Your Sales Reps Are Spending 60% of Their Time Not Selling — Here's How to Fix It | Ep 338

Cold calling isn't dead, that's the biggest myth in B2B sales right now. We pulled our three most-watched cold calling and sales outreach episodes and found three hard truths about what actually works and whether or not cold email is dead in 2026. Truth 1: Cold calling still works. We called C-suite CFOs at enterprise organizations, from a mobile, no dialer, and got an 80% contact rate. Truth 2: You're selling to nobody. If your team's answer to "who's your ideal client" is "we serve everyone," your messaging is speaking to no one. Truth 3: Your network isn't a system. Founder-led sales gets you to two million in revenue, then you hire and discover there was nothing to actually hand over. What you'll learn: → Why un personalized outreach is dead, not cold calling itself → Why a multi-channel cadence (call, email, missed-call text, LinkedIn) beats any single channel alone → Why most companies still don't have a real ICP, and why that's the actual root problem → Kotter's 8-Step Change Model for driving adoption of any new sales process internally → Why "client acquisition is a system, not a hustle" ties all three truths together This is a myth-busting recap built on what actually happened in real calls and real deals, not opinion. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault 🎧 Listen on Spotify: https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. New episodes every Thursday. 🎧 Listen to the podcast on other platforms: YouTube: https://bit.ly/4wFY574 Spotify: https://bit.ly/4fxaMuJ

This is a sales leadership story that starts nowhere near a boardroom. Before running commercial strategy for one of the world's largest logistics companies, Travis Brooks-Garrett had to sell just to get by. Travis is VP of Commercial at DP World, moving roughly 10% of global trade through its ports, warehouses, and transport assets. In this episode, Luigi and Regan sit down with him to unpack what actually separates sellers who thrive in chaos from sellers who freeze. What you'll learn: → Why relationships aren't built when times are good — they're built in the furnace of when things go wrong → Why "transactional" doesn't survive in today's market, and what partnership actually looks like instead → The real difference between price and value, and why both matter equally → Why the best commercial operators combine relationship skills with the ability to present hard numbers → How Travis uses AI as an "equalizer" for his old-school, relationship-led sellers → Why he cares more about outputs than inputs, and what that means for how he manages a team → How to find "quick wins" to build trust and momentum inside a struggling team → What he actually looks for when hiring "deal makers" versus sellers who just talk a good game → Why he believes there's no such thing as a truly lost deal, only deals that come back later This is a real conversation about sales leadership under pressure, not theory. If you lead a commercial team through any kind of disruption, this one's for you. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. Watch on YouTube: https://www.youtube.com/@revenueleaders

Most reps end a discovery call and just send over their notes. That's the mistake. In episode three of this mini-series, Luigi and Regan break down how to deliver a discovery call brief that actually moves deals forward — not just documents the conversation. What you'll learn: → Why a raw meeting summary leaves the buyer to do all the interpreting — and why that's backwards → The exact structure: executive summary, problem statement, current state, future state → Why sharing the brief as an editable document (not a static PDF) drives real collaboration → How the brief becomes the foundation for your proposal and internal buy-in with the buying committee → Why adding real metrics (not made-up ones) is what separates a "nice to have" from a must-fix → The trust-building reason you won't get commercial data in the first meeting — and how the brief earns it over time → A real example of how one rep's discovery brief process led directly to a dramatically higher win rate from proposal to close → The warning about letting an LLM invent numbers in your brief — and why you always double-check it This is a practical, tactical breakdown of the follow-up step most reps skip entirely. Stick around to the end for free templates and access to the Growth Forum community. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

Winners don't ask more questions in discovery. They ask fewer — and go deeper. In episode two of this mini-series, Luigi and Regan break down the art of the discovery call question: which ones build trust, which ones create defensiveness, and why the single most common question type sellers reach for is the one to avoid. What you'll learn: → Why "why" questions create tension and put buyers on the defensive → The difference between closed, open, and "thoughtful" trigger-verb questions → Why 80% of sales questions are current-based, and why that's the wrong focus → How to build your discovery call questions around past, current, and future buying stages → How to figure out where a prospect really is in their buying journey → Why identifying the buying committee changes your entire discovery call question list → How updating your discovery brief after every touchpoint keeps your problem statement sharp This is a practical, tactical episode built on real call examples, not theory. Stick around to the end for access to the CoachPilot community with live coaching and a free template covering dozens of discovery call questions across past, current, and future stages. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

Discovery call questions matter, but most reps get the sequence wrong. The meeting is actually won or lost in the first few minutes, before a single discovery question gets asked. In this episode, Luigi and Regan launch a new mini-series breaking down the exact process from initial meeting to signed contract. This episode covers the first meeting structure that determines whether a deal progresses or dies before it even gets going. What you'll learn: → Why 80-90% of prospects research you before the call, and what that means for your personal brand → The give before you extract principle and why it triggers the law of reciprocity → Why leading with this is what I do kills momentum in the first meeting → The stage zero research that changes the entire dynamic of a call → How to structure a first meeting: research, intro, discovery or insight, social proof, next steps → Why qualifying someone out in the first meeting is a win, not a loss → How to avoid the interrogation feeling that kills trust in discovery calls → The exact next-step framework that keeps deals moving instead of going cold This is a practical, tactical episode built on real call examples, not theory. Stick around to the end for access to the CoachPilot community with live coaching and templates that build directly on this episode. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

AI for sales is everywhere right now, but most of it is noise. This episode is about what actually works: AI sales coaching that lives inside a rep's daily workflow instead of sitting unused in a Google Drive. After 18 months of building, Dave, Luigi and Regan officially launch CoachPilot on this episode of Revenue Leaders. It's the AI coaching layer that sits on top of your CRM and coaches every rep on every deal, live. The three of them have spent decades in sales, built hundreds of playbooks, and onboarded over 200 SDRs for companies like Stripe. They kept hitting the same wall: even the best playbook fails because it never lives in the rep's daily workflow. CoachPilot is their answer. What you'll learn: → Why the number one problem in every sales org is adherence to the sales process, not talent → The playbook problem: why even great playbooks end up sitting unused → What a day in the life with CoachPilot looks like: morning briefings, live call coaching, post-call CRM updates → The live coaching sidebar that prompts you on objections, pacing, and talk ratio mid-call → Why they built their own call recorder instead of integrating with existing tools → The four IP layers: forecast score, coaching score, deal score, and methodology score → Gartner's 2.8x revenue stat: why action-based AI paired with humans beats AI alone → Why AI can't replace sellers in complex, multi-stakeholder deals → The 50% unapproved AI usage problem inside sales teams and why governance matters → Who CoachPilot is NOT for: the honest ICP conversation most founders avoid Whether you're a founder, sales leader, or rep, this is a rare inside look at why three sales veterans killed their own consulting business model to build a product. ⭐ Learn more about CoachPilot: https://coachpilot.com Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. New episodes every Thursday.

Most outbound motions are built the same way: build a big list, blast everyone, hope something converts. It doesn't work anymore — and Regan and Luigibreak down exactly why. In this episode, they unpack the modern outbound motion they're building at CoachPilot — how they monitor 2,200 companies in real time, narrow their active prospect list down to 292 trigger-based targets, and why a cold call with no meeting booked is never actually a failed attempt. This is one of the most tactical episodes Revenue Leaders has recorded — no frameworks, no theory, just the exact system they're running right now. What you'll learn: → Why blasting your full ICP list is the fastest way to destroy your conversion rate → How to use firmographic and technographic filters to find your top 50 in-market prospects → The trigger-based prospecting system that monitors 2,200 companies and surfaces 292 active targets → Why a failed cold call is still a win — and how to extract value from every touch → The relationship funnel that runs parallel to your outbound motion and closes deals before the first call → The human-nonhuman touch framework that builds trust invisibly over months → Why AI-generated outreach is getting easier to spot — and the one tell that kills credibility instantly → The manual step you should never automate no matter how good your tools get → Why outbound will always be the dominant lead channel even in a world of inbound and events → How to build a trigger waterfall specific to your industry and ICP If you're an AE, BDR, or sales leader and your outbound isn't converting — this is the episode that changes how you prospect. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

According to Salesforce, 60% of a sales rep's time is not spent selling. If you've got someone on $200K, a significant portion of that salary is going to admin — not revenue. In this episode, Dave and Regan dig into the most offensive stat in sales right now, where that time is actually going, and the exact steps sales leaders can take to get admin time down to 5% — without buying another tool. What you'll learn: → Where the 60% of lost selling time actually goes — the breakdown will surprise you → Why 5% admin time is the real goal and what a rep's week looks like when you get there → How to treat your revenue operations like an F1 car — always looking for 1% improvements → The difference between what a high performer does vs a low performer and what it tells you about admin → Why reps default to data entry when they don't know their next step → The internal bureaucracy silently killing your team's selling time → How AI cold outreach and personalized list-building is changing what's possible for sales teams → The one thing you can do right now without buying another tool → Why sales enablement starts with removing noise — not adding more tools If you manage a sales team and you're pushing activity metrics instead of fixing the system — this episode is for you. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

How do you sell software to an industry where Google Maps and Sales Navigator don't even work? Freddy Galindo built Sprint Suite, a SaaS platform for mining contractors, after watching his family's mining services business get buried in spreadsheets and manila folders. Today he breaks down how to scale a SaaS business in a vertical that doesn't operate like tech at all — including why his team drives around taking photos of companies just to find them. What you'll learn: → Why Freddy's team prospects by driving around taking photos of companies (no websites, no digital footprint) → The discovery process that works when your buyer has never used SaaS before → Why flying SDRs to mine sites changed their entire sales motion → How AI made development a commodity — and where Freddy is reinvesting instead → Why "stop managing the process, start managing the business" is the real value proposition → The hard lesson about saying yes to every opportunity in the early days → Why being coachable is the one trait Freddy looks for above all else → What expanding into the Canadian market taught him about adapting a sales motion If you sell into an industry that doesn't operate like tech — this conversation will change how you think about your go-to-market. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.

You've been posting. Building followers. Showing up consistently. Then LinkedIn changes the algorithm — and overnight, your reach drops to nothing. In this episode, Dave and Regan expose the uncomfortable truth about building your brand on a platform you don't own — and the real strategy that's still generating booked calls, inbound leads, and pipeline in 2026. What you'll learn:→ Why LinkedIn stripped Dave of his Blue Tick (and what it reveals about the platform)→ The algorithm change killing reach for people with 10K, 25K, even 100K+ followers→ Why building on someone else's platform is the biggest hidden risk in sales→ The "manual connection ritual" generating real inbound without paid ads→ How to train AI to write content that sounds like YOU — not generic slop→ Why your best prospects never like your posts but are still watching and buying→ The one message 99% of reps never send after connecting on LinkedIn→ The Alex Hormozi consistency lesson every salesperson needs to hear→ Why quitting after 2 weeks is the #1 reason LinkedIn never works for you If you've ever wondered whether LinkedIn is actually worth it — this episode gives you the honest answer. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.com/vault Follow us:https://www.instagram.com/davidfastuca/https://www.linkedin.com/in/luigiprestinenzi/https://www.linkedin.com/in/reganbarker/https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue LeadersA podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.