Kevin Casey

Account Director and some other wild titles

Cal LeGrow Insurance & Financial Group

 Partner

Senior VP, Sales and Marketing

The Idea Factory

A group of 20+ wildly passionate marketers who love partnering with clients who want to stop being just average and ready to truly stand apart of the sea of sameness out there. While we plant ourselves in historic downtown St. John's - 40% of our revenue is from clients outside the province. We love to live here, but ready to put our fingerprints anywhere on the planet. That's the world we live in.  No Boundaries.

Co-Founder and Director

Labatt Breweries of Canada

Managed marketing and promotional activities for Newfoundland and Labrador including leading launch of Bud and Bud Light brands to the marketplace.

Marketing Manager

M5 Marketing Communications

Started working with Market Quest Research for 2.5 years and then worked with provincial and regional clients from Credit Unions to beer to car dealers - managing with a great team of talent fully integrated campaigns.

14 (un)conventional principles to reduce sales anxiety & increase sales.→ (un)selling® → the book → the page has turned.

READ THIS FIRST: 

I don’t teach pressure, convincing, or chasing. 
If that’s what you want, I’m not your guy.
__________________________________________________________________________________________

Let’s be real…

If sales makes you sweat, stall, or want to disappear into a cave—you’re not broken. 

You’re just not wired for boiler room tactics.

I help entrepreneurs who hate selling...stop hating it.

No fake urgency. No pushy scripts. No pretending to be someone you’re not.

I grew my first agency from a basement to $5M+ using zero cold calls. 

Then tripled the market value of an insurance brokerage by teaching the team how to sell like humans, not robots.

In my spare time, I coach founders and solo business owners how to get more yes’s—without chasing, begging, or burning out.

Join 3,000+  and get my free “Sunday Espresso Shots” at www.kevincasey.ca/unselling

Partner

Year 25 as a business owner.

2 “hell yeahs.”
7 “oh, f*cks.”

Still all in.

Which square are you today?

Kevin  Casey 

Hate Selling? Helping Anxious Entrepreneurs Land More Clients Without Cold Calling | Best-Selling Author of (Un)Selling | I don’t teach pressure, convincing, or chasing. If that’s what you want, I’m not your guy.

Salespersoon: spends 40 minutes crafting the epic narrative email. 

Prospect: sees the preview, declares time of death, moves on with life.

———————————————————-

Nobody’s reading your 9-paragraph confession. 

You get 60 words to make their brain itch… after that, your email’s not outreach, it’s a eulogy.

#deadonarrival
#unselling

No alternative text description for this image

Entrepreneurs and Founders...

If you need to follow up 9 times, you don’t have a buyer.

You have a hostage. 

If selling feels like a hamster wheel, you’re not growing a business.

You’re doing cardio for strangers. 🥵

Here’s the insanity loop most founders get stuck in 
👇

→ Make a call
→ Hope you don’t get hung up on
→ Force fake small talk about the weather
→ Ask 1–2 weak softball questions
→ Get grilled for free advice
→ Vomit answers to feel smart
→ Then cave in and put all the vomit in writing
→ Log it in as a “lead” (when it's really a "lie")
→ Call
→ Chase
→ Chase more
→ Borderline stalk
→ Convince yourself it’s “relationship building”
→ Hope
 → Pray
 →Repeat

*No thanks.*

That’s how good humans start to hate selling.

It drains your dignity. 

It trains prospects to see you as a vending machine.

Here’s the (un)Selling path instead:

👉 Connect only with people who are highly likely to have the pain you solve

👉 Drop an illumination hook that joins a secret conversation going on in their head so clearly they flinch a little

👉 Tease a hypothesis of how you solved that problem for people like them and then poke the bear a little

👉 Make it clear that this isn't for everyone -  invite them to say 'no' - and declare you might say 'no' also. 

👉 If the pain is real and the stakes are high enough, then continue

👉 Decide next step: Nurture, Continue, or Run like hell. 

No chasing. No weirdness. 

Doing less, Getting more. 

_________________________________________________________________

P.S. Full disclosure: (un)selling is 411 pages. It won’t fit in a stocking unless you upgrade your fireplace, but it's still on Amazon and hated by delivery drivers globally. https://geni.us/unselling

Our Dog Bella. 

Cute to Cujo in seconds.

Desperately trying to inhale one pasta strand is every needy salesperson ever.

Pawing. Lunging. Eyes locked on the noodle like rent is due.

That’s how those 'fast closes' and empty "checking in" and "circling back" attempts feel to the prospect.

Prospects smell the hunger.

And they pull back.

Calm sellers don’t worship one noodle.

They make more pasta.

An abundance mindset. 

Detach from the outcome.

#unselling

Underdog Sales

Helping Sellers and SMEs in B2B fix these issues around prospecting:
- Making cold calls feel like gruesome and painful process
- Getting predictable results seems like a distant dream
- Objections are massive obstacles to performance

If you don't like my content, you probably won't like my style.

Otherwise, reach out for more info.

The Weirdest Sales Trainer

Underdog Sales Academy

A community of cold callers focused on making a hard job enjoyable and more effective.

Founder

Cold Calling Wiki

The ultimate knowledge centre on cold calling with videos, infographics, frameworks, audios and plug-ins.
FOREVER FREE.

Creator

FullEnrich

Sales Advisor

Limelight

Advisor

Look AI Ventures

I work part-time for a VC fund specialising in AI.
My duties are related to the review of pitch decks and initial assessments of Pre-Seed and Seed startups.

Business Analyst

NonStop Consulting

After many years of managing I've moved into a mixed role between B2B Sales and Mentoring at NonStop.
I was responsible for managing and further developing 3 of our top 10 clients ( 2nd and 3rd included).
The revenue from my clients was the 3rd largest  in the company for 2021.
I've also been heavily involved in Mentoring more junior sales staff in the following:
- Lead Generation
- Prospecting
- Objection Handling
- Mindset
- Planning and Prioritisation
- Negotiations
- Account Management

I also developed and implemented Advanced Training on:
- Written Communications (Cold emailing)
- Advanced Selling (Story Telling)
- Advanced Objection Handling (Empathy)
- Sales Mindset

Client Services Director

I currently lead a team 40 employees from Sales Consultants  to Sales Managers working across the European market.
Our division work on Life Sciences, IT (specifically Developers and SDRs), Chemicals and Temporary work.
Our total yearly NFI consistently exceeded 3 million GBP.
As a Sales Director I am still partly responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

I was also responsible in the mentoring and coaching of Sales Managers in the following:
- Sales Process Optimisation
- Advanced Training for top performers
- Niche assessment
- P&L
- Advanced Performance Analysis and forecasting

Sales Director

I currently lead a team of 17 Sales Consultants specialised in niche areas in Europe. 
Our division work on Life Sciences, IT (specifically Developers and SDRs) and Chemicals.
We're the strongest performing division in the company for three years running from  2015, to 2017.

As a Sales Manager I am also responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

Sales Manager

As a Team Leader at NonStop I am responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Candidate Generation
- Manging of the Process
- Closing deals

I furthermore still have my Sales Consultant Responsibilities.

My team specifically focuses on:
Pharmaceutical, Medical Devices, Information Technology (specifically IT Developers and SDRs).

Sales Team Leader and Head Hunter

As a Professional Head Hunter I take care of Prospecting and B2B Acquisition of clients in the following industries:  Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

I also take care of Headhunting, Managing the Process and Closing Deals on the candidates side.

Sales Consultant and Head Hunter

Recruitment consulting in the Pharmaceutical & Medical Device industry. 6 Months Graduate Training Programme with NonStop Recruitment, Winner of the International Graduate Recruitment Award of 2010.

Auditing: Contact candidates and clients to establish feedback regarding previous recruitment services provided by NonStop & its consultants for quality control purposes. 

Resourcing: Searching & selecting of suitable candidate for open positions using En-Gauge databases, online CV search databases and other means. Contact candidates to establish if their skills, wants & needs match. If positive, write & submit coverletters illustrating skills, current situation and motivation to clients.

Headhunting: Establish current limitations of existing candidate pool, identify new suitable candidates and headhunt same using a variety of methods.

Advertising: Write target group specific advertisements to attract suitable candidates for open positions. Post same on job boards and contact advert respondees.

Internal Recruitment: Assist internal recruitment by searching, selecting, screening & telephone interviewing potential candidates for our in-house assessment centres in London.

NonStop takes care of filling vacancies in the following industries: Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

Researcher

Aberdeen University Boxing Club & Vegetarian Society

As President of both the Aberdeen University Boxing Club and Vegetarian Society I have been involved actively in running these two student organisations. As the leader of the Boxing Club I contributed to our victory (9 medals out of 11 weight categories) of Scottish University Championship. Furthermore, I almost single handedly organised our yearly Boxing Show which had over 150 spectators and raised over a thousand pound for the club.

President

PBDevco - Stage Door Restaurant

The Stage Door Restaurant is one of the most successful restaurants in Aberdeen. I worked mostly as a waiter. My main task was to provide the best possible customer service, which is obviously expected in a high quality restaurant. My duties included taking orders, bringing food and drinks to customers as well as trying to create a relaxed and enjoyable atmosphere. I have learnt how to deal with intoxicated customers in an effective way and developed a thick skin against abuse and pressure, which are common in this working environment. The role of waiter in a quality restaurant has made me appreciate more than any other job the monetary benefits of delivering a good service.

Waiter/Bartender

Alma Mater Society of Queen's University, Walkhome

During my academic year in Canada I worked for the student run organisation called Walkhome. My main role was to walk students home during late hours, in order to ensure their safety. As part of the job I was trained to put aside any biases or prejudices that could offend our customers or make them feel uncomfortable. One of the most important parts of the job was to entertain your patron so that he/she would use the service again. This helped me develop very strong communication skills as I had to indulge in conversation to put the patron at ease.

Walker

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

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼 𝗹𝗼𝗻𝗴𝗲𝗿 𝗲𝗻𝗼𝘂𝗴𝗵.

In fact, the most effective sales channel is:

Referrals.

Highest close rate.

Yet, it's not predictable.
(Mothers definitely aren't)

Which is why outbound is so important.

Outbound, in all its forms, is very far from dead.

Anyone claiming so is usually:
1. Totally delulu
2. Completely incompetent
3. Peddling their "secret formula"

The secret to mastering prospecting in 2026?

A truly multi-channel approach:
• Cold calling
• Cold emails
• In-person events
• SMS and WhatsApp
• Personalised Videos
• Direct Mail and Gifting
• Personal Brand and Social Selling

Each buyer has their own individual taste.

It's up to you, as a seller, to meet them there.

Is it going to be harder to master? Abso-damn-lutely.

Sales will always be hard, which is why it pays so well.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲, 𝗼𝗿 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗱𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗺𝘂𝗺 𝘁𝗼 𝗰𝗼𝗻𝘃𝗶𝗻𝗰𝗲 𝘆𝗼𝘂?

——————————————————————
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

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝘁𝗵𝗲 #1 𝗰𝗮𝘂𝘀𝗲 𝗼𝗳 𝗱𝗲𝗮𝘁𝗵 𝗶𝗻 𝗱𝗲𝗮𝗹𝘀.

What to say and not to say:

1. “It’s too expensive” 
❌ “We can give you a discount…” 
✅ “Is cheap stuff usually a good investment?

2.  “I’m not interested” 
❌ “Okay, thanks for your time.” 
✅ “Is that because you genuinely don't have this problem? Or you just don't think I can help you?

3. “Send me an email” 
❌ “Sure, I’ll send you something.” 
✅ “Is that because you don't get enough emails?"

4. “I’m busy / Not a good time” 
❌ “Sorry! I’ll call back later.” 
✅ “Understood! Give me 30 seconds, then you decide if it’s worth another chat.” 

5.  “We’re already with a competitor” 
❌ “Okay, no worries.”  
✅ “So you've decided to never look at another supplier?” 

 6.  “I need to think about it / talk to my team” 
❌ “No problem, I’ll follow up later.”  
✅ “Is that a polite way to tell me to go away?"

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱𝗲𝘀𝘁 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘁𝗼 𝗵𝗮𝗻𝗱𝗹𝗲 𝗳𝗼𝗿 𝘆𝗼𝘂?

——————————————————————

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

𝗢𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝗸𝗶𝗹𝗹𝘀 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀 𝗮𝗯𝗼𝘃𝗲 𝗮𝗹𝗹.

And most reps never master it.

PERSISTENCE.

You will face all types of obstacles on calls:
• Rudeness
• Objections
• Scepticism
• Uncertainty
• Lack of interest

Your job is to keep going..

And try to find a chink in the armour.

If you keep at it, you will eventually succeed.

If you're REALLY struggling, you can:
• Go for a walk
• Take a deep breath
• Watch something funny
• Vent to someone close to you
• Lie on the floor in a fetal position

It doesn't matter what your coping mechanism is.

Just don't give up - cold calling is hard.

But it builds pipeline.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

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

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝘄𝗶𝗹𝗹 𝗯𝗲𝗮𝘁 𝘆𝗼𝘂 𝗮𝗻𝗱 𝗸𝗲𝗲𝗽 𝘆𝗼𝘂 𝗱𝗼𝘄𝗻.

It doesn't matter how good you are:
1. You will be rejected
2. You will be yelled at
3. You will get hung up on

it doesn't matter though, it's not about you.

You don't know what the prospect is going through.

Even the best performers hear no 90% of the time.

The secret is to understand it's parts of the game.

Each no is a step closer to a victory.
Don't give up.
No regrets.
(𝘢𝘴𝘪𝘥𝘦 𝘧𝘳𝘰𝘮 𝘵𝘩𝘦 𝘰𝘤𝘤𝘢𝘴𝘪𝘰𝘯𝘢𝘭 𝘮𝘰𝘮𝘦𝘯𝘵 𝘰𝘧 𝘸𝘦𝘢𝘬𝘯𝘦𝘴𝘴)

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

——————————————————————

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

𝗬𝗼𝘂 𝘄𝗶𝗹𝗹 𝗺𝗮𝗸𝗲 𝘄𝗮𝘆 𝗺𝗼𝗿𝗲 𝗺𝗼𝗻𝗲𝘆 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴...

If you know how to handle these 6 objections:

• Where did you get my number?
• We have a vendor
• Send me an email
• We're fine for now
• I'm not interested
• I'm in a meeting

Steal the perfect responses from me and ☠️ Belal!

𝗔𝗻𝘆 𝗼𝘁𝗵𝗲𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘄𝗵𝗶𝗰𝗵 𝘆𝗼𝘂 𝗵𝗮𝘁𝗲?

——————————————————————

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

𝗖𝗮𝗻 𝘆𝗼𝘂 𝘂𝘀𝗲 𝘀𝗮𝗹𝗲𝘀 𝘀𝗸𝗶𝗹𝗹𝘀 𝗶𝗻 𝗿𝗲𝗮𝗹 𝗹𝗶𝗳𝗲?

Sales and dating are similar:
• There are buyers and sellers
• There are objections to overcome
• A positive result is a happy ending for both

The logic for objections is also the same:
1. Accept
2. Consent
3. Explore

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗵𝗶𝗻𝗸 𝘀𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗱𝗮𝘁𝗶𝗻𝗴 𝗮𝗿𝗲 𝘀𝗶𝗺𝗶𝗹𝗮𝗿?

——————————————————————

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

𝗠𝗼𝘀𝘁 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗶𝗻𝘁𝗲𝗿𝗿𝘂𝗽𝘁𝗲𝗱.

They'll come up with excuses:

• We're good
• We don't need help
• We're happy with what we got

Your job is to dig deeper and find a gap.

A gap between what they have and what could be better.

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗿𝘆 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲?

𝗣𝗦: beware of pinapple on pizza lovers.

——————————————————————

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

𝗬𝗼𝘂 𝘄𝗶𝗹𝗹 𝗼𝗳𝘁𝗲𝗻 𝗴𝗲𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗲𝗱 𝗼𝗻 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀.

There's only one way to NEVER get rejected:

Not picking up the phone at all.

If you do, you'll hear no.

A lot.

The next time you get rejected:
1. Take a deep breath
2. Remember it's natural
3. Get on with the next call

Every single time you decide to keep going...

You're beating all the ones who are giving up.

𝗗𝗼 𝘆𝗼𝘂 𝗸𝗲𝗲𝗽 𝗴𝗼𝗶𝗻𝗴 𝗱𝗲𝘀𝗽𝗶𝘁𝗲 𝘁𝗵𝗲 𝗻𝗼𝗲𝘀?

——————————————————————

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

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝘀𝗸𝗶𝗹𝗹 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀.

Yet, most reps react to objections with:
1. Fear
2. Silence
3. Surrender

Instead, you should focus on leaning in.

Accept the objection.
Explore where it comes from.
Help the prospect reframe their mind.

Steal the responses to the 12 most common ones 👇

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝗵𝗮𝘁𝗲 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁?

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

(4) Post | Feed | LinkedIn

JSESSIONID

li_at

Sales Navigator

Talks about #sales, #coldcalling, #prospecting, #recruitment, and #humanresources

post

𝗔𝗳𝘁𝗲𝗿 𝟭𝟮 𝘆𝗲𝗮𝗿𝘀 𝗼𝗳 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴, 𝗜 𝘀𝘁𝗶𝗹𝗹 𝗴𝗲𝘁 𝘀𝗰𝗮𝗿𝗲𝗱.

Every single time before I start calling.

The fear that:
• My tone will be off
• I will trip on my words
• I won't book a meeting
• The prospect will be rude
• A new objection will come up

You see all these tips on how to make it go away.
Harsh truth: it never completely goes away.
But, you can learn how to work with fear.

Here are the tips which work the best:

1. Have a well-targeted list to call
High intent prospects = less rejection
Build on Clay and get mobiles via FullEnrich 

2. Script in detail for the first 60 seconds
The opener and pitch make or break the call.
Ensure they come across as smoothly as you can.

3. Prepare responses for the common objections
Most calls get shut down by very simple objections
Learn 1-3 responses for each of the most common ones

4. Warm yourself up before starting the session
Practice opener, pitch and objections before calling
It will activate your brain but will also reduce mistakes

5. Gamify the cold calling process
I eat an almond for each rejection I get.
And I do 10 push-ups after the first ten, have fun!

The fear will never go away, but you can control it.

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 #𝟭 𝘁𝗶𝗽 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝗲𝗱 𝘆𝗼𝘂 𝘄𝗶𝘁𝗵 𝗰𝗮𝗹𝗹 𝗿𝗲𝗹𝘂𝗰𝘁𝗮𝗻𝗰𝗲?

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

𝗟𝗲𝗮𝘃𝗶𝗻𝗴 𝗮 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹 𝗶𝘀 𝘂𝘀𝗲𝗹𝗲𝘀𝘀 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹.

👆 That's a stupid statement, here's why:

A voicemail is another touchpoint.

Another chance to engage.

Top 3 options:

1. The Cutoff
𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘸𝘢𝘴 𝘨𝘪𝘷𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘳𝘦𝘨𝘢𝘳𝘥𝘪𝘯𝘨.. (𝘩𝘶𝘯𝘨 𝘶𝘱 𝘮𝘪𝘥 𝘴𝘦𝘯𝘵𝘦𝘯𝘤𝘦)

Curiosity will get callbacks.

2. Familiarity

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}.  𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘮𝘶𝘴𝘵 𝘩𝘢𝘷𝘦 𝘫𝘶𝘴𝘵 𝘮𝘪𝘴𝘴𝘦𝘥 𝘺𝘰𝘶. 𝘗𝘭𝘦𝘢𝘴𝘦 𝘨𝘪𝘷𝘦 𝘮𝘦 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘰𝘯 {𝘱𝘩𝘰𝘯𝘦 𝘯𝘶𝘮𝘣𝘦𝘳}.  

Your familiar tone may get a call back.

3. The multi-channel. 

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘕𝘰 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘳𝘦𝘵𝘶𝘳𝘯 𝘵𝘩𝘪𝘴 𝘤𝘢𝘭𝘭.  𝘐'𝘮 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘥𝘳𝘰𝘱𝘱𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘵𝘪𝘵𝘭𝘦𝘥 𝘷𝘰𝘪𝘤𝘦𝘮𝘢𝘪𝘭 𝘢𝘴 𝘸𝘦𝘭𝘭 𝘢𝘴 𝘢 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘪𝘰𝘯 𝘳𝘦𝘲𝘶𝘦𝘴𝘵. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪 𝘧𝘳𝘰𝘮 𝘜𝘯𝘥𝘦𝘳𝘥𝘰𝘨 𝘚𝘢𝘭𝘦𝘴, 𝘣𝘺 𝘵𝘩𝘦 𝘸𝘢𝘺. 𝘐'𝘭𝘭 𝘨𝘪𝘷𝘦 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸. 

You won't get a call back but you will activate other channels.

𝗗𝗼 𝘆𝗼𝘂 𝗹𝗲𝗮𝘃𝗲 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹𝘀?

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

Rude prospects can ruin your day or even your whole week.

Unless you apply these 3 steps to turn them around:

1. Keep calm
They're emotional, don't be.
It's hard to be angry by yourself.

2. Validate their emotions
You're not why they're angry.
Let them vent, and they'll feel heard.

3. Dig into their problems/pain
Express curiosity about their situation.
You will gain their trust and willingness.

Once the tension has passed, they will be ok.

And you can proceed to figure out if you can help them.

Have you ever turned around a particularly difficult prospect?

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

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝘄𝗮𝘆 𝘁𝗼 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗲 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲.

Also cold calling:


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

𝗧𝗵𝗲 𝗻𝗲𝘅𝘁 𝘁𝗶𝗺𝗲 𝗮 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘀𝗮𝘆𝘀 𝘁𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻.

Try these three steps:

1. Welcome the objection
2. Ask questions to find what's missing
3. Propose to offer exactly what's missing

Sales work is often like detective work.

You may need to push to get the information.

As long as you're doing so to help them, it's a win.

𝗗𝗼 𝘆𝗼𝘂 𝗽𝗿𝗼𝗯𝗲 𝗱𝗲𝗲𝗽𝗹𝘆 𝘄𝗵𝗲𝗻 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗴𝗶𝘃𝗲 𝘆𝗼𝘂 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀?

𝗣𝗦: This time I was selling FullEnrich ;)))

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

𝗠𝘆 𝗳𝗮𝘃𝗼𝘂𝗿𝗶𝘁𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗶𝗽 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 👇

When you hear an objection don't:
1. Panic
2. Give up
3. Ignore the objection
4. Say "I hear you, but.."
5. Argue with the prospect

Instead, PACE it:

1. Pause
Take 2-3 seconds.
Your brain will reset.

2. Accept
Welcome the objection.
"𝘐'𝘮 𝘯𝘰𝘵 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦𝘥 𝘺𝘰𝘶'𝘳𝘦 𝘴𝘢𝘺𝘪𝘯𝘨 𝘵𝘩𝘢𝘵"

3. Consent
"𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵?"
The prospect will relax and welcome the question.

4. Explore the objection.
You can now ask a challenging question.
The aim is to get them to think about what they said.

Practical examples:

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘰𝘶𝘳 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳.
Pause
 𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘵𝘩𝘦𝘺'𝘳𝘦 𝘨𝘳𝘦𝘢𝘵.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯?

𝘋𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯 𝘺𝘰𝘶'𝘥 𝘯𝘰𝘵 𝘭𝘰𝘰𝘬 𝘢𝘵 𝘢 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳, 𝘦𝘷𝘦𝘯 𝘪𝘧 𝘵𝘩𝘦𝘺 𝘸𝘦𝘳𝘦 𝘣𝘦𝘵𝘵𝘦𝘳?

𝗢𝗥

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘸𝘩𝘢𝘵 𝘸𝘦 𝘨𝘰𝘵.
Pause
𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 𝘢 𝘨𝘳𝘦𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘢𝘵?

𝘞𝘩𝘢𝘵'𝘴 𝘰𝘯𝘦 𝘵𝘩𝘪𝘯𝘨 𝘺𝘰𝘶 𝘸𝘰𝘶𝘭𝘥 𝘪𝘮𝘱𝘳𝘰𝘷𝘦 𝘪𝘯 𝘵𝘩𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴?

This way, instead of trying to persuade a prospect...

You're letting them persuade themselves.

𝗗𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴?

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

𝗠𝗮𝗻𝘆 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝗹𝗶𝗸𝗲 𝗯𝗲𝗶𝗻𝗴 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗲𝗱.

Some outright hate cold calls.

Unfortunately, cold calling is a numbers game.

You will always face a ton of noes.

Some are worse than others.

Your job? Keep going.

𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗸𝗲𝗲𝗽 𝗴𝗼𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗹𝗼𝘄𝗲𝘀𝘁 𝗺𝗼𝗺𝗲𝗻𝘁𝘀?

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

𝗧𝗼𝗱𝗮𝘆 𝗶𝘀 𝘁𝗵𝗲 𝗮𝗻𝗻𝗶𝘃𝗲𝗿𝘀𝗮𝗿𝘆 𝗼𝗳 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝗱𝗮𝘆 𝗼𝗳 𝗺𝘆 𝗹𝗶𝗳𝗲.

On 12/12/24, I was due for a minor surgery.

In the morning, there was a routine blood test.

After the first test, they asked me to do it again.

I had no idea why, so I simply complied, sure, why not?

After the second test, the doctor came to me:

"𝘎𝘪𝘶𝘭𝘪𝘰, 𝘐'𝘮 𝘴𝘰𝘳𝘳𝘺 𝘺𝘰𝘶𝘳 𝘳𝘦𝘴𝘶𝘭𝘵𝘴 𝘢𝘳𝘦 𝘴𝘶𝘴𝘱𝘦𝘤𝘵"
"𝘞𝘩𝘢𝘵 𝘥𝘰 𝘺𝘰𝘶 𝘮𝘦𝘢𝘯, 𝘴𝘶𝘴𝘱𝘦𝘤𝘵, 𝘥𝘰𝘤𝘵𝘰𝘳?"
"𝘠𝘰𝘶𝘳 𝘵𝘦𝘴𝘵 𝘪𝘴 𝘴𝘩𝘰𝘸𝘪𝘯𝘨 𝘏𝘐𝘝 𝘮𝘢𝘳𝘬𝘦𝘳𝘴"

It's hard to describe what went through my head.
Let me tell you this: it wasn't pleasant.

"𝘖𝘬, 𝘪𝘴 𝘪𝘵 𝘱𝘰𝘴𝘴𝘪𝘣𝘭𝘦 𝘵𝘩𝘪𝘴 𝘪𝘴 𝘢 𝘧𝘢𝘭𝘴𝘦 𝘱𝘰𝘴𝘪𝘵𝘪𝘷𝘦?"
"𝘠𝘦𝘴, 𝘴𝘰𝘮𝘦𝘵𝘪𝘮𝘦𝘴, 𝘸𝘦 𝘸𝘪𝘭𝘭 𝘥𝘰 𝘵𝘩𝘦𝘮 𝘢𝘵 𝘵𝘩𝘦 𝘩𝘰𝘴𝘱𝘪𝘵𝘢𝘭"
"𝘞𝘩𝘦𝘯 𝘺𝘰𝘶 𝘴𝘢𝘺 '𝘴𝘰𝘮𝘦𝘵𝘪𝘮𝘦𝘴', 𝘸𝘩𝘢𝘵 𝘥𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯?"

He told me to wait a few hours for the final results.

For the next four hours, I had to plan my life if I had HIV.

Initially, there was deep despair:
• No more sex
• Forever alone
• Quality of life ruined

A whole three hours of numbing fear.

Then, I told myself: "I either die or move on".

And that's when I realised I would find a way.

Probably a lonely way, but with a different purpose.

Thanks, Odin, the final results came back negative.

We spend so much of life worrying about small stuff.
One year ago, I learned not even HIV would stop me.
If what wouldn't stop me, what could?

𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝗺𝗼𝗺𝗲𝗻𝘁 𝘄𝗵𝗶𝗰𝗵 𝘁𝗮𝘂𝗴𝗵𝘁 𝘆𝗼𝘂 𝗵𝗼𝘄 𝘀𝘁𝗿𝗼𝗻𝗴 𝘆𝗼𝘂 𝗮𝗿𝗲?

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

𝗪𝗵𝗮𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝘄𝗵𝗲𝗻 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴?

The key areas:
1. Your Voice
2. The Quality of the List
3. Your Cold Calling Skills

I'd argue the quality of the list is the most important.

Then would come your voice and skills.

I'd probably go:
• Thick Foreign Accent
• Data from FullEnrich 
• Booked 69+. Meetings

Yes, the list is more important than the skills, I said it.

𝗛𝗼𝘄 𝘄𝗶𝗹𝗹 𝘆𝗼𝘂 𝗯𝘂𝗶𝗹𝗱 𝘆𝗼𝘂𝗿 𝗰𝗮𝗹𝗹𝗲𝗿?

𝗣𝗦: Pls argue with me.

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

𝗧𝗵𝗲𝗿𝗲 𝗮𝗿𝗲 𝗼𝗻𝗹𝘆 𝘁𝘄𝗼 𝘁𝘆𝗽𝗲𝘀 𝗼𝗳 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗼𝗽𝗹𝗲.

(figure out which one you represent):

𝟭. 𝗧𝗵𝗲 𝗣𝘂𝘀𝗵𝗲𝗿.

They're very assertive.
They make bold statements.
They take control of the process.
They leverage high confidence and authority.
They're hyper-competitive and will push hard.

Not all buyers like this type.
But it does work pretty well because:
Many prospects want to be led during the process.

𝟮. 𝗧𝗵𝗲 𝗣𝘂𝗹𝗹𝗲𝗿.

They have a softer approach.
They let the prospect feel in control.
They want to discover rather than persuade.
They highlight problems or gaps with questions.
They leverage empathy and relationship building.

Some buyers will find them weak.
Yet their approach still works well because:
They're letting the prospect feel safe and in charge.

I firmly believe the Puller enjoys longer-term success.

Because it's the direction buyers are taking.

And also has a nicer life.

𝗪𝗵𝗶𝗰𝗵 𝗼𝗻𝗲 𝗱𝗼 𝘆𝗼𝘂 𝘁𝗵𝗶𝗻𝗸 𝗶𝘀 𝗯𝗲𝘁𝘁𝗲𝗿?

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

𝗜𝗻 𝗼𝘃𝗲𝗿 𝟭𝟮 𝘆𝗲𝗮𝗿𝘀, 𝗜'𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝗳𝗼𝘂𝗻𝗱 𝗮 𝗯𝗲𝘁𝘁𝗲𝗿 𝘄𝗮𝘆 𝘁𝗼 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 

𝘆𝗼𝘂𝗿 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀 𝘁𝗵𝗮𝗻 𝘁𝗵𝗶𝘀:

Auditing your cold call process.

Figure out the weak link:

1. Getting hung up on more than 20% of the time?
Work on your opener and delivery.

2. Does your pitch land flat more than 50% of the time?
You're not mentioning the right problems.

3. Good conversations, but not many booked meetings?
Either you don't handle objections or don't dig deep.

4. Booking meetings, but less than 80% show up?
Your closing process is not working very well.

5. Your cold calls are just not improving?
You're not part of my Academy.

Yep, I got you, this is a Black Friday post.

You can join from the link in the comments.

𝗢𝗻𝗹𝘆 𝗱𝗶𝘀𝗰𝗼𝘂𝗻𝘁 𝗜 𝗱𝗼 𝗮𝗹𝗹 𝘆𝗲𝗮𝗿, 𝗴𝗲𝘁 𝗶𝗻 𝗳𝗼𝗿 (𝗼𝗳 𝗰𝗼𝘂𝗿𝘀𝗲) 𝟲𝟵 𝗨𝗦𝗗.

𝗨𝘀𝗲 𝘁𝗵𝗲 𝗣𝗿𝗼𝗺𝗼𝘁𝗶𝗼𝗻 𝗰𝗼𝗱𝗲: 𝗕𝗙𝟲𝟵.

taplio

The Battle

Kevin Casey

Giulio Segantini

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Performance ScoreKevin Casey's LinkedIn Performance

Performance ScoreGiulio Segantini's LinkedIn Performance

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taplio

The Battle

Kevin Casey

Giulio Segantini

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);}Kevin Casey's LinkedIn Performance

Performance ScoreGiulio Segantini's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreKevin Casey's LinkedIn Performance