What are the key takeaways from this Sales Gravy episode?

Key insights include: **Multithreading Prospect Lists:** For keynote speaking sales, target 8–10 contacts per company rather than searching for one decision-maker. Roles include event planners, CROs, VP of Sales, and sales enablement leads, since speaker selection is almost always a consensus-based decision.; **SKO Hashtag Intelligence:** Track LinkedIn and Instagram hashtags like #SKO and #SalesKickoff to identify companies holding sales meetings, spot decision-influencers in post comments, and time outreach for July–August when companies begin planning their next kickoff cycle.; **Cold Calling Conversion Benchmarks:** In B2B calls targeting director level and below, expect 5–10 pickups per 25 dials and one qualified appointment per 25 dials. Small business owners answer at significantly higher rates, especially before 7:00 a.m. when afternoon customer traffic is absent.

How long is this episode of Sales Gravy?

This episode is 15 minutes long. SignalCast provides an AI-generated summary so you can get the key insights in about 3 minutes.

Sales Gravy

Who to Call, How to Find Them, and Why the Phone Still Wins (Ask Jeb)

July 8, 2026

15 min episode · 2 min read

Episode

15 min

Read time

2 min

Topics

Career Growth, Remote Work, Fundraising & VC

AI-Generated Summary

Published Jul 8, 2026

Key Takeaways

✓Multithreading Prospect Lists: For keynote speaking sales, target 8–10 contacts per company rather than searching for one decision-maker. Roles include event planners, CROs, VP of Sales, and sales enablement leads, since speaker selection is almost always a consensus-based decision.
✓SKO Hashtag Intelligence: Track LinkedIn and Instagram hashtags like #SKO and #SalesKickoff to identify companies holding sales meetings, spot decision-influencers in post comments, and time outreach for July–August when companies begin planning their next kickoff cycle.
✓Cold Calling Conversion Benchmarks: In B2B calls targeting director level and below, expect 5–10 pickups per 25 dials and one qualified appointment per 25 dials. Small business owners answer at significantly higher rates, especially before 7:00 a.m. when afternoon customer traffic is absent.
✓Structured Dial Blocks: Complete 100 outbound dials before noon daily to prevent deferral. Reserve afternoons for asynchronous outreach — one-to-one emails, LinkedIn direct messages, video messages, and physical mail — rather than mass email blasts that generate low engagement.

What It Covers

Jeb Blount addresses two listener questions on building prospect lists for keynote speaking sales and provides cold calling conversion data, including a live demonstration generating $250,000 in same-day revenue from 30-call outbound sprints.

Key Questions Answered

•Multithreading Prospect Lists: For keynote speaking sales, target 8–10 contacts per company rather than searching for one decision-maker. Roles include event planners, CROs, VP of Sales, and sales enablement leads, since speaker selection is almost always a consensus-based decision.
•SKO Hashtag Intelligence: Track LinkedIn and Instagram hashtags like #SKO and #SalesKickoff to identify companies holding sales meetings, spot decision-influencers in post comments, and time outreach for July–August when companies begin planning their next kickoff cycle.
•Cold Calling Conversion Benchmarks: In B2B calls targeting director level and below, expect 5–10 pickups per 25 dials and one qualified appointment per 25 dials. Small business owners answer at significantly higher rates, especially before 7:00 a.m. when afternoon customer traffic is absent.
•Structured Dial Blocks: Complete 100 outbound dials before noon daily to prevent deferral. Reserve afternoons for asynchronous outreach — one-to-one emails, LinkedIn direct messages, video messages, and physical mail — rather than mass email blasts that generate low engagement.

Notable Moment

A sales team insisting outbound calls no longer worked was challenged to run two 15-minute sprint sessions. They completed 30 calls and closed $250,000 in revenue that same day — money that would have been lost waiting passively.

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Episode Transcript

I can never get through to my digital bank. Getting ghosted by your bank? Yikes. Maybe it's time to consider a credit union. Members can get help online, on the phone, or from a real person at a branch. They have expert financial advisors, so you'll always get actual answers to your questions and real solutions to your problems. Wow. You can sign me up. Well, I can't, but you can visit trycreditunion.com and find the credit union for you. This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting, objections, sales EQ, and inked, and I'm here to help you open more doors, close bigger deals, and rock your commission check. Question in short, basically, is building a prospect list. What's happening is I sell keynote speeches k. And I'm trying to find the right prospect for the speech. I've heard the phrase, of course, riches are in the niches. So it's going towards pharmaceutical companies because they have a budget, they have sales teams, it would make sense. So trying to build that list out, I spend most of my time trying to find the name of a person to contact. And so I think it's really hard to go, okay. Make sure you do fifteen minutes a day. I'm spending an hour a day to find one name. Try to figure out how would you approach this. What are your thoughts on building out a deeper, richer prospect list versus a suspect list? Well, first of all, what you're doing is extraordinarily hard. I'm a keynote speaker. The biggest problem that you have in your space is that it's all a timing issue. So So you can have the greatest keynote speech in the entire world. If there's no meeting to speak at, you got a problem. And you gotta think about the size of these organizations. I mean, the problem is you're trying to figure out, like, who do I call? Well, in one organization, it's the meeting event planner. Another group is dealing directly with a speakers bureau. You got another group that's the CRO or the VP of sales is making the decision. You got another one where it's sitting in sales enablement, which you may wanna think of rather than who is the right person to call. You might wanna think about how do I surround all of these people in the organization that may or may not have some say in it and have a conversation with them all. And the fancy word for this these days is called multithreading. In the old days, we just call it get high, wide, and deep. But the tech companies decided they needed to have a special name for it called multi threading. So what I would say to you is you wanna start thinking about if you're going after this organization, multiple roles that you can go after. That's how you're gonna build your list. So you may …

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