Episodes

  • Crafting Resilience in Business feat. Deb Sellinger

    Crafting Resilience in Business feat. Deb Sellinger
    Jan 10 2025
    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.
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    51 mins
  • Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)

    Prospecting Secrets to Stand Out in a Noisy World (Ask Jeb)
    Jan 7 2025
    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.
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    12 mins
  • You Can Only Control Three Things (Money Monday)

    You Can Only Control Three Things (Money Monday)
    Jan 5 2025
    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....
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    9 mins
  • 10 Trade Show Lead Follow Up Strategies feat. Harriet Mellor

    10 Trade Show Lead Follow Up Strategies feat. Harriet Mellor
    Jan 2 2025
    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...
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    34 mins
  • Why Personal Goals are Essential for Sales Discipline (Money Monday)

    Why Personal Goals are Essential for Sales Discipline (Money Monday)
    Dec 29 2024
    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.
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    13 mins
  • Best Sales Podcast Conversations From 2024

    Best Sales Podcast Conversations From 2024
    Dec 26 2024
    In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Here’s what stood out from our conversations this year: – Objections Are Opportunities: Objections aren’t something to avoid, they’re invitations to build trust. When a buyer pushes back, it’s a sign they’re engaged. Instead of sidestepping concerns, lean into them. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs. – Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether it’s calls, emails, or social touches, keeping your pipeline full is the foundation of success. – Empathy Drives Connection: In a crowded marketplace, standing out often comes down to how well you connect with your prospects. Leading with empathy and emotional intelligence helps uncover the real problems you can solve. Listening, not just to respond, but to understand, creates trust and sets you apart from competitors. – Simplify the Process: A complicated sales process creates unnecessary barriers for your buyers. Instead, focus on making every step clear and straightforward. Simplify presentations, eliminate unnecessary details, and provide actionable next steps. Buyers are more likely to move forward when it feels easy to do so. – Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips. https://www.youtube.com/watch?v=9k2hJ3pyNBU Thriving Under Pressure with a SEAL’s Strategy In high-stakes sales situations, maintaining composure is crucial. Drawing from his extensive military experience, retired Navy SEAL Master Chief Stephen Drum emphasizes the importance of preparation, adaptability, and mental resilience. By implementing a structured approach—commit, prepare, execute, and reflect—sales professionals can enhance their performance under pressure. This method enables individuals to stay focused, adjust to changing circumstances, and continuously improve their strategies. Physical Fitness Fuels Sales Success Josh Hulsebosch dives into how physical fitness directly impacts sales performance by enhancing energy levels, mental clarity, and resilience. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling. Prioritizing regular exercise, proper nutrition, and adequate sleep equips sales professionals to handle the demands of their role, leading to increased productivity and success. It’s Not About You—It’s About Them The moment you realize sales isn’t about you is the moment you start winning. Too many salespeople and entrepreneurs fall into the trap of making their pitch the center of the conversation, focusing on their product, their needs, or their numbers. But here’s the truth: your prospects don’t care about you—they care about themselves. Success comes when you shift your mindset and make everything about the customer. Carole Mahoney discusses how to ask better questions, listen deeply, and focus on their pain points, goals, and dreams. When you solve their problems and make them the hero of the ...
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    28 mins
  • Reflection vs Regret (Money Monday)

    Reflection vs Regret (Money Monday)
    Dec 23 2024
    For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by unpacking regret. Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down. Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it. In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction. Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again. Stuck in the Endless Loop of Regret I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ." "made that call,” “handled that prospect differently,” “taken that chance,” “been there or done that.” Those “if only's” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward. On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes. On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.” But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year. Reflection Reflection, on the other hand, is entirely different—and far more productive. When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year. You’re asking the questions, “What went well? What didn’t go so well? What did I learn?” You consider the wins that made you proud and the moments you’d rather forget. You figure out why you won so you can repeat those winning behaviors. You extract value from the lessons of failure. Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time. Reflection Creates Awareness Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life. It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them. Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform. The bottom line is that reflection is about learning, growing, and transforming. Regret is stagnation. Why Reflection Matters at Year-End The reason I’m talking about the impact of reflection as we close out this year is because, for most of us, the slate really does feel clean come January 1st. In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think, “This year is going to be different. “This year, I’m going to crush my numbers.” “Hit my income targets.” “Make it to President’s club.”
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    12 mins
  • The Art of Outreach: Strategies for Modern Sales Prospecting feat. Alex Niswander

    The Art of Outreach: Strategies for Modern Sales Prospecting feat. Alex Niswander
    Dec 19 2024
    In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects. – Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately. – Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach. – Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach. – The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities. – Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson. – Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively. – Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time. – Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions. https://www.youtube.com/watch?v=rzhdC4YwflA The Power of Multiple Touchpoints When it comes to prospecting, repetition, and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement. Using Text Messaging Effectively Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive. Video Messaging for a Human Touch Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting. Expanding Communication Channels Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small,
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    49 mins