Call reluctance is a normal human response to high-stakes situations like cold calling, affecting even seasoned veterans. The physical symptoms can be managed with tactical breathing exercises, such as the box breathing technique used by Navy SEALs, and by standing up to improve energy. Mentally, th
The traditional sales approach of spending hours on account research is fundamentally broken; the time equation is inverted against actual selling activity. To fix this, reps can use AI tools like ChatGPT with a “prompt, dig, summarize” framework. This method involves providing the AI with specific
Cold calls are won or lost in the first 80 seconds, yet the average call lasts less than eight. To succeed, Jason Bay advises structuring calls into three buckets: the intro, hook, and close. The introduction should use a permission-based opener and a “reverse pitch” that focuses on the prospect’s p