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Me: How many dials do your SDRs do every day? 50? 100? Emir Atli: 3,000-4,000. Me: WHAT?!?!? Me: That’s literally 30-40x best practices. Emir: Best practices are for people who want mediocre results. Me: Fair enough. Let’s break it down. How many reps do you have dialing? Emir: We have 5 outbound reps. All hitting 3-4k dials. Me: So 20k/day from a team of 5. That sounds like a SPAM cannon on steroids. Emir: Most founders are afraid of being pushy. We’d rather grow revenue than be polite. Me: Just … Wow. I’ve never heard of anything quite like that. How do you not burn through your TAM in a month? Emir: Most people view their TAM as fixed. I think that’s pure laziness. You can build product for TAM expansion. Most people are just afraid to do it. Me: Tell me more… Emir: We started out SMB SaaS. We expanded to mid-market and enterprise by building features for use cases that were different than SMB. Upmarket was our first TAM expansion. Our second was looking at SaaS and seeing what other verticals had a similar go-to-market motion, that we could service. It turns out that recruiting firms have a CRM and AEs, as do IT companies … and we were able to make some small changes and expand into both of those. Me: That’s incredible. Are you global? Emir: We’re mostly focused on US/UK/Europe/Aus/NZ. Me: What are the SDRs telling these people when they call? Emir: The first thing we’re telling them is that it’s a cold call. The second thing we’re telling them is the most acute pain that we know they all have. It’s like a 10/10 product-market fit in terms of the pain. And everybody has it. Me: What’s that pain? Emir: “Do you struggle with attribution on brand marketing spend?” Me: Oh man. I have that pain. Emir: Of course you do. Everybody is throwing money at all sorts of different things and they have no idea if it’s working. We just call them out on it. Me: How well is this outbound machine working? Emir: We’re generating $74m/yr in pipeline from outbound. Me: I would say that is working. Emir: Of course, and it’s because most Founders would rather sit around and wait for inbound than build a machine that makes 20,000 cold calls per day. Me: Which is why they’re stuck at $2m ARR! ——— The uncomfortable truth? While most SaaS founders are debating whether cold calling is "dead," Emir's team is generating $74M in pipeline … By simply doing MORE of what everyone else is too scared to do at all! Volume beats "best practices" every single time. But most of you reading this STILL won't pick up the phone. I only have one question for you … WHY NOT?!?! P.S. If you want a recording of the entire interview and Emir teaching us about his $74m outbound machine, put “outbound” in the comments and I’ll send it to you. Make sure we're connected.

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Today we're announcing a massive update to Unify for Sales Reps making us the only solution purpose built for AI-empowered sellers   In 7 months with Unify and 2.5 months on Unify for Sales Reps, Spellbook generated $2.59M in pipeline and closed $250K in direct revenue.   New features we're announcing today:   (1) Custom AI Research Prompts - powered by GPT-5 through our Observation Model, reps get instant insights on tech stacks, funding events, and earnings reports. Richer context makes personalization easier and outreach more effective.   (2) Intelligent Reply Handling - get real-time Slack alerts for positive replies our AI classification engine identifies. Reps can leverage custom AI snippets and data variables to respond more quickly and dynamically.   (3) Bulk Task Management - process many tasks at once, allowing reps to complete, skip, or reassign tasks in batches while keeping focus on high-value work.   (4) One-off Play Enrollments - lets reps add specific companies directly into campaigns from Unify or our browser extension. This eliminates the need for CSV uploads or trigger changes.   These new capabilities represent the future we're betting on: Not AI-SDRs. Not churn & burn BDR programs. AI-empowered sellers who combine human touch with AI efficiency.   If you're looking to level-up your BDR performance, I'm dropping a link to book a demo in the comments.

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30-45% of deals today can start inbound if you cut the form step. One click to chat, not “submit and wait”. In five minutes, the buyer gets answers on pricing, you confirm ICP fit, and both sides know if it’s worth moving forward. That’s the difference between closing in two weeks or losing momentum in two months. The old loop: form, SDR call, AE call, another call, was built for sellers. Buyers don’t tolerate it anymore. They expect to qualify and book on their terms, in one continuous interaction. Teams still clinging to static forms and slow email follow-ups are bleeding pipeline they never even see. The shift is here: DM Selling. Intent captured and acted on immediately. The ones doing it are pulling ahead. The ones not doing it are being left out of the AI shift in GTM. That’s exactly why we built Knock AI, to make DM Selling the default.

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How to turn your AEs into a winning team: - product positioning - Discovery training - Command of the message - Great CRM setup - Nice Sales deck - listen to Calls in Gong ^^ tasks split across marketing, RevOps, AE leader, enablement. How to turn your SDRs into a winning team: - map the TAM - learn a variety of decision maker titles - cold calling training - set up email infrastructure - buy and set up multiple data tools - learn copywriting for exec communication - learn about SMTP, DMARC, DKIM - run complex math to determine how many leads are needed - collaborate with marketing for MQL handoff - optimize sequence settings to prevent bottlenecks - validate CRM data to prevent bounce leads - learn LinkedIn strategy for messaging prospects - learn to leave proper voicemails - run discovery on inbound leads - build a variety of sequences - run the math on A/B testing messaging - pass proper notes to the AE - follow up with leads that ghosted the AE - handle phone objections different than email ones - test a variety of tools, and fight for budget contstantly - help SDRs career plan and understand comp plan ^^ worst of all, the SDR manager has to do 90% of this in their own! Then SDRs and SDR leaders are paid less than their AE counterparts. Then when things aren’t working the SDR team is cut while the AE team is trained. How does this make sense? Been saying it for years #SDRsMatter

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CSMs are borrowing techniques from psychotherapy to save renewals. And it's working. The OARS framework comes from therapeutic counseling, but it's perfect for discovery calls. It builds trust faster than any sales technique because it makes prospects feel heard instead of sold to. Here's how it breaks down: - Open Questions. Stop asking "Do you like our product?" Start asking "What's the #1 thing being discussed in your boardroom right now?" Open questions force prospects to think and share real information. Closed questions get you yes/no answers that lead nowhere. - Affirmations. When customers hit milestones, acknowledge it. "You increased automation by 30% ahead of schedule" builds momentum better than moving straight to the next agenda item. - Reflections. This is the secret weapon. Repeat back what they said in your own words: Prospect: "We're drowning in support tickets and need better analysis." You: "So it sounds like you want to extract more insights from your current support system, and you're looking for solutions to do that. Did I get that right?" Reflections prove you're listening and give them a chance to clarify. Even when you're wrong, they'll correct you - which gives you better information. - Summary. End calls by pulling together everything they said, then ask: "What's the next step you think we should take?" When THEY suggest the next step instead of you telling them what to do, they're more likely to follow through. The framework works because it changes us the traditional sales approach that your clients might be used to. Instead of pitching and pushing, you're reflecting and guiding. Most reps ask a question, then immediately ask three more questions because they panic in silence. That turns discovery into an interrogation. OARS teaches you to ask one question, shut up, and let them talk. Then reflect what you heard before moving forward. Chad shared how he used this to save a six-figure renewal during a Sales Assembly session on Customer Discovery last week. The customer had been ghosting emails for weeks. Instead of pitching harder, he asked: "Is there something I should have asked you that maybe I didn't?" The response was a novel about losing faith in the product roadmap and feeling left behind by competitors. That one reflective question uncovered the real issue and saved the deal. Therapists know that people need to feel understood before they'll change their behavior. Customers need to feel understood before they'll renew their contracts.

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So this AE trusted an AI SDR with his pipeline. The result? → 5,000+ messages sent. → 1,000+ LinkedIn requests. → 0 booked meetings. Zero. Even worse, the handful of replies he got were from vendors, not his ICP. This is the inevitable result of chasing scale over connection. Of automating the human part. The crazy thing? The bar to stand out is on the floor. You don't need to mass-spam people to book meetings. You just need to be human. Here's our entire "anti-AI SDR" playbook that books meetings every day for Rehers and Quibbly with just two part-time reps. Feel free to steal it. 1. Find 20 people. That's it. 20 a day. We don't use Sales Navigator. We find active people in our niche by looking at who's liking and commenting on relevant posts. If they fit our ICP, they're in. 2. Don't pitch. Engage. We add them to a tracker and just... engage. For a few days, we'll like and reply to their comments. The goal is simple: show up in their notifications a few times as a real person. This compounds beautifully. 3. Send a blank connection request. After a week of gentle warming up, we connect. No pitch. Just a name. Our acceptance rate is nearly 100%. Why? Because we're not a stranger anymore. 4. The Pattern Interrupt. This is where most people send a wall of text. We send a 45-second native video using Quibbly. It's a game-changer. Here's the script: "Hey John, your post about measuring SDRs by quality over quantity is exactly why I'm sending this video. Figured it's better to show than tell, right? This is how we try to stand out. I'm using a tool called Quibbly that lets me record this right here in LinkedIn. No big pitch, just thought you'd appreciate the different approach. Great to be connected!" That's it. No hard sell. The result is a 60% reply rate. But replies aren't meetings. Not yet. Remember the Chet Holmes pyramid: only 3% are ready to buy now. Our video's job isn't to sell; it's to cut through the mental spam filter and start a conversation. 5. Play the long game. Now that we have a conversation, we stay top of mind. We keep engaging with their content. We follow up once a month, then once a quarter. The sale you close in 90 days starts with the human connection you make today. Stop spamming. Start connecting.

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