Most top-performing reps don’t enjoy prospecting.

They accept that it’s hard. That most of the time it sucks. And if they only prospect when they “felt” like doing it, it’d never happen.

Instead, focus on accepting that it’s hard. And if done consistently, it’ll pay huge dividends.

My man Nick Cegelski came on the podcast to jam on cold calling.

He said something I really resonated with: “You have to retrain your brain to move towards hard and difficult things.”

You have to create associations in your brain that doing hard things generates positive outcomes. No different than how a top athlete approaches conditioning.

If you’re looking for some motivation to pick up the phone, make sure to listen to this one.


Listen to full interview in iTunes and Spotify.


Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • LinkedInConnect with me for #DailyProspectingTips.
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Prospecting Boot Camps. A 6-week program to help you or your team land more meetings with your ideal clients.