Jeb Blount’s Prospecting System for Building Qualified Lead Lists

So on my end, I'm a business development guy at A+ Keystone.

I've recently fully bought into Fanatical Prospecting, and it's given me a real leg up in my role in business development.

So I just had a question that came up for me while I've been starting these campaigns the last two months that I wanted to run by you.

Tell me what you sell.

A+ Keystone is an ISO 17025 accredited compliance laboratory in New Castle, PA.

So we do accredited third-party testing for different categories like electromagnetic compatibility, environmental testing, and packaging.

So think company standards like military and defense space or like FDA standards, that's kind of where we fit.

Companies would basically come to us to validate their engineering products so that they can launch it to their target market.

That sounds like a real technical sell.

It is.

So you're speaking with technical people, and that's why, Jeb, it's more of a business development role, right? Where I go and I find these folks, I see what type of testing they need, and then I'm looping in somebody else as soon as possible.

I can speak a little bit to it, but there's a limit to my knowledge when it comes to these things.

You've adopted Fanatical Prospecting, got it all together with this product that you're selling, which is complicated, I can tell, and complex.

So what's the problem? [laughs]

For me, I'm trying to figure out how to best balance pulling lead lists while doing just the right amount of research, right? It's a technical field, and I'm trying to find the specific person inside of each company that requires what we're doing, and sometimes that's gonna be the engineer, sometimes the program manager, project manager, quality control guy, or the CEO themselves.

I'm basically chewing through my quality trade show leads pretty quickly, and I know that there's a bottom to that well eventually.

At the rate you've got me going with Fanatical Prospecting, I'm making 40, 50, 60 calls a day to these folks just trying to book meetings to see how we could help them out.

Way better than what I was doing before, so thank you again for that.

My initial attempts to scrape a lead list off of a database produced significantly worse results compared to these trade show leads, so I'm trying to rethink the best way to scrape, segment, and batch these new lists for outreach.

I just want to see if you had any methodologies for me on how I can efficiently research, script, and prospect a cold lead like this without running into constant pushback from gatekeepers.

So on my end, I'm a business development guy at A+ Keystone.

I've recently fully bought into Fanatical Prospecting, and it's given me a real leg up in my role in business development.

So I just had a question that came up for me while I've been starting these campaigns the last two months that I wanted to run by you.

Tell me what you sell.

A+ Keystone is an ISO 17025 accredited compliance laboratory in New Castle, PA.

So we do accredited third-party testing for different categories like electromagnetic compatibility, environmental testing, and packaging.

So think company standards like military and defense space or like FDA standards, that's kind of where we fit.

Companies would basically come to us to validate their engineering products so that they can launch it to their target market.

That sounds like a real technical sell.

It is.

So you're speaking with technical people, and that's why, Jeb, it's more of a business development role, right? Where I go and I find these folks, I see what type of testing they need, and then I'm looping in somebody else as soon as possible.

I can speak a little bit to it, but there's a limit to my knowledge when it comes to these things.

You've adopted Fanatical Prospecting, got it all together with this product that you're selling, which is complicated, I can tell, and complex.

So what's the problem? [laughs]

For me, I'm trying to figure out how to best balance pulling lead lists while doing just the right amount of research, right? It's a technical field, and I'm trying to find the specific person inside of each company that requires what we're doing, and sometimes that's gonna be the engineer, sometimes the program manager, project manager, quality control guy, or the CEO themselves.

I'm basically chewing through my quality trade show leads pretty quickly, and I know that there's a bottom to that well eventually.

At the rate you've got me going with Fanatical Prospecting, I'm making 40, 50, 60 calls a day to these folks just trying to book meetings to see how we could help them out.

Way better than what I was doing before, so thank you again for that.

My initial attempts to scrape a lead list off of a database produced significantly worse results compared to these trade show leads, so I'm trying to rethink the best way to scrape, segment, and batch these new lists for outreach.

I just want to see if you had any methodologies for me on how I can efficiently research, script, and prospect a cold lead like this without running into constant pushback from gatekeepers.