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9 years of (nearly) every outbound best practice I know on this one-page cheat sheet

You need more friends. We all do

Don't tell me cold calling doesn't work if you do a 30-second product pitch as your opener

You want your prospect's time, but it’s the worst thing you can ask for

"Prospects don't want to think. They want to be told and then react."

Recent data from Pavilion's 2025 state of GTM report

Demand avoidance: The #1 cause for the lack of adoption with reps

Want your reps to make more cold calls? Lead by EXAMPLE.

Andrew Barbuto has grown his book of business by 5,000% over 6 years from $2M to $100M

The worst reps' calendars look like this

Stop using so many military and sports analogies

"Consolidation" is not a value prop

For my sellers out there making cold calls: You are NOT responsible for any prospect’s feelings

Most sellers are weak at stakeholder engagement. It's the #1 reason deals slip

7 proven cold email subject line formulas to drive 40%+ open rates

The answer to your outbound problems is your OFFER

Two lessons I learned from the SDR Leaders of USA event

19 negotiating "gives" that DON'T involve Discounting and Lowering total contract value

"65.3% of our deals do not have access to VP or C-level buyers"

Here's why Buyer-Centric pipeline stages do NOT work

Here's how a top enterprise SDR at ZoomInfo drives a ton of cold email replies

Jonathan Larson closed $2M+ in FY 2024 and hit 200%+ quota at TalkDesk

AI is better than you at writing cold emails

I love Keith Weightman's advice for leveling up manager/rep 1:1s

How to boost contact rates by 3.1x (Salesloft)

5 types of bump emails (to double your cold email reply rates)

God, this post feels super negative. But some of you need this reality check

Prioritizing outbound for the first time as an org? Don't make these 5 critical mistakes

A voicemail script you can start using ASAP

Stop practicing on your prospects

80%+ of cold calls get shut down in the first 60 seconds

7 hard truths about outbound in 2025

AI will replace most of what you're doing with outbound

I've never met a world-class SDR who wanted to be a career SDR

Making an outbound pivot as an org in 2025?

Objection Handling: How to handle "not interested"

I rarely meet top performers who don't prioritize exercise

Multi-threading

An SVP of Sales with ~1,000 reps shared their biggest challenge with me

The first 30 seconds of your cold should be scripted

Unpopular advice: keep a 6-12 month emergency fund.

Uncomfortable truth: Many of your reps are actively searching for new jobs right now.

SDR hits 120%+ of quota for a year, but doesn’t get promoted…

Cold Email mantra: Tell me something I don't know

Problems sell deals—but leading with problems can backfire with outbound.

February 28, 2025

Segmentation beats personalization

February 27, 2025

200+ reps/leaders signed up for the networking party in Austin

February 25, 2025

AI is going to destroy traditional outbound

February 24, 2025

5 ways to instantly upgrade your cold calls (backed by science)

February 21, 2025

You can argue with me all day on AI

February 20, 2025

AI is better than you at writing cold emails

February 19, 2025

Account Plans: Stop wasting your time

February 18, 2025

Breaking into new personas in 2025?

February 17, 2025

What was your first sales job?

February 14, 2025

Sales Managers: Don't expect your AEs to cold call if you don't know how to

February 13, 2025

The goal of a software demo

February 12, 2025

Cold Calling: Don't pitch your solution, pitch the problem

February 11, 2025

"Is outbound dying?"

February 10, 2025

Running discovery with executives

February 6, 2025

Look, cold call pick-up rates and landing in spam are NOT the reasons why outbound isn't working for you in 2025

February 5, 2025

Here’s my issue with SDRs running qualification calls

February 4, 2025

I've never seen outbound work when sales orgs make these (very common) mistakes

February 3, 2025

Avg vs. best cold callers in 2025

January 31, 2025

Levels of relevance in sales messaging

January 30, 2025

"One of the AE leaders said they'd never promote one of our SDRs to an AE. How do I deal with this person?"

January 29, 2025

"That's relevance!" "No, that's personalization"

January 28, 2025

"How many outbound activities should our SDRs be doing every week?"

January 27, 2025

The SDR model isn't dead. But it needs to evolve—quick

January 24, 2025

Today marks 400 days without a sip of alcohol

January 23, 2025

There are only 2 ways to succeed at outbound in 2025

January 22, 2025

It's 2025, and it's time to be honest about why cold calling hasn't worked for you

January 21, 2025

Sure, cold email is hard right now

January 20, 2025

There's trouble ahead for SDR orgs in 2025...

January 17, 2025

The ceiling of your outbound success is your company’s marketing engine

January 16, 2025

7 hard truths about outbound in 2025

January 15, 2025

The VP of Sales dilemma

January 14, 2025

2025 is the year to stop giving outbound so much lip service

January 13, 2025

Here's how an Outbound Squad client increased outbound opps created quarter over quarter by 54%

January 10, 2025

Question of 2024: "Can we fully automate/outsource outbound?"

January 9, 2025

Well-researched cold calls are still THE #1 way to build pipeline in 2025

January 8, 2025

Your buyer's New Year's Resolutions for sellers

January 7, 2025

New year, new you, new territory

December 20, 2024

“We don’t have budget”

December 19, 2024

Cold email isn't harder because of spam filters

December 18, 2024

The worst sellers have one very big thing in common

December 17, 2024

AEs: SDR's aren't your executive assistants

December 16, 2024

The best SDRs set up meetings for their AEs like they're blind dates.

December 13, 2024

80%+ of cold calls get shut down in the first 30-60 seconds

December 12, 2024

I've never seen a great SDR leader who accepts high attrition rates

December 11, 2024

Everyone's talking about job changes, but this search is just as powerful

December 10, 2024

I don't like when sales enablement & sales managers complain that reps don't use the stuff they create

December 9, 2024

Some of the worst SDRs don't adopt this simple daily habit...

December 6, 2024

Steven Bryerton, SVP of Sales at ZoomInfo, shared this cold-calling tip

December 5, 2024

Ways your RevOps team should be leveraging AI

December 4, 2024

The best AEs use this simple cold-calling hack

December 3, 2024

Life Update: Just moved to Seattle

December 2, 2024

World-class cold calling isn't about: Fancy permission-based openers and clever rebuttals to objections

November 22, 2024

You want an easy button for cold emails, but it doesn’t exist…

November 21, 2024

99% of marketing built personas will NOT help you sell better.

November 20, 2024

Account Plans: Stop wasting your time

[Playbook] Multi-threading: Get to power, win bigger deals, and expand customer accounts

State of GTM with Heath Barnett, VP of Revenue at Mixmax

From $1M to $100M: How to crush quota with Andrew Barbuto

[Live Training] Objection Handling Masterclass

[Live Training] Cold Email: How to land a ton of meetings (without wasting hours personalizing)

Founder & CEO of Orum, Jason Dorfman

How to measure, optimize, and scale sales training programs with Ross Nibur

[Playbook] Cold Email: Steal this AI framework for double-digit reply rates

How to coach your reps + world-class discovery with Keith Weightman

Providing value is mostly B.S. (do this instead) with Leslie Venetz

[Playbook] How to build and scale a world-class outbound program

Expert Techniques for Selling to the C-Suite

10 ways the best teams are booking meetings right now

7 hard truths about outbound in 2025

[Playbook] No, cold calling isn't dead (how to land a sh*t ton of meetings in 2025)

Why your outbound messaging doesn't land

Stay close to the problem

[Playbook] Cold Email: A repeatable framework for double-digit reply rates (backed by science)

How to instantly upgrade your cold calls

Steal this cold calling framework to book 2-3x more meetings

Stop complaining about your reps (and do this instead)

World-class SDR leaders DO NOT accept this

Execs don't take meetings from cold emails unless…

World-class SDRs are NOT career SDRs

Account Plans: Stop wasting your time, use RTMs instead

[PipeGen Live] How to land meetings with busy executives (and common mistakes to avoid)

Enterprise meetings REQUIRE enterprise effort

Outbound isn't working? Try these 5 tips.

Multi-threading: A 3-part framework to get introduced to more execs in your deals

[PipeGen Live] 2024 State of Sales Development

The inner game of sales with Alex Kremer

[PipeGen Live] ZoomInfo's Top Cold Callers: Steal this proven framework

Get ghosted in a deal? Try this.

[PipeGen Live] Outbound: How to land a ton of meetings in H2

Selling to the C-Suite with Mark Hunter

A voicemail script you can start using ASAP to 2-3x reply rates

[PipeGen Live] Bad Messaging: The unsexy reason why outbound doesn't work for you

[The 1:1] Armand Farrokh on moving up-market into enterprise

[PipeGen Live] Moving Up-Market: Steal this playbook for landing large enterprise accounts

[The 1:1] How to eat your competitor's lunch with Anthony Iannarino

[PipeGen Live] Displacing Competitors: How to eat your competitor's lunch

Cold Calling Sucks and That’s Why It Works

[The 1:1] Helping 283 startups build their outbound motion with Kyle Vamvouris

[PipeGen Live] The Outbound Pivot: How to reduce reliance on inbound and build a world-class outbound motion

[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

[Live Training] AE Self-Sourcing: How to create buy-in and enable AEs to self-source 30%+ of their pipeline

[Tactics] Learning Lessons From Zoom’s 2023 Top Sales Manager

[LIVE Training] Cold Calling: How to build a killer talk track (that your reps will actually use)

[Tactics] 3x VP of Sales Kyle Parrish

[Live Training] The Outbound Equation: How to make outbound work in 2024

[Tactics] The Sales Leader They Need w/ David Priemer

[Tactics] I set 9 meetings in 2 hours last week using this strategy

[Live Training] Cold Email: How to land a ton of meetings (without wasting hours personalizing)

[Tactics] "Should we outsource SDRs?"

[Live Training] Case Study: “135% growth in cold call meetings booked month-over-month”

[Tactics] Sales Leaders: 5 mistakes that create turnover in your sales org.

[Live Training] Cold Calling Masterclass: From Opener to Booked Meeting (Sell Better Daily Show)

[Tactics] Pivoting to an outbound-led sales motion? Don't make these mistakes

[Live Training] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

[Tactics] AE Self-Sourcing: 8 tips to get your AEs to prospect more

[Live Training] Multi-Threading Playbook: How to increase win rates by 25%+ (and never get stuck below the line again)

[Tactics] Multi-threading: Using "give to gets" to get to power

[Live Training] Objection Handling Masterclass

[Tactics] "We don't have the budget"

[Live Training] Discovery: How to shorten time to close in 2024

[Tactics] Mastering discovery with Janel Gallucci

[Live Training] The State of Cold Email in 2024

[Tactics] Cold Email: Subject line formulas for 40-50%+ open rates

[Live Training] Territory Planning: Steal this framework to find quick wins and hit quota in Q1

[Tactics] Territory Planning: Reverse-Engineer your way to success in 2024

[Live Training] The State of Cold Calling: Old school tactics that won't work in 2024

[Tactics] Cold Calling: How to increase pick-up rates and troubleshoot low meeting show rates

[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

The future of AI and sales with Vlad Oleksiienko

Creating more repeatability in your sales process with Matt Doyon

Our guest on this episode is Matt Doyon, a seasoned VP of Sales and the author of the recently released book, "Revenue Revolution".

Nate Nasralla on how to build great champions

In this episode, Nate Nasralla from Fluint.io gives us a masterclass on building champions to help you win more deals.

My journey as a front-line sales leader with Eric DeLaune

In this episode, Eric DeLaune from Taulia talks about becoming a great front-line sales leader. Connect with Eric and Taulia.

Mike Weinberg on how to succeed as a first-time manager

In this episode, Mike Weinberg talks about his latest book The First Time Manager: Sales.

16 steps to repeatable sales with Kyle Vamvouris

In this episode, Kyle Vamvouris outlines 16 steps he's used to help his clients close over $100M in revenue.

Discovery: How to run a sales call that doesn’t feel like a sales call

This episode is the audio from our recent webinar on running effective discovery calls. Ryan Oosterveld and Isabella Keller from ZoomInfo joined us.

How to build a world-class sales team with Alex Kremer

From PLG to sales-led growth with Molly McKinstry

How to master discovery, multi-threading, and more | Guest Appearance

Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

AMA: Jason Bay Crashes 30 Minutes to President's Club | Guest Appearance

“Craft, Climb, Conquer”: Jason Bay’s Three C’s of Sales Leadership | Guest Appearance

How to Improve Your Cold Calls in 2023 | Guest Feature on Mailshake

How to go outbound for the first time | Guest Feature on Surf and Sales

MEDDPICC Master Class with David Weiss

Multi-threading, outbound, and much more | Guest feature on Make it Happen Mondays

John Barrows on the future of sales and how not to get replaced by AI

From Prospecting to Proposal: How LinkedIn, Terminus, and Salesloft use video to land meetings and close more deals

The Art and Science of Sales Enablement: Tips and Tactics from ZoomInfo

Lessons from a first-time CRO with Jeff Bajorek

3 sales sins that make deals take 40%+ longer to close

Steal this Framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)

The best objection handling tactics you’ll watch in 2023

"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again

These (surprising) discovery tactics will help you win nearly all of your qualified opportunities

How Orum’s enterprise AEs self-source 3-6 meetings every week

Starter Pack

Podcast 2: Personal branding and LinkedIn plays with Morgan Ingram

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Sales Leadership Sales Reps

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Productivity for Sales Reps

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Cold Email Starter Pack

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SDR Starter Pack

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Cold Calling Starter Pack

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Account Executive Starter Pack

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