targeted lists. Quality trumps quantity every time. - Effective Calling
Better lists lead to better outcomes. Focus on high-quality contacts to make prospecting time more efficient and productive. - Messaging
The words we choose and how we deliver them matter. Invest time in crafting customer-focused scripts and practicing them. Avoid self-focused messaging and aim to connect meaningfully with prospects.
Two Types of Prospecting
Jeb outlined two valuable approaches to prospecting:
- Slow Prospecting
This method builds familiarity over time through consistent messaging that establishes trust and recognition. While it can take years, it’s invaluable for shortening the sales cycle once serious conversations begin. - Fast Prospecting
This approach interrupts, engages, and calls prospects to action:- Interrupt: Believe in your offering and confidently introduce it to prospects.
- Engage: Relate your product or service to the prospect’s needs, focusing on them rather than yourself.
- Call to Action: Don’t fear rejection—a clear call to action is vital to moving the conversation forward.
Recommended Resources
Jeb Blount’s books, such as Fanatical Prospecting and Sales EQ, provide practical strategies for improving sales performance. His podcast and courses at Sales Gravy University are also excellent resources for sales professionals.
Outbound 2024 offered invaluable insights into prospecting and beyond. If there’s a topic you’d like me to explore further, let me know!
Cheers,
Kyle Jager
