Sales Gravy: Jeb Blount

On this episode of the Sales Gravy podcast,  Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of the greatest sources of new pipeline opportunities.    It's the people that you already know. Talking with the people you know is an easy way to eliminate cold calling.” Alex: On Planning Who You Will Call  "I feel like we don't call people because we don't know who to call, right? Unless you're using a CRM perfectly, it's not going to tell you who to call. It's a list of names and numbers.   At the beginning of the week for five minutes, write down who you're going to call that week. For example, customers that just made an order with you. Right now, try thinking of five customers you haven't talked to in three mont