#567 - How to Turn Cold Outreach Into Real Conversations | Adia Toll

In this episode we take how Adia Toll engineered a 72% reply rate by shifting from pitch-first selling to conversation-first prospecting and the exact systems behind it. ACTIONABLE TAKEAWAYS: Grind → optimize → automate (GOAT framework): Manually run your entire outbound motion first, then optimize each step before automating so you scale what actually works. Focus on one metric at a time: Pick a single KPI (like reply rate), reverse engineer it, and ignore everything else until you 10x it. Prioritize conversations over meetings: Start simple, human back-and-forth dialogue first—meetings come easier once rapport is built. Don’t scale bad outbound: Avoid “spray and pray” automation—optimize for quality conversations, not activity volume. ADIA'S PATH TO PRESIDENT'S CLUB: First Sales Hire at AskElephant 150-250% of Annual Quota as a rep. SDR to SDR Manager to Head of Sales Development in 4 years These Courses Will Get You to President’s Club: Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8  Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits: ⁠http://bit.ly/4nZwvO5⁠ Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

The sales leadership lessons that changed how Mark Kosoglow leads and scales teams. Mark Kosoglow shares 3 moments that reshaped how he coaches, manages, and hires. Stop creating busywork. Protect rep selling time. Use PIPs to coach, not to quietly fire. Hire for traits, not past success. Train the skills. Great leaders win with clarity, intent, and strong systems. Timestamps: 00:00 Intro 00:35 I don't know what I'm doing 04:09 The PIP fiasco 07:08 Going 0/10 on hires 11:00 Outro These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Kade Hinkle breaks down a repeatable LinkedIn outbound system that turns cold prospects into warm conversations before you ever send the pitch. 🎙️ ACTIONABLE TAKEAWAYS: Use video follow-ups instead of long text: Short, personalized videos cut through inbox noise and make your outreach feel human, leading to higher reply rates from senior buyers. Run the 30 connection rule daily: Sending 30 targeted connection requests per day builds pipeline, increases surface area for conversations, and keeps you top of mind through LinkedIn content. Warm prospects before pitching them: Engage with posts for 1–2 weeks to build familiarity so your eventual outreach feels earned instead of cold. Add value in every outbound message: Share specific ideas, signals, or use cases upfront so prospects get something useful even if they never take the meeting. KADE'S PATH TO PRESIDENT'S CLUB: Never missed quota. For 10 months straight. Promoted to Commercial SDR after 7 months SDR of the year @ Common Room in 2025. These Courses Will Get You to President’s Club ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Full video here Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time. No script no safety net just raw dials real objections and live pipeline building. Watch how Alex turns cold calls into real conversations using sharp positioning and tonality. Real pressure real stats and a behind the scenes look at what it actually takes to book meetings. Timestamps: 02:15 Early rejection handling 06:30 First meeting booked 12:00 Mid session strategy adjustments 18:30 Handling longer conversations and disqualifying prospects 24:00 Rapid fire dialing 28:30 Results breakdown These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room. 🎙️ ACTIONABLE TAKEAWAYS: Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance. Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making. Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching. Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy. In this 30MPC Masterclass, Mark Kosoglow breaks down a repeatable, no-BS system for running deal reviews that actually move deals forward, not just talk about them. He walks through the exact sales stages, forecast methodology, and coaching framework that align reps and managers around real execution. You’ll learn how to eliminate “story time,” identify true deal risk, and create next steps that drive outcomes every single week. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems 🎙️ ACTIONABLE TAKEAWAYS: Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them. Model the behavior you expectLeaders should demonstrate the same frameworks (e.g. upfront contracts, structured thinking) in coaching and team meetings. Set “realistic but uncomfortable” goals with proofUse past data + missed opportunities to show exactly how higher targets are achievable. Coach leaders with a consistent scoring rubricStandardize feedback (what worked, what didn’t, next steps quality) so performance is measurable and repeatable. These Courses Will Get You to President’s Club: Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8   Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

They almost got shut out of the deal, then closed $3.6M anyway. Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal. This is a real, unfiltered look at how enterprise deals actually get done at the highest level.You’ll learn how to sell your way into closed doors, manage massive buying committees, control complex evaluations, and negotiate when the deal gets ripped out from under you. These Courses Will Get You to President’s Club : Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8 Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits – http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

The Perfect Outbound Sequence Template Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead of ignore. If your outreach is getting ghosted, this is the playbook to fix it. 🎙️ ACTIONABLE TAKEAWAYS: Lead with the problem, not your product: If you can’t clearly articulate the exact problem your buyer is experiencing right now, your outreach will get ignored—every time. Create intrigue → then interest (two sales): First, make them stop (“this might be me”), then make them care enough to respond—don’t jump straight into pitching. Use problem → root cause → impact → CTA: Call out the problem, explain why it’s happening, show the business impact, then invite them to solve it. Call out why they haven’t fixed it yet: The real unlock—if you can name the blockers keeping them stuck, you instantly build credibility and get them thinking. These Courses Will Get You to President’s Club ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Most sales reps try to memorize dozens of objection responses. That’s a mistake. Just 5 objections make up roughly 74% of what you’ll hear on cold calls. This episode breaks down those 5 objections and gives you simple, repeatable cold call scripts to handle each one without overthinking it. The goal isn’t to close on the cold call. The goal is to earn the next step. Master these 5 objection handling frameworks and you’ll be prepared for the majority of calls you make. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: 18 Cold Call Objections and How to Handle Them Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube