The 3 Tier Prospecting System That Fills Your Pipeline (Ask Jeb)

2026-07-22

Download

How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day.Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project...

How do you know when a third party lead generating service is actually worth what you're paying for it, and should your team be leaving a voicemail on every single call?

In this week's Ask Jeb, Jeb Blount answers two questions, one from Mike, who runs a commercial signage business selling into real estate developers, general contractors, and architects, and one from Michael, whose SDRs are making 50 to 75 calls a day.

Jeb's answer to Mike is simple: in most B2B spaces, you never fully give up on a lead. Once a project closes, that lead moves into a nurturing campaign, not the trash, and a good lead gen partner earns its keep by spotting new opportunities before they're too far down the road.

For Michael, Jeb breaks down the three tier calling structure his own team uses to decide who gets a call, who gets a voicemail, and who gets cut loose, plus why building a homogenous list makes that whole process faster.

What You'll Learn:

Why B2B leads should almost never be fully abandoned, even after a project closes
What separates a lead gen service worth paying for from one that's just handing you a list
How to build a three tier calling structure using qualified leads
Why inbound leads should always get called before any cold outreach
When it makes sense to skip the voicemail entirely on a cold list
How building a homogenous prospecting list speeds up your voicemail messaging
The five step voicemail framework that gets you on and off the phone in under a minute

Whether you're running a signage company chasing commercial real estate projects or managing a team of SDRs working a cold list, this episode gives you two practical frameworks: one for knowing when to let a lead go quiet, and one for knowing exactly who to call first.

Submit your question: salesgravy.com/ask

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

Download our FREE Prospecting Call Tracking Sheet

Follow Jeb Blount on LinkedIn

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Comments (3)