Show notes
How do you run an effective sales blitz, and what's the fastest way to reconnect with cold leads you've already written off?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb's number one piece of advice for reconnecting with cold leads.
Jeb's answer to Chris starts with a simple truth: a blitz on existing customers should take about 30 days, no longer. You already know who they are and where they are, so the only thing standing between you and results is picking up the phone. New logos take more structure: build a targeted list by persona, company size, and likelihood to buy, assign a closing goal per rep, and run a focused 30 day sprint with daily call targets and twice weekly accountability check ins before rotating to the next product.
For Lindsay, Jeb's advice is easy: you revive dead leads by calling them. He backs it up with real numbers, including a rep who made 11 dials, reached 10 people, and turned four into pipeline opportunities from a completely random list, plus a story about a commercial kitchen equipment company that revived a dead deal into a multi restaurant order just by calling to check in.
What You'll Learn:
- Why a 30 day blitz outperforms a 90 day blitz for existing customer campaigns
- How to build a targeted new logo list using persona, company size, and buying likelihood
- Why leaders need to give reps the exact list, exact script, and exact call target instead of a vague directive to "go blitz"
- How twice weekly accountability check ins keep a blitz from losing momentum
- Why picking up the phone still outperforms every other reactivation tactic for cold and closed lost leads
- How one rep turned 11 random dials into 4 pipeline opportunities in 20 minutes
- Why you should be calling closed lost deals from months or years ago, not just recent ones
- How a single reactivation call turned an old dead deal into a multi location order
Whether you're planning a product launch blitz or sitting on a pile of cold leads you've written off, this episode gives you a clear, practical framework for turning both into revenue.
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