A curated collection of the sharpest, most-shared X posts about sales—saved so you do not have to dig through the timeline yourself. Updated every two weeks.
Cold outreach, objection handling, and the closes that reps actually screenshot and save.
Original Xholic analysis
This Sales conversation spans 50 tweets from 41 creators, clustered around cold outreach craft, intent-signal prospecting, objection handling, and qualification frameworks. Stance runs 88% supportive and 12% critical, with sentiment mirroring at 88% positive and 12% negative. List-format posts dominate volume (72% share), and text posts outperform media posts on median all-time score (18.464 vs 8.565). The biggest engagement outliers center on competitor-review prospecting and GTM leadership retrospectives rather than tactical tips.
88% of posts
All-time engagement
72% of posts
Published in 90 days
Conversation map
Call-level craft: talk-to-listen ratios, asking expansive questions, strategic silence, letting prospects sell themselves, selling outcomes over features/tactics, controlling call flow, and post-price-drop discipline.
20%
Concrete rules for writing cold emails and DMs: first-message don'ts, personalization, human tone vs AI ghostwriting, brevity, clear asks, and why mass-spam / low-relevance blasts fail.
18%
Building lead lists from public signals: competitor 1-star reviews, LinkedIn comments on competitor posts, hiring posts, pricing-page visits, Sales Nav filters (new-in-role, connections-of-exec), and warm/referral channels ranked by success
14%
Using AI across the sales loop: pre-call briefs, call-transcript analysis with Claude, AI enrichment/lead scoring, GTM engineer + RevOps team structures, and the 'system gets less stupid every week' feedback loop.
12%
Improving reps through reviewing recorded/lost calls, diagnosing lost-deal patterns, roleplay on specific weaknesses, ramp-time compression through practice, and structured scorecards vs ad-hoc ChatGPT reviews.
10%
The three real objections (decision-maker, budget, belief), surfacing hidden objections by asking directly or calling out buyer body language, pre-handling objections before the pitch, and the argument that objections should be prevented in
10%
Named systems for sorting prospects: PPP method, 'Sort Don't Sell' traffic-light profiling, BANT/MEDDPICC scoring, guarantees-as-qualifiers, pre-sale flows that disqualify before the call, and willingness-to-pay qualification.
10%
Building sales orgs: hiring in pairs, senior vs junior reps, order-takers exposed when markets cool, comp plans and accelerators, enablement, quota distribution, hiring sellers from hard-to-sell companies.
6%
Tone and stance
Performance benchmark
Posts with media make up 30% of this collection. Their median all-time score is 8.56, compared with 18.5 for text-only posts.
Format mix
Consensus and debate
Shared view
The conversation's top outlier sits in intent-signal prospecting (theme share 14%, median all-time score 25.494): sourcing leads from buyers who publicly complained about competitors on review sites, then reaching out while the pain is fresh.
Shared view
Sales hiring and GTM leadership lessons hold the highest theme median (235.136) despite the smallest share (6%, 3 tweets). Two of the conversation's largest outliers come from here: a restart-from-scratch GTM reflection at 93.98x median and an order-taker argument at 17.71x median.
Shared view
Cold outreach tactics is the widest craft theme (18% share, 9 tweets) with a median all-time score of 26.702, above the conversation median of 13.28. Posts converge on human first touches, brevity, clear asks, and asking for help over pitching when validating an offer.
Shared view
Posts in the intent-signal prospecting theme (14% share) describe building lead lists from public actions: commenters under competitor posts, hiring activity, and Sales Nav filters like new-in-role and connections-of-exec. A ranked comparison of outreach methods places intent signals, re-targeted old opportunities, and warm intros in the top tier, with mass email in the bottom volume tier; AI is positioned as anaccel
Open debate
One camp argues objection handling is a waste of time because objections should be prevented before the pitch through early surface work and cost-of-inaction framing, with only three real objections underlying the theatre. The opposing camp argues reps fall to the level of the objection moments they have practiced, and that structured scorecards and targeted roleplay on pricing objections and skeptical prospects are
What performs
Objection handling posts (10% share, median 15.719) argue there are only three real objections and that handling is a waste of time versus preventing objections through early surface work, cost-of-inaction framing, and calling out buyer hesitancy directly.
Qualification frameworks (10% share, median 19.706) appear as named methodologies: traffic-light 'Sort, Don't Sell' profiling, the PPP method, willingness-to-pay checks, and pre-sale flows that disqualify before the call ever happens.
The third-largest engagement outlier (32.5x median all-time score) argues deals close between meetings, not on them: building separate stakeholder relationships surfaces objections early and converts 'we'll discuss internally' into contract review.
Discovery, listening, and closing skill is the largest theme by share (20%, median 12.81), anchored by 40-lesson and outcome-over-tactics lists plus accounts of strategic silence letting prospects sell themselves.
List posts make up 72% of the conversation (36 tweets) with a median all-time score of 16.63 versus 8.568 for story posts (26%). The format mix of the very top outliers is mixed, though: the single largest outlier is a story-format post, while the second-largest (93.98x median) is a list-format GTM retrospective.
Statistical standouts
Creator landscape
The five most represented creators account for 20% of the selected posts.
1. Alexa | Startup founder
@alexabelonix
2 posts
2. Dan Rosenthal
@dan__rosenthal
2 posts
3. Logan Gott
@LoganTGott
2 posts
4. Luke Alexander
@Lukealexxander
2 posts
5. Eli Mernit
@mernit
2 posts
6. Morgan J Ingram
@morganjingram
2 posts
AI-powered sales systems (12% share, median 9.5) score below the conversation median of 13.28. The strongest AI content reframes AI as a feedback loop on lost deals and pre-call prep rather than email ghostwriting, with a pre-call brief experiment reporting a close-rate lift from 38% to 51%.
Stance splits 88% supportive versus 12% critical (44 to 6 tweets), with sentiment mirroring at 88% positive and 12% negative. Critical posts in the sample include pushes back against mass-spam AI outreach and against ad-hoc chat-window call reviews as counterproductive.
Since the previous snapshot
Themes, sentiment, stance, and post format are classified per tweet. All counts, shares, medians, creator concentration, freshness, and performance comparisons are then calculated directly from the published snapshot.
Xholic's all-time score compares engagement while accounting for reach, post age, and creator consistency. It is used for relative comparisons within this collection.
This report analyzes the exact 50-post snapshot shown below. AI identifies editorial categories and drafts explanations; all statistics are calculated from the snapshot, and every narrative claim is checked against cited posts before publication.
Best Sales tweets
Ranked 01–50
@scaling_shields ·
met a guy last week making $43,000/month sending cold emails to people who left 1-star reviews for his competitors not joking he scrapes trustpilot and g2 for every 1-star review in his niche finds the persons linkedin pulls their email sends them one message: "saw your review of [competitor]. we built [product] specifically because of complaints like yours. want to see it?" reply rate: 11.4% for context the average cold email reply rate is 0.3% his is 38x higher because rather than just emailing strangers, hes emailing people who are already pissed off and actively looking for an alternative they JUST took time out of their day to write a paragraph about how much they hate the thing you replace theyre literally the hottest lead on planet earth and theyre free public information sitting on review sites he showed me his process: step 1: filter trustpilot for 1-star and 2-star reviews of top 3 competitors posted in last 90 days step 2: copy the reviewers name into linkedin sales nav step 3: pull email with apollo or instantly step 4: send the email within 72 hours of them posting the review while theyre still mad step 5: appointment setter calls every positive reply within 5 minutes close rate on these calls: 41% because the entire sales conversation is "what did they fuck up" and "heres how we do it differently" literally no convincing or educating needed no overcoming objections about whether they need the category they already bought it once they already know they need it they just need it from someone who doesnt suck last month he scraped 290 negative reviews found emails for 203 of them got 23 positive replies booked 19 calls closed 8 deals at $4,200 average contract value $33,600 in revenue from reading complaints the craziest part three of his customers told him they were ABOUT to switch to a different competitor before he reached out he intercepted them mid-churn one guy said "i literally had the contract open in another tab when your email came in" timing is everything most people are cold emailing prospects who dont even know they have a problem yet this guy is emailing people who just spent 20 minutes writing a essay about their problem on the internet every 1-star review is someone announcing "i have budget, i have pain, and im shopping right now" your competitors are generating your lead list for you theyre spending $50K on ads to acquire a customer that customer hates them writes a review and you email them for free and close them in one call right now theres probably 200 people who reviewed your competitor in the last 60 days theyre all reachable theyre all in market and theyre all ignored because everyone thinks cold email means emailing cold people these people are on fire go put it out p.s. if you want us to setup a cold email system that books you 10-30 calls per month - DM me "COLD" (you ONLY pay for qualified calls actually booked onto your calendar)
@Carles_Reina ·
If I had to restart @ElevenLabs GTM from scratch, these are the things that I would change 🖊️ - Hire quicker. I was alone selling for the first 9 months because I believed we didn't have PMF. Main reasons: the AI tourist external mantra of 2023, and the uphill battle convincing everyone to hire more GTM (Sales development, Sales, Customer Success) because we were still mostly PLG / self-service. The hiring constraint lasted until earlier this year when we boosted our team to meet demand. - Build an enablement team earlier. Sales enablement has such an important role in an org, and we mostly think about it when we hire a lot of people. The reality is that we need Enablement earlier due to the speed of product iteration. - Open more markets. The results from Uber v Lyft operating models played a key role in deciding to open markets early, but I would triple down on it if we were to start over. - Have more big bets. Similar to VCs, you only need 1 big bet to work in order to generate Alpha. We could have executed more big bets if we had had a single person owning & iterating on them. Former successful founder profile with drive and speed. - Be more vocal about product ROI & our success. People buy from people, and companies buy based on success & ROI. In AI, we've all been slow showing ROI. This should be the key number when you start a conversation. - Hire senior sellers. In startups, we've been told that culture is everything and someone with +25y experience may struggle to fit in. This is bullshit. The experience, connections and drive +25y sellers bring is crazy. We have a bunch today, but I would hire many more earlier. - Reduce cash commissions and replace them with more equity. Cash is king, but Equity is queen. Queens also rule countries, so why not make Equity the dominant one in GTM? - Open more offices. We are a remote-first company, but our customers are everywhere, and employees want to meet each other. I would open more offices to be embedded in markets quicker. - Fun brand. Brand perception is 33% of the work. Building a fun brand adds quickly. - Outbounds outbounds outbounds. We waited too long to migrate to an Outbound organisation. I would do it from day 1 now. - Pipeline construction with more whales. The ideal pipeline needs to have a combo of segments to reduce risk, improve results and provide liquidity. We waited too long to pitch & bring whales. - Not all deals are good deals. We, sellers, want to close a lot of ARR, but it is important to split early on between good vs bad deals. Thank you to Tomasz Gmur for asking how I would do GTM again!
@mernit ·
one of the best enterprise sales lessons we learned after YC was working the room between meetings early on I’d run a discovery call, bring a bigger group to the demo, then ask about next steps and hear something like “we’ll discuss internally” that’s one of the worst answers you can get because there’s nothing to do but wait the thing we eventually learned was that deals don’t close on the group call, they close between them once we started building separate relationships with each stakeholder in the deal (not just the champion) a lot of the guesswork disappeared between meetings I’d reach out individually and ask something like “how’s the team feeling about everything?” I had no idea this would work. people started telling me all the objections in the deal, who was raising them, and what we’d need to do to move the deal forward then we’d walk into the next call and spend time recapping everything we’d already addressed in our 1:1s once we began doing this, we started hearing a lot less "we'll get back to you" and a lot more "let's loop in legal to start contract review" it sounds super obvious, but you can eliminate uncertainty in any deal by just asking the other person on the other side of the table what they need you to do, and then doing it
@courtne ·
openai and anthropic probably have terrible sales reps they're talented, but they've never actually had to sell anything. ben horowitz said it best in a recent conversation: "right now with openai and anthropic, everybody wants to buy ai. they're already predisposed to buy." that's order-taking, not selling. let's zoom in on this distinction. 1) the order-taker problem cloudflare's CEO admitted in 2023 their product was so good that "many of our sales team succeeded largely by just taking orders." deals were like "fish jumping right in the boat." then the economy shifted and they fired 100 salespeople who'd contributed just 4% of new business. when your product sells itself, mediocre reps look like rockstars. they crush quota, win the president's club, and get promoted into leadership. nobody knows they can't actually sell until the fish stop jumping in the boat. 2) why hard sells matter ben won't shut up about ptc, a 90s cad/cam company. the product "wasn't that great." "the windshield wiper didn't work." but that forced discipline. you had to map accounts systematically, lay traps for competitors, and build airtight technical cases. his favorite hire was ryan gabrisco at databricks, who came from a company selling secure ftp as a public company. think about how good you have to be to make quota selling that. when ben hires sales leaders, he looks for people from companies where the product was hard to sell because that's the only way to test if someone can actually sell. 3) what happens when markets turn every hot market eventually cools. i'll give you a few examples. salesforce in 2001. facebook ads in 2012. aws in 2015. the order-takers got exposed every time. modern AI sales reps don't know how to qualify prospects who aren't already sold or how to systematically lock out competitors or how to build pipeline when inbound dries up. ben's story about hiring at Okta: two candidates, one super enthusiastic, the other said "let me talk to your customers first." ben told the ceo: "you want the guy qualifying YOU. that's what good salespeople do." 4) openai scaled their sales team from 10 to 500 people in under two years. anthropic is scaling fast too. but how would anyone know if they're good? you can't test sales ability when customers are lined up begging to buy. when real competition arrives, the kind where enterprises have three viable options and care about pricing, support, and vendor risk, AI companies will discover which GTM leaders can actually sell and which ones were just processing waitlists. 5) how to hire right if you're building a GTM team right now, think like a value investor. resumes don't matter. look for human capital that the market has significantly underpriced. someone who's had to sell a product that didn't sell itself, someone who's built discipline through necessity, not abundance (no order-takers). find the person who sold enterprise software at a company nobody's heard of. find the person who had to fight for every deal because the competitor was already embedded in the account. the person who figured out how to systematically lock out competition even when they were the underdog. those skills matter. for AI companies, the question is whether they can close deals when the market shifts. because when inbound dries up (it always does), you'll discover who can actually sell.
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@lawrencekingyo ·
Sales Lessons that I wish someone had told me at the Start 1. It's not about you 2. It's them vs them and you are the referee 3. If you let them talk they will sell themselves 4. If you talk you bore them 5. Make it about them, you will win more than you lose 6. Make it about you, you will lose more than you win 7. Ask expansive questions "tell me about that?" 8. The discovery part of the call is for them to discover about themselves, not for you 9. You don't have to be an extrovert to make it in sales 10. Introverts often make the best sales guys (listeners) 11. You can't outsell a bad offer 12. It's better to be a bad sales guy on an amazing offer 13. You don't have to be sleezy, honest guys make more money in long run 14. If a prospect asks questions mid-call, tell them you will get to it later for them and bring the focus back, questions allow them to take control of the call and ruin the flow 15. When you price drop you are not "begging for money" it's them vs them, they have told you they want this for 20–60 minutes, the pressure is on them 16. Objections are not real, they are a smoke screen for a different problem (they don't really want a proposal) 17. In objections your only job is to get the truth 18. Whoever is justifying themselves is losing the negotiation 19. Call out potential red flags early as they will come up again after price drop e.g. things that will disqualify them of make them say no 20. You don't have to be a suck up, nobody likes or respects a suck up 21. Find their reason why or their "F it" moment (something that makes now the right time) 22. Get the cost of inaction to make your price look cheap 23. After dropping the price - Shut Up 24. Be prepared to walk away 25. The client is often wrong (yes not always right) just because they want something doesn't mean you have to say yes to it 26. You get more respect by telling the prospect the harsh truth than you do sucking up to them or lying 27. They should talk 80% of the call, you 20% 28. Use negativity to get positivity - e.g. Considering you have no time do you really fell this is a good time to start X thing? They will say "yes because..." 29. If you are pushy they will pull back 30. If you pull away they will pull into your frame 31. Health, Wealth and Relationships are usually the best niches 32. The most simple offer is the easiest close (no moving parts) More moving parts = confusion/more time needed to make a decision 33. When you are up don't think you are the best, when you are down don't think you are the worst 34. Boring basics and fundamentals over slick tricks 35. Only care about the best outcome for the prospect 36. Never take it personally 37. Sell outcomes, not features and processes (boring) 38. Sell the final destination not the journey there 39. Never engage in small talk (ruins call makes you look fake) 40. Keep the call sales focused, always bring the conversation back to getting a qualification or disqualification
@TheGeoMethod ·
There are only 3 real objections in sales. Knowing what they are has helped me close over $1,000,000,000 in deals: 1. They’re not the decision maker 2. They can’t afford it 3. They don’t believe it will work Everything else is theatre. • “I need to think about it.” • “Send me more information.” • “Let me look into this.” …All polite ways of saying “I’ll just show myself out through this escape route, thank you.” You can effectively kill all fake objections simply by bringing up the 3 real objections yourself. “I see three reasons someone wouldn’t move forward here…” Now the buyer has to respond honestly. This highlights a common misunderstanding about sales. Most people think it’s about clever improvisation. It’s not. It’s actually closer to chess. Every move has a predictable set of responses. Once you know the three real objections, you already know what the next moves will be. And when you know the next moves… You stop reacting to the conversation, and you start controlling it. Once you have control, the checkmate is inevitable.
@FidelCacheFlow ·
The Art of Sales Profiling: The "Sort, Don't Sell" Methodology 𝙎𝙩𝙚𝙥 1: 𝙁𝙤𝙧𝙢 𝙖 𝙃𝙮𝙥𝙤𝙩𝙝𝙚𝙨𝙞𝙨 (𝙏𝙝𝙚 "𝙒𝙝𝙮 𝙔𝙤𝙪?") Before you contact anyone, you must have a theory on why they might have a problem. We use Triggers for this. The Trigger: "I see they just opened a new warehouse in Atlanta." The Hypothesis: "They probably have a headache managing keys and cameras for that new site remotely." The Action: Write down one hypothesis for the account. 𝙎𝙩𝙚𝙥 2: 𝙏𝙝𝙚 "𝙋𝙤𝙠𝙚" (𝙏𝙝𝙚 𝙊𝙪𝙩𝙧𝙚𝙖𝙘𝙝) You are not asking for a marriage, you are asking for directions. Your outreach should verify if your hypothesis is true. Bad Approach (The Hard Sell): "We have the best cloud cameras. Can we meet Tuesday?" Profiling Approach (The Poke): "I saw the new warehouse opening. Usually, that creates chaos for IT teams trying to manage access remotely. Is that something you're dealing with, or is the current system holding up?" 𝙎𝙩𝙚𝙥 3: 𝙏𝙝𝙚 𝙎𝙤𝙧𝙩 (𝙏𝙝𝙚 𝙏𝙧𝙖𝙛𝙛𝙞𝙘 𝙇𝙞𝙜𝙝𝙩 𝙎𝙮𝙨𝙩𝙚𝙢) Based on their reply (or lack thereof), you sort the account into one of three buckets. This is the most critical step for your long-term income. Profiling is the act of human-validating a "lead signal" through low-stakes interaction. It is Diagnostic, not Persuasive. It is Information-Gathering, not Appointment-Setting. It is the process of turning a "Subjective Lead" (looks good on paper) into an "Objective Prospect" (has a confirmed reason to change).
@romanbuildsaas ·
If I had to get 5 sales calls from LinkedIn this week with no warm intro, I would not start with a lead list. I’d start here: 1. Find 10 posts from competitors or adjacent tools from the last 14 days. Ignore likes. Read the comments. I only care about people asking things like: - “do you have the template?” - “what tool did you use?” - “how do you set this up?” - “does this work for B2B?” - “can you share the workflow?” 2. Pull 50 people from those comments. Then delete anyone who: - is not in the ICP - is selling the same thing - has no active company - only left a generic comment - has no reason to care this month 3. Write the opener from the comment. Example: “Saw you asked for the Clay + LinkedIn setup under [name]’s post. Are you trying to find warmer accounts, or just cut the research time?” That is enough for a first message. No pitch. No fake compliment. No 6-line AI paragraph. 4. Send 15-20/day. If the first line cannot point to a public action, I don’t send it. 5. Use AI after the signal is found. AI is useful for: - finding comments faster - sorting the list - summarizing the trigger - drafting the first version But the list still has to start with intent. Otherwise you just send colder messages faster.
@ShubhAgrawal26 ·
25 sales lessons from a few hundred sales calls Ive seen my AE and founder take (+ the ones I've taken myself) 1. open by telling them you might not be the right fit 2. the real risk isn't your product failing. it's them facing the people they recommended it to 3. sell the demo, not the product 4. a money back guarantee only works if they pay upfront 5. your guarantee is insured by who you sell to, not by its fine print 6. a guarantee turns you from seller into qualifier 7. free offer bringing no shows? add friction, don't remove it 8. a paid pilot with a guarantee beats a free trial 9. replies but no positive replies means fix the offer, not the message 10. a no brainer offer beats any list or message tweak you will ever make 11. mine 200 past responses before writing a new offer. not 5 12. put a dollar figure on their problem before you pitch anything 13. price out the DIY alternative before you defend your price 14. do their roi math out loud, in their numbers 15. let the booking form disqualify people so your team doesn't have to 16. email domain is a free proxy for deal quality 17. a slow calendar is a funnel leak, not a scheduling problem 18. fix your no show rate before you chase more bookings 19. send a human note after they book that names what you'll cover 20. the moment someone says yes, stop emailing and call 21. don't ask senior buyers for a call in the first message 22. every polite no is a free shot at a referral 23. can't name the client? keep the outcome, drop the name 24. agree the "good enough" number before the pilot starts 25. judge an agency by its diagnosis, not its activity Go win.
@Tocelot ·
We’re in the golden age of cold emails - for sales / recruiting / fundraises etc. a few tips on how to land them - handwrite the initial note, save AI for editing - keep it short (2 paragraphs max) - make a clear ask that's reasonable (15min call vs lunch) - deliver reciprocal value (here's a referral etc) - personalize it (why me, why now?) there are many AI tools that will ghostwrite for you but my suggestion is to keep the first touch human and save AI for editing / follow-up. maximizes your chance of breaking thru the noise
@pmitu ·
I went through 350 inbound DMs sitting in my 𝕏 Requests folder. Here are 10 takeaways: 1 - Don’t sell in the first message. 2 - Don’t send links in the first message. 3 - Don’t ask for anything in the first message (follow, try, test, etc.). 4 - Don’t demand a call in the first message. 5 - Don’t send a long intro in the first message (7 paragraphs). 6 - Don’t dump a bunch of numbers. This isn’t an analytics report. 7 - Don’t pitch with full force right away. 8 - Don’t send long descriptions of your product. 9 - Don’t use AI (especially AI-generated “summaries” of the person at the beginning of the message). 10 - Don’t try to impress people with big words. They can feel it. I’m not surprised the benchmark for cold outreach is around ~0.1%.
@dan__rosenthal ·
This multichannel outbound operation books 500+ meetings/mo for our clients: 1. ICP model (detailed intake form, closed won analysis, sales rep interviews) 2. Broad TAM map (Apollo, Sales Nav, Ocean .io, DiscoLike, Apify) 3. Account research (AI enrichments for firmographics, technographics, account fit signals) 4. Lead scoring (tier accounts based on research) 5. Contact sourcing (emails with Findymail, phones with BetterContact) 6. Find message-market-fit (test different openers, bodies, CTAs systematically) 7. Scale (dedicate SDR resources, find adjacent buyer groups, exhaust lead sources) There are 3 things in common across all winning campaigns: • Deep research to segment lists (5+ unique angles per persona) • Deliverability optimization (double-verified lists, proper DNS, throttling) • A compelling offer (varies by market) Your list is your message.
@kylegawley ·
If you're at $0 revenue you should not be selling. You should be learning. Cold pitching is not going to work because you don't yet know who your customer is or what the best offer is. This does NOT WORK: > Hey Kyle, saw you're the founder of Gravity we help startups [insert irrelevant offer] Do this instead: Message people and *ask for help* > Hey Kyle, I'm building a tool for founders working in [industry] and trying to validate a few assumptions about the market. Given your expertise in [industry] can I send you a quick question. No worries if you're busy, thanks. 90% of people will reply to a message like this if you just ask for help. Talk to them and learn. 1. Do they have the problem you solve? 2. Will they pay for a solution? 3. What language do they use? This will help you refine your target customer and offer. 9 conversations like this is better than 100 unread DMs. Apply what you learned to your landing page, social media posts and future cold outreach.
@TechSalesGuy ·
Cold outreach methods ranked: Tier 1 (>30% success): - intent signals - website visits, downloads etc. - old opportunities you re-target - warm intros or referrals Tier 2 (high effort, high reward): - cold calling with research - handwritten notes + small gift - personalized videos Tier 3 (volume plays): - LinkedIn connection requests - commenting on peoples posts - mass email
@NoahEpstein_ ·
the automation sales framework that closes 6-figure deals: 1. never sell "automation" - sell time back 2. never quote hourly - quote outcomes 3. always demo before proposal 4. let them see the value, then name your price 5. focus on their pain, not your pitch 6. if they can't see it, it doesn't count most agencies sell features. winners sell the feeling of 4pm fridays being free. save this. use it.
@jeremynickmoser ·
Just watched a call recording of a closer making $30k/mo in straight commissions Call was 18min long 1) No discovery or finding prospects pain point. Just straight into asking if prospect had questions. 2) After showing some results just drops the program price. No program overview. No deliverables or pitch. Just a price drop. 3) 0 objection handling. Just said "cool, let me know if you want to move forward". Just more proof how much marketers improved vs. how little sales reps improved Bar truly never been lower for ACTUALLY good sales reps to make a fat killing.
@TheGeoMethod ·
The biggest scam in sales training: Objection handling. Every sales course teaches it. Every sales manager drills it. Every rep thinks they need to get better at it. Complete waste of time. Trying to counter objections with the “perfect response” is like putting perfume on a garbage bag, hoping it kills the smell. The bag would’ve never smelled in the first place if you hadn’t put garbage in it. Most people are obsessed with how they should respond to: “It’s too expensive.” “I need to think about it.” “Send me some more info.” So they memorize scripts, practice rebuttals, and collect clever one-liners. Then walk into meetings hoping the objection appears so they can use them… just itching to try out that new perfume. But the reason the objection appeared in the first place was because: • The conversation was poorly controlled • The problem wasn’t made clear enough • The consequences of doing nothing about it were never fully explored So when the moment of decision arrives, the buyer stalls. Great salespeople prevent objections long before the proposal appears. They surface concerns early. They pressure-test the problem. They make the cost of inaction obvious. They ask questions that force the buyer to confront what happens if nothing changes. By the time the offer appears, the objections have already been dealt with. That’s why the best closers rarely argue with objections. They eliminate the conditions that create them.
@TechSalesGuy ·
Got this DM from a Sales Engineer (SE) "what are 1-2 pieces of specific advice you might call out for SEs who want to improve their sales abilities?" Here's my take: 1. Answer the question, then ask why they asked it. When someone says "can it do X," you know it can, so you show them it can. That's the job. The sales version costs one more sentence: "yeah, we do that - what's happening today that made that come up?" Now you're finding out what it costs them. Hours, tickets, the audit they failed. That's what the deal turns on, and you got it instead of the AE. 2. Own the last sixty seconds. Most SEs stop the screenshare and hand the room back. Take a minute first. Here's what we showed. Here's what it changes for your team. Here's what we prove next, and who needs to be in that room. I've watched demos where the SE was great and the deal still went quiet. The person across the table had to go explain it to a boss who wasn't on the call. They couldn't. Usually this is the AEs job. But if you want the job - start doing it yourself first Not sure if this "the best" answer but I hope it's useful for someone out there Also if you ever got questions, drop them here:
@LoganTGott ·
A 5-step outbound system closed a multi 6-figure deal. (For a client). Here is exactly how it works: 1. Build a qualified lead list before sending a single connection request. Use Sales Navigator. Filter by industry, geography, role, and company size. For this client: SaaS companies, US-based, founders and CEOs only, companies generating meaningful revenue. You can analyze if they're generating revenue by hovering over their company page once saved to your lead list. 2. Max out 200 connection requests per week without exception. That's 40 per day, Monday through Friday. At roughly 50% acceptance, you're getting into about 400 DMs per month. Most won't be ready to buy right now, which is exactly why the follow-up sequence matters. 3. Send a first DM that proves you actually looked at their profile. Skip the pitch and the vague "love what you're building." Reference something specific about their company, then briefly cover who you are, what you do, and what you've done for similar companies. Close with a soft CTA like "if you're looking to do X, happy to jump on a call." 3-4 sentences max. Long first DMs signal desperation. 4. Run 2 follow-ups on everyone who doesn't respond. First follow-up goes out a few days later. Keep it light. Assume they missed it, not that they ignored you. That framing keeps the tone relaxed. Second follow-up is the closer: "Last time I'll message you. If you're ever interested in X, just let me know, no problem either way." Then leave it. That second follow-up is the one that closed this deal for my client. 5. Post consistent content so your profile backs up your DM. This prospect never engaged with my client's content before responding. But when someone gets a DM from a stranger, the first thing they do is click the profile. My client had been posting consistently for about a month. Specific content about SaaS websites and what separates high-converting sites from ones that leak pipeline. When the prospect clicked through, he saw someone who clearly knew the space. What does your outbound system look like right now?
@romanbuildsaas ·
I was talking to a founder who raised $15M for his Series A. I asked him how he still makes LinkedIn outbound work in 2026. Here’s exactly what he told me 👇 1. Use real people, not a company page. Company pages are useful for credibility. But conversations usually start with: → a founder → a seller → an operator → someone with a face and a strong point of view 2. Pick one market. “B2B SaaS” is not a market. “VP Sales at a 40-person SaaS company hiring SDRs after commenting on a post about warm outbound” is. The worst outbound lists are often technically correct… but commercially useless. 3. Build lead sources from public actions. He mainly looks at: → comments under competitor posts → people asking for templates or workflows → profile/company page visitors → hiring posts for sales/growth roles → founders engaging with content related to the problem 4. Write hooks with context. Bad opener: “Saw your company is growing fast.” Better opener: “Saw you were looking for a way to book more demos. We recently helped a company in your space identify high-intent prospects and generate 2–5x more demos from outbound without increasing volume. Reply “YES” and I’ll send you the full guide.” The first line only has one job: prove there is a real reason to contact that person. 5. Every message should deserve a reply… or a forward. Before sending, he asks himself: “Would this person forward this message to a teammate?” If the answer is no, the message is probably too generic. 6. Reply publicly before sending the DM. If the signal came from a comment, he replies publicly first. That makes the DM feel like a continuation… not an ambush. 7. Send a blueprint before asking for a call. He never starts with: “Do you have 15 minutes?” He starts with: “I can send you the exact setup we use for this if useful.” The resource often sells the problem better than a Calendly link ever could. 8. Keep the volume intentionally boring. He would rather send: → 50 high-quality DMs/day → from 3 real intent sources → with one clear reason per prospect …than 300 “personalized” messages from a scraped list. 9. Kill bad sources fast. After 50 leads: → no replies → weak roles → low-quality conversations → stale triggers He immediately stops using that source. 10. Use AI only AFTER the signal is clear. AI is useful for: → summarizing profiles → improving openers → drafting follow-ups → matching the right blueprint to the right prospect But AI should not decide that a random job title = a warm lead. Outbound in 2026 is no longer a volume game. It’s a game of: → attention → timing → context The best teams are not the ones sending the most messages. They are the ones spotting intent before everyone else… and showing up before the buyer starts comparing 5 vendors.
@dan__rosenthal ·
There are 15M+ B2B sales teams globally. We speak to a few dozen of them every week. The ones crushing it in 2026 look NOTHING like they did 3 years ago. This is the setup we recommend to every client. BEFORE: • Basic structure of AEs and SDRs • Expensive legacy tools like ZoomInfo and Salesforce • Strong sales fundamentals but slow systems • Manual processes across the entire selling day This still works for some companies. But it caps out fast. NEW: • Dedicated RevOps and GTM engineer roles • Continuously swapping in better tools • AI agents handling repetitive operations • More time selling, less time on data entry The best teams we work with run both. Here’s how: (1) REVOPS: • Tech stack evaluations • Inbound orchestration • Revenue forecasting • Data pipelines and CRM admin • Attribution modeling (2) GTM ENGINEER: • ICP modeling and lead scoring • TAM mapping with Clay and DiscoLike • Signal tracking across channels • AI account research at scale • Automated outreach infrastructure (3) SDRs: • Discovery and cold calling • Qualification and social selling • Multi-threading into accounts • Appointment setting The SDR role looks completely different now than it did even 2 years ago. (4) AEs: • Closing and negotiation • Product demos and discovery • Business case building • Multi-threading with champions — Give an old school team new school systems... that's where the results are PS Enjoyed this? Follow @Dan__Rosenthal for more GTM systems.
@basedbrickpush1 ·
People always complain about getting old but there are also perks to getting up there in years. One of the perks is experience. I think experience mostly boils down to you learning from mistakes so you don't fail in the same way going forward. Saves you sooooo much time. Had this happen recently: Name of a prospect pops up during a team meeting. I know the name because he has been wanting to work with us for a while now. But he had doubts. That's fine. It happens. No one is perfect. One of my team members reached out to talk to him. 30 minute conversation. Answered all questions. Everything was crystal clear. But... the prospect still didn't pull the trigger. So a week later I reached out to ask if he was ready to get started. He sent me another list of questions. Stuff like: "I know you guys do this all the time and I've seen case studies, but can you give me extra guarantee X and extra guarantee Y?" "My uncle said he tried this Google thing once and it didn't work out, what do you think of that?" "I was looking online and I found another guy that does roughly the same thing you guys do, but he charges less money. Can you do it for less?" There was more, but you get the idea. Young inexperienced Arno would have gone through this entire list and answered every point. Would have taken me at least an hour. Experienced Arno knows that would not solve anything. If someone has received all the information AND gotten the chance to ask extra questions AND he is STILL shopping around? Still questioning his decision? Still heavily in doubt? It's probably not the right moment for him to make this move. So I told him: "hey man, if you have doubts about this and you don't think now is the right time to start working together, I think you shouldn't move forward." If you're in sales (and we all are, even if your business card says something else) it's NOT your job to cram stuff down people's throat. That's how salespeople got their horrendous reputation in the first place. I hate high pressure sales. Just leads to angry and disappointed people. Your job as a salesperson is to see if your product/service is a good fit for the guy you're talking to. If yes -> you make the sale. If no -> you don't make the sale If not right now -> you don't make the sale NOW but follow up later Very simple. Saves everyone time. Makes all parties a lot happier. Try it out.
@nrmehta ·
How to Fail In B2B Sales: Poor Exec Alignment If you're a founder, a simple KPI for your personal impact on sales is simple: the # of client/prospect execs with whom you text. Too often, lack of exec alignment is a failure mode in B2B: * The Deal that Never Was: Salesperson works on a deal with a prospect's functional buyer. Everything is going "great." They needed it "yesterday." It's "down to formalities." Last day of the quarter: "the boss decided they need more time." * The Churn That Always Was: Exec sponsored the deal but wasn't involved. Deployment starts. Functional user in charge. Sets it up based upon his 100 requirements, none of which the exec cares about. Exec logs in 3 months before renewal and says "WTF is this?" Forgets why they bought in the first place. Surprise churn. How do you do it the right way? The best CROs know WAY more about it than I do, but here are some things that worked for us at Gainsight: 1. Mid-stage deal exec check-in from founder: Email (you usually don’t have a texting relationship at that point) to the effect of “I’ve heard our teams are working on a project to [business goals]. I’ve found most software deployments succeed or fail based upon alignment to the client’s business strategy. Do you have 15 min to make sure we understand your personal objectives? We’ve heard them from your team but would love to hear what’s on your mind.” Ideally do it as a phone call so it’s more intimate. Text afterward a thank you. If they text back, you now have a texting relationship. BTW if they write back to the email and say “I haven’t heard about this project” (which will happen), you’ll have good forecasting data! There is a risk that your functional buyer gets pissed. Be careful and coordinate with your rep on it. Sometimes, the strategy works with the rep feigning plausible deniability (“my founder did what? I’m so sorry.”) Def don’t reach out without coordination on big deals. 2. Focus the call on them: It shouldn’t be about selling your product. What are the challenges they’re facing now? Asking in the right way is key. “What are your goals?” sounds naive. But something like “I’ve found that a lot of execs I talk to are struggling with showing the ROI of AI projects - is that something you’re dealing with?” demonstrates you’re an expert. 3. Make each call value add: What can you bring that truly helps them? An intro for the exec to a peer at another company? An article about a best practice unrelated to your product? A survey they can use for budgeting? 4. Don’t overuse: Be careful about contacting too many times. I’d say 1-2 in the deal cycle is plenty. 5. Kickoff call: Join the first implementation call and invite the exec. It’s so powerful when they share their vision to both teams. 6. Escalation: Get personally involved in escalations. Do not delegate. Send proactive regular updates on status. 7. Launch: When the product is rolled out, help them make it a win. We’d do launch videos for clients with me speaking. I’d join their All Hands. We even dressed up in costume if the client had a theme (e.g., Avengers) for the deployment! 8. See them: Go to events where you’ll bump into them. Fly to their office. Meet them at a local Starbucks. Don’t wait to be asked. “I’m in [their city] next week - you around for a walk?” Meet 100% of your large, early clients face-to-face. 9. Celebrate: When their team does something awesome, share it. “My team mentioned your team is one of the fastest adopters of our software. Congrats - that’s all on the leadership of your company.” 10. Be there: Be ULTRA-responsive. Ideally shoot for minutes to get back to them. 11. Have fun: The human relationships I built with our clients was one of the most satisfying parts of my job. Many are friends to this day. Those worked for us. Mileage may vary. Obviously none of that scales to a low end price point. But for complex, high-value software, exec alignment is everything.
@LoganTGott ·
Founders on LinkedIn: Your prospects are writing your content for you. You're just not paying attention. A client of mine in B2B consulting kept losing deals to the "we'll just build this in-house" objection. So we pulled 12 of his recent sales call transcripts, found every spot he handled that exact pushback, and turned each one into a post. The analogies he reached for in the moment, the way he reframed the problem, the small detail that shifted the buyer's thinking. Within 6 weeks, prospects were getting on demos already pre-handled on that objection. He didn't have to make the case anymore. His content did it before the call even started. The reason this works is because content built from a live sales conversation has texture you can't fake sitting at a desk trying to brainstorm. The specific phrasing, the analogy, the nuance, all of it makes the post sound like a founder who's been in the room with the problem dozens of times. Which is exactly the authority you're trying to build. Whatever objection you're handling on every call this week, that's your next 5 posts.
@HarryStebbings ·
The three best sales leaders I have interviewed are @PeetsChad, @Carles_Reina and Becca Lindquist (guest today). Becca has scaled Clay's revenue machine to $150M in ARR with 200% net revenue retention (NRR). Today I released our episode and condensed my notes here. 🚀 8 Lessons on Building a $150M+ ARR Machine 1. Hire in Pairs to Eliminate Guesswork Never hire a single rep in a new role or territory. When you hire one, you can't tell if success (or failure) is due to the person or the market. When you hire two at a time, it becomes immediately clear who is the outlier and what is truly working. -- @jasonlk any advice or thoughts on this? 2. Guard Your Culture with "60/80" Attainment A winning culture isn't built on one superstar; it’s built on collective success. Aim for a distribution where 60% of your team is over 100% of their quota, and 80% of your team is above 80%. This prevents a "zero-sum" environment and encourages reps to help each other win. -- @Carles_Reina how much of team should hit quota vs not? 3. Incentivize Over-Performance Heavily If you give a rep a big quota and they hit 110%, they should make life-changing money. Variable comp plans should be simple and heavily weighted toward accelerators. Paying only flat salaries or capped bonuses is "arrogant" and fails to attract the elite talent needed to scale. -- @vxanand biggest lesson on sales comp plan since starting Clay? 4. Look for the "Personal Win" in Champions A true champion isn't just someone who likes your product. They must meet three criteria: - They sell for you when you aren't in the room. - They have access/influence over the Economic Buyer. - They have a personal win. Whether they want to become "the AI person" or get promoted, if your tool helps their personal brand, they will go to war for you. -- @mark_goldberger biggest advice on how to find enterprise champions within accounts? 5. Outbound is Not Dead—It’s Evolving Ignore the "outbound is dead" headlines. You cannot reach every buyer through passive marketing. However, the modern SDR must be "tooled" with an AI stack (like Clay and Claude) to focus their energy on the right accounts rather than manual data entry. 6. Solve the "Basics" Before the "Pie in the Sky" When selling AI, stop talking about "the art of the possible". Customers want to solve real, boring business problems first—like an AI tool that flags when a rep has a close date in the past. If you can't tie your widget to a dollar outcome or a specific business pain, you don't have a deal. 7. Everyone Owns Pipeline (Even the C-Suite) Pipeline generation is a team sport. Use "Multi-threading Requests" to get your VCs, CEO, or Chief of Staff to reach out to targets. A message from a Sequoia partner or a founder often gets a response when a rep's email gets ignored. -- @andrew__reed have heard you are insane for BD for Vanta! What advice do you have for founders on how to get most from their VCs on BD and intros? 8. Beware of the "Learning Plateau" Biggest red flag on a resume is staying at a legacy company for 10+ years where the learning curve has flattened. Becca looks for "non-traditional" sellers who have a clear story of building expertise in a specific sector. If you feel like you’re "rotting", it's time to move. (Link in comments)
@matt_gray_ ·
Ran a sales experiment this month that instantly boosted my close rate 13%. gave my closer a pre-call brief generated by AI before every meeting. it pulls the prospect's website, social, previous interactions, and creates a 1-page cheat sheet. his close rate went from 38% to 51% in 3 weeks. Proved that the meeting doesn't start when you join the call. it starts when you prep the call.
@alexabelonix ·
The best AI sales workflow I’ve seen is boring in the beginning and dangerous at the end. It starts like this: form submission → enrichment → BANT/ICP score → hot/warm/cold → CRM → follow-up Basic. But then it gets interesting: every lost reason goes back into the system. every objection improves the next message. every closed-won account updates the ICP. every call transcript improves qualification. That’s the real loop. AI sales is not “write my emails.” It’s a system that gets less stupid every week.
@Mike_Scully_ ·
Record your sales calls and send them to claude. Ask "what objections did i miss, how could I have performed better and how could I have closed the deal?" You'll do an easy 2x on sales calls if you do this for a couple weeks
@alexmdees ·
Something I learned over and over again: never automate until something is working repeatedly. The first 5 sales you make manually are worth more than automating 10,000 cold emails. Essentially: Contact > Scale When I was getting Meridian off the ground, I wanted to be close to the friction. Close to the objections. Close to the moment someone hesitates. The support rep for customer. It was the slow uncomfortable part. There was really nowhere to hide in that process. But it forced clarity. Once I knew - The language that resonated - The objections that actually mattered - The positioning that felt obvious THEN automation became powerful because it multiplied something that was already working. If I can't sell something one-on-one, I don't trust it enough to systematize it. That's still how I think about every new motion we build.
@itsalexvacca ·
Our team posts 100+ times a month on LinkedIn. That content books us more than 120 meetings every month. We treat LinkedIn as the highest-intent prospecting list on the internet. Someone liking a post about outbound automation is telling you exactly what they care about. If they commented, they cared enough to say it publicly. If they reposted, they put their own name on your insight. You already know what these people need. You just need a system to convert the signal. Here's the exact workflow we run at ColdIQ to capture and convert those signals: > Post for your ICP, not for vanity metrics. > We use Taplio to spot trending topics in our space and track which of our own posts are pulling the most engagement. We double down on what's working. > Extract every engager. > Likes, comments, reposts. All of it flows into a scrape job in Apify. > Enrich in @clay. > Raw LinkedIn profiles don't tell you much. Push the list into Clay and layer in company data, role, seniority, firmographics. Now you have a prospecting dataset, not a list of strangers. > Tier by ICP fit. Not every engager is a buyer. We score and segment in Clay: > Tier 1: strong match on role, company size, industry. > Tier 2-3: decent fit, lower urgency. This stops you from burning time on people who were never going to buy. Find emails with a waterfall. > We run a waterfall directly in Clay: Wiza → @prospeo_io → LeadMagic → FullEnrich. > Each tool tries in sequence. If one doesn't find the email, the next picks it up. Coverage stays high without overpaying for any single provider. Layer in buying signals before you write a word. This is the step most teams skip. Before any outreach, we pull active hiring, tech stack, team growth. A company hiring SDRs and scaling their sales team is a completely different conversation than one that isn't. Relevant outreach starts with relevant data. Reach out by tier. > Tier 1: LinkedIn DM via @InstantlyAI or Expandi. More personal, higher intent, stronger conversion. > Tier 2-3: email sequence via Instantly. Scaled, but still personalized using the signals from step 6. > One rule we never break: we don't pitch on first touch. We lead with something useful. A relevant lead magnet, a quick insight, or a breakdown of the results we got for a similar company. We show we understand their situation before we ask for anything. Engagement is just the top of the funnel. This workflow is how we turn it into pipeline.
@leonabboud ·
I run a 7 figure sales team, and the #1 trait of a monster sales rep is their willingness to relentlessly follow up. Majority people are not ready to buy in the first few interactions. They need time to be nurtured, build trust, or timing to be right. Most sales reps don't do this because they are afraid of bothering leads. The truth is, if a lead is bothered, they will block you or tell you to stop. And that's your answer! No sale was ever lost because you kept following up. Staying relentless with follow ups means you stay top of mind, so that when the time comes, this prospect buys from you and not someone else.
Watch video@alexabelonix ·
The best sales system for an early founder looks less like a funnel and more like a nervous system. It senses signals. Someone comments with pain. Someone visits pricing. Someone asks for a template. Someone says “we tried this before.” Someone opens the deck. Someone disappears after implementation questions. Then it reacts: score route remind send asset update CRM draft follow-up surface next action That’s what I want from AI in sales. Less “spray the internet with synthetic enthusiasm.” More “show me where revenue is trying to happen before I miss it.”
@KevinSzabo14 ·
Most people sabotage their own sales calls with one mistake. They ask a strong question… the prospect pauses… Then they panic. They start talking again then explain more. I had one guy offer discounts in panic. I used to do the exact same thing and it killed my closes. Now I legit just do the opposite. I ask one sharp question, then shut up for 8–12 seconds. Not about money, but typically about their long term commitment. That silence sucks but it forces them to really think. The real objection comes out of them. They talk themselves into the solution. They sell themselves. Some of my best closes have come from saying almost nothing after the 12-minute mark and letting them speak. I get to know a lot about the person this way.
@Lukealexxander ·
Not sure anyone wants to hear this, but pasting your sales calls into ChatGPT and calling it call review is probably costing you more than doing nothing at all. I watch a team try it every few weeks. I've trained over 5,000 reps, and we now score calls for teams running 500+ seats. Here's what happens every single time someone tries to do it in a chat window. It doesn't know your business. It has never seen your offer, your price points, your competitors, or the five objections your team actually hears. So you get "good rapport building" on a call that just lost a $40k deal. It doesn't know your methodology. Ask for MEDDPIC and it will approximate MEDDPIC from the internet. Not the version your team actually runs. It grades every call the same way. A discovery call and a closing call have almost nothing in common. One is about whether this is real, the other is about whether they move. A chat window judges both against a vague idea of "a good sales call." It scores differently every time. Same call, same prompt, different day, different score. You cannot track a rep against a ruler that changes length every session. It has no memory. Every call is a fresh chat. It cannot tell you Sarah has now lost six deals at the pricing conversation, because it has never seen the other five. It flatters. These models are trained to be encouraging. It will find something nice to say about a genuinely bad call. It doesn't scale. Two hundred calls a week means somebody's entire job is copy and paste. The model is not the problem. I use Claude and Codex every day and they are extraordinary. That's what we built Kendo to be. You load it once. Your sales process. Your frameworks. Your methodology. Your scripts. Your real objections. Your historical calls. Then you build scorecards from your own methodology, or start from BANT, MEDDPIC or NEPQ. And the scorecard changes with the call type. Cold call, discovery, closing call, follow up. Each one judged on what actually matters in that conversation instead of one template stretched across all four. Every call gets scored against the right scorecard, so the number actually means something in week six. Every rep gets a skill profile that builds across all of their calls instead of one at a time. And when the score exposes a weakness, Kendo assigns roleplay on that exact weakness, then scores the next real call the same way. A chat window gives you an opinion about one call. You need something that has an opinion about your rep. https://t.co/qr1VKBGZ2a
@jlalk ·
I do something weird on sales calls. Not sure they teach it in any training class, but it seems to work. I call out the prospect's facial expressions, especially when they look underwhelmed. Here's a direct quote I said the other day: "Reading your face, I feel like we haven't quite shown you what you're looking for. Candidly, how do you feel we stack up against the other options?" The prospects response: he named all three objections that he was thinking about. What else can you ask for if you're in sales? It's so much easier to handle the objections you know about vs. the ones you're guessing about. In that call, I addressed each of the objections head on. And now we're their top choice. If you're in a discovery call, and you think things aren't going well, call it out.
@oliverbrocato ·
If ur booking lots of sales calls They all “go well” but nobody actually moves forward… Buddy, u have a closer problem. How I would fix it: 1/ Weekly pipeline meetings Review EVERY lost deal. Especially the ones that “felt good.” 2/ Diagnose every loss. Ask: - What objection did we miss? - Where did momentum die? - What should we have done differently? “Bad timing” is not an answer. 3/ Tag the pattern. Is it pricing pushback? Tire kickers? Weak follow-up flow? Patterns tell u what to prioritize fixing. 4/Audit lost calls for 30 days straight. Adjust. Refine. Repeat. And watch ur close rate 4x Most founders obsess over why they won. Only the best ones obsess over why they lost.
@volosatovde ·
Cold outreach gets much easier when you stop thinking about "sending messages" and start thinking about context. My simple framework: 1/ Lead Find someone who fits your ICP. 2/ Signal Find a reason why they might care right now. 3/ Message Mention that context and keep it short. 4/ Conversation Don’t try to close them in the first message. The goal of cold outreach isn’t to sell immediately. It’s to start the right conversation with the right person at the right time.
@remoteoliver ·
One of my mentees hated sales calls. Not because he wasn’t good but because he hated wasting time proving himself. For context, he’s in one of the most competitive niches out there. Told me every call felt like an interrogation. -“Can you show me past work?” -“What’s your process?” -“How do I know you can deliver?” The fix? We built a pre-sale flow that answered all of that before they ever jumped on a call. It shows the journey, the experience, the pricing, the problem and the clarity up front. By the time someone books a call now, they’d already decided they wanted to work with him. Perfect. Now his calls feel more like onboarding than pitching. He knows they’re going to pay. He knows roughly how much. And he’s not justifying his existence for 30 minutes. If you fix what happens before the call, the call becomes easy.
@itsmarcosruiz ·
I still do all my own sales at The Birdhouse. People think that's crazy, but when you're selling high ticket packages prospects want to talk to the founder. That doesn't mean I haven't worked on my sales skills though. The big shift for founder-led sales = selling results instead of tactics. Early on I used to hop on calls and explain everything we do. The content strategy, the DM scripts, the posting cadence, the analytics. I'd basically give away the whole playbook on a 30-minute call. And people would say "this is great, let me think about it" and then go try to do it themselves. Now, I just talk about where they are and where they want to be. If someone tells me they want to double or triple their revenue, I'm not explaining our content pillars. I'm asking them what's broken in their current setup, what they've already tried, and why it hasn't worked yet. By the time I've asked the right questions, they've sold themselves on needing help. I just made the gap between where they are and where they want to be extremely clear. The shift is this: Value content attracts competitors and admirers. Insight attracts buyers. On calls, it's the same thing. If you explain HOW you do everything, they leave thinking "I can figure this out." If you show them WHERE to look and make the gap obvious, they leave thinking "I need someone to take me there." Also, I don't need to "close" any of the deals. People can smell desperation from across a Zoom call. When you have a full pipeline and super high retention rate, you can be honest about whether someone is actually a good fit. That honesty closes harder than any sales technique. So if your close rate is low, ask yourself: Are you selling tactics instead of results? Are you explaining the process instead of making the gap clear? Fix the positioning and the close rate takes care of itself.
@danmall ·
If sending outreach drains you, the problem isn’t outreach. It’s what you’re trying to sell. Think about a restaurant you love. You tell friends. You tell colleagues. You tell strangers if the moment’s right. If someone’s not interested? You don’t feel rejected. You just tell the next person. Because you’re not pitching. You’re sharing. Now flip it. If everyone you tell doesn’t care, you don’t conclude: “I’m bad at talking.” You conclude: “People don’t want to hear about restaurants from me.” And that’s the real signal most people miss in sales. Exhaustion isn’t a motivation problem. It’s a relevance problem. Common mistakes I see: ↳ Convincing instead of sharing ↳ Pushing offers you don’t fully believe in ↳ Needing complicated scripts to get through the conversation ↳ Taking “no” personally because you’re emotionally over-invested The shift: ❌ Stop asking: How do I sell this better? ✅ Start asking: What do I naturally talk about without effort? That’s the thing worth building an offer around. Because when the thing is right: 🟢 Outreach feels light 🟢 Rejection feels neutral 🟢 Conversations feel natural 🟢 Consistency stops being hard The goal isn’t to convince more people. It’s to talk about something that doesn’t require convincing. What’s something you can’t help but talk about and share every day?
@AdamrahmanGTM ·
Cold email is the most honest test of your sales messaging. In a live conversation, a skilled rep can adapt, redirect, and recover from a bad opener. In an email, you get one shot. 50 words. No body language. No rapport. If your message can work in a cold email, it'll work everywhere. If it can't, your reps are compensating for weak messaging with personal skill. That works until you try to scale. Then it breaks.
@morganjingram ·
I use this two filters in Sales Nav to book 5 meetings a week. When thinking about Sales Nav it should be your homebase for intent signals. Here's how you can do it with these two filters: 1. Less than 1 year in current role 2. Connections of execs in your company 1. Less than 1 year in current role: People want to prove themselves once they join an organization. However, if we reach out at month 1 they don't have full context yet so we want to aim for the sweet spot of 4-10 months. That makes them more likely to respond and move the deal to close. 2. Connections of execs: This strategy should be a mandate for your entire team and yourself. Step 1: Click the "Connections of" filter Step 2: Pick an exec internally that would be willing to give you an intro Step 3: Filter the accounts and job titles within those accounts that you want to get in front of Step 4: Create a saved search so it will notify you of new people and you don't have to repeat the search Step 5: Ask the execs for intros Now you have two Sales Nav plays to build a big fat pipeline. When we think about prospecting we have to find observations to make us more human in our outreach. Sales nav is the tool that does that. Happy prospecting.
@heyblake ·
Let's say your sales team has been in 200 conversations this quarter. Your marketing team has been in conference rooms. This is why your sales team is right and your positioning team is wrong. Every conversation your AE has where the buyer says no, that's a data point about what your positioning is missing. Most companies never connect these two things. Your sales team learns through repetition that objection Y is the one that actually stops deals. Your product team never hears it. Your marketing team never hears it. Your founder keeps writing headlines about the thing that sounds impressive in the room instead of the thing that actually matters. So here's what you do. Record the objections. All of them. Not in a CRM note that nobody reads. In a list. Like a real inventory. Now find the top three. The ones that appear in 30% of calls. Those are your real objections. Your homepage should answer the first one before the headline even lands. Your second call to action should solve the second one. Your pricing page should acknowledge the third one. Now your positioning is evidence-based. It's built on evidence. The companies that do this convert 30% higher than companies that position from the clever idea in the room.
@jordan_ross_8F ·
The reason I say "sales operations" is because sales, when done well, IS an operation. You should be able to convert your prospects into new clients who are excited and eager to work with you. But most agencies have this completely backward. Poor sales operations look like: ❌ Most sales built around you, the founder ❌ Very little documentation or automation in your CRM ❌ No attribution tracking (you don't even know where leads come from) ❌ When you bring in closers or SDRs, they can't be successful (no effective training, no effective offering) If you build this correctly: ✅ Documented process from the second someone books a call all the way to close (plus all nurturing sequences in between) ✅ Your CRM constantly gives you clarity on what's in pipeline ✅ You're getting automated reporting on a daily basis ✅ Your sales team automatically qualifies through automations (they don't jump on calls with unqualified prospects) ✅ Your closing rate is at least 25% on deals made to qualified prospects—bare minimum When you build this well, it's easy to track. It's easy to define who's a good hire and who's a bad hire. It's easy to push revenue through your pipeline and have predictability regardless of the season. This is where things get interesting: If you build sales operations correctly, it becomes a machine. You can plug in new closers, and they succeed because the system works, not because they're exceptional. That's the difference between owning a business and owning a job. Once your deals start coming through consistently, this naturally leads to your backbone system that holds everything together. If you disappeared for 30 days, would your sales numbers stay the same or completely tank?
@JustinRFrench ·
Most salespeople lose deals before they ever make their pitch. Not because the product is wrong. Not because the price is off. Because they never confirmed the one thing that actually matters. After 25+ years and $100M+ in trackable revenue, I run one framework on every single sales call. I call it the PPP Method — and it will help you close 5X more deals. Here's the full breakdown: P1 — Problem → How big is their business gap? → Is it a top priority — or background noise? → Get total clarity before you invest another minute. P2 — Pain → How much is this COSTING them right now? → Lost revenue? Wasted ad spend? Broken pipeline? Speed to lead failures? → MAGNIFY the pain. Make it real. Make it urgent. This silence is doing your selling for you. P3 — Profitability → The critical question that 80% of salespeople never ask: are they WILLING to pay to fix it RIGHT NOW? → A massive problem with no budget behind it is not a prospect — it's a conversation with no destination. → Qualify hard here. Disqualify fast. Move on faster. I had two prospects this week. Real problems. Real pain. Not willing to invest. That's not failure. That's the PPP Method working exactly as designed — saving me hours of chasing dead-end deals. One more law I live by: speed to lead. When an inbound hits — you have FIVE MINUTES. After that your close rate drops off a cliff. The Ronin doesn't wait. The Ronin executes. At the end of our lives, we will ask ourselves 4 simple questions: Did I live? Did I love? Did I matter? Did I make a difference? Keep making a difference. Build that mind. Build that body. Build that business. Build that bank account. But most importantly — build that legacy. Stay healthy. Stay hungry. Stay humble. We'll see you at the top! 🥷 The Revenue Ronin | ⚔️ Discipline. 📊 Data. 🎯 Results. | https://t.co/RGBMNtG4VK
Watch video@mernit ·
Tips for engineers doing sales for the first time: - Your job is to listen and understand, not demo and sell - Slow down - Pause frequently - Engage the other person and ask questions - Don’t leave the meeting before setting up next steps This is 90% of the game
@Lukealexxander ·
Your sales reps do not rise to the level of your sales process. They fall to the level of the calls they have practiced. I learned that after training 1000s of reps. The ones who had the best close rate and made the most money were rarely the smoothest or most naturally talented. They were the ones who had already practiced the uncomfortable parts of the sale over and over. Price objections. Skeptical prospects. Awkward silences. Getting challenged on the offer. They had practiced them all 100s of times. So when those moments actually happened on a real call, they were not figuring out what to say for the first time. It was in their muscle memory. That matters most during ramp. A new rep can spend MONTHS taking live calls before they have seen enough situations to become consistent and actually close. And during that ramp phase, you are paying their salary while leads get mishandled and deals that could have closed slip away. One of our clients, United Insurance Pros, had this exact problem. Their new agents used to take around 45 days of live selling before their performance started to stabilize. That means for 45 days, every lead that rep got on a call with was practically wasted. That's tens of thousands in potential revenue gone. After they started practicing every day on Kendo, the ramp up time dropped to 14 days. They did not hire better agents. They gave the same agents more chances to practice objections, mistakes, and difficult conversations before real revenue was on the line. You cannot skip the reps required to create an A player on your team. But you can decide whether they get those reps on paying prospects or in practice with realistic prospects where getting it wrong costs you nothing.
@dennisyu ·
I get dozens of these each day on X, LinkedIn, Facebook, and Instagram, AI for cold outreach is out of control. Especially by guys like this peddling AI cold outreach, which is just a disguised term for mass spamming. Resist the urge to mass blast your sales messages. Instead, amplify what your happy clients say about you. Not only is this approach classier, but it’s more effective.
@morganjingram ·
I tested something new last week that I’d never done before. I led with a voice note on LinkedIn. Guy voice noted me back. Which I laughed so hard... That almost never happens. Then he went quiet for a few days. Ok I was like alright.. looks like I have to make some more moves. I came back with a screenshot from Sales Nav showing he’d hired 3 SDRs in 3 months. My message: “Looks like the team is growing. How’s the onboarding process been so far?” He told me exactly what was happening... Turns out he’s hiring a new VP of Enablement too... Meeting booked! Two things made this work: 1. I didn’t take the silence personal. I nudged with a new reason. 2. I showed the work instead of claiming I did the work. Screenshots are an easy money in LI DMs because its 100% deliverability. I never take anything personal in outbound. People are busy. Yet never forget to be pleasantly persistent.
@cem_hasoglu ·
the 3 conversations that made me money: "what would you pay to have this done for you?" (asked 40 times, got my first offer right) "who else should I be talking to?" (every sales call ends with this now) "what would it take for you to say yes today?" (closed 6 figures with this exact sentence) most of sales is just asking better questions
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