If you can’t figure out who makes the buying decision, every cold call starts with a guess.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from David, a business development rep making a high volume of cold calls daily into a highly technical market. His challenge: how much research is enough before you dial, and how do you find the right contact when the decision maker could be an engineer, a project manager, or the CEO?
Jeb’s answer starts with a mindset shift. Prospecting and research are separate jobs, so block time for each and never do both at once. He then walks David through an ABCD list system that moves every lead toward fully qualified, so your first call block goes to appointment-ready prospects and the rest of the day builds tomorrow’s list.
What You’ll Learn:
How to find the decision maker when job titles don’t tell you who buys
How to get the gatekeeper to give you the contact you need within the organization
Why separating prospecting time from research time protects your call blocks
How to sort prospects into A, B, C, and D lists so every call has a clear goal
How to build qualifiers that tell you when a lead is ready for an appointment
Why multithreading matters in complex sales
How to use AI tools to help you build a local prospecting list in minutes
How to build an ideal customer profile with your team to stop setting unqualified appointments
Why every new piece of information counts as a win for SDRs and BDRs
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