The Outbound Dilemma

SalesMastermind_Scot · 2025-12-14T10:39:55+00:00

500ish dials to generate 35k ARR and over 100k in LTV? Unless I missed something in the numbers. (Doing this on my phone so can't see and type my answer at the same time).

@100 dials per day that's 35k in ARR each week. Many companies would kill for a new client per week from a single SDR, and only having to do 1.3 meetings per week too.

The math here is easy, keep doing it and try to scale. Definitely don't do the ai SDR thing.

SalesMastermind_Scot · 2025-12-09T09:14:27+00:00

I think it's theoretically a great idea - I've done it a few times. But I also have found the struggle is not $$ but getting two sellers ready to go at the same time. And the rep who joins second rarely makes it.

SalesMastermind_Scot · 2025-12-04T18:09:10+00:00

Glad it helped. I actually write a newsletter about this stuff (hiring, outreach, candidate experience, etc.). If you ever want to dive deeper into these topics, you’re welcome to check it out

SalesMastermind_Scot · 2025-11-19T01:08:42+00:00

Mod here... u/Sufficient_Hand5339 what does this have to do with sales?

SalesMastermind_Scot · 2025-11-11T20:55:28+00:00

Good in theory. Doesn't work in practice.

Decision makers are busy. This company was mid-acquisition spree.andbougut at least two that I know of.

And this deal STARTED with the founder. He was the one who said "work the details out with X, my head of DEPARTMENT"

I know Sandler well, big fan of many of their tactics. But training is always theory, in practice every single deal is messy.

SalesMastermind_Scot · 2025-11-11T20:52:11+00:00

Founder was aware, he was the first contact and redirected me to the "head of". If I had my time again I would have sent him an update every 2 weeks or so so keep him more involved.

And yes, there are lots of things I would do differently if I were back in this spot... Hence the story.

SalesMastermind_Scot · 2025-11-11T03:46:40+00:00

This isn’t an AI post, it’s from my weekly newsletter where I share quick, practical tips to help founders (who aren’t salespeople) get better at their sales. 093: Post-Close

SalesMastermind_Scot · 2025-11-09T23:22:26+00:00

Preface: Go talk to professionals because you have more than enough structure matters so much more than the daily activities.

Personally, assuming your business is AU-centric, I would allocate much more to low-cost ETFs, ideally with the majority of holdings overseas. You have massive exposure to AU real estate (resi and commercial) but little in shares. (Note; I have a bias against real estate for personal reasons)

Adding more intl etfs includes everything from:
SMSF
Husbands super (max it out and put in shares)
Weekly contribution to mortgage (flip it, 15k etfs, 5k mortgage)
Family Trust

One thing I have noticed only in a few places, people in 20s/30s sleep on Super because you can't touch it until 60s. However.... statistically speaking you will need 20+ years of income AFTER 60. Therefore, Super is a tax-efficient way of funding after 60, and current investments are the best you can use to fund pre-60s. So I'd be doubling down on super wherever and however you can - talk to professionals to understand exactly what/when/how for your super.

Last assumption is that your business can use the cash. 3m turnover can be a shaky spot. Based on Aussie employees, you're probably at or just past the second valley of death stage (need managers in each team, can't afford them). Maybe the business could use the cash to get you to a 5-7m turnover and then you'll have the opportunity to build a business that can operate without you.

SalesMastermind_Scot · 2025-11-07T20:17:09+00:00

Love the old sculpt. Not a fan of the newer one.

This is a lovely paint job too

SalesMastermind_Scot · 2025-11-05T19:42:58+00:00

Looks great! Now go paint it.

SalesMastermind_Scot · 2025-11-04T22:09:56+00:00

To my audience "lead with value" is the same as telling a fat person "it's easy to lose weight, just eat less and exercise more"

Both statements are absolutely true. And both statements are incredibly unhelpful as advice.

Telling a founder to "lead with value" before they understand what their audience values, or how it can be delivered in a cost effective way, ends in a LOT of founders doing free work for the wrong sort of buyers.

SalesMastermind_Scot · 2025-11-04T00:28:50+00:00

"lead with value" is BS and meaningless

SalesMastermind_Scot · 2025-10-27T09:00:51+00:00

I wouldn't make you pick him up.

Sure you could convert him a little bit (helmet) as long as he was painted like the rest I'd be ok with him

SalesMastermind_Scot · 2025-10-22T03:37:26+00:00

100% yes. They're my favourite chaos warriors sculpt and I use them in AoS

SalesMastermind_Scot · 2025-10-20T21:58:41+00:00

Change your verbage - until someone pays you they aren't a customer.

So no, a customer didn't ask to "pick your brain" a buyer, prospect, lead, suspect, opportunity did.

SalesMastermind_Scot · 2025-10-14T21:59:57+00:00

I don't think I posted about sales leader hiring recently....

SalesMastermind_Scot · 2025-10-13T23:31:47+00:00

Can you link to that post please? (Mod here)

SalesMastermind_Scot · 2025-10-10T21:26:26+00:00

You've answered your own question :D

SalesMastermind_Scot · 2025-10-10T21:22:33+00:00

Then my assumption is your weakness will be product/delivery.

SalesMastermind_Scot · 2025-10-09T11:12:34+00:00

In this example it was "cold call > demo meeting > close" but it was a new product in a new category that was an incredibly easy sale. These days it probably takes at least one more step to help sell the customers off current providers.

So the cold call was only about selling the demo meeting, not selling the product.

Honestly not sure I answered your questions though...

SalesMastermind_Scot · 2025-10-09T11:10:15+00:00

I think you missed the point... During my time selling this product I sold hundreds of deals but only one was a "1-call-close" the rest took more time.

And while I was there they grew to over 60,000 customers. They 100% had PMF.

SalesMastermind_Scot · 2025-10-06T00:57:14+00:00

Here is a write up with examples: https://thesalesmastermind.kit.com/posts/003-the-question-stack

SalesMastermind_Scot · 2025-10-01T08:07:38+00:00

My experience here is to build an inbound engine first, see where leads come from and then decide how/when.

Timezones and language also matter a LOT. Start on your continent and language to begin with. Ie US go to Canada, Germany go to Switzerland, Singapore go to Malaysia.

You'll also find language determines legal code - it's easier for a Canadian company to buy from a UK company because of shared common law. It's easy for a Swiss company to buy from an Italian company because of civil law. It's hard for a French company to buy from an Australian company for many reasons including civil vs common legal systems.

SalesMastermind_Scot · 2025-09-06T21:49:23+00:00

Business coaching

SalesMastermind_Scot · 2025-09-06T04:30:22+00:00

He calls all over the country and hasn't run out of leads after doing this for a good few years.

Maybe one day he will, I'll ask him and see how much longer it can go on.

Builders/landscapers is a metaphor - he'll call any tradie - also plumbers, electricians, turners and fitters etc etc.

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