Dalton

the quickest and easiest way to make more money in sales is to sell more expensive things to people with more money move up market as fast as you can I figured this out initially selling $6k programs and realizing no amount of volume was ever going to get me to my full income potential here's what that ladder looked like for me: > $6k to $10k programs to couples > 12 month contracts with business owners, $50k to $100k > a $114k fortune 500 deal, sourced cold the sales process changes as you climb. you're now dealing with partners, procurement, legal teams, and longer sales cycles but man, one client at $60k is worth ten at $6k, and you only had to close one move up as soon as you have proof of concept from the level you're on

referrals didn't teach you how to sell they taught you what it feels like when selling is easy

"we'll book you 15 qualified meetings on your calendar per month or you don't pay"

me and the team getting ready to scale Q4 rev [Claude, Grok Bot, Wispr Flow, AI chicks for cold email, and the VA from India]

GM Happy Friday

my first remote gig was selling $6k programs to couples, and I was all in on the tactics. reframes, tie-downs, all of it then i got on calls with business owners and they clocked every one now discovery is just questions and listening. took me way too long to unlearn it

the richest people on my calls usually just want the most basic things an 8 figure operator spent half our call on revenue goals come to find out the real goal was retiring when his wife's ready & being able to spend more time with his grandkids ask what the money is for

ideally your list has the owner's direct line, so you never get gatekeepers if you do, never pitch them. just "[owner's name] please" and nothing else if you get "he's busy, want to leave a message?" that shit goes straight in the trash email the owner or find his cell

sometimes i'll hop in a vc with some homies and run dialing sessions together reminds me of a trading floor. they pick up on stuff you missed on your call, and the energy after someone books a meeting is insane highly recommend

sales taught me more about people than college did after enough calls you can hear what kind of day someone's having in the first 3 words, and you adjust before they even know you did

things you only know after thousands of cold calls: 1. you can tell it's the front desk from the "hello" alone 2. "who is this?" means you have about 4 seconds 3. an owner who laughs at your opener is already halfway booked 4. you hear the dialer in your sleep

here's how I booked 17 meetings with 8 figure business owners this month... - 1,600 dials - 60 conversations - 17 meetings I see newer agencies mass dialing an apollo list with a single line dialer to just end up getting "not interested". here's what I'd do if were them: build the list off buying signals: - pull the raw data in apollo - enrich it in clay for the owner's direct dial - find signals in sales nav and builtwith look for companies that are: - hiring for the role you replace - already running ads - already paying another agency fix the dialer: - use a parallel dialer, we use trellus - 5 lines at once, 250+ dials in under an hour - register every number at freecallerregistry so you don't show up as spam likely open with an "in": - something relevant to their situation - this is what the buying signals are for - there's now RELEVANCE, which allows for the convo to take place book it, don't ask for it: - "i have wednesday at 10, i'll send the invite now" - send case studies from companies in his situation before the call close it: - dig into his pains and goals - offer a free personalized audit - book the second call follow up with value: - case studies - new findings - industry knowledge every step above exists so that when an owner picks up, you already have something relevant to say

and the ones who do follow up rarely do it right “just checking in” gets ignored every touch should give them something useful. a case study from their industry, something you noticed on their site, a number from a client like them. that’s what books touch 4 and 5.

getting ready to dial 200 people who do not want to talk to me today

detachment has done more for my sales career than any script ever has. no single deal makes or breaks my month. the pipeline is always full anon

five stages of being in sales 1. i'm the man 2. it's all fucked 3. we're so back 4. we might go bankrupt 5. fuck it we ball

easiest predictor someone is ngmi in sales: they take rejection personally. doesn’t matter if it’s a > a hang up > a ghosted proposal > “we went with someone else” take the no and move to the next one

I need to go 10x harder a period of obsession always seems to do the trick.