Rep.ai

Sales Development and Community Lead

Business Development Representative

Tech Sales Tutors📚

Founder

Maildoso

Strategic Advisor

Sendler.ai

Def Method

Sales Development Representative

Eastridge Workforce Solutions

Vacation Village Resorts

Sales Representative

I help sales teams have more quality conversations with their top prospects. 

Salespeople… Watch this cold call go from, “Don’t ask me how I’m doing” to a meeting booked. 


2 main takeaways from this cold call here.

The first takeaway? 

If a prospect gives you a hard time when you open the call, this does NOT mean you have to hang up / give up. 

Politely apologize,

Maybe poke fun at yourself, 

Then, get right into it. 

Prospects will usually respect you MORE if you show that you aren’t phased. 


The second takeaway? 

If a prospect gives you a referral. 

Ask if you can CC them on the email, and if they’ll reply and confirm you spoke to them. 

This makes your email MUCH warmer and is the reason I was able to book a meeting with the correct person after the call. 

What do you guys think of this one? 

PS: If you need a dialer that can make international calls - checkout Minari.

Russell, Nate, 🐜 Mike, Kieran, Ronen R., Giulio, ☁️Justin
How do you handle prospects that give you a hard time to START the call? Exit the call and try again later, or keep pushing?

Oliver Johnson

GTM & Community Lead at Rep.ai || Founder of Tech Sales Tutors

Salespeople… It’s Friday. Let's try something fun today. 


Here’s 10 things about myself (not work related) that I’ve never shared here before. 

- I resell vintage clothes on the side. 
- I used to be a sponsored skateboarder. 
- I’ve never had a sip of alcohol.
- I’m 23, married to the same girl I started dating on my 16th birthday, and this year we bought our first home together (that’s like 3 things but oh well). 
- I love history and theology. 
- I eat chipotle 3x per week. 
- I LOVE movies and keep a list of my top 50 fav movies of all time (DM if you want it LOL). 
- I collect antique oil paintings. 
- I think Friends is the worst show ever. 
- I moved from las vegas to a small town in Oregon because I liked the way the town looked in the movie, Kindergarten Cop.

Jeremy, ☁️Justin, 🐜 Mike, Kade, Richmond, Augusto Would love to hear from everyone else. What’s something about yourself you’ve never shared here on LI?

Salespeople… Yesterday I made 11 calls and booked 3 meetings. Here’s how… 


2 things. 


1. I had a great list. 

If you’re randomly selecting 400 contacts from sales nav, and calling them just because they have the right title… 

Let me tell you something…

There’s a 99% chance that you’re wasting your time. 

When I’m building my lists - I make SURE that they’re a good fit. 

How? 

Prospect by COMPANY not contact. 

So, if a company looks to be a good fit (in our target industry, within X - X employee headcount, etc.)... 

What do I do? 

Check out their website, confirm they have AEs/SDRs, THEN select ALL of the relevant contacts that could be involved in the decision making process. 

So, when I DO call that list… I KNOW that if I get someone on the phone - they’re a good person to book time with. 



2. I followed up with prospects that were already interested. 

So many reps SUCK at follow ups. 

Which is nuts, because this is where the REAL money is made. 

So yesterday, I went down the list and started calling every person that has ever responded positively to one of our cold email campaigns. 

Then boom, first dial… 


“Hey Joe, I saw you had some interest in XYZ a few weeks ago. I tried to schedule some time via email, but I wasn’t able to reach you again. Do you have your calendar handy?”

“Who is this again?”

“It’s Oliver Johnson. I sent you that email about XYZ.”

“Ahh yes yes. I meant to respond to that. Tmrw at 8am works for me.”


This was a REAL conversation I had with the owner of a law firm. 


It really is true what they say. 

The list IS the strategy. 

Sam Ackerman, Juan, Jeremy, Elijah, Dennis, Ace Curious to know, how much research do you do on prospects before cold calling them?

Salespeople… This is actually nuts.


Been experimenting with this AI connector that makes warm intro’s to folks that have similar interests in your space.

The experience was insane.

Literally all I did was send a whatsapp message, Boardy called me, asked me some questions about myself/business, who I would want to talk with, and then boom…

I started receiving messages like this one below.

Boardy sends an intro on your behalf.

I’ve literally already sparked up convos with people in ICP that I wouldn’t have met otherwise.

If you want access.

Do the following,

1. Connect with me (can’t DM you otherwise).

2. Comment “Boardy”

I’ll DM you the link to try it yourself (it’s free).

#BoardyPartner

Salespeople… I need some help. 


One of my best friends is trying to break into b2b sales as an SDR. 

This guy is by FAR one of THE hardest working people I know. 

He doesn’t have the most “traditional” sales background, but he has done some TRULY amazing things like:

- Created a clothing brand that drove 50k+ in sales (not related but Chris Brown is a customer LOL)

- Started a car/window cleaning business that is currently servicing 10 dealerships. 

- Was a top 5 sales rep with me when selling timeshare (50+ sales reps). 


If you are looking for a US based SDR that you KNOW has the grit and determination to WIN. 

This is your guy. 

Comment below or DM me if you know any companies willing to take a chance and want an intro.

Salespeople… Be honest… We all secretly care…


How many impressions do you need for a post to feel like a “win” HAHA. 

For me, I try to get 5k+ every post. 

And before you comment, “impressions are a vanity metric” 

Yes… 

I know. 

But don’t pretend like you don’t look at it or think about it if you post here consistently LOL. 

Chris, Augusto, Richmond, Travis, Abe, 🫧 Olivia, Devanshu Would love to hear your guys' "number" haha

Salespeople… Last week I ran a 3-day cold calling experiment in the UK… and the results shocked me.


1. WAYY more connects. 

I'm STILL in shock honestly LOL. It felt like every other dial I was having a conversation with someone. 

When calling US prospects, I’m LUCKY to get a 10-12% connect rate. 

Calling into the UK, apparently 20-25% connect rate is the norm. 


2. A PBO worked better. 

I’m not the biggest fan of using a PBO typically, BUT it worked GREAT for these prospects. 

I tried NOT using one a few times, and it seemed like people immediately had their guard up. 


3. My connect to meeting conversion rate was lower…

When I cold call US sales/marketing leaders - I typically have a 22-25% connect to meeting conversion rate. 

Although folks were way more willing to have a conversation - it did seem a bit harder to get them to actually agree to a meeting. 


What do you guys think? 

Suji, Ric, Jim, Justin, Ivan, Dariia, 
Any tips for cold calling European markets? 

PS: I’m using Minari's dialer and loving it so far. It allows you to call UK numbers, records/transcribes calls, and doesn’t have a delay. Everything I want and nothing I don’t tbh.

Salespeople… I want to know something… 


When do you guys start dialing and making those cold calls? 

I’ve been starting at 6:30am to try and talk to some UK folks before they wrap up for the day. 

Before that, it was 8am SHARP. 

Literally eating cold calls for breakfast 🤣 


Travis, Matt, Krish, Bogomil, Kade When do you guys start your dialing sessions?

Salespeople… I’ve received 10 positive replies in the last week from ONE cold email campaign… Here’s what’s working. 


1. Including a “lead magnet” 

The BEST piece of advice I can give you if you want to get more replies… 

Ditch, “Do you have 15 minutes to meet next week” as your CTA. 

My CTA for this campaign is simply, “Mind if I share a 30 second video I made for you?” 

Prospects are MUCH more likely to respond if they don’t have to commit to a 30 minute meeting right off the bat. 


2. Calling prospects that reply. 

This campaign is targeting lawyers. 

Whenever I get a reply, I send over that 30 second video… 

THEN I either call them or their office and ask if they received the video I sent over. 

This has been SUCH an easy conversation starter and I’ve been able to book about 75% of prospects that reply and answer the call. 

(I’d be missing out on a TON of meetings if I skipped this step).


3. Making sure the emails ACTUALLY land. 

The most important/annoying part about cold email nowadays is making sure the emails actually land. 

Luckily, lemlist makes this pretty easy. 


Now, if you want to see the exact simple emails I’ve been sending that are getting replies (and copy/template them for your own outreach) - do the following: 

1. Connect with me (I can’t DM you if we aren’t connected)
2. Comment, “Emails”

I’ll DM over the templates asap! 

🔥 Tom, Adia, Carla, Ace, Nate, Ibrahim Are you doing any cold email outreach? If so, what's been working for you guys?

Salespeople… I have a question for you guys…


What is the BEST persona to sell to? 

Been experimenting and selling to lawyers/law firms, and let me tell you… 

It is SO different than selling into SaaS. 

I sent an email to a prospect a few days ago, and when I called his office to follow up - his assistant answered. The convo went something like this, 


“Hey, my name is Oliver Johnson. I was calling to speak to Joey - I sent him an email a few days ago, and he responded asking for some more info. Figured I’d give him a call directly. 

“What was your name and email?”

“Oliver Johnson. The email was sent from XYZ.” 

*Checks email*

“Oh this is cool. He is available tmrw at 9am. Does that work for you?”


She literally booked some time on his calendar FOR me. 

Now this is obviously not the norm, but sheesh that was pretty cool lol. 

Lauren, Rebekah, Carla, Ronen R., Chad,  Would love to know from you guys. What’s the best persona you’ve ever sold to?

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