Sales Gravy: Jeb Blount

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.  They lean on email because it’s easier to hide behind a keyboard than pick up the phone and face rejection. But here’s the cold, hard truth: Email as a prospecting channel has suddenly stopped working.  Recent data indicate that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they’re getting only a tenth of the response.  Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your pr