Andy Mewborn

Distribute.so

I use to be young & cool. Now I do b2b SaaS. 

Husband. Dad. Ironman. Pilot. Taco lover. 

Founder of Distribute // Co-founder of Taplio (acq. by Lemlist) // Early @ Outreach.io.

Creator

A community of over 4,000+ B2B professionals growing together on Linkedin.

• "Brand30 absolutely did wonders for my business." -Maritha Koortzen

• "Brand30 changed the trajectory of my life...To say it’s opening doors for me is an understatement" - Amanda Stern

• "Brand30 provided the group accountability and expert advice I needed to more than double my LinkedIn engagement in just one month" 

🚀 Start Building An Audience Of Potential Buyers On LinkedIn In 30 Days👇

• https://www.brand30.io/

most sales reps kill deals with their follow-ups (here’s how to fix it)

so i’ve been in sales for a while, and the one thing that still blows my mind? how many reps completely tank their chances with shitty follow-ups. not because they’re spamming people, because they’re sending nothing.

"just checking in"
"wanted to circle back"
"following up on my last email"

like, checking in on what? you never gave them anything to actually respond to. prospects aren’t mind readers. if you don’t say something useful, they’re gonna ignore you.

so what actually works? here’s what i’ve seen:

instead of "just following up," try:

"i recorded a 2-min video showing how [similar company] cut their onboarding time by 40%. thought of you because you mentioned this was a bottleneck last time we talked."

instead of "wanted to circle back," try:

"saw this article about [industry trend] and immediately thought of our convo. the part about [specific insight] lines up with what you said about [their challenge]."

instead of "any updates?" try:
"quick question, are you still focused on [goal they mentioned], or have priorities shifted? context changed, so i don’t want to waste your time."

the pattern here is simple:

• give value first
• show you actually listened
• make it about them, not your quota
• make it easy to respond (ask a specific question)

i built a tool that does this automatically. it pulls call recordings, videos, and docs into one link so you’re not just sending another empty "checking in" email. not because reps are lazy, because prospects are busy, and they don’t have time to guess what you want.

Andrew Mewborn

Sellers

Should you ever badmouth competitors during sales calls?

A) Always - Highlighting their flaws strengthens our value proposition
B) Strategically - Only when directly asked about specific weaknesses
C) Rarely - Focus on our strengths without comparative negativity
D) Never - Unprofessional and damages industry relationships

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Should you ever badmouth competitors during sales calls?

Sellers

Is cold calling dead in 2026?

A) Yes - Buyers avoid unknown calls completely now
B) Mostly - Only works when highly personalized with research
C) Still viable - Just needs better targeting and messaging
D) Stronger than ever - Digital channels are oversaturated

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

What’s the worst sales advice you’ve received?

A) “Always be closing” – Aggressive pressure turns prospects off
B) “Fake it till you make it” – Authenticity matters more than acting
C) “Price isn’t a problem” – Dismissing budget concerns backfires
D) “Never take no for an answer” – Respect boundaries to build rapport

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What’s the worst sales advice you’ve received?

Sellers

When is the most effective time to give a demo to a prospect? 

A) Early in the sales process – To quickly showcase the product's value and capture interest.
B) After a thorough discovery call – Once you have a clear understanding of their needs and challenges.
C) Just before the closing phase – When the prospect is already considering a purchase.
D) Only on request – Waiting for the prospect to express interest ensures they're engaged.

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

When is the most effective time to give a demo to a prospect? 

Sellers

Should you maintain relationships with clients post-sale without concrete upsell potential?

A) Always - Future opportunities emerge unexpectedly
B) Only if they initiate contact
C) No - Focus energy on active pipelines
D) Never - Emotional labor ≠ compensation

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Should you maintain relationships with clients post-sale without concrete upsell potential?

Sellers

Cold-calling prospects’ cell phones after 6 PM – hustle or harassment?

A) Harassment – Respect personal time
B) Hustle – Prime time to catch execs
C) Depends – OK if prior interaction exists
D) Mandatory – Quota > bedtime

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Cold-calling prospects’ cell phones after 6 PM – hustle or harassment?

Sellers

Should you trash talk competitors to win deals?

A) Always – War is war, and deals are war 
B) Subtly – Plant seeds of doubt strategically
C) Never – Makes you look desperate and weak 
D) Only if they started it – Fair game then

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Should you trash talk competitors to win deals?

Sellers

Do good looks matter in sales?

A) 100 % – Beauty opens doors before product does
B) A bit – Looks earn attention, skill seals the deal
C) Barely – Confidence > cheekbones
D) Zero – Quota is blind to pretty faces

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Is AI replacing salespeople or empowering them?

A) Replacing – Only top 20% of reps will survive automation
B) Empowering – AI handles admin, humans handle relationships
C) Overhyped – Human psychology can't be automated
D) Transforming – The role evolves but never disappears

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Is AI replacing salespeople or empowering them?

Sellers

Remote selling vs. in-person: Which closes more deals?

A) Remote wins – Efficiency and scale beat face-to-face
B) In-person dominates – Trust requires physical presence
C) Hybrid approach – Use both strategically based on deal size
D) Industry dependent – Complex B2B needs in-person relationships

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Remote selling vs. in-person: Which closes more deals?

Sellers

Which comp structure would you rather live on?

A) 70 % base / 30 % commission – stability rules
B) 50 / 50 – balanced risk-reward
C) 30 / 70 – big swings, big wins
D) 0 / 100 – eat what you kill, baby

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which comp structure would you rather live on?

Sellers

Who's harder to sell to?

A) CFOs – Every penny is their first-born child 
B) CTOs – They'd rather build than buy 
C) CEOs – Good luck getting past their gatekeepers
D) Procurement – Where deals go to die slowly

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers

What's the biggest lie in B2B sales?

A) "I'll circle back next quarter" (They won't) 
B) "Budget isn't an issue" (It always is) 
C) "We're the decision maker" (Committee of 12 enters chat) 
D) "Your product is perfect" (Here comes the ghosting)

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

Is "fake it till you make it" acceptable in enterprise sales?

A) Essential – Confidence sells more than competence 
B) Sometimes – Strategic bluffing is part of the game 
C) Risky – One Google search can tank your credibility
D) Never – Authenticity beats artifice every time

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Is "fake it till you make it" acceptable in enterprise sales?

Sellers

How do you respond when a prospect ghosts you late in the deal?

A) Persistence: Keep following up until you get a response, showing your commitment to helping them.
B) Pause and Reflect: Give them space for a while, then reach out with a new angle or valuable insight.
C) Closure Attempt: Send a "break-up" email to prompt a final decision, making it clear you're moving on.
D) Seek Feedback: Reach out for feedback to understand what went wrong and learn for the future.

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

How do you respond when a prospect ghosts you late in the deal?

Sellers

Swearing on a discovery call: power move or career-ending?

A) Fireable – Keep it squeaky-clean, sailor
B) Situational – Mirror the prospect’s vibe
C) Adds spice – Curses = authenticity
D) Essential – If you ain’t cussin’, you ain’t closin’

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Swearing on a discovery call: power move or career-ending?

Sellers

What's the most overrated sales skill?

A) Objection handling – Good discovery prevents objections 
B) Closing techniques – Desperate and outdated 
C) Product knowledge – Buyers know more than you anyway 
D) Rapport building – Nobody cares about your weekend

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

Who makes better B2B salespeople?

A) Former athletes – They live for competition & teamwork 
B) Theater kids – Natural performers who command attention 
C) Engineers – They speak the customer's language 
D) Career salespeople – Nothing beats pure sales DNA

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

Is "ghosting" prospects ever acceptable?

A) Yes - Time management requires cutting unresponsive leads
B) Only after 3+ unanswered follow-ups
C) Rarely - Persistent nurturing eventually converts
D) Never - Professional courtesy always required

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Ronen R. Pessar

I Help New Leaders Thrive, Not Just Survive | When Emotions Unblock, Performance Will Unlock

We build your in-house outbound systems and recruit top talent for your SDR team to outperform your revenue goals... 1 conversion at a time.

WHAT OUR CLIENTS SAY:

💙 “I bet the house on Outbound Operators in ’25. By April, just four months in, we had already surpassed all of ’24’s SQLs. It’s like black magic.”
—Sol Broady, Head of Corp Dev @ MCI
(Hired 4 SDRs instead of 34)

💙 “You smoked them. That’s over. They got the boot. You crushed them. You guys are the winners for SDR.”
—CRO, $300M digital marketing agency
^ after a bake-off against another SDR firm.
(Hired 1 SDR instead of 12)


Outbound Operators delivers a managed outbound system - people, process, and tech - that you fully own (your SDRs, tools, and process). With 40 connects per day, per rep, your AE's calendars will be full quickly, and CAC efficiently. 

🚀 WHAT YOU GET:
ALL done for you:
• Recruit + hire top SDRs
• SDR Stack / RevOps (tech stack build)
• Onboarding + coaching for SDRs and AEs
• All outbound operations done for you (internally owned)

Ramping in 1-3 weeks, your new SDRs will consistently create more qualified pipeline at a lower CAC/TCO than hiring, training, doing tech setup/RevOps, and managing SDRs yourself.

Result: 40 live decision-maker conversations per rep per day.

Our model is simple: You own it all in-house. We design it, run it, and hand you the keys.
• Up to two experienced SDRs placed in your org (to start)
• Powered by our proven system that we build for you
• 1 rep produces pipeline =  8 to 12 SDRs

Why clients choose us:

1. Faster ramp: 1–3 weeks to full SDR output (vs. 9 to 12 months for typical SDRs)
2. Low CAC and TCO: Avoid $450k–$1.2M+ in wasted trial-and-error SDR teams with headcount bloat and bad strategy.
3. More output, 10x quicker, with fewer reps (PE friendly): 40 live decision-maker conversations per rep, per day.
4. We prove it before you commit. In a single 90-minute proof of concept we'll get 20+ live conversations with your buyers right before your eyes. The equivalent to 3–4 weeks of work for 1 SDR done in 90 minutes.

🔥 Stop lighting cash on fire with SDRs. 🔥
Plug in a system that works.

📥 DM me here on LinkedIn
🧑‍💻 visit [www.outboundoperators.com](http://www.outboundoperators.com)
📆 find time to chat: [https://tinyurl.com/4h4vf35p](https://tinyurl.com/4h4vf35p)

PS: Not ready to bring the whole kit and caboodle in-house quite yet? Ask about our network of fractional cold callers for hire!

Chief Executive Officer

1 - I build SDR teams to hit pipeline goals as a fractional leader (bespoke consulting)
2 - Cold Call Training (live and course)
3 - Message-market fit: 100% done-for-you email and cold call campaigns. 

**coming soon: Cold Calling Bootcamp**

Ronen 🧡 Pessar

Hiring a part time cold caller ASAP

💰 $6,500-$8,000 per mo (2 months to start)
📆 Daily, 40-50hrs per month needed (60 dials per day)
☎️ List, tools, script, process, and even onboarding provided

Sound like you?
🥇 You're in the top 5% of cold callers
👨‍💼 You already offer fractional cold calling
⏰ You can commit to 2.5 hrs per day (minimum)

Tag someone you know or...

Apply here 👉 https://lnkd.in/gFBeJ3Km

Comment or DM with questions.

#hiring #coldcaller 
#hiringpost

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SDR Consulting Plug

📌 not sure where to start with SDRs, grab some time to get clear on the SDR team cost and value (on the house). Or DM me with questions if you're not ready to book a free advisory call.


https://calendly.com/rpadvisory/leadership-coaching-intro-call-30m 

TED Talk - RC

📌 the number 1 proven way to lead is a collaborative way-- check out the TED talk: 

https://www.ted.com/talks/jim_tamm_first_step_to_collaboration_don_t_be_so_defensive?hasSummary=true

Value Vomit VS Probe-Provoke

📌 if you're ready for a modern way, a collaborative way, check out this TED talk: 

https://www.ted.com/talks/jim_tamm_first_step_to_collaboration_don_t_be_so_defensive?hasSummary=true

Zig Quote

"You can have everything in life you want if you will just help other people get what they want." 
- Zig

Founder OS plug

ronen-pessar-advisory

sweet-karma-ice-cream

Stop paying SDRs for meetings, meetings don’t matter | Cofounder @ Outbound Operators

"Cold-calling is HARD AF right now!"

Here's what is harder:

- Serving fast food at $11/hr
- Shoveling driveways in 5°F weather
- Standing at a factory line for 12 hrs
- Working 24 hrs straight as a firefighter
- Cleaning dirty bathrooms as your 3rd job
- Giving CPR on a child in a moving ambulance

Picking up a phone isn't hard AF.

Perspective changes everything.

Being an SDR is the hardest job in sales...

And it's not even CLOSE

Most people think it’s hard because you’re bothering people.

Which isn't wrong, but that's only one layer.

The real problem is this:

 ➡️ Most SDRs are playing a math game they were never taught, and leaders thing that if they find the right people and say the right thing, that outbound will work.

Welp, hate to break it to ya. But that's not how it works. 

What they don’t realize is that:

- A workable list is not a reachable list
- Only ~15–30% of “good” prospects are even reachable

And after timing shakes out…

Only 0.5–2% of the original list is open to a sales call right now

So what happens when you have a hungry young buck making cold-calls, and only 3% of those dials turn into convo's?

That young buck gets tired and burns out. 

Outbound isn't failing because SDRs are bad - it's failing because leaders aren't setting them up for success.

Want to humble a founder fast?

Hand them a phone,

a cold list, and say:

“Set one meeting. Go.”

Suddenly, just book MORE meetings.

Turns into, “Sh*t, this is really hard.”

Respect the SDR. Respect the cold call. 

PS: Should founders do an SDR’s job for a bit?

BY FAR the biggest hoax in sales is "unlimited PTO"

Honestly, it's such a joke. 

It's like saying: "yes, this is an all you can eat sushi buffet, but every piece you eat costs $3.00

If a company tells you they have unlimited PTO, but 50% of reps are hitting quota....

That's not unlimited PTO. 

And I can guarantee you most of those reps are working on Christmas morning and New Years day to try and hit their number. 

"Unlimited PTO" is just a way for companies to shift the guilt onto YOU. 

(It also gives them a legal way to avoid paying out unused PTO when you leave.)

Instead of giving you a set number of days and respecting that boundary, they remove the structure entirely - so when you don't take time off, it feels like your choice.

Sadly, it's not your choice. It's the culture.

So next time a recruiter leads with "unlimited PTO" like it's the crown jewel of the comp package, ask the real questions:

What does OTE actually look like? 
What percent of reps hit quota last year?
What does work-life balance actually look like on this team?

That'll give you more insight than some BS platitude like unlimited pto.

I'm about to p*ss off my entire industry.

But someone has to say it.

Parallel dialers ruined cold calling.

Sales engagement platforms ruined cold email. 
And LI automation tools are getting shut down…

We've scaled spam, but not conversations.

The outbound "trends" we see?

→ 1 random convo every 30–65 dials
→ Numbers spam-flagged before lunch
→ Prospects annoyed before they even say “hello”
→ Multichannel “do more” (aka spam-the-TAM) as a strategy

It feels productive because the dial count is high.

But honestly, it's just expensive noise.

We ditched parallel dialing, mass emailing, and “social selling." 

Our quality convos jumped from 0–2 → 30/day (per rep). With fewer reps. Same hours.

8–12 conversations per hour.

Cold calling isn’t dead. 

But the way most teams are doing it is.

If you care about pipeline, stop scaling waste.

Build for convos with your market, not 'more dials'


PS: Can someone make this make sense? Plz.

5 incredibly easy ways to piss me off:

1) Show up late to a meeting you booked with me
2) Say you're going to follow up but never do
3) Interrupt me when I'm spitting fire
4) Ask me questions you very easily could've googled
5) Use the words "bet" or "facts" while on a call

What'd I miss?

I'm going to make this post 1M times until every young seller in the world reads it. 

Young sellers need to focus less on "learning how to sell" and more on how do do basic shit well.  

What do I mean when I say "basic shit?"

I mean:

• Showing up with good energy
Not fake hype. Not LinkedIn motivation.
Just being someone people don’t dread talking to. AKA a normal human being

• Listening instead of waiting to talk
Actually hearing what someone is saying - not just scanning for your next objection handle.

• Doing what you say you're going to do
Send the email you said you'd send

• Show up 5 minutes early 

• Learn how to speak clearly and not like a kid that just graduated college

• Treating people better than you need to

Prospects. Teammates. SDRs. Ops.
Not because it helps you today - but because people remember how you made them feel.

• Realizing that doing things for people with nothing expected in return is a 10/10 strategy to go REALLY far in life. 

Most top performers aren’t better because they know some secret framework.

They're better because they're easy to work with, likable enough, and take the time to understand their prospects.

I'm SO TIRED of seeing SDRs disrespected.

Treated like cheap labor, not talent.

Micromanaged to death.

Given garbage data, no training, no strategy,
and a fake “culture” built on pressure.

Then told they're the problem?

That’s why your team churns.
That’s why your pipeline is tiny 🤏.

Keep disrespecting the frontline.

Let's see how far you get in 1 year.

PS: Ever felt disrespected as an SDR?

In 24hrs, 414 reps applied to this open job

We already put 4 on the phone, and found our finalist (we move fast)! 

This fractional role is filled, but similar opportunities pop up sometimes. 

Folks in communities like CallBlitz will hear about them first, and we prioritize them for these roles. 

From time to time, CallBlitz members share other open fractional cold caller role they need filled too. 

If you're trying to become a 200k/year cold caller, CallBlitz community is where it's happening.

Just ask some of the high earners already in there like: 
Tony Brophy 
Connor Johnston

👉 https://lnkd.in/gGRJa3fR

just now i answered a cold call, "hello?"

The caller was mid-voice message and didn't stop talking, so i try again.

"hello??"

and he kept going.

"HELLO?!?! you there?"

then i realize:

it wasn't a person
it was a pre-recorded voicemail!

(and now that number is blocked)
((flagged as spam))

If you're prospecting:

Don't leave pre-recorded voice messages,
and honestly, don't leave a voicemail at all.

(before ever having a convo, after is ok)

Because it doesn't increase replies,
...it will lower your pick up rates.

and the next time you call,
they may recognize your number and decline the call

OR WORSE
block you after the voice message and that number is now flagged as "spam"

curious:
do you leave voicemails on cold calls?

$25M hits your account tomorrow. Are you:

1) Throwing the laptop out the window
2) Retire your parents
3) Buy a house 
4) Starting a foundation
5) Getting into VC
6) Going YOLO on the Bitcoin dip 

Let's hear it ⬇️

Sales leaders, stop taking the easy way out. 

It's laughable to me that people try and hire salespeople first, then immediately expect pipeline.

Rather than doing the work to build pipeline, then hiring salespeople.  

Not sure who needs to hear this PSA... but YOU'RE PIPELINE SHOULD BE FULL when you're hiring reps. 

Reps aren't the demand engine. That's the leaders job. 

Reps should be there to help you deal with the demand, not create the demand themselves. 

Further, there's NO amount of money you can pay agency or a sales rep to come into an empty organization, and build pipeline from scratch. 

That's because you need:

- Repeatable systems built by sales leaders
- A founder who realizes that pipeline starts from the top
- Sales leaders who take responsibility for the lack of pipeline, and don't blame the reps

Creating demand, then hiring reps is the hard way. 

But it's the only way that works.

I'm about to hit you nerds with a "day in the life" as a Founder/Father of 3 kiddos 

5:15 - alarm goes off - praying my kids aren't awake yet. Chug water, listen to audible, make coffee (for later) + breakfast for the kids and wifey 

6:00 - jog or Gym time, get the blood moving and endorphins flowing 

6:30 - rest of the house arises. Chaos ensues. 

7:30 - wife takes kids to school. I open Robinhood and continue losing money trying to trade options

7:45 - Bike along the beach to work (shoutout San Diego)

8:15 - Get to the office.  Prayer, meditation, try and get the mind right before the day

8:30-3ish: Six hours of nonstop work: sales calls, client calls, creating videos. Quick bite somewhere in between.

3:30-5pm:  Follow-up work, fix everything that broke throughout the day, plan for tomorrow, wrap-up.

5:30 - Always try and be home by 5:30 (usually closer to 6). Phone down, work down, time to reconnect with the kiddos and wife

7:30 - kids bed time *FINALLY*

8:00 - Watch an ep of Severance - play backgammon online - or if it's football season youtube the Browns, and masochistically watch them lose.

There ya have it!

The biggest lie in modern sales is this:

If it’s not booked on my calendar, it’s not real.

I heard it again this week from a sales leader.

We were looking at their numbers and I said,
“Cool. So you’re calling the people who showed interest but didn’t book?”

He looked at me like I suggested we bring back dial-up internet.

“I’m not making calls. I want everything scheduled.”

Let me translate what that means:

A prospect can literally raise their hand, ask a question, show interest, and if they don’t agree to a meeting right now…

Most sales orgs treat them like they don’t exist.

That is insane.

Because you don’t have a pipeline problem.

You have a follow-up problem.

Your CRM is a gold mine full of “almost” buyers:

* the not now crowd
* the timing is off crowd
* the we’re exploring crowd
* the we have a question crowd

And instead of picking up the phone and doing what salespeople are paid to do…

You send an email.
You wait.
You call them “unresponsive.”
You go hunt colder leads.

This is why reps miss quota.

They are trying to create brand new interest in strangers while ignoring the people who already gave them a signal.

Even crazier, we can do the math on this.

Most lists are 100 people.
Maybe you reach 20.
And only a slice of that 20 is even open right now.

So when you find someone who is reachable and interested, that person is rare.

That person is priority.

Not “send an email and hope.”

Call them back.
Same day.
Next day.
Every few days.
Until you get clarity.

Not to shove them into a demo.

To figure out where they’re actually at and help them make sense of the decision.

This is the part that separates hunters from farmers.

Farmers wait for the calendar to fill.

Hunters pick up the phone, work the gold they already have, and build market dominance one follow-up conversation at a time.

Hot take for the comments:

If your AEs don’t call back activated leads, YOU DON'T HAVE AEs.

You have professional meeting attendees.

In a sales word filled with farmers & order takers,
...hunters are a dying breed.

'nuff said
✋
🎤

Most people ask: "how do I become a great SDR?"

When you should be asking "how can I be the worst SDR in the world?"

Here's what I'd do to be the worst SDR in the world: 

1) Talk more than the prospect
2) Don't match my prospects energy
3) Spend 2hrs doing "admin work" before dialing
4) Make 20 dials, get discouraged and stop for the day 
5) Last but certainly not least: don't follow up

Charlie Munger had a line that went: invert, always invert. 

Life becomes a lot more clear when you figure out what you don't want, or how to be really bad at something. 

Because then all you have to do is just not do that thing 🤷‍♂️

What's your biggest red flag as a seller?

Mine is being too nice. 

Historically, I'd let prospects walk all over me.

I did that because I thought being nice would help a deal get done. 

Turns out that was dumb as hell 

What's your biggest red flag?

AI didn't kill outbound. 

But it has made mediocrity cheaper.

And now every rep thinks they're scaling because they sent 10,000 emails that nobody read.

Parallel dialers? You're burning through lists faster than you can say "wrong number."

Sales engagement platforms? Congrats, you automated being ignored.

LinkedIn automation tools?

Nothing says "I care about you" like a bot that can't spell your name right.

Here's what actually happened: AI lowered the barrier to entry so much that everyone's inbox became a dumpster fire. Prospects are numb to it. They can smell automation from a mile away.

The irony? While everyone's chasing volume with tools, the reps who pick up the phone and actually talk like humans are cleaning up.

You want to stand out? Stop hiding behind software. Do the work nobody else wants to do.

Have a goddamn conversation.

Human to human.

Otherwise we might as well just have bots sell to bots. 

AI should make you better, not lazier.

The tools aren't the problem. It's that most people use them to just do more of what already doesn't work.

Stay above the API.

In the last 2 days, 2 reps set 23 meetings from 457 dials and that's not even the best part.

Its only their 3rd week on the job. 

A 50:1 dial to meeting ratio = you know you're dialed in, but this 20:1 is insane...

For you stat nerds, here's the 2 day breakdown:

1) 𝗗𝗶𝗮𝗹𝘀: 457

2) 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝘀: 141 (30.9% connect rate)
   → Bad data: 14
   → Pre-meeting follow up: 2
   → Connect incomplete: 31

3) 𝗖𝗼𝗺𝗽𝗹𝗲𝘁𝗶𝗼𝗻𝘀: 94 (66.7% of connects)

4) 𝗔𝗰𝘁𝗶𝘃𝗮𝘁𝗲𝗱: 29 (31% activation)
   → Meetings scheduled: 23

If you want to know how...
👉 https://lnkd.in/gKt7iib9

🚨 HOT AE ROLE🚨 

(very cool product)

Ledge is hiring an Account Executive help define the sales process, not just close what’s handed over.

You’ll run deals end to end with Controllers and CFOs. Discovery, demo, proof of value, close. You’ll work directly with the founders and help shape the messaging, process, and playbook future AEs will inherit.

This is for sellers who:
• Thrive in early-stage environments
• Like selling new products, not recycled scripts
• Run a tight, consultative process
• Want real ownership and visible impact
• Prefer mid-market buyers and thoughtful sales cycles

Ledge is building AI agents that work alongside finance teams to keep the close moving all month long. It’s a real product solving a real pain, and buyers feel it fast.

NYC preferred. 
Eastern Time required.

Apply here: https://lnkd.in/g3fM_D2h

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Andy Mewborn's LinkedIn Performance

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