David Lawrence

Cold calling just got a data upgrade that changes the math. Cognism's 2025 data: verified contacts hit 13.3% answer rates. Warm AE calls? 14.4%. The gap collapsed. Not because reps got better at scripts. Because intent signals and verified data turned cold dials into warm opportunities. This isn't incremental. It breaks the "cold = low yield" assumption that shaped every outbound playbook for the last decade. If your call strategy still treats every prospect as equally cold, you're leaving pipeline on the table. The new constraint isn't willingness to dial. It's access to the right signals before you pick up the phone.

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“Our average rep hits 50% of quota.” Oof. That's not a rep problem. It's a process problem. If your SaaS sales team's performance is consistently unpredictable, you’re missing real gaps in your ops. Reps manually scoring leads in outdated CRMs. No automation for routing or segmentation. Etc. AI can help, but before you add it to the mix, you need to define 4 things for every sales process: ⭕ Who is responsible for the process  ⭕ What tools are used to execute, track, and facilitate the process ⭕ The value the process brings to the organization  ⭕ The cost of the process Analyze these details and you can to identify gaps that AI can help close. Performance doesn’t break at the report. It breaks in the workflow. Fix the gaps first. Then AI can do what it’s supposed to: make the system even smarter. ➕ Follow for more insights on using AI in your SaaS ops.

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END THE SELLER'S DILEMMA Most reps spend 65% of their time on admin work leaving only 35% for selling activities. Stop having to decide between admin work and selling with Scratchpad. Create AI Prompts for Agents to automatically update Salesforce with MEDDIC, Next Steps, or whatever your process requires. AI Input Grading makes sure fields are updated with appropriate context and quality. Ask AI answers any question about any deal and generates Executive Summaries in seconds for faster collaboration and better visibility. See how it all works at the 🔗 👇 #Sales #AI #Revenue

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A problem SDRs face all the time... Outbound teams can easily spend 10-15 minutes bouncing between tabs just to get enough info to prepare for their next cold call. So, how do you cut the time and prep for your cold calls in just 15 seconds? It's simple: Let AI handle the prep, not the pitch. AI shouldn’t write your personality. But there's no reason it can't remove the busywork. This video shows exactly how to tackle this problem. Click here for the full play 👉 https://lnkd.in/esh-Pzag #ColdCalling #AI

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CSMs aren’t sales reps. In fact, most chose the CS path because it’s *not* sales. And that’s exactly what makes them powerful revenue drivers. Customer success was never about chasing quotas. But today, CSMs are being asked to deliver growth and protect the customer experience. No wonder so many feel caught between a rock and a hard place – between helping *and* selling. Here’s how the best CSMs are turning that tension into their superpower. 👇 https://lnkd.in/eYQ4ZzG2

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80% of tech sales reps fail this interview test. When asked to prove their quota history, most reps have nothing verified. Here’s what that leads to: - Top candidates getting passed over for “internal hires” - Your biggest wins reduced to resume bullet points - You answering the question in STAR Format and sounding like a robot I’ve heard this from dozens of sales leaders and candidates everyone is frustrated right now That’s why I’m building VeriDeal, to help reps verify deal history with buyer-backed proof. No more guesswork. No more credibility gaps. No more quota inflation wars. try it out

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Most sales reps trigger resistance without realizing it. It's not their fault. But it's still a problem. The top 1% of salespeople know a secret: they get prospects to lower their guard. Here's the strategy to open the conversation and dive deeper. Imagine this scenario: A prospect shares their emotional pain or problem. Now, here’s how to engage them: 1. Ask: "How long has that been going on?” 2. Follow up with: "So, you've had this issue for 18 months. Has it impacted you or your business?" 3. Most likely, they’ll admit it has. Here’s where you dig deeper: 4. Ask: "In what way, though?" This is your chance to introduce NEPQ probing questions that reveal more: → "What do you mean by that?" → "Can you tell me more about it?" → "What does that mean for you when it happens?" → "Can you unwrap that for me?" These questions do two powerful things: 1. You show genuine concern for their problems. 2. The prospect reflects on how these issues affect them. By doing this, you create internal tension—an urgency for change. This urgency makes closing the sale much easier. Remember, the goal isn't just to sell. It's to understand and connect. Next time you’re in a sales conversation, use this approach. You may be surprised at the results. What’s your go-to question to get prospects talking?

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Manual prospecting drains time. Automated prospecting builds pipeline. Teams embracing outbound automation aren’t just working faster—they’re compounding smarter. The difference? A repeatable flow that feeds your reps warm, high-intent conversations every single week. #OutboundAutomation #RevOps #FutureOfSales

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