The Weirdest Cold Calling Trainer 📞☎️📱 | Cold Calling CAN Be Fun! | ICF Coach | Stoic | 🍍 on 🍕 is a CRIME

Cold calling sucks - but it works well.

It's the fastest way to fix pipeline issues.

If you're struggling with it, get in touch:

UK: +44 7513 624 762

Alternatively, check out my website: www.underdogsales.com
If you're really an email person try info@underdogsales.com

Sales Trainer | Cold Calling Trainer

Giulio Segantini

𝗬𝗼𝘂 𝗱𝗼𝗻'𝘁 𝘀𝘂𝗰𝗸 𝗮𝘁 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴.

You just haven't mastered the crucial part:

Handling the ridiculous amount of rejection.

Your brain takes rejection worse than physical pain.

You can either succumb to it or fight back.

Only those who fight back win.

3 simple ways to fight it:

1. Stick to clear calling blocks
At least 60 minutes, 3 times per week.

2. Practice Opener and Pitch before
The warming up will get your brain ready.

3. Find a way to consistently have fun
Laughter is nature's strongest painkiller; use it.

Don't be like Batman, who gave up here.

𝗜𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗿𝗲𝗮𝗱𝘆 𝘁𝗼 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝘁𝗼𝗱𝗮𝘆, 𝗱𝗿𝗼𝗽 𝘀𝗼𝗺𝗲 𝗺𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 👇

(𝗦𝗼𝗻𝗴𝘀 𝗼𝗿 𝘃𝗶𝗱𝗲𝗼𝘀 𝘁𝗼 𝗽𝘂𝗺𝗽 𝘆𝗼𝘂 𝘂𝗽)
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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

The Weirdest Sales Trainer ❄️📞 Making Cold Calling FUN | Pineapple on Pizza is a Crime | Fan of Stoicism

𝗜𝗳 𝗜 𝗵𝗮𝗱 𝘁𝗼 𝗺𝗮𝘀𝘁𝗲𝗿 𝗼𝗻𝗲 𝘀𝗸𝗶𝗹𝗹 𝗳𝗼𝗿 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴..

It wouldn't be objection handling, but:

Asking the right questions.

"𝘑𝘶𝘥𝘨𝘦 𝘢 𝘮𝘢𝘯 𝘣𝘺 𝘩𝘪𝘴 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯𝘴 𝘳𝘢𝘵𝘩𝘦𝘳 𝘵𝘩𝘢𝘯 𝘣𝘺 𝘩𝘪𝘴 𝘢𝘯𝘴𝘸𝘦𝘳𝘴."
- Voltaire

Statements are about you.

Questions are about the prospect.

Some of my favourites:

• What do you mean by that?
An easy way to get the prospect to talk more.

• Can you give me an example?
Another way to get talking more about problems.

• What's your favourite pizza topping?
There's no better way to become forever memorable.

𝗪𝗵𝗮𝘁'𝘀 𝘆𝗼𝘂𝗿 𝗙𝗔𝗩𝗘 𝘀𝗮𝗹𝗲𝘀 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗦𝗵𝗲 𝘀𝗮𝘆𝘀: "𝗜'𝘃𝗲 𝗴𝗼𝘁 𝗮 𝗯𝗼𝘆𝗳𝗿𝗶𝗲𝗻𝗱."
 
It's like "I have a supplier", it's not over.

ACE Framework, watch:

𝗔: Accept.
"𝘐'𝘥 𝘣𝘦 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦𝘥 𝘪𝘧 𝘺𝘰𝘶 𝘥𝘪𝘥𝘯'𝘵"

𝗖: Consent.
"𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘢𝘵?"

𝗘: Explore.
"𝘈𝘳𝘦 𝘺𝘰𝘶 100% 𝘴𝘢𝘵𝘪𝘴𝘧𝘪𝘦𝘥 𝘸𝘪𝘵𝘩 𝘩𝘰𝘸 𝘩𝘦 𝘵𝘳𝘦𝘢𝘵𝘴 𝘺𝘰𝘶?"

"𝘐𝘧 𝘵𝘩𝘦𝘳𝘦 𝘸𝘢𝘴 𝘰𝘯𝘦 𝘵𝘩𝘪𝘯𝘨 𝘩𝘦 𝘤𝘰𝘶𝘭𝘥 𝘥𝘰 𝘣𝘦𝘵𝘵𝘦𝘳, 𝘸𝘩𝘢𝘵 𝘸𝘰𝘶𝘭𝘥 𝘵𝘩𝘢𝘵 𝘣𝘦?"

Sales is life, especially dating.

𝗗𝗿𝗼𝗽 𝘆𝗼𝘂𝗿 𝗯𝗲𝘀𝘁 '𝘀𝗮𝗹𝗲𝘀 𝗼𝘂𝘁𝘀𝗶𝗱𝗲 𝗼𝗳 𝘀𝗮𝗹𝗲𝘀' 𝘀𝘁𝗼𝗿𝘆.

𝗣𝗦: looking forward to the drama in the comments.

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗪𝗵𝘆 𝘄𝗼𝘂𝗹𝗱 𝗮𝗻𝘆𝗼𝗻𝗲 𝘀𝗮𝗻𝗲 𝗱𝗲𝗰𝗶𝗱𝗲 𝘁𝗼 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹?

It definitely doesn't help your:
1. Peace
2. Sleep
3. Therapy bill
4. Liver health

But it does make you:
1. Richer
2. Disciplined
3. Mentally tough
4. Resistant to rejection

In my first job I was cold calling on day one.

I didn't love it, but my manager made me do it.

12 years later, I built a massive business and brand.

𝗪𝗵𝘆 𝗱𝗼 𝗬𝗢𝗨 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗬𝗼𝘂𝗿 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝘀𝘁𝗮𝗿𝘁𝘀 𝗼𝗿 𝗱𝗶𝗲𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗼𝗽𝗲𝗻𝗲𝗿.

Most salespeople get it wrong:

1. "Is this John?"
Tells them right away you don't know them.

2. "My name is ... from ..."
Unless you're Elon Musk from Tesla, no one cares.

3. "How are you doing today?"
Unless you sound REALLY genuine, it's a waste of time.

Instead, go directly to the point:

"𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, 𝘑𝘰𝘩𝘯, 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦𝘯'𝘵 𝘦𝘹𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘢 𝘤𝘰𝘭𝘥 𝘤𝘢𝘭𝘭, 𝘣𝘶𝘵 𝘪𝘵'𝘴 𝘢 𝘸𝘦𝘭𝘭-𝘳𝘦𝘴𝘦𝘢𝘳𝘤𝘩𝘦𝘥 𝘰𝘯𝘦"

It works because:
1. Straight to the point
2. Seeks permission
3. Trigger curiosity

Batman may not like it, but it works.

𝗔𝗻𝘆𝗼𝗻𝗲 𝘄𝗶𝘁𝗵 𝗮𝗻 𝗲𝘃𝗲𝗻 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗽𝗲𝗻𝗲𝗿?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗬𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗽𝗶𝘁𝗰𝗵 𝗶𝘀 💩

This is what it sounds like 69%+ of the time:

"𝘞𝘦'𝘳𝘦 𝘢𝘯 𝘪𝘯𝘯𝘰𝘷𝘢𝘵𝘪𝘷𝘦 𝘤𝘰𝘮𝘱𝘢𝘯𝘺 𝘸𝘪𝘵𝘩 𝘪𝘯𝘤𝘳𝘦𝘥𝘪𝘣𝘭𝘦 𝘦𝘹𝘱𝘦𝘳𝘵𝘪𝘴𝘦 𝘢𝘯𝘥 𝘰𝘶𝘵𝘴𝘵𝘢𝘯𝘥𝘪𝘯𝘨 𝘳𝘦𝘴𝘶𝘭𝘵𝘴"

The problem? 
Everyone says the same BS.
You'll sound more boring than white rice.

Instead, you should always lead with their problems:

"𝘞𝘦 𝘴𝘱𝘦𝘢𝘬 𝘵𝘰 𝘰𝘵𝘩𝘦𝘳 {𝘫𝘰𝘣 𝘵𝘪𝘵𝘭𝘦}, 𝘵𝘩𝘦𝘺 𝘸𝘰𝘳𝘬 𝘩𝘢𝘳𝘥 𝘣𝘶𝘵:
1. 𝘚𝘵𝘪𝘭𝘭 𝘧𝘢𝘤𝘦 {𝘱𝘳𝘰𝘣𝘭𝘦𝘮 1}
2. 𝘰𝘳 𝘢𝘭𝘵𝘦𝘳𝘯𝘢𝘵𝘪𝘷𝘦𝘭𝘺 {𝘱𝘳𝘰𝘣𝘭𝘦𝘮 2}
𝘞𝘩𝘪𝘤𝘩 𝘭𝘦𝘢𝘥𝘴 𝘵𝘰 {𝘤𝘰𝘯𝘴𝘦𝘲𝘶𝘦𝘯𝘤𝘦}.

𝘈𝘳𝘦 𝘺𝘰𝘶 𝘰𝘯𝘦 𝘰𝘧 𝘵𝘩𝘦 𝘭𝘶𝘤𝘬𝘺 𝘰𝘯𝘦𝘴, 𝘰𝘳 𝘪𝘴 𝘵𝘩𝘪𝘴 𝘳𝘦𝘭𝘦𝘷𝘢𝘯𝘵?"

Now you speak their language. 
You're not a salesperson - you're someone who *gets it*.  

Still pitching like Jordan Belfort? 
That's why you hear the beep sounds...

𝗜𝗳 𝘆𝗼𝘂 𝗱𝗿𝗼𝗽 𝘆𝗼𝘂𝗿 𝗽𝗶𝘁𝗰𝗵 𝗯𝗲𝗹𝗼𝘄, 𝗜'𝗹𝗹 𝗿𝗮𝘁𝗲 𝗮𝗻𝗱 𝘂𝗽𝗴𝗿𝗮𝗱𝗲 𝗶𝘁 👇🏻

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

The Weirdest B2B Sales Trainer ❄️📞 Making Cold Calling FUN | Pineapple on Pizza is a Crime | Fan of Stoicism

𝗧𝗵𝗲𝗿𝗲'𝘀 𝗮𝗻 𝗲𝗽𝗶𝗱𝗲𝗺𝗶𝗰 𝘀𝗽𝗿𝗲𝗮𝗱𝗶𝗻𝗴 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺𝘀...

Over half of them are trapped in:

A job with awful conditions.

The typical stories:
1. Ego-maniac leadership
2. Absolutely no training or coaching 
3. Calling leads older than my grandma
4. Commissions that couldn't feed a chihuahua

Sales is hard: at least do it for the bloody right company!

And yet so many salespeople are scared of change.

Therefore, they stay in awful jobs and complain.

The hard truth? They deserve it.

Sales is about being proactive.

Not sitting on your ass.

Waiting for miracles.

Do you want a better job?

• Cold call hiring managers
• Send them DMs on LinkedIn 
• Network actively with your peers
• Apply your sales skills to job hunting

If you don't, you probably deserve where you are.

That being said, if you're really struggling...

You can speak to my dear friend Anca.

She's a recruiter and career coach for salespeople.

A picture of us in Milan today as proof I have real friends.

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗵𝗶𝗻𝗸 𝘆𝗼𝘂'𝗿𝗲 𝗶𝗻 𝗮 𝗴𝗿𝗲𝗮𝘁 𝗷𝗼𝗯 𝗮𝗹𝗿𝗲𝗮𝗱𝘆?

𝟲𝟵𝗞 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗼𝗽𝗹𝗲 𝘄𝗶𝗹𝗹 𝗻𝗼𝘁 𝗰𝗮𝗹𝗹 𝘁𝗼𝗱𝗮𝘆, 𝗮𝘀 𝗶𝘁 𝗶𝘀 "𝗕𝗹𝘂𝗲 𝗠𝗼𝗻𝗱𝗮𝘆".

I'm calling it International Cold Calling Day instead.  

Why on the most depressing day of the year??

Not because cold calling is depressing (although it is).
Because real cold callers don't care about the mood.
We will do what needs to be done.

I kept track of my last 200 days:
• Days I genuinely felt like calling: 11
• Days I got it done anyway: 189
• Days I regretted doing it: 0

Success in cold calling is about discipline.

It's about saying: F*ck the mood, follow the plan.

And,  Blue Monday has three advantages:
• Competition: Over 40% of sellers skip Mondays
• Pickup Rates: Less competition = more conversation 
• Energy: You will out when everyone else is depressed

Therefore, today:
1. Park your excuses
2. Draw up your call list
3. Speak to at least 5 prospects (better if 10 ;)

Prove that the most depressing day won't stop you.

Then you can congratulate yourself.

𝗗𝗿𝗼𝗽 𝗮 📞 𝗶𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗺𝗮𝗸𝗶𝗻𝗴 𝗰𝗮𝗹𝗹𝘀 𝘁𝗼𝗱𝗮𝘆.  

𝗧𝗵𝗲𝗻 𝗹𝗲𝗮𝘃𝗲 𝗮 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗪𝗢𝗥𝗦𝗧 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝗳𝗮𝗰𝗲𝗱, 𝗮𝗻𝗱 𝗜'𝗹𝗹 𝗿𝗲𝗽𝗹𝘆 𝘄𝗶𝘁𝗵 𝗵𝗼𝘄 𝗜'𝗱 𝗵𝗮𝗻𝗱𝗹𝗲 𝗶𝘁.

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗧𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝗽𝗮𝗿𝘁 𝗼𝗳 𝘁𝗵𝗲 𝗰𝗼𝗹𝗱 𝗶𝘀 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗼𝗽𝗲𝗻𝗲𝗿.

And it's not objection handling either, but:

Your Sales Pitch.
Poor reps pitch features.
Decent reps pitch benefits.
Great reps pitch on problems
.Excellent reps pitch on very specific problems.

Below is a step-by-step guide on crafting a great pitch.

A great pitch will turn 30%+ of your calls into conversations
.Once you have a great pitch, all you need is a great list.

However, I'll let FullEnrich take care of that.

.𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲 𝘁𝗵𝗮𝘁 𝘁𝗵𝗲 𝗽𝗶𝘁𝗰𝗵 𝗶𝘀 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁?

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Follow and 🔔 for daily (weird) sales content: Giulio Segantini

The Perfect Pitch

audience & revenue growth tips for B2B startups and creators

My mission is to build predictable pipelines for B2B startups. I share what I learn along the way. 

Read more if you are ready to build your pipeline 👇

💡 I am super relevant if you are:

→ Indie Hacker
→ Freelancer
→ Early Startup Founder
→ B2B Sales Person
→ Creator (any profession)

✍️ I write about:

→ B2B sales
→ Go to market strategies
→ Signal-based prospecting

Little more about me:

Cryptocurrency Investor. SaaS Enthusiast. Agriculture Business Owner. 

Lived in 3 countries.

I'm a T-shaped growth person who has experience in sales, content marketing, and growth.

Drop me a LinkedIn message if you need any help.

We will keep it simple.

Twitter: @sehaokudan

https://calendly.com/sehaokudan/30min

Seha Okudan

Sales is stressful.
Turkey built an industry around it.

Every job is stressful. 

I get that.

But the stress of a salesperson is different.

𝗬𝗼𝘂 𝗳𝗮𝗰𝗲:

- Pressure
- Rejection
- Judgment
- Uncertainty
- Expectations

Still not convinced?

Every deal can die last minute.
Every “maybe” keeps your mind busy.
Every quota resets the clock.

𝗟𝗲𝗮𝗿𝗻 𝗵𝗼𝘄 𝘁𝗼:

-Detach from outcomes
-Handle rejection calmly

Don't lose your hair.

If this was your reality in 2025, I’ll see you in Istanbul this year.

I'm sure Turkish Airlines can help. 😅 

Jokes aside, what part of sales stresses you the most?

--
Inspiration: Tosin Jan

Building Outbound & RevOps systems for B2B companies

Prospects hate to give bad news.
(And it costs you time)

They don’t reject you.
They delay you.

They hope the problem fades.
They hope you stop following up.

Most sellers miss this.

You chase wrong deals for months.

Hoping to get positive news.

Bad discovery hides the truth.

One "I'm interested." costs you months.

𝗟𝗲𝗮𝗿𝗻 𝗵𝗼𝘄 𝘁𝗼:
-Get to “no” fast
-Pressure-test intent
-Disqualify with care
-Learn to walk away early

Money is in the follow-up. That's 100%

Not in chasing the wrong deals.

Bad news early saves months.
Good sales feels honest.

Agree or disagree?

Video Credit: @sales_humor /Instagram

BANT is outdated.
Here’s why 

BANT is a sales qualification criteria. 
Budget, authority, need, timing. 

Especially if it is outbound, the budget is rarely allocated for outbound as an example.

Last week, I saw someone in my network say,
 “BANT is the key to winning deals.”

Coming from an Enterprise C level, you'd believe.

Maybe 10–15 years ago, it was a silver bullet.

Today? 
Buying processes are no longer as simple as they used to be.


BANT is problematic because:

1️⃣ 𝗜𝘁 𝗶𝘀 𝘁𝗼𝗼 𝘀𝗲𝗹𝗹𝗲𝗿-𝗳𝗼𝗰𝘂𝘀𝗲𝗱

BANT was built for sellers, not for buyers. 
Buyers don’t want to be qualified for you
They want to be understood by you.

2️⃣ 𝗧𝗶𝗺𝗶𝗻𝗴 𝗶𝘀 𝗿𝗮𝗿𝗲𝗹𝘆 𝗹𝗶𝗻𝗲𝗮𝗿

Buyers move in and out of priorities fast.
Your job is to show impact and move the solution up in the list.
Not learning if it's the right time.
It is rarely the right time.

3️⃣ 𝗕𝘂𝗱𝗴𝗲𝘁 𝗱𝗼𝗲𝘀𝗻’𝘁 𝗺𝗮𝘁𝘁𝗲𝗿 𝗲𝗮𝗿𝗹𝘆

If there’s real pain, the budget appears.
If there’s no pain, no number will matter.
Show how much their pain is costing them.

4️⃣ 𝗔𝘂𝘁𝗵𝗼𝗿𝗶𝘁𝘆 𝗶𝘀 𝗱𝗲𝗰𝗲𝗻𝘁𝗿𝗮𝗹𝗶𝘇𝗲𝗱

Usually, there’s no single decision-maker anymore.
Users, champions, legal, finance, etc.

Modern frameworks, such as MEDDPICC, shift the focus from qualification to alignment.

But religiously following a framework is a mistake.

Sales involve psychology and emotions.

Never forget that.

How do you qualify prospects?

Build quality lists.
(Or outbound fails.)

Outbound is harder now.

𝗬𝗼𝘂 𝗰𝗮𝗻 𝗵𝗮𝘃𝗲:

-Good offer
-Great copy
-Reliable infra
-Warmed up emails

None of this works if three things are wrong.

- Bad timing
- Wrong people
- Old contact data

You waste time.
You hurt deliverability.
You miss opportunities.

𝗣𝗿𝗼𝘀𝗽𝗲𝗼 𝗳𝗶𝘅𝗲𝘀 𝘁𝗵𝗶𝘀:

1️⃣ Pick intent that matters
2️⃣ Build pre-verified lists
3️⃣ Find real decision makers
4️⃣ Sync natively with your sequencer
5️⃣ Launch without cleaning chaos

I was part of the Prospeo V2 beta program, tested with one of my clients, and we LOVED it. (thanks for inviting me, Matthew!)

It did what outbound tools should do.

No hacks. No patchwork.

𝗦𝗼𝗺𝗲 𝗻𝘂𝗺𝗯𝗲𝗿𝘀:
99% contact data accuracy, up to 30% call connect.

That changes outcomes.

If lists are weak, outbound dies.

Check out Prospeo.io V2, you won't regret it.

----
PS: Clay ranks Prospeo as the most accurate data provider. Not a surprise.

Sales is easy.
(is it?)

"If the product is good, it'll sell itself."

Ok, fair enough.

If you're not in sales, it is easy.

- You send a message
- Book a meeting
- Send your pitch deck
- Impress with your product
- Send the quote
- Get the money

Oh, sometimes they even come to you to buy!

If you're on the buyer side, it is even easier to say it is easy.

"They just show the product, send a quote, anyone can do it"

But here is the part they don't see:

- You get rejected every day
- You lose deals to competitors
- Prospects ghost you after 4 calls
- Legal stalls your contract for weeks
- Champions go silent before signing

Competition is bigger than ever.
Everyone is building fast now.
Buyers have more power than ever.

Sales isn’t easy.

It just looks that way when it’s done right.

What part of the job do people underestimate the most?

The biggest sales mistake is simple.
(but still overlooked)

Talking too much about yourself.

Everyone knows this.

Some still forget it.

𝗡𝗼𝗯𝗼𝗱𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁:

- Your offer
- Your service
- Your product
- Your new feature
- How great you are

𝗧𝗵𝗲𝘆 𝗰𝗮𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝗼𝗻𝗲 𝘁𝗵𝗶𝗻𝗴:
Does this help me hit my goals?

You learn that by talking less and by asking clear questions.

Sales gets easier when it is about them.

Not you.

Agree or disagree?

Selling a no-product market fit SaaS?
It is not a sales job.

It is a founder job without equity.

In those companies, your role is not just closing.

𝗬𝗼𝘂 𝗮𝗹𝘀𝗼 𝗻𝗲𝗲𝗱 𝘁𝗼:

- Find the real ICP
- Fix weak positioning in live calls
- Turn vague value into clear outcomes
- Surface feedback no one wants to hear

You'll face blockers that kill deals before they start.

Especially if you're working with a founder who loves the product.

They're going to blame you when you can't sell.

They’ll defend features.
They’ll call it a “sales problem.”
They'll call prospects stupid for not getting it.

Sellers can't sell a product nobody needs.

Only the founder can sell to his/her network.

Sellers don’t fail here.

The product does.

Is your problem a “sales problem” or a product problem?

Never pitch the solution first.
-here's why

Problems have many fixes.

An umbrella works.
A roof works too.

Both protect from rain.

But only one fits the buyer’s world.

If you pitch early, you guess.
Guessing kills trust.

𝗙𝗶𝗻𝗱 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴:

-Fear they want gone
-Desire they want fast
-Challenge blocking progress

Then do one more thing.

Show the impact.

What breaks if nothing changes?
What slows down?
What costs them money, time, or status?

When they feel the impact, they pull the solution from you.

Not the other way around.

Sell less.
Diagnose more.

➡️ How do you diagnose before you pitch?

Sales sucks.
(It is true.)

Closing, prospecting, the whole thing sucks, too.

- You’re ghosted after a “great” call
- Quota pressure eats at your sleep
- You’re rejected 13 times before lunch
- People assume you’re pushy before you speak

All true.

The worst part? 

Some people see you as order takers.

Send email → show product → send quote → done

But here’s the thing.

It’s also a life skill.
There’s no way around it.

Start shifting your perspective.

Because it is also awesome:

- It can get very lucrative
- You meet cool people every day
- You get paid to solve real problems
- It’s the fastest path to building a business
- You build grit that most jobs will never teach
- You learn to read people better than a therapist

Most people can’t handle both sides.

But if you can?

Sales will change your life.

Be honest, do you love it or hate it?

Just "do more” is lazy manager advice.
Here's why:

Just do "do more" is a lazy manager advice.

5 difficult scenarios for salespeople:
(Even for the top ones.)

5 difficult scenarios for salespeople

5 worst sales discovery questions:

Outbound is changing.
Before 2019, spray & pray worked.

Send thousands of generic emails → get leads.

𝗕𝘂𝘁 𝘁𝗵𝗲𝗻 𝗶𝘁 𝘀𝘁𝗼𝗽𝗽𝗲𝗱 𝘄𝗼𝗿𝗸𝗶𝗻𝗴:

- Deliverability got stricter
- Prospects got smarter (sales methods)
- Email channels got flooded

Now, in 2025, we can create high-quality emails in bulk.
With AI.

And yes, it still works for now.
(If your deal size is small + TAM is huge.)

You can also have the best cold email infrastructure.

𝗕𝘂𝘁 𝗺𝘆 𝗼𝗽𝗶𝗻𝗶𝗼𝗻:
It is getting easier to create mass email campaigns,

So history will repeat itself.

-Buyers will get “immune”
-ESP rules will tighten (even more strict)

Even good emails will start to see fewer replies.

For me, sending mass messages isn’t sales. It is a form of marketing. And it’s starting to look a lot like paid ads, only through inboxes.

I think email service providers will regulate and monetize it pretty soon.

LinkedIn avoids spam as much as possible with InMail ads, Sales Navigator credits, message limits, and verifications.

What are your thoughts?

How are you future-proofing your outbound?

-
𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝗳𝗼𝗿 𝗺𝗲:

Signal-based, hyper-relevant, multichannel approach. 

8-13 step sequences - 40-50 business days.
(cold call, LinkedIn, email)

And leveraging referrals, my network, and multithreading when/if needed.

Sales skill is a life skill.
(not just for more revenue)

Sales is not just a revenue skill.

It can help you:

- Negotiate better pay
- Build trust with people
- Sell ideas to your team
- Get buy-in from your boss
- Handle rejection with grace
- Build better personal relationships

Most importantly:
It helps you communicate with intent.

You can be a teacher, designer, engineer, or founder.

You’ll always move faster if you know how to sell.

Investing.
Copywriting.
Communication.

All life skills.

What life skill paid off most for you?

“Do you have a budget?”
(don’t ask this)

Yes, budget matters.
Every sales framework says so.

But asking it directly is lazy and self-serving.

𝗙𝗼𝗿 𝟮 𝗿𝗲𝗮𝘀𝗼𝗻𝘀:

1️⃣ Outbound:

No one has a budget for something they just heard about. They didn’t plan for you. They didn’t ask for you.

So the answer is probably “no”, even if the pain is real.

2️⃣ Inbound:

Asking about budget too early kills momentum. You turn discovery into a price check.

𝗠𝘆 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲 𝗶𝘀 𝘀𝗶𝗺𝗽𝗹𝗲:
If there is a big pain, a budget can be found.

---

Asking “Do you have a budget?” is really asking:

“Do you have money for me?”

𝗜𝗻𝘀𝘁𝗲𝗮𝗱:

“Why hasn’t it worked?”
“Who is affected by this?”
“What have you tried so far?”
“What happens if this stays unsolved?”
“What does success change for the business?”

𝗧𝗵𝗲𝗻 𝗮𝘀𝗸:

“What priority would this have if it worked?”
“How do you usually fund problems like this?”
“Who would need to be involved to move forward?"

When the pain is clear, the budget becomes a logistics problem.

Budget is usually the outcome of good discovery.

How do you uncover budget without asking for it?

Objections are opportunities.
Many feel bad after an objection

I was like this back in 2018.

Telling myself:
"Not going to happen again."

I was terribly wrong.

You should feel good about objections.
They help you close.

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗺𝗲𝗮𝗻:

-Real interest
-Serious buyer
-Active thinking
-Risk awareness

Gives you a chance to discover more.

And SOLVE.
(or disqualify fast)

𝗬𝗼𝘂 𝘀𝗵𝗼𝘂𝗹𝗱 𝗯𝗲 𝘀𝗰𝗮𝗿𝗲𝗱 𝗶𝗳 𝘀𝗼𝗺𝗲𝗼𝗻𝗲:

Asks nothing
Shows no concern
Says "great product
Says yes to everything

I learned this two months later. A prospect said they would buy. - “100% sure.”

Then they vanished.

Waste of time...

Handle objections well.

This gives you a chance to solve. Or disqualify fast.

Focus on better-fit clients.

Agree or disagree?

Ideas are worthless.
(until someone pays for it)

Building products is easy now.

Every day, we see a new SaaS project.

“Let’s build first. We’ll sell later.”
“People loved the idea.”

That is how you burn resources.

Selling is the only real validation.

7+ years in B2B sales.
One failed micro-SaaS.

Almost nobody told me that my product/idea is bad.

𝗬𝗼𝘂'𝗹𝗹 𝗽𝗿𝗼𝗯𝗮𝗯𝗹𝘆 𝗵𝗲𝗮𝗿 𝘁𝗵𝗲 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴:

1️⃣ Sounds like a great idea, we'll consider it when you build the product.
2️⃣ We'll subscribe when it is ready!
3️⃣ We'll try it once it is live!

None of this is validation.
None of it is good news.

Because people hate to give bad news.

𝗠𝘆 𝘀𝘂𝗴𝗴𝗲𝘀𝘁𝗶𝗼𝗻?
Make people take their credit cards out in advance.

Is it easy? Absolutely not.

This is why you can ask people to make small commitments first.
(Waitlist, for example)

Yes – people can buy later too, but that’s a big risk.

You might waste your time, energy, and resources.

𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿:
Money is proof. Everything else is just talk.

If the money is not in your account, there is no deal.

If you don't have any sales before building;
Don’t build it.

How do you get real commitments from prospects?

What is one thing AI will never be able to do? 
(In sales)

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