Episode November 18, 2025 16 min 39s

Beat Sales Call Reluctance and Get Back to Fanatical Prospecting (Ask Jeb)

Here’s a question that hits closer to home than most sales reps want to admit: What do you do when you’ve been away from prospecting for a while and suddenly the call reluctance feels brand new again?

That’s the situation Dwayne Malmberg from Sugar Land, Texas found himself in. He’d been crushing it in inside sales and appointment setting since the 90s. He was good at it. Really good. But after taking just over two years away from the phones, a new opportunity came along, and suddenly he was facing something he didn’t expect.

The call reluctance. The trepidation. The mental resistance to picking up that phone and dialing invisible strangers.

If you’ve ever taken time away from prospecting and felt that same knot in your stomach when it’s time to get back on the phones, you’re not alone. And more importantly, there’s a systematic way to rebuild that muscle and get back to crushing it.

The Raw Truth About Cold Calling Fear

Let’s get brutally honest: Cold calling creates emotional angst. Period.

I’ve made tens of thousands of cold calls. I make them with my clients during training sessions. I’ll make them tomorrow morning. And I still feel that trepidation on the first couple of calls of the day.

It’s just human. It’s natural. It never completely goes away.

Think about it like jumping out of an airplane. A few years ago, I got the chance to jump with the United States Army Golden Knights. I was terrified. My heart was pounding. A sergeant even asked if I was okay because, apparently, I looked frightened.

When we got strapped in, I turned to the Golden Knight I was jumping with and asked, “Do you ever get scared?” His answer was revealing: “Yeah, of course I do. My heart’s beating a little bit because it’s an airplane and I don’t know what’s going to happen. But I’ve done it so many times, and I’ve got a routine.”

That’s the key. The routine. The process. The mental preparation that gets you past the fear and into action.

The Big Pull: Why You Need Something Worth Fighting For

Here’s the problem with facing fear: If you don’t have something pulling you forward that’s bigger than the discomfort you’re feeling right now, you’ll procrastinate forever.

The discipline to run a prospecting block and do your prospecting is the discipline to sacrifice what you want now for what you want most.

So before you even think about picking up the phone, sit down and write out what you want. Why are you doing this? What’s the goal? Is it a paycheck? A promotion? Financial freedom? Providing for your family?

That’s your big pull. That’s what you focus on when you start your day, not whatever might happen on the call. Because when you’re thinking about something as scary as facing rejection, if you don’t have a big pull driving you, you’ll end up avoiding the work that matters most.

For Dwayne, part of his why was clear: He’s a caregiver for his disabled wife and needs the flexibility to work from home while still providing for his family. That’s a powerful pull. That’s something worth pushing through fear for.

Building the Muscle: You Can’t Bench Press 250 on Day One

Let’s say you were a bodybuilder in your 30s. You were strong, lifting heavy, crushing it in the gym. Then life happened. Kids came along. Your career took off. You quit working out.

Now you decide it’s time to get back in shape. What happens if you walk into the gym and try to bench press 250 pounds on day one?

You’re going to hurt yourself. Maybe badly.

The same principle applies to prospecting after time away. You already know how to do it. You’ve got the muscle memory. Everything inside you is saying, “I got this.” But you can’t expect to jump back in at the same intensity level you had before.

You have to rebuild the muscle gradually. Start with the equivalent of those 20-pound dumbbells and work your way back up.

The High-Intensity Sprint Strategy

When I found myself in a similar situation years ago, uncomfortable and fearful about making calls, I developed a strategy that I now call high-intensity prospecting sprints.

Here’s how it works: Break your prospecting into very small, short blocks. Sometimes just five minutes. Make five calls in five minutes. Or ten minutes. Or fifteen minutes.

The key is this: Make it so small and manageable that your brain can’t talk you out of it. If I tell you to make cold calls all day long, that feels overwhelming. But if I ask you to knock out just five calls, you can do that.

Then here’s the critical part: Follow each sprint with something inspiring. Read a chapter from Fanatical Prospecting. Listen to a segment of your favorite sales podcast. Watch a training video. Put good stuff in your ears and in front of your eyes that builds your courage and strengthens your heart.

Then do another sprint. More inspiration. Another sprint. Repeat.

What happens is two things: First, by actually doing it instead of thinking about it, you get better at doing it. You get what I call sales endorphins. You feel good about yourself because you realize, “Hey, I can do this. Everything’s okay.”

Second, by backing up each sprint with inspirational content, you’re feeding your mindset. You’re building back that mental muscle alongside the practical muscle.

The Time Management Factor for Busy Sales Professionals

If you’re like Dwayne and have a lot of responsibilities outside of sales, time management becomes critical. You can’t afford to waste time or dilute your prospecting efforts.

The solution is ruthless prioritization and time blocking.

Start your day with your most important, highest priority sales activity. Get your prospecting done first thing in the morning when your willpower is strongest and your emotional energy is highest.

Here’s why this matters: When you’ve got a lot going on and you’re also doing the hardest job in sales (making outbound calls), by the time you get later into your day, you’re worn out. Your willpower is depleted. It’s going to be exponentially harder to find the motivation to interrupt strangers.

But first thing in the morning? You’re fresh. You’re ready. You can knock out that prospecting block and then ride that momentum through the rest of your day.

Block your calendar in core chunks for everything you need to do. If you have an appointment at 3 PM that’ll take three hours, fine. But that first hour of your day? That’s sacred prospecting time. Nothing else touches it.