kevin hopp

Colin Mitchell welcomes back Kevin Hopp to dig into the importance of calling culture in outbound sales. This is the episode that gets down and dirty around the misconception that cold calling is dead and the rise of AI in sales. Kevin shares his expertise in helping teams improve their phone conversations and connect rates. They also touch on the challenges of building a strong calling culture in a remote or hybrid team.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Kevin Hopp (Founder,  Hopp Consulting Group)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

Colin Mitchell welcomes back Kevin Hopp to dig into the importance of calling culture in outbound sales. This is the episode that gets down and dirty around the misconception that cold calling is dead and the rise of AI in sales. Kevin shares his expertise in helping teams improve their phone conversations and connect rates. They also touch on the challenges of building a strong calling culture in a remote or hybrid team.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Kevin Hopp (Founder,  Hopp Consulting Group)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Kevin Hopp, founder of Hopp Consulting Group and host of Hopp on Calls. They discuss Kevin's background in sales, from his first job as a cashier to becoming a successful account executive and now a prolific sales coach. Kevin also talks about the changing sales environment, the challenges of technology, and the importance of being good at your job in sales. This is a conversation that highlights so much about the experiences of an entrepreneur and the importance of resilience in the tech industry.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Kevin Hopp (Founder,  Hopp Consulting Group)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Kevin Hopp, founder of Hopp Consulting Group and host of Hopp on Calls. They discuss Kevin's background in sales, from his first job as a cashier to becoming a successful account executive and now a prolific sales coach. Kevin also talks about the changing sales environment, the challenges of technology, and the importance of being good at your job in sales. This is a conversation that highlights so much about the experiences of an entrepreneur and the importance of resilience in the tech industry.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Kevin Hopp (Founder,  Hopp Consulting Group)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

Trent Dressel is a sales professional and YouTuber known for his expertise in cold calling and sales development. He started his tech sales career in 2018 and quickly rose through the ranks, eventually generating $1.54 million in recurring revenue in his first nine quarters as an account executive. Trent now shares his knowledge and experience through his YouTube channel, where he provides valuable insights and tips for sales professionals.

In this episode of The Call Guys, hosts Kevin Hopp and Ronen Pessar are joined by Trent to share his journey from being a low-performing sales development representative (SDR) to becoming a successful account executive. He emphasizes the importance of volume in sales and the need to make a high number of outbound calls to achieve success. Trent also discusses the benefits of working at a larger, more established company and the value of loyalty in one's career. He provides practical advice on how to approach cold calling, including the importance of understanding your ideal customer profile and buyer personas. Trent also challenges the common belief that extensive research is necessary before making a call and shares his strategy for maximizing productivity and results.

HIGHLIGHTS QUOTES

“If you can get in close to 7:30 and start calling right around that 7:45-ish time frame, you just gotta come in and not look at your email, pull up your outreach and start making calls to start your day.” - Trent Dressel

“Not all objections are worth overcoming, but we're not here to sell you anything. We're not trying to change anything. I just want to see if I can help and I can't do that if we don't meet, let's just meet.” - Trent Dressel

“You're not just calling to call it, if they say, 'Hey, you got to go generate five meetings a month, X amount of pipeline, make all these calls,' you got to make sure those inputs will yield the best results possible.” - Trent Dressel

Find more about Trent Dressel:

LinkedIn: https://www.linkedin.com/in/trentdressel/

Connect with The Call Guys:

Kevin Hopp: https://www.linkedin.com/in/khopp/

Ronen Pessar: https://www.linkedin.com/in/rpessar/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101/

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, the focus is on sales development and building high-performing outbound sales teams. The hosts share their expertise and discuss the importance of cold calling, leveraging channel and partner relationships, and the art of sales conversations. They emphasize the significance of social selling and having a strong presence on LinkedIn. The episode concludes with valuable lessons and takeaways for successful cold calls. The podcast is sponsored by Connect And Sell, a sales acceleration platform.

HIGHLIGHT QUOTES

The Power of Sales Conversations. “Cold calling is really about sales conversations. It's dynamic and not just about saying, 'Hi, I sell. Do you want to buy?' It's actually about having that conversation and going back and forth, trying to understand people's businesses.” - Kevin Hopp

Starting with the Warmest Channel. “When it comes to the multi-channel approach, start with the warmest channel possible. If you've got a channel where you know the person engages, answers their phone, and responds to emails, that's where you want to start.” - Ronen Pessar

Connect with The Call Guys:

Kevin Hopp: https://www.linkedin.com/in/khopp/

Ronen Pessar: https://www.linkedin.com/in/rpessar/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, they discuss sales development and the art and science of building high-performing outbound sales teams. They introduce their sponsor, Connect Sell, a platform that enables teams to have more live conversations with prospects. Kevin and Ronen talk about their upcoming cold calls and the types of individuals they will be reaching out to. They also discuss their cold calling bootcamp, a live training program aimed at improving cold calling skills and generating more conversations. The hosts share their personal experiences and insights from their years of cold calling.

HIGHLIGHT QUOTES

The Importance of Follow-up and Consistency - Kevin Hopp: “One of the number one problems in sales is that salespeople forget to follow up. It's the simplest thing. Consistency is key. If you're going to try to really get in touch with somebody and have a conversation with them, you have to follow up. You have to call them multiple times over multiple days.”

The Three-Tiered Tech Process for Cold Calling - Ronen Pessar: “The process really comes down to three things. We can whiteboard this out a little bit... So this three-tiered layer cake that we're looking at on the board, the bottom is your CRM... In the middle, we do recommend you have a sales engagement platform, SCP... But then on top of it, you put Connect and Sell, which is our dialing solution to take actions to the people inside of our sales engagement platform.”

Connect with The Call Guys:

Kevin Hopp: https://www.linkedin.com/in/khopp/

Ronen Pessar: https://www.linkedin.com/in/rpessar/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Jack Knight, who leads SDR BDR teams at Fourth and is a founder of CallBlitz.

They cover various aspects of sales, including cold calling, objections, understanding prospects' needs, and overcoming pain points in different industries. The hosts provide insights and strategies for effective communication and share real-life examples from cold calls made to cloud bolt and restaurant owners. The importance of consistency, active listening, and continuous improvement is emphasized throughout the episode. The show is sponsored by Connect and Sell, a platform that enables teams to have more live conversations with prospects.

HIGHLIGHT QUOTES

Slowing down, having a plan, and continuously improving. - Jack:  “I think one of the things that really separates the way that we teach conversations is the ability to keep the conversation going and not just kind of bowing out at the first “no” or the first “I'm not the right person”. I hope that everybody takes that away as something that they can work on. We had a few things we talked about. I think number one was slowing down. Number two is having a plan. Three is probably working on your lists.”

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Find more about Jack Knight:

LinkedIn: https://www.linkedin.com/in/dontdialalone/

Website: https://callblitz.com/

Connect with The Call Guys:

Kevin Hopp: https://www.linkedin.com/in/khopp/

Ronen Pessar: https://www.linkedin.com/in/rpessar/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast, Kevin and Ronen welcomes Jack Knight, who leads SDR BDR teams at Fourth and discusses his project called CallBlitz. They talk about the challenges of cold calling in the hospitality space and highlight the importance of clean data and smart dispositions. They also mention their sponsor, Connect and Sell, and its benefits for increasing live conversations. Throughout the episode, they share insights from live cold calls and emphasize the goal of starting conversations with potential clients.

HIGHLIGHT QUOTES

Over exaggeration makes them give you a real answer - Jack:  “I like what you said about a hundred percent though, you, you were like, so a hundred percent of your pipeline is coming from these channel partners. I think that over exaggeration resonates really well with the prospect where they'll come back. And because it was an exaggeration, they'll give you the real answer behind that.”
 

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
 

Find more about Jack Knight:

LinkedIn: https://www.linkedin.com/in/dontdialalone/

Website: https://callblitz.com/

Connect with The Call Guys:

Kevin Hopp: https://www.linkedin.com/in/khopp/

Ronen Pessar: https://www.linkedin.com/in/rpessar/

Hone the craft of outbound sales at Cold Calling 101: https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Richard Harris, the CRO and Founder of Inside Sales Expert, discusses the tried and true ways to generate pipelines and what "fishing where the fish are" truly means.

Richard also discusses the importance and overall impact of having a brand, not just for the company itself but even for each individual sales rep to take hold of their own branding. Even more relevant today, he talks about AI and how it's going to affect sales in the coming years.
 

HIGHLIGHT QUOTES

Every rep needs to have a brand and a presence in sales these days - Richard: " I think that's the challenge that companies don't understand is that you need your reps to have a brand. And they have multiple brands, they have the brand of you as a company, they have the brand of themselves as a rep, the content that they should be writing, if they're writing is content related to their career. Yes, they're gonna get hired away don't pretend like they won't. And maybe some content related to being an expert in the field of what your company does."
 

Find more about Richard Harris:

LinkedIn: https://www.linkedin.com/in/rharris415/

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

https://www.linkedin.com/in/khopp/

https://www.linkedin.com/in/rpessar/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Hone the craft of outbound sales at Cold Calling 101.
 

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Chet Lovegren, the Founder of The Sales Doctor. While waiting for calls to go through, they talk about double dials, when is the best time to cold call, and crafting personalized messages after a call when you have to reach another person from the same company.

HIGHLIGHT QUOTES

Why your connect rates are higher at a certain time - Chet: "It's all causation and effect. It's because you're making the most cold calls in that time period. When we had tools that we could look at that, that was exactly the same I go "Wow, we have a 14% connect rate at this time." And then "Oh, look we made 5 times as many cold calls in that hour than we do any time of the day.

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Find more about Chet Lovegren:

• LinkedIn: https://www.linkedin.com/in/chetlovegren/
• Website: https://www.thesalesdocrx.com/

Connect with The Call Guys:

• Kevin Hopp: https://www.linkedin.com/in/khopp/
• Ronen Pessar: https://www.linkedin.com/in/rpessar/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast, Chet Lovegren, the Founder of The Sales Doctor, joins our host duo to jump on calls. They catch a few prospects and eventually end up at a learning point on what to do during the first 10-15 seconds of the call and you get met with an objection.

HIGHLIGHT QUOTES

You can always weave through the first rejection - Ronen: "Sometimes they'll give you a little bit of window to just get in there and just to ask an additional question or pitch a little bit. People are legitimately busy but typically any objection you hear in the first 10-15 seconds is a brush-off objection. Brush-off objections are the kind of objections that we get usually because of how we sound."

Find more about Chet Lovegren:

• LinkedIn: https://www.linkedin.com/in/chetlovegren/
• Website: https://www.thesalesdocrx.com/

Connect with The Call Guys:

• Kevin Hopp: https://www.linkedin.com/in/khopp/
• Ronen Pessar: https://www.linkedin.com/in/rpessar/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Hone the craft of outbound sales at Cold Calling 101:

https://coldcalling101.podia.com/cold-calling-101

On this episode of The Call Guys Podcast, Shane Mahi is back on the show to continue his conversation with Kevin and Ronen on conveying authority with one's tone. Shane also explains how you can turn on your confidence before doing calls and understanding that you just have to show up and get the job done.

HIGHLIGHT QUOTES

Realize that others are not much more important than you so be confident

Shane: "Every single opportunity you have on the phone you have to capitalize on it especially if you're getting paid for it. So why let somebody undermine you or treat you any less than what you believe you are? Be the best at what you can be, show up, and get the job done. "

Breaking down the tone  

Ronen: "People who have authority speak with normal volume. They don't have to have a high pitch like they're nervous or concerned. If you break down what the tones is, slower and the actual volume of it is lower. And the slow and low is a great combo to come off as confident. Slow the pace down and lower the volume"

Get in touch with Shane:

LinkedIn

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

The Call Guys is powered by ConnectAndSell.

Hone the craft of outbound sales at Cold Calling 101.

On this episode of The Call Guys Podcast, we welcome back Shane Mahi, an investor, and advisor to private equity firms who has sold 2 businesses. Today, Kevin and Shane go head-to-head and connect with various prospects, some being more receptive than others. Shane also explains how to recon using a cold call and his game plan after getting a solid referral from the prospect.

HIGHLIGHT QUOTES

Recon on a cold call and get a referral from a prospect 

Shane: "I'll hit up David, I'll say I know there's a number of things floating around the organization around expansion, and let's have a chat. Let's have a chat, I think I have some good ideas to help you grow."

Data in your lists can be unreliable in a matter of weeks or months

Ronen: "What do they say, there's like 50% drop off in your data after how many months? Like 6 months? There's some crazy statistics. It turns over so fast, and now currently with the climate is turning over faster."

Get in touch with Shane:

LinkedIn

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

The Call Guys is powered by ConnectAndSell.

Hone the craft of outbound sales at Cold Calling 101.

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Jed Mahrle, the Head of Outbound Sales at Mailshake, dives deep into cold emailing. Understanding the persona you are reaching out to is critical so you can "talk the talk" of your prospects.

Jed shares their strategy which involves prioritizing the hottest leads who open their emails and messages the most and engaging them in phone outreach after. He also gives quick tips so your emails don't land as spam and other ways to improve overall deliverability.

HIGHLIGHT QUOTES

A good email focuses on only one problem in a sequence - Kevin: "If you want to have a good sequence, because it's obviously not just about one cold email, nobody really books a meeting off of one singular cold email and no other activities around it."

"You have to break it down so that each email only focuses on one specific product or feature. And then that allows you to have a relevant sequence because you can focus on a new problem, a new feature for the rest of the sequence."

Tips to increase email deliverability - Jed: "HubSpot has a really good article on this of like 400 words you should remove in your sequences. If you do that, immediately you should see your open rates go up a good amount. Another one is using a domain warming tool, so there's a lot of them out there."

"But you can basically increase the engagement going on your email to make it look like to Gmail and Outlook that you have a better reputation, and as a result, you'll land in more inboxes. Removing links from your signature."

Find more about Jed:

LinkedIn | Substack

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

Hone the craft of outbound sales at Cold Calling 101.

This episode of the Sales Career Podcast with Kevin Hopp features Lauren Delfino, Vice President of Sales at RxVantage. She digs deep into how she went from slinging magazines to working with B2B businesses and start-ups.

Lauren shares some insights on adjusting to enterprise sales from doing shorter sales cycles and the difference in strategies between the two. She also shares lessons she's gained from laying off employees and being on the other end of the stick as well before that.

HIGHLIGHTS

• From direct-to-consumers sales to B2B and start-ups.
• Shorter sales cycles vs enterprise sales
• Lessons in being laid off

QUOTES

On the work ethic that she demonstrated - Lauren: "I wasn't the best salesperson. I thought I was in my head, but I was quickly humbled. But I did work my tail off. And with working your tail off, as you know, you're getting more at-bats, you're getting practice, you're learning every time you fail and that's what projected my SaaS experience."

It's good to have your own brag book - Lauren: "I wish I would have done a better job of snapshotting things. Not necessarily to show people but at least so I have a record of every accomplishment that I have and have the exact numbers to support it."

Finding SDRs that have low productivity metrics - Kevin: "The thing about sales is if you are not selling, you're not being productive. I think a lot of people confuse busywork and admin work with being productive in sales and there needs to be a healthy mix of lowering the admin work to an acceptable level, let's call it 15-20% of your day. But you should be selling the rest of that."

Find out more about Lauren and connect with her in the link below:

• LinkedIn: https://www.linkedin.com/in/laurendelfino/

You can find and connect with Kevin Hopp in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/

This episode of the Sales Career Podcast with Kevin Hopp features Sahil Mehra, Managing Partner at Darwinian Ventures. He shares about his progression through his sales career and the most difficult sales jobs he's encountered over those years.

He talks about the importance of having a mentor and someone to learn from especially in a sales environment. Sahil also digs into the negative notions around cold calling from both the buyer's and seller's perspectives. He talks about shaping a positive mindset as a leader or rep to eliminate these negative notions.

HIGHLIGHTS

• Challenging sales jobs that Sahil has had throughout his career
• Find someone you can learn from and help you level up your skillset
• Creating curiosity and eliminating the negative notion of cold calling

QUOTES

When sales leaders say they don't have time for call coaching - Sahil: "People's motivations are different. I tend to think that in sales, there probably are more leaders that are more committed to their status and their track."

Everybody needs to be prospecting because it's an invaluable skill - Sahil: "I think that you need 5, 6, 7 years of cold calling to be a beast. You don't even have enough time to be a beast. I'm still getting better, you're still getting better. In 5 years of you doing more cold calling and more coaching, you're going to be 5x better."

Cold calling being associated with the term solicitations - Kevin: "It has such a negative connotation but when I Googled it, the dictionary definition does fit what we're trying to do with a cold call. Because it's just to ask something of somebody. It's not to sell them something, it's just to ask them something."

Find out more about Sahil and connect with him in the links below:

• LinkedIn: https://www.linkedin.com/in/sahilmehra/
• Email: smehra@darwinian.com

You can find and connect with Kevin Hopp in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/

This episode of the Sales Career Podcast with Kevin Hopp features Matthew Provins, CEO at DialPause. He shares his career growth in sales which saw him quickly rise up from an SDR role to a sales leader, and ultimately taking his experience to start his own dialer company.

He recalls how moving to a sales leader role was the most difficult part of his career and how time management was the biggest obstacle during this shift. Matt also comments on the prevailing influencer algorithm of LinkedIn that has less to do with sales leadership and more to do with content creation.

HIGHLIGHTS

• The SDR role is not difficult IF you have a good sales leader
• LinkedIn influencers: Overflowing content with little real-world experience
• DialPause: Creating a dialer to talk to SaaS leaders

QUOTES

Retroactive versus proactive sales enablement - Matthew: "The best way to make sure a rep is enabled to be successful is by giving them the materials that they need ahead of time and replicate those processes."

Be critical of LinkedIn influencers who are gaming the system - Kevin: "You don't have to be loud on LinkedIn to prove that you're a good sales leader. In fact, we're getting further and further away from that being a true indicator of your ability to lead, develop, do really good at your job. It means you're good at content."

Not every sales influencer has real-world results Kevin: "Just because you're good at sales here doesn't mean you're good at human communication in real life." 

Find out more about Mathew and connect with him in the links below:

• LinkedIn: https://www.linkedin.com/in/matthew-provins/
• Website: http://www.dialpause.com/

You can find and connect with Kevin Hopp in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/

This episode of the Sales Career Podcast with Kevin Hopp features Kevin Gaither,  Owner of Inside Sales Expert. KG looks back on his successful sales history and shares nuggets of wisdom about quitting. For him, sometimes it is necessary to quit what you're doing now to achieve even greater success.

He talks about treating people right because they give the best referrals to drive forward your career. KG also discusses how he grew ZipRecruiter using an inside sales team built around processes and metrics so he can avoid being the bottleneck when it comes to decision-making.

HIGHLIGHTS

• Leaving equipment leasing and finance because of unethical practices
• Quit when you're not reaching your success goals
• Be specific about the job you want and it opens up more opportunities
• From $20M to $400M: Growing ZipRecruiter with an inside sales team

QUOTES

Quitting doesn't mean losing if you become more successful afterward - Kevin Gaither: "It's hard for people, Kevin, to realize that sometimes winners have quit in the past. They quit doing the things that they're not successful at in order to focus on things that are far more successful."

Be specific about the sales job you want to get the best referrals - Kevin Gaither: "When you're looking for a job, the worst thing you can say is, 'So do you know of anybody that's looking to hire salespeople?' That's the worst thing you can say. Why? Because it is so nonspecific that literally, nobody can help you."

Create processes so you don't become the bottleneck in solutions - Kevin Gaither: "One of the ways that we became very successful is that we were very process-driven, procedure-driven, checklist-driven, and then of course, on the back end of all that, metrics and data-driven where we were making decisions based on data in conjunction with our experience."

Find out more about Kevin Gaither and connect with him in the links below:

• LinkedIn: https://www.linkedin.com/in/kevingaither/
• Email: kevingaither@gmail.com
• Twitter: https://twitter.com/kevinsgaither

You can find and connect with Kevin Hopp in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/

This episode of the Sales Career Podcast with Kevin Hopp features Shawn Sease,  Founder of 5bynoon and iNeverAnswer.com. He shares his extensive experience in sales and how he learned to sell on relationships and referrals when working in a commoditized market. He also emphasizes the need to do the work when the goal is to grow into the next best version of yourself, as well as the dangers of incentives that make sellers manage towards the metric.

HIGHLIGHTS

• Brewing beer and experimenting with the cannabis industry
• Sell on relationships and referrals to build a book of business
• Sobriety and fitness: Take aim at your goal and set the steps to get there
• Meetings set: Perverse incentives lead to managing towards the metric

QUOTES

Relationships and referrals are the key to selling in a commoditized market - Shawn: "Basically, there's a big difference between the top of the funnel and making these calls between trying to sell people what you do as opposed to helping those people get what they want. You get short-sighted."

Always develop into the next best version of yourself Shawn: "I think the bigger story isn't like “Oh hey! You quit drinking. You quit this. You quit that.’ I think it's more like taking aim at different causes, like taking aim at something, always becoming the next best version of yourself. Shedding skin, burning off the dead wood, things like that. And I don't think that that ever ends."

Moving to full cycle and client acquisition - Shawn: "The question is not ‘How many meetings do you need?’ It's ‘How many X customers do you need by Y amount of time?’ and let's work it back from there. If calling people and asking meetings and doing demos that way works, sure, it's a piece of the puzzle. It's a spoke in the wheel or whatever. But it's gotten to the point where the SDR role has become some holy grail way to do things. And it's not. It's a shit show in a lot of cases."

Find out more about Shawn in the links below:

• LinkedIn: https://www.linkedin.com/in/shawnsease/
• Website: https://ineveranswer.com/

You can find and connect with Kevin in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/