Sales Gravy: Jeb Blount

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected. His prospecting philosophy requires the salesperson to build trust and demonstrate curiosity, master the first few seconds of the conversation to create emotional buy-in, and avoid triggering psychological reactance. By breaking down the conversation and practicing each part in training, sales reps can improve their skills and conduct more successful sales conversations. Chris Beall connected the dots between market dominance and the potential impact of a humble cold call. Calibrated callers are comfortable using a psychological framework, playful curiosity, and confidence to create a clean read from potential customers and insist on a meeting. The seve