Jack Frimston

We Have a Meeting

Co Director

Head Of Sales

Sales Is Therapy

Sales Is Therapy - Out Now: https://amzn.to/4jIaGQH

If you're genuinely looking to get better at sales - this might help.

Author

A Sales Consultancy

At A Sales Consultancy our mission is to empower businesses to unlock their full
sales potential and achieve consistent, predictable, and sustainable growth.

Director

We Have A Meeting Podcast

Co Host

2025 might be the hardest time to generate new business

Inboxes are graveyards.  Everyones got something to sell. Cold calls turn into send me an email.

Meanwhile, pipeline anxiety is at an all-time high.

No sales? No business. No business? Well… you get it.

If you’re a B2B service business with a real solution, not just another “all-in-one AI platform to disrupt synergy,”

I help you get in front of the right people.
Then we turn those conversations into qualified meetings that land directly in your diary.

No growth hacks. No wishful thinking. Just honest, uncomfortable work that works.

What I ACTUALLY do:

- Book qualified meetings (without embarrassing your brand)

- Train sales teams to prospect like it’s 2025, not 2015

- Help people to make sales human again

Want to go deeper?

Book a slot: www.wehaveameeting.com

Buy the book: https://amzn.eu/d/7x9Kzwh

Podcast: https://www.youtube.com/@wehaveameeting


Remember you will die.

Sales Consultant

As a Consultant for AP+, I help businesses in the furniture, homeware, and tech industries find the right 3PL, storage, and fulfilment solutions.

I absolutely hate when employees ask if they can nip out for a few hours for a doctor's appointment 

You know why I detest these questions...


You're a fully grown adult

I'm not your dad

You shouldn't need to ask

The answer is simple



You get 15 holidays a year

Book a half day

Remember you will die

Helping Your Business Generate Qualified Meetings | Author - Sales Is Therapy | Director of the UK's 2nd Best Sales Agency 📞☎️📱

I saw my cousin last week and he asked me what it was like working in sales…

I said “Imagine going up to every girl in a bar and starting a conversation”

“Go on” he said

“And every single one of them tells you you’re annoying, rude and you're invading their personal space”

“Yeah? Story of my life!”

“And then you find one who’s really interested”

“Ok!?!?!” he said with excitement

“ And she makes plans with you to see you next week….”


“And then she doesn’t show up and ignores all your calls for the rest of eternity”


That is what it’s like working in sales

Remember you will die

How did we get Rory Sutherland to come on the podcast?

If you follow me you know I'm phone over email

But

If you're sending an email the first goal is to get them to open the email. 

Your email can be amazing but if they don't open it, it's pointless ...

Think outside the box

Remember you will die

Some employees will shock you....

Last week Ada Nwandu booked 9 meetings 

The maddest part was that this was across 4 different clients 

No cold email
No LinkedIn outreach

All by picking up the phone and having a conversation....

Do they have a problem?
Are they motivated to solve it?

I was lucky enough to catch Ada in action at 4pm on Friday booking her last meeting of the week 

Well done Ada! Incredible scenes

Remember you will die

Ps. One last weird question always helps increase attendance - it's the commitment principle from Dr. Robert Cialdini Influence.

Monday – No replies
Tuesday – No replies
Wednesday – A “maybe”
Thursday – A “let’s talk next week”
Friday – Closed won

Sales is an absolute graft of highs and lows

But it compounds

The more you do
The more people you speak with
The more you improve

Even if it feels like it's not working

Keep showing up and keep doing the bit

Remember you will die

If you're cold calling this week and somebody is rude to you

Remember this

Nothing is gained from snapping back

Never wrestle a pig

You both get dirty

But the pig will enjoy it

Have empathy at all times 

You don't know what's happened in this person's life

A CEO said they don't take sales calls yet have a team making sales calls?

Cool

Move on

Control what you can actually control

Remember you will die

Unprofessional cold calling is ruining sales for the rest of us.

Dialing and vomiting your pitch when someone picks up doesn't work


If you're saying:

"Hi John, It's Jack from WHAM, how are you today?"

Stop

You don't care how they are

So stop asking...


If you want to cold call, seek permission...

Cold Calling becomes a lot easier when you have permission 

Justin Michaels will disagree

Remember you will die

13 phrases to use in an email that get 100% response rate

Morning! ✔
Was just wondering...✔
Sorry to bother you✔
Be great to hear back✔
Gentle reminder ✔
Catch up ✔
Sorry to bother you again✔
Just circling back ✔
Sorry I exist✔
I'm really sorry to do this ✔
So so sorry (I wish my mother had swallowed me)✔
Remember that thing you said you'd do, would it be possible to do it?✔

What's your favourite?

Remember you will die

I'd like to take some time to shout out the main man behind the scenes....

Sunny Raja

In sales it's always the salespeople that get the praise

You booked a meeting
You got a renewal
You closed a deal

At We Have a Meeting Sunny is the man that sits by the team day in day out

- Live call listening
- Coaching
- Helping

If every sales team had a leader like this on hand they'd thrive

Sunny joined the business back in June coming from Deliveroo as a sales manager and has been nothing short of incredible 

With Sunny leading the team in Manchester it's allowed us to spend more time growing the business and make sure our clients are consistently getting the results

Thank you Sunny

Remember you will die

The linkedin algorithm has changed....


Every day I read posts from people whinging and moaning that it's not like the good old days 

If you run a business and you're not posting on LinkedIn you're missing out

It's free advertising for your dream clients

Imagine if you could have a billboard with your face on it outside your ICPs office everyday for free

You'd do it

People will charge for LinkedIn advice but just do this....

- Connect with the people you want to work with
- Post regularly 
- Talk every single day about the problem you solve
- Educate, Entertain or Inspire
- Become known for the problem you solve 

If you want to generate more leads for your business - don't sleep on LinkedIn

Remember you will die

9am -  0 meetings
10am -0 meetings
11am -0 meetings
12pm - Lunch
1pm - 0 meetings
2pm - 0 meetings
3pm - 0 meetings
4pm - 0 meetings
5pm - 0 meetings

You can't win every day...

Remain consistent

The rest will follow

Remember you will die

I sat down on a Zoom with the CEO of a huge company 6 months ago

At the end of the call, he told me thanks, but no thanks…

I asked him what he meant?

He said he just didn’t see a fit right now

That’s fine

This is where nurturing comes in

Over those last 6 months

I sent him a bouquet of flowers every 2nd Thursday

I designed a personalised newsletter which featured his life achievements on a weekly basis (Sundays)

I took him to see Elton John in a box and paid for his wine

I took out a small ad in his local newspaper

And sponsored his son's football team

This morning we had 6 month follow up

He still doesn’t see a fit right now

But maybe in another 6 months

We’ll sign the deal

Nurturing is key

Never stop never stopping

Remember you will die

"I sent you a ransom note in the post"....


Your job in sales is to cut through the noise....

Every founders inbox is saturated with the same CHAT GPT message on repeat

That's why we favour the phone

If your goal is to have a conversation with a stranger

Why wouldn't you just call them?

"bUt wHaT aBoUt tHoSe tHat dOnt tAkE sAlEs cAlLs"

This is where the power of direct mail comes in

Disrupt them via the post

Send them something that captures their attention 

Call them the next day

Direct mail without a follow up strategy is a waste of time

Remember you will die

Most salespeople aren't scum
Most salespeople don't use scare tactics
Most salespeople don't lie
Most salespeople don't send spam
Most salespeople aren't manipulative

There’s a stereotype of salespeople that actually isn’t true

A large majority actually want to help

Yet most get tarred with the same brush because of a few pushy arseholes

Good salespeople solve problems
Good salespeople help people in need
Good salespeople are a fountain of knowledge

Even if you don’t think you work in sales

You work in sales

Remember you will die

If you want to hit target
Work out how many deals you need

If you want to get a deal
Work out how many opportunities you need

If you want to get an opportunity
Work out how many meetings you need

If you want to get a meeting
Work out how many conversations you need

If you want to have a conversation
Work out how many dials you need to make

Reverse engineer everything

Know your numbers

Sales shouldn't be left down to feeling
Break it down into easy chunks...

Remember you will die

Salespeople can't read or write

But imagine if they could....


Remember you will die

If you are picking up the phone today.

Hats off to you…

Cold Calling
Prospecting
Outbound
Slamming the phone into your skull

People call the phone intrusive...

But forget that it drives revenue

The same revenue that pays everyone's wage

Don’t doubt the power of the phone

Remember you will die

I made a cold call whilst Christmas shopping the other day

Most people spend their weekends watching Netflix and eating Chinese food

If I'm being dragged around a garden centre I'll use the time wisely

- Build a list of your dream prospects
- Call them on the weekend
- Find out if they have a problem you solve
- Wish them a happy holidays 

Most people think Christmas is a time to wind down

It's the opposite

Merry Christmas - it's dialling time

Remember you will die

Is this out of order?

I'm doing screening calls for interviews the morning and went through to voicemail for a candidate 

Their voicemail just said

"Wagwan"

I won't be calling them back

Do they deserve a second chance? 

Remember you will die

Oh well one more rejection for the list...

Thanks LinkedIn Learning Community 

Remember you will die

Let’s face it—sales is often considered a dirty word. What are the first thoughts that come to mind when you hear salesperson? Exactly.

But why is this? Isn’t selling really about guiding someone from a state of need and uncertainty to one of peace and fulfilment?

Sales is Therapy reveals the deeper, more human side of selling, where each interaction becomes more than just a chase for commission. Selling transforms from a mere transaction into an opportunity for connection—where understanding another’s needs, fears, and desires becomes a true art. This approach offers a grounded way to sell, leading to more consistent and predictable results that actually work.

Through a therapeutic lens, we learn that empathy, not persuasion, is the key to building lasting trust. Selling is no longer just an exchange, but a dialogue—an honest search for mutual value. In these moments of connection, both seller and client are invited to step beyond the surface into something more meaningful.

“Sales is Therapy offers a fresh perspective for sales professionals.
Zac and Jack reveal how, when done right, sales elevates both the client and the professional, reshaping lives and driving meaningful change.”

— Foreword by Daniel Priestley, entrepreneur and bestselling author

I am the Founding Director of ‘We Have a meeting’ an outsourced business development agency. 

We're invited in by businesses who are struggling to get in front of enough people, the right types of people or maybe break into new sectors or industries. 

Through our innovative cold outreach methods, we're able to get businesses in front of their ideal prospects on a consistent, predictable basis. 

Or we teach them how to do it themselves!

Give me a shout if any of that applies and you’re motivated to fix it.

Founding Director

At 'A Sales Consultancy' our mission is to empower businesses to unlock their full
sales potential and achieve consistent, predictable, and sustainable growth.

Officially: I co-host a podcast that brings honest, unfiltered conversations to the world of sales, mindset, and business.

Unofficially: I turn up once a week, chat nonsense with interesting people, and somehow convince them (and myself) that it's valuable content. Alongside Jack Frimston, my partner in podcasting crime.

All over the show

Various sales jobs across the UK learning my craft. Mostly in software and construction for both startups and blue chips companies. 
Lots of lessons, mistakes, deals won, deals lost until I decided to start my own company in 2020.

Various sales roles

Getting consistent, predictable meetings in the calendar is hard.

Usually, companies struggle because

• They've noticed they don't have enough meetings in the calendar and as a result, the pipeline is looking a bit bleak. 

• Or maybe they are meeting people but they just don't seem to convert because they're not the right types of people. 

I'm guessing this doesn't sound like you but if it does.

Website: www.wehaveameeting.com
Email: zac@wehaveameeting.com
or you can call me: 07712177411

Zac Thompson

I never had the classic entrepreneur origin story.
No lemonade stand. No school “business”. No Gary V childhood.

I was into music. That was it.

From a young age I was in rehearsal rooms, practice rooms, tiny venues with dodgy sound systems, doing my best to not mess things up. I wasn’t thinking about business or “career paths”. I just wanted to get better.

Music has been a great proving ground for starting We Have a Meeting

You learn to fail in front of people.
You learn to perform even when you don’t feel confident.
You learn that creativity is mostly problem solving.
You learn to handle pressure, last-minute changes, off days, and tough crowds.
You learn that the show goes on whether you feel ready or not.

And when you build a business, those skills matter more than you expect.

Founder, UK’s #2 Sales Agency | Sales Is Therapy Author (#1) | Co-Host, We Have A Meeting | Your Team Struggles to Book Meetings, We Fix That.

'Can I come and work for you for FREE?' 

Those were the words on Giulio Segantini 2 years ago. 

I'd never met him and he wasn't the internet sensation he is today. 

Out of nowhere he rang me and said I want to learn from you, let me come and work for you for free. 

In he came working every hour, doing more dials than anyone with a hunger I'd never seen. 

He soaked up everything and made it his own. 

Flash forward to now Giulio is everywhere, so much so were frequently asked 'Do you have follow that gorgeous Italian bloke?' when we make our own calls. 

This week in a full circle moment we teach a masterclass on all we've learnt from cold calling along side my better half Jack Frimston

Wednesday 12th November
Online 
16:00–17:30 (UK time)

We've added 5 more tickets before we're sold out, so dont miss out. 

Grab yours here: https://lnkd.in/eGQTwTpR

Everyone pretends December is a write off.
It is not.
It is only dead if you are.

Here are five ways to book meetings in the Christmas lull without begging, pushing or sounding like a knock-off chatbot:

1. Break their autopilot

People switch off in December. 
Try something that makes them stop for half a second.
“Look, this might be nothing, but would it be mad to ask how you are planning for January?”

They think. You win.

2. Shake the tree. 

Did that 'almost deal' from 3/6 months ago go with a competitor, did they solve the problem? 

Reach out to all lost opps and see what's possible. 

3. Multi thread 

Land meetings with all stakeholders in deals in progress. Influencers, Blockers. 

If the IT director can stop the deal, why aren't you meeting with them? 

4. Wake dead leads with closing the file. 

 No one wants another “checking in” message.

 Try this instead:

 “Last time we spoke, timing was the issue. Are you happy for me to close the file and say you've gone with someone else?”

 It cuts through. 

5. Aim for the emotion, not the diary

December is a cocktail of pressure, fatigue and ‘I’ll deal with it next year’.
Use questions that speak to that.

“If nothing changes before January, is that going to bite you?”


December is not dead.

If you stop performing and start helping people think, you will book more meetings than the SDRs who mentally clocked off weeks ago.

Here I am motivating Jack Frimston to feel the same.

The bigger a business gets, the further every team drifts from the only thing that ever mattered.

Not revenue.
Not pipeline.
Not campaigns.
Not dashboards.

The goal is simple:
Solve your customer’s problem consistently.
Get paid as a bi-product of a job done well.

And here are some signs you’ve strayed:

Marketing obsesses over campaigns and impressions, yet no one can say which customer problem they solved this week or ever.

Demand gen hits MQL targets that don’t go anywhere because they want volume not quality.

Events teams brag about badge scans not realising 70% of event leads are time wasted.

Account managers become meeting organisers instead of problem solvers. The process takes priority over any progress.

Sales talks about quota and ‘hopeful’ ‘they really liked us’ meetings. A pipeline full of hope rather than fact.

Leadership celebrates dashboards that look green while the business feels red.

Everyone argues about ownership instead of asking the only question that counts:

Does this help the customer?

If you ordered a pizza and it turned up cold, you’d send it back.

But in your business when the calls are cold, the flow of money should be warm. 

Cold calling is our best performing new business channel. 

We win 70% of our clients from it. 

Then Referral, then Linkedin inbound. 

Cold calling is king for a set of simple reasons. 

You cannot rewrite it ten times.
You cannot “circle back next week”.
You cannot blame the algorithm.
You cannot pretend you are busy.
You cannot disguise fear as “strategy”.

Cold calling exposes your mindset, your confidence, your clarity and your ability to handle silence.

That is why it works.
And that is why people avoid it.

Cold calling forces you to be a real salesperson, not a keyboard warrior with a Canva post.

If you want more new business, pick up the phone.

There’s a scenario you rarely imagine.

One where you don’t feature in the future you’re so worried about.
Where the perfect time to do the thing never comes.
Where next time never comes.
Where the chance for the first time quietly passes you by.

Most of what you call worry or overthinking isn’t weakness.
It’s your mind trying to tell you that something needs attention.
It’s saying: something here matters, look closer.

Problems are a privilege.

Imposter syndrome is growing pains. 

And whilst you wait for life, life passes. 

Onward.

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Stop handling objections.

WILD, I know.

Because the truth is that the best person to resolve an objection is the prospect themselves.

Here’s an example:

	1.	Accept

“I accept your objection wholeheartedly, the price is a bit spicy, you majestic creature.”

	2.	Clarify

“When you say spicy, what specifically are we talking about?”

	3.	Explore

“Oh, so it’s not the price at all. It’s that it doesn’t integrate with a bungalow.

Why is that piece important?”

	4.	Redirect

“So if we could build something that cools the pond, updates your CRM, trims your hair and syncs beautifully with the bungalow, what happens next?”

	5.	Summarise

“Alright, here’s what I’m hearing so far.”

And scene. That my friends is ACERS.

Try it. It works absurdly well.

'What happens if you don't get the results?' 

Evidence is a funny thing. 

With enough of it, you start get to a science. 

We know we can charge a client 3k a month for 4-6 meetings and get them. 

Why? 

We know how to find the right data set. 

We know what the right approach is. 

We know the level of qualification needed to make someone show up motivated to solve a problem. 

We know the amount of input needed and how to do it consistently. 

We know people like Jack Heavingham will always deliver, these type of results.  

At this point 'What happens if you don't get the results?'  - isn't the question, it's what happens when we do.

I require all graduates to have 3 years experience.

None of them do.

Why?

Because graduates aren't real.

You cannot graduate from anything, you are always a student of the game.

The next time I tell someone they don't have experience, I'm not looking for them to be sad.

I'm looking for them to apologise for not having lived enough life.

This week, we launched our new January offer and we've already sold 3/5 spaces....

If you're looking for a way to kick start your pipeline in January

Our first and only Low commitment, one month only offer

Let us do it for you....

Give us your list of lost opportunities and we'll call through and book you appointments

One month worth of dialling

Don't wait until April to start closing deals

Drop me a message for more details

Remember you will dial

taplio

The Battle

Jack Frimston

Zac Thompson

Followers

Posts

Engagements

Likes

Performance ScoreJack Frimston's LinkedIn Performance

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taplio

The Battle

Jack Frimston

Zac Thompson

Followers

Posts

Engagements

Likes

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);}Jack Frimston's LinkedIn Performance

Performance ScoreZac Thompson's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJack Frimston's LinkedIn Performance