Quick note before we dive in:

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Now back to the newsletter..

Cold leads will humble you fast.

You think you’re great at sales… until you try closing someone who didn’t come to you.

No intent. No urgency. No context.

And that’s where most reps struggle. Not because outbound doesn’t work, but because they’re running the same sales call they’d use for warm, inbound leads.

That approach breaks immediately.

SALES

You think you're great at sales, until you gotta close cold leads sourced from outbound. 10X harder than inbound. Here's how to adjust your sales calls for cold leads:

1. First, remember they are less interested than an inbound lead.

2. No small talk opener. Remind them how they found you.

3. Hit them with a one-liner on exactly what you do (incl a big promise and why you're different than anything they've tried/seen in your space) along with your #1 social proof statement that lets them know they're talking to an absolute expert.

4. Lower their guard by saying 'this may not be a fit, so I'd love to ask you a few questions about X thing if that's okay?'

5. Brief discovery - important questions only (go for problems/consequences of non-solve, and dream states/goals) > you'll use all that later in your pitch.

6. Expect colder leads to give short answers and be impatient- so you'll need to guess/label their common pains and see them react "most X people like you i work with face A/B/C pain/situation- any of those resonate?"

7. Thread their answers into your solution (positioned as the perfect solve to their problems, so they can hit their goals) *try to use their own words from disco whenever possible.

8. Explain your solution in a logical order of 3-4 steps so they understand A-Z (position it as a 'proven process' that does exceptionally well for {their industry}.

9. Thread in education here too, since you reached out cold they are less aware. Also, ask what they really think so far (looking to understand their #1 objection/hesitation here)

10. Close (ideally create a frictionless start like a free POC, some foot in the door, or a strong urgency promotion to get a quick decision)

And that's how you turn a cold lead into a sale.

HEADLINES

→ Adam Mosseri, Instagram’s CEO, debunked a popular engagement hack. Turns out, reposting a grid post to your stories doesn’t increase reach.

SOFTWARE

✅ Y Interval: Go from idea to launch in under 90 days. No bloat, no endless sprints - just clean design, sharp code, and a product you can actually launch. Trusted by 100+ founders who shipped faster and smarter with Y Interval.

That’s all for today.

Until next time,
Team B2B Whales