Ben Kadory

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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If you’re broke right now but want to make $100K fast… THIS is exactly how to do it step-by-step with outbound prospecting… Let’s say you have a product you are selling and your Average Order Value (AOV) is $5,000. You want to make $100,000 as quickly as possible. That means you need: $100,000 ÷ $5,000 = 20 sales. Now let’s talk about the coversion math. Outbound prospecting averages: 3% conversion from cold lead → meeting 20% close rate from meeting → closed won So, how many leads do you need? Sales needed: 20 sales Meetings needed: 20 sales ÷ 20% close rate = 100 meetings Leads needed: 100 meetings ÷ 3% meeting rate = 3,334 leads If you want to do this in 90 days (3 months): Leads per month: 3,334 ÷ 3 = ~1,112 leads/month Meetings per month: 100 ÷ 3 = ~34 meetings/month Sales per month: 20 ÷ 3 ≈ 7 sales/month So here’s the action plan to make it happen: 1. Pick your niche and build your target lead list using SeamlessAI. Get contact info for all your your ideal customer profiles. 2. Build a list of 1,112 leads per month using tools like Seamless.AI. 3. Outreach daily via cold email, cold calling, and LinkedIn to hit the 3% meeting rate. 4. Run tight sales calls so you close 1 in 5. 3,334 leads → 100 meetings → 20 sales → $100,000. If you’re broke….outbound is your fastest path to six figures. All you need is a list, a script, and the hustle to put in the dials and emails every day. Like and comment below if outbound prospecting changed your life. Also drop any other outbound tips you have to raise the tide and help others close more opportunities faster… lets level up together. PS -> about to hit 90k followers! So damn grateful! If you haven’t tapped that follow button do it now! Forever grateful.

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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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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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Cold outreach isn’t broken, your logic is. Modern buyers still respond to outbound: → Teams using logic-driven workflows average 8–12 % positive replies and <10 % no-shows. So why do most sequences flop? Because one of these variables hits zero: R = f (A, M, C, F) A – Audience Fit: ICP × timing × problem awareness M – Message Relevance: context per contact C – Channel Mix: LinkedIn + email + voice + DM F – Follow-up Logic: conditional branches for reply / silence / no-show If any variable → 0, the result → 0. 🔻 Where the equation breaks 🟥 Scraped lists (A = 0) 🟥 “Hi {{firstName}}” mass mail (M = 0) 🟥 One-channel spam (C = 0) 🟥 “Just bumping this…” sequencers (F = 0) How to fix it ✅ A: Filter for live intent (funding, hiring, topic signals) ✅ M: Personalize around their pain, not their title ✅ C: Orchestrate LI → email → voice note → DM ✅ F: Branch flows • Positive → calendar + value primer • Curious → case proof + question • Silent → new-angle bump with fresh insight Target outputs - Pipeline ≥ 3× quota - Positive replies ≥ 10 % - No-shows ≤ 10 % Miss a metric? Audit A, M, C, F never blame the channel. Want the full worksheet? Comment LOGIC or DM me and I’ll send the appointment-setting blueprint + diagnostic sheet. #Outbound #SalesEngineering #GTM #RevenueOps

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There's 4 levels to next steps after a sales call. Most reps are stuck on Lvl 1. While Lvl 4 closes deals 30% faster. Here's the Lvl 4 progression guide: 𝗟v𝗹 𝟭: "What do you recommend as next steps?" Hands over control. Invites a non-committal response. 𝘛𝘩𝘦 𝘋𝘰𝘸𝘯𝘴𝘪𝘥𝘦: you often get, "We'll circle back internally." Momentum killed. 𝗟v𝗹 𝟮: "Can we meet next week to walk through the implementation plan?" Proposes a firm anchor and requires a clear yes/no. 𝘛𝘩𝘦 𝘋𝘰𝘸𝘯𝘴𝘪𝘥𝘦: If the prospect can't commit to a yes, you often don't know if they have lack of authority/intent or are genuinely busy. Often ends with a weak suggestion as an alternative. 𝗟v𝗹 𝟯: "At this stage, folks typically schedule a technical deep-dive with C-level stakeholders. Would you like to set that up?" Brings in your own experience with buyers like them rather than forcing it. If the prospect responds with a no, gives an easy way to ask, "what's blocking?" to surface unanswered questions. 𝗟v𝗹 𝟰: "As you mentioned earlier in this call, you typically move to a scoped evaluation. Did you want to set up some time for scoping next week?" Similar to Lvl 3, but the magic lies in anchoring to 𝘵𝘩𝘦𝘪𝘳 buying process, not your sales process. This only works if you qualified for their buying process earlier in the call. "How do you typically buy software in Dept A at your company?" 𝗕𝗼𝗻𝘂𝘀: Embrace urgency. "I have a slot open tomorrow afternoon to get you set up. Does that work?" Leading the buyer isn't about pressure; it's about providing a clear path forward. Align your sales process with their buying process, and propose next steps that move things forward for both parties. P.S. Reps and leaders can track quality of next steps on Sybill and get a weekly report on coaching areas on this aspect. I'll share how in tomorrow's post.

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