That’s right. We prioritize the outcomes we want, instead of what the buyer wants.

And that’s just not how it works when you interrupt a prospect with a cold email or call.

They didn’t opt-in to that experience. But if we give them what they want, it increases our chances of getting what we want.

You have to do it in that order.

 came on the podcast to talk about creating experiences for our prospects.

Driving curiosity instead of using stock, boring, templated scripts.

And his clients are killing it at The Sales Rebellion.

They don’t reach out to 100 prospects to land a few meetings. They laser-target a dozen accounts and land meetings with half or more of them.

See the slides for the highlights from our interview.


Listen to full interview in iTunes and Spotify.


PS – Dale is also joining us on the Think Outside the Script summer virtual tour. He’s talking about how to create experiences for your prospects to land more meetings.

All-access pass 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.