Following the momentum from Synergy’s 2025 Sales Forum in Oak Brook, where members dug into qualifying leads, navigating RFPs, and role practicing real sales scenarios, we kept the conversation going with a targeted follow-up webinar on Gumball Prospecting.

On June 25th, more than 30 Synergy sales professionals joined Jared Lockwood from Sandler Training to dive deeper into prospecting strategy—this time with a focus on how to prioritize the right leads, reduce pressure in the sales process, and improve outreach techniques.

Gumball Prospecting: A Smarter Way to Qualify

Jared introduced his signature “Gumball Prospecting” framework, a simple but powerful way to categorize prospects into four types—white (neutral), green (open), red (in pain), and black (not a fit). Building on the work started in Oak Brook, this model helped participants fine-tune how they qualify leads and determine where to spend their time.

Real Tactics for Real Calls

Participants explored tactical approaches that align with the lessons from the forum, including:

• Using pattern interrupts and unexpected openings to grab attention

• Delivering a concise, authentic 30-second commercial

• Matching and mirroring tonality and communication styles using DiSC profiles

• Using a “no pressure” call format to build rapport and lower defenses

• Reframing rejection and managing follow-ups with more confidence and structure

Jared also shared a live call example, offered tested email language, and encouraged reps to personalize their approach while maintaining consistency.

Reinforcing Forum Takeaways

Just like at the Sales Forum, the focus was on building trust, staying curious, and creating a sales process that puts the right customers at the center. Jared’s session echoed many of the themes from Oak Brook, reinforcing the importance of being intentional, strategic, and human in every interaction.