Rapid Fire Questions: Jeb’s Favorite Things

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JB: Absolutely. When I’m sitting down with a group of salespeople, the first thing I start with is, um, you know, we can’t get a lot of prospecting done. And I use a little thing called the Horstman’s corollary of the Parkinson’s law. Parkinson’s law says that work tends to expand into the time that’s allotted for it.

Horstman’s corollary says that work tends to contract inside the time that is allotted for it. So if I say you have an hour and here’s a list of 30 prospects, I want you to call. You can typically make those, those prospecting calls in an hour.

Given that the majority of ’em are gonna go to voicemail. And you’re probably only going to talk to, you know, say 10 of them from a contact standpoint. And those calls, as we established earlier in this podcast are going to go really, really fast.

So if that’s the case, then, you know, you should be able lebanon telegram data to knock all of your prospecting out. And typically if you’re a B2B rep and you talk to 10 qualified prospects, most B2B reps have the ability to look into a database and pull out the most qualified prospects because most companies have invested in those databases.

If you talk to 10, you’ll set two appointments and for most B2B reps, if you set two good appointments every single day with qualified prospects, you can’t lose.

AP: Excellent. So we’re moving to the last segment of the show. Some rapid fire questions for you. Single word responses are fine, you can elaborate if you want. You ready?