“I’m dealing with COVID.”

“Call me back in a few months.”

If you’re cold calling, you’re hearing these objections.

And they’re code for: “I don’t have time to hear about your BS solution that doesn’t align with what I’m working on right now.”

“But my solution should be a top priority for you!”

You don’t say it. But you’re thinking it.

That approach doesn’t work well. But it’s how most salespeople prospect.

When’s the last time someone outside of your organization convinced you to completely shift your priorities?

What’s more effective is aligning WITH your prospect’s priorities.

And looking for evidence of what they care about.

Things like:

✅ Initiatives or accomplishments listed on their LinkedIn profile
✅ Company values
✅ News related to M&A, expansion, or contraction
✅ CSR initiatives

32 more listed in the image you can use as reasons to start conversations with prospects.


Don’t compete with your prospect’s priorities. Align with them.


PS – Becc Holland and I are jamming on sequencing strategies the Chorus.ai team uses to produce 80%+ open rates, 35-40% reply rates, and 15-25%+ conversion rates into meetings.

Sign up for Becc’s talk here.


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.