Tommy Barrett’s Post

When I look back, all my biggest deals started with a phone call interaction, not a mail. Early in my career, I relied heavily on research tools. Google, LinkedIn, Twitter, ZoomInfo... they are great but overused by competitors. We spend hours researching and crafting “personalized” emails that look just like everyone else’s. Now, most of the time, I just pick up the phone. Within minutes, I gain more insight and rapport than weeks of emails. Cold calling is (still) not easy, but it’s the fastest way to build relationships. Sales is hard. Hacks come and go. But the power of a phone call is just timeless. 

You're sending cold emails with the wrong purpose. That's why they're underperforming. Let me explain: The purpose of a cold email is to start a conversation. That's it. It's obviously a sales conversation, but the more subtle you are about it, the better. As long as you're: 👉 Overexplaining your product/service 👉 Focusing on its features 👉 Talking about its price You won't be happy with your results. Because you want an instant sale. On the other hand, if you're: 👉 Opening with an observation about their company or role 👉 Showing you're familiar with their challenges 👉 Educating them on how to solve those challenges You'll be very happy with your results. Because sales will come naturally. ✨ Need more meetings from your cold emails? 💌 DM me to find the best approach for your prospects!

I so often miss opportunities to have conversations with prospects... By responding to their emails..... with an email. Instead of immediately giving them a call. The best email response to a prospect is a call, not an email. It saves both you and the prospect time and moves things forward way faster. Try this script: "Hey [name], just got your email. Thanks for getting back to me, seriously. Figured it'd be easier to give you a quick call instead of playing email tag". Then move to discovery and getting a yes or a no. Let's not miss out on these opportunities. If they don't answer, leave a voicemail then send an email.

The phone is the only place I'm seeing real progress for outbound efforts. LinkedIn prospecting also works, but only if it is highly intentional and manual. There are two things happening at the same time: 1. economic factors are forcing companies to make significantly smarter decisions with their money 2. sales noise has increased because results have plummeted across all channels Here is the only way to protect your outbound in 2025: - reduce sales headcount by half or more - move all reps to full-cycle - prioritize 80% of sales rep activity on phone conversations - prioritize relationship building through the phone - create robust follow up experiences for opportunities uncovered on the phone The companies willing to do this will win. The ones who don't will lose.

A quick tip regarding unsolicited sales outreach. If you email me or LinkedIn message me with an unsolicited sales message, and I don’t respond, don’t send me follow up emails on a daily basis to push your note up my inbox. I’m not responding because I’m not interested. Please bear in mind that I didn’t express interest in the first place. I get that sales is a tough job, but this is not a winning strategy. It is, however, a strategy to get me to use the “block” feature.

To effectively increase your pipeline per hour without just adding more work hours, consider focusing on two key strategies: 1. Increase Follow-Up Calls Prioritize follow-up pipeline generating prospecting calls over cold calls. Many people are fixated on cold calling, which is often unenjoyable and likened to "scratching lottery tickets and hoping to get lucky." Instead, ensure your reps are targeting individuals from your follow-up list who have previously expressed interest or whom you've decided are worth future discussions. 2. Refine Your Messaging Often, messages are packed with value statements that can overwhelm prospects, leading them to disengage simply to preserve their self-image by ending the call with a polite "thanks, we're all set." Streamline your messaging to avoid this, ensuring it is clear and direct but not overpowering. Make sure your messaging is effective and free of any structural or psychological flaws that could impact its success.

Want to find more potential customers? There's a secret weapon in Sales Navigator! These filters can help you identify people who are more likely to be interested in your company. How it works: • Following your company: They're already familiar with what you do, so it's easier to start a conversation. • "Executive Team Link Intro": Use your connections to get a warm introduction. • Past customers: They've already seen the value of your solution, so they're more open to talking. • Past colleagues: They might have inside information on the company's needs and who makes decisions. • Changed jobs: People who used or know of your tool in the past might be interested in using it again, especially if they had success with it before. Give these filters a try and see how they can help you grow your sales pipeline! Happy prospecting:-)

Cold calling is the fastest way to book a meeting. As a matter of fact.. aside from doing things in person, picking up the phone is the best thing you can do in sales. Ghosted in the middle of a sales cycle? Call them. Need to ask a question? Call them. Have information and want hear their reaction to? Call them. To get people on the phone during a sales cycle I usually shoot an email saying "Got 5 mins to chat?". It's the fastest way to open a deal, move a deal, and learn about the priorities at a company. Cold-calling is coming back. But many people got comfortable relying on thousands of emails going out at the click of a button. Things are changing. Go pick up the phone. Here are 7 different technologies that can help boost your cold calling efforts. Watch their demo here: https://lnkd.in/euG65Y92

Nobody is gonna know.(Reading time 37 secs) Sales People, When you interact with your prospects post only when your deal is active, they know. Sure, someone wrote a step in the sequence that you have to interact with the post and you did it. Idea was on the premise that they'd get a notification that someone liked their post. First of all, liking a post doesnt do any good. I switch off my notifications after the first one hour. So until you commented, i'm not gonna even know. Same could be true for your prospects and even if it's not, linkedin doesnt notify for each interaction(some gitch and thank god for that). I'm not saying I dont do it. I just dont like the post and leave it there. I research a little more, ask a thoughtful question. Most of the times, I'm the only comment on my prospect post. I can use that as a screen shot and send an email waiting for a reply wink emoji or ask the same question in the email referencing their post. Time to step up! #sales #sdr #outbound

To effectively increase your pipeline per hour without just adding more work hours, consider focusing on two key strategies: 1. Increase Follow-Up Calls Prioritize follow-up pipeline generating prospecting calls over cold calls. Many people are fixated on cold calling, which is often unenjoyable and likened to "scratching lottery tickets and hoping to get lucky." Instead, ensure your reps are targeting individuals from your follow-up list who have previously expressed interest or whom you've decided are worth future discussions. 2. Refine Your Messaging Often, messages are packed with value statements that can overwhelm prospects, leading them to disengage simply to preserve their self-image by ending the call with a polite "thanks, we're all set." Streamline your messaging to avoid this, ensuring it is clear and direct but not overpowering. Make sure your messaging is effective and free of any structural or psychological flaws that could impact its success.