@NotoriousROI
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Believer / Tech AE / $20M+ CW Teaching outbound sales + breaking into tech
Joined August 2026
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Data-Backed Laws of Cold Calling:
- You have ~5 seconds to convince them to not hang up
- You're interrupting their day
- How you say it > what you say
- Max 5 calls before moving on
- Don't call once and give up
~5 seconds to earn attention
~15 seconds to establish relevance
~60 seconds to earn the right to continue the conversation
Most ppl recently promoted from SDR to AE struggle with asking for the prospect's business. It's mandatory in sales
At the end of every call you should be asking the prospect to buy
Talk track I use is something like: "I heard you say you struggle with (Pain Points X, Y, and Z) and today we discussed (how your solution solves these). Based on our conversation, what's stopping you from getting started with us today?"
They'll either end up buying or giving you their reservations for you to then sell back into
Sales reps: get close with your manager. Not saying you gotta be boys with em, but let them know that you are there to help them hit their goals
Ask them what their number is, what’s their priority this week, how you can be an asset to them
And when they finally have an ask of you that can help them, DO IT
I cant tell you how many times I’ve done this and it’s helped me in my career
If you can rip cold calls first thing in the AM w no stimulants, hype music, caffeine etc. you know you’re built for this
Just dialed someone - wrong company listed in CRM, reports to the real decision maker, asked for me to just send an email
Meeting still booked tomorrow afternoon
Objection they gave was “I don’t wanna pull the decision maker in without giving them info first, so just send me an email” - told her that’s exactly why a call would be valuable and would allow us to get more specific on what matters to the decision maker
Just pick up the phone and good things will happen
Every time you close a deal, make a point to ask for a referral
Plant the seed at close ("once we get you a result, would you be open to introducing me to one person you know could use this?"), then make the actual ask the moment they get their first win with you
Have been locked out of my account for the last couple days. For a min I thought that everything I’d been building here was about to go to waste.
Wanna know what’s funny though? My first thought was “oh well I’ll find another way to make it work even if I have to start over”
Previously if this would have happened it would have turned into me pointing fingers at my situation and throwing a pity party
Now though, I know the work I’m putting in. I know how much I can help people improve their careers and lives. I know what I’m capable of and I KNOW that God’s got me and what He has put on my heart
This time around? It’s different. This time I’m coming for it all.
Reverse engineer your quota this Q while it's still early so you know what needs to be done
Ex:
- $1M quota this quarter
- $400k already sitting in late-stage pipe
- $600k has to be net new
12 weeks left, minus thanksgiving + Christmas = 10 real selling weeks
$600k ÷ $100k ACV = 6 deals
6 deals ÷ 20% win rate = 30 opps
30 opps ÷ 10 weeks = 3 opps a week
3 opps ÷ 30% meeting to opp = 10 meetings a week
dials book 2 of those:
2 meetings ÷ 4% connect to meeting = 50 connects
50 connects ÷ 10% connect rate = 500 dials a week
that's 100 dials a day
email, linkedin + referrals cover the other 8
I used industry averages here btw. get meeting rate to 8% and the phone books 4 on the same dials
worth noting that most meetings you book for the next couple of weeks won't close Q4
know what needs to be done, then prioritize and execute
How to run demos that actually close:
If you're struggling with demos, you're not engaging enough
Most reps show everything the product can do when the prospect cares about maybe 3 of those things
Instead, prioritize the top 3 things that are relevant for that specific prospect and tie the features you choose to show to business metrics that matter to them
The best reps talk about features 39% less and about business value 52% more (Source: Gong)
For each feature, Tell → Show → Tell
None of this works without good disco first
Not every outbound meeting has to be for this week. Especially rn, you’re building pipeline for Q1
Opps like this take continued touches between now and Q1, but if done properly your future self will thank you
🤖 Made with AI
Spending this AM building out my plan of attack for the week. I usually do it on Sunday nights but have been traveling for the last 2+ weeks so I’m out of my routine
Also get married in 1 month, life is hectic rn
Doesn’t matter. Have to find ways to win professionally through all circumstances!
Free sauce
Interviews for sales jobs ARE sales cycles
Disco, demo, technical solutioning, negotiation, close
You need to close them, follow up, and be extremely prepared during every interview
Same goes for every sales call you have
Run the interview like a sales cycle
So much of sales is just finding out how much BS you can take and still push through without going crazy
Unless we’re getting punked and this is a real human… this is the first time I’ve felt like sales is in AI’s crosshairs
Not that sales is untouchable, but it’s a significantly harder solution to create
They may be doing it faster than we thought
Introducing Griffin, the first model to pass the video Turing test.
48% of people who talked to it live thought it was a real human. Previous systems have had a pass rate <3%. It is #1 on NVIDIA's benchmark for full-duplex AI video.
It’s the first Human Interaction Model (HIM).
Readers added context they thought people might want to know
The 48% figure and "video Turing test" claim are from Tavus's own study of 54 one-minute calls, not independently verified or using a standard protocol. Griffin-Lite leads NVIDIA's VideoFDB benchmark on their public leaderboard.
cellcog.ai/blog/tavus-gri…
research.nvidia.com/labs/amri/proj…
tech-ish.com/2026/10/02/tav…
Anyone else hate getting multiple short texts back to back to back?? Much prefer one longer text to five short ones
One of the best questions you can ask in a sales interview is:
“Is this a backfill or new headcount?”
If it’s a backfill you’ll want to get the story behind what happened with the last rep(s)
If it’s expansion, ask what’s causing the growth? What are the goals? etc.
Five things to check before you spend an hour on a first round. Takes about ten minutes and it'll knock a few jobs off your list.
#5 Quota attainment on RepVue. If only a third of the team is hitting, the problem is the number, not the reps.
#4 How often you've seen the role posted. Same job going up over and over usually means people keep leaving it or nobody wants it.
#3 The last two people in the seat. LinkedIn shows you how long they lasted. Under a year, twice, tells you plenty.
#2 Recent layoffs. Search the company name and "layoffs." If they cut sales six months ago and they're hiring now, you want to know why before the call, not after.
#1 Someone who's worked there. One fifteen minute call with a former rep tells you more than the other four combined.
Ten minutes of this and you walk in knowing more about them than they expect you to🏹
Outbound Insider retweeted
The cat’s out of the bag: BTSG & and I are coming together to create a sales community.
Our thesis is simple:
(1) Joining a top 10% organization
(2) Then becoming a top 10% performer
is the *highest probability* chance to clear obscene amounts of money & have tons of fun doing in the process.
The community will focus on solving those 2 problems, in whichever order you need it.
Anyways, if you’re committed to getting to the pinnacle of enterprise sales, own 6 to 7 figure deals ASAP for a strong company that’s actually winning them… well stay toon’d anon🐲
