— Content related to B2B sales and outbound strategies, often referencing discussions and insights from Outbound Squad. —
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
After being passed over for a key promotion, Aaron Rissler learned from an executive coach that his uncontrolled facial expressions were stressing out his team before he even spoke. The solution was an analogy: be like a duck, appearing calm and composed on the surface regardless of the frantic padd
In his first sales leadership role at Everbridge, Bryan Evans made two classic rookie mistakes: trying too hard to be friends with his former peers and focusing excessively on underperformers. Taking a prideful approach, he invested his energy in trying to turn his lowest-performing reps into club a
Effective sales messaging must shift from a 'product voice' to a 'customer voice' by focusing on the buyer's priorities and problems, not the seller's solution. Data shows that speaking in the customer's language about their challenges can triple the conversion rate for booking a meeting. The intern