Ilija Milutinovic 🫆

Me: How many dials do your SDRs do every day? 50? 100? Emir Atli: 3,000-4,000. Me: WHAT?!?!? Me: That’s literally 30-40x best practices. Emir: Best practices are for people who want mediocre results. Me: Fair enough. Let’s break it down. How many reps do you have dialing? Emir: We have 5 outbound reps. All hitting 3-4k dials. Me: So 20k/day from a team of 5. That sounds like a SPAM cannon on steroids. Emir: Most founders are afraid of being pushy. We’d rather grow revenue than be polite. Me: Just … Wow. I’ve never heard of anything quite like that. How do you not burn through your TAM in a month? Emir: Most people view their TAM as fixed. I think that’s pure laziness. You can build product for TAM expansion. Most people are just afraid to do it. Me: Tell me more… Emir: We started out SMB SaaS. We expanded to mid-market and enterprise by building features for use cases that were different than SMB. Upmarket was our first TAM expansion. Our second was looking at SaaS and seeing what other verticals had a similar go-to-market motion, that we could service. It turns out that recruiting firms have a CRM and AEs, as do IT companies … and we were able to make some small changes and expand into both of those. Me: That’s incredible. Are you global? Emir: We’re mostly focused on US/UK/Europe/Aus/NZ. Me: What are the SDRs telling these people when they call? Emir: The first thing we’re telling them is that it’s a cold call. The second thing we’re telling them is the most acute pain that we know they all have. It’s like a 10/10 product-market fit in terms of the pain. And everybody has it. Me: What’s that pain? Emir: “Do you struggle with attribution on brand marketing spend?” Me: Oh man. I have that pain. Emir: Of course you do. Everybody is throwing money at all sorts of different things and they have no idea if it’s working. We just call them out on it. Me: How well is this outbound machine working? Emir: We’re generating $74m/yr in pipeline from outbound. Me: I would say that is working. Emir: Of course, and it’s because most Founders would rather sit around and wait for inbound than build a machine that makes 20,000 cold calls per day. Me: Which is why they’re stuck at $2m ARR! ——— The uncomfortable truth? While most SaaS founders are debating whether cold calling is "dead," Emir's team is generating $74M in pipeline … By simply doing MORE of what everyone else is too scared to do at all! Volume beats "best practices" every single time. But most of you reading this STILL won't pick up the phone. I only have one question for you … WHY NOT?!?! P.S. If you want a recording of the entire interview and Emir teaching us about his $74m outbound machine, put “outbound” in the comments and I’ll send it to you. Make sure we're connected.

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MEDDPICC isn't seller-centric. Here’s the most common misconceptions 👇 𝗪𝗵𝗮𝘁 𝗣𝗲𝗼𝗽𝗹𝗲 𝗧𝗵𝗶𝗻𝗸 1. MEDDPICC = flashy ↳ Say the letters, sound like a pro 2. Sales Admin = checklist ↳ Tick the box and move on 3. It's not buyer-centric ↳ All about the sellers process 4. Metrics if we can get them ↳ Random ROI slide as a Hail Mary 5. Champions are a nice-to-have ↳ Weather rapport = good enough 6. EB involvement isn't needed ↳ Manager/Director does the trick 7. Paper process can wait ↳ Worry about it once the deal’s in redlines 8. Forecasting judged on vibes ↳ “They said the like it” is the whole strategy 𝗧𝗵𝗲 𝗥𝗲𝗮𝗹𝗶𝘁𝘆 (Top 1%): 1. Framework guides thinking ↳ It’s not about the acronyms - it’s how you sell 2. It's a map, not a checklist ↳ Use it to navigate complex deals 3. It's completely buyer-centric ↳ Brings structure to understanding customers 4. Metrics = foundation ↳ Without business impact, there’s no deal 5. Champions are essential ↳ Without them you'll get nowhere 6. EB = CEO or CFO ↳ You're kidding yourself if you think otherwise 7. Paperwork is pre-planned ↳ Mapped early, timed precisely 8. Forecast with precision ↳ Proof-backed, not hopeful guesswork It’s not about knowing what MEDDPICC stands for. It’s about thinking in it. You can learn my approach here: https://lnkd.in/en5RmPgy 15% off until tomorrow with code: NEWDROP15 What misconception have I missed?

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Why most SDR outreach is getting ignored in 2025 ? Buyers don’t answer cold calls. They ghost emails. LinkedIn messages go unread. Because every SDR is doing the exact same thing. ❌ Sending the same “Just following up” email ❌ Copy-pasting generic templates ❌ Relying on automation instead of personalization Buyers are drowning in bad outreach. So what actually works? >> Make it about them, not you. → Stop leading with “I’d love to book a call.” Instead, start with “I saw your post about [X] and had a quick insight to share…” >> Use multiple touchpoints. → Combine email, LinkedIn, video, and (yes) even voicemail. Buyers need multiple interactions before they engage. >> Follow up with new value. → Every touchpoint should add something new. A fresh insight, a relevant case study, a question that makes them think. The SDRs who stand out are the ones who put in the extra thought. Are you? We are teaching what works in 2025 in our live cohorts. Link to speak with me in the comments. #sales #sdr #outbound

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I’ve reviewed 100s of discovery calls. The #1 difference between AEs converting 40% and AEs converting 70%+ of first calls is the number of problems discussed. And the top reps discuss fewer. Average reps cover a lot of ground in their discovery calls. They go wide, trying to find anything and everything to tie their product to. The logic makes sense: “The more problems I find, the better chance I have of solving some of them.” The best reps aren’t trying to uncover a lot of problems. They understand that: - No company has the capacity to take on a bunch of priorities at once - Discussing a bunch of problems leaves your prospect overwhelmed and not wanting to book more time - Deals are won by solving the biggest priority, not by solving a bunch of annoyances So they focus on finding and attaching to a problem worth solving. Monday morning, I’m sharing the exact question you need to ask in all of your discovery calls to validate you’ve found the right problem. I’m also sharing my “Discovery Capture Sheet” - a resource you can use to: - Know exactly what you need to uncover on a discovery call - Example questions to ask to uncover valuable insight If improving discovery is on your personal development plan for this quarter, you won’t want to miss my next newsletter. Join (no cost) at salesintroverts.com!

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2,00,000 lakh for sales training!! Like WTF? 😂 😂 SDR and AE jobs are like any other sales role. But lately, there’s a wave of schools, cohorts, “gurus,” and influencers creating FOMO and selling you overpriced courses. They’re not helping you; they’re selling to you. The other day, a sales professional with 13 years of experience in IT services told me something that shocked me. During a 1:1 with one of these so-called SDR/AE “trainers,” the guru told him, “Forget everything you’ve done in sales it’s useless in SaaS. You need to start over as an SDR.” 😅 Seriously? A decade-plus of proven sales experience dismissed just like that? This is the kind of narrative they push to justify their programs. SaaS sales is just another sales profession there is nothing extra sexy about it. There are more than plenty of free materials and books out there to help you prepare for the interview. Don’t waste your time or money chasing hype. PS: Upskilling doesn't really happen when you are looking for a job because you are desperate to switch at that time and this is what they use as a trigger point to sell courses. #sales #b2b #saas #sdr #ae

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Inbound vs. Outbound discovery calls. Most reps treat them the same. They pull out a checklist of qualification questions. BANT, MEDDIC, take your pick. Then run through it like it’s one-size-fits-all. But it’s not. 👉 Inbound leads came to you. They’re problem-aware, maybe even solution-curious. You can afford to qualify early. BANT away (gently). 👉 Outbound prospects didn’t raise their hand. They’re not necessarily shopping. They might not even know there’s a better way. Leading with qualification here is like asking someone you just met if they’re ready to buy a house. You haven’t even talked about why their apartment sucks. For outbound, discovery should be problem-centric. Paint the picture. Stir a little tension. Get them to feel the pain before you ask if they have budget for a solution they don’t know they need. Discovery isn’t just a step. It’s a conversation. And context matters.

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AE+ SE Ground Rules: 1. Do your job, but put the team first. 2. AEs - don't tell your SE how to demo. 3. SEs - don't tell your AE how to sell. 4. Have a prep call before every meeting. 5. Have a debrief after every meeting. Lastly, say the thing that you're thinking but are afraid to say. Because if you actually take the debrief seriously, it will be the most valuable 10 minutes of your day. You're a team. Win as a team. Lose as a team. Get better as a team. What'd I miss?

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B2B teams are 10 years behind B2C when it comes to social. That gap is about to close. Most outbound/intent tools are easier to get than ever. Sales leaders are stuck arguing about whether cold email or cold calls are “dead.” Meanwhile, the best teams are quietly unlocking social. Here’s the crazy part: 95% of B2B marketers + Founders still don’t use social for… → AI-powered SEO → Building organic inbound engines → Growing personal brands → Shaping influencer strategies → Informing paid ad spend → Tracking consumer sentiment → Tapping into community insights Heck most people still think LinkedIn is the only social for B2B brands. This week, I’m on an offsite with my team discussing the future of this space. We’ve been asking ourselves a simple question: 👉 What if B2B companies created a role dedicated purely to social data? Because here’s the reality: → Unstructured social data is a mess. Legacy listening tools give you vanity metrics, not real insights. → That’s why most teams ignore it. B2C they have multiple roles dedicated for Social: - Social Media Manager - Community Manager - Content Creator / Producer - Social Media Analyst - Paid Social Specialist - Influencer / Partnerships Manager - Social Listening / Insights Lead - Platform Specialist Trigify 2.0, we’re betting everything that social data becomes the core of B2B marketing and we can condense these roles into one 'Social ops' role for SME & MM. 📅 On Nov 1, we're launching the Social Ops Co-Pilot. Not dashboards. Not Vanity. Actual insights you can use to shape strategy, content, and growth. B2C has been doing this for a decade. It’s time B2B caught up. Do you agree that a “Head of Social Ops” role will exist inside every B2B marketing team in the next 2 years?

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Having your SDRs post about their product is neither marketing nor sales development; it’s simply a way to get them unfollowed. Nobody believes that an SDR is a legit expert in their product because they’ve posted an undercover marketing ad 18x in 3 months. Nor does it build brand recognition if you don’t already have it. Let Marketing own marketing, let Sales own sales, and let SDRs just focus on lining up quality meetings that become high-conversion pipeline. That’s it, that’s the job. Let them do it.

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5 Things Mentally Strong Sales Reps Do In the dynamic world of sales, mental strength is just as crucial as a killer pitch or a robust CRM. Here are 5 secrets that set strong sales reps apart, they always... 1. Practice Gratitude ↳ Mentally strong sales reps consistently practice gratitude, finding positive aspects even in challenging situations. 2. Learn From Mistakes ↳ They meticulously learn from their mistakes, transforming setbacks into valuable lessons for future success. 3. Focus On Controllables ↳ True top performers are laser focused on the controllable elements of their sales process, empowering them to actually drive results. 4. View Failures As Growth Opportunity ↳ They possess the unique ability to view failures as growth opportunities, using them as stepping stones to higher achievements. 5. Tolerate Some Discomfort ↳ Finally, mentally strong reps are adept at tolerating discomfort, understanding it's an essential part of pushing boundaries and achieving ambitious sales targets. Cultivating these 5 habits can significantly boost not only your sales performance but also your overall well-being in a demanding profession. What other habits do you think contribute to a sales rep's mental strength? ♻ Like and share if this resonates. 🔔 Follow me Claudio Meidler for more like this.

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It’s easy to get lost in sales activity. Calls made. Emails sent. Notes logged. But none of that matters if you’re not moving the deal forward. Real sales progress? ✅ Booked meetings ✅ Clear next steps ✅ Specific pain points uncovered ✅ Stakeholders identified ✅ Commercial intent confirmed Everything else = motion, not momentum. Don’t confuse noise with traction. 👉 Every touchpoint should teach you something. Every time you speak to someone at the company … you should walk away with new insight that moves the deal forward. And if that’s not happening? It might be time to pause and ask: If I want different results, what am I actually doing differently? 1️⃣ What was the last meeting I booked and why did they say yes? 2️⃣ Did I ask a powerful question or handle a tough objection well (or poorly)? 3️⃣ What can I refine, adapt, or test today? Reflection is the edge. It’s what separates an average rep from a consistent top performer. Because outbound is not just a numbers game …it’s a thinking game too. How I keep my activity outcome-focused 1️⃣ End every call with a calendar date 2️⃣ Send a post-call recap with one clear CTA 3️⃣ Use call notes to inform my next touch 4️⃣ Log outcomes, not just touchpoints 5️⃣ Always aim to learn something new in every interaction What’s your biggest sales ick? Mine = “follow-up to follow-up to follow-up” with no new info 💀 Drop yours below 👇

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