Sales Logic - Selling Strategies That Work
Aug 18, 2026 · 25 min · 7 segments
Lightning Round: Top 10 Ways to Drive Inbound Leads Question: Leslie from Sarasota asks, "Love the show, I listen most every week. So I am in an industry where the sales cycle has slowed way down…
Well, I got to, I got to admit, you know, we got the question on this this week, and then I did, uh, on my other podcast, Ask for Change, I got the opportunity to interview, uh, just somebody we both admire, and that is Jason Bay.
And I don't know anybody with the Outbound Squad, I don't know anybody who understands more about outbound selling than Jason Bay.
I mean, he not only trains it and teaches it, but he spends so much time researching and studying.
And I just thought the conversations, the conversation that I had with him, just about how much has changed.
And I don't know about you, but every single sales professional I talk to is struggling with prospecting.
They're definitely doing it, but trying to get through the door with a decision-maker right now, trying to get anybody to respond is incredibly difficult.
Nobody knows the mechanics and the numbers behind prospecting better th- than he.
But I really see a big shift in outbound prospecting in that it has to be connected to a referral, a conversation, something.
It is so imperative for any prospecting to be effective that there has to be some reason for that person to say, "I'm gonna take your call.
I'm gonna try." In other words, somebody has done something to plant a seed and create, hmm, a reason for them to talk to you.
It has to be absolutely targeted and meaningful, 'cause I, I, I've said this for years, if I have the ability to help someone, I owe it to them to reach out to them.
So if I know you have a problem and you don't know me, I, I'm totally game on, and I owe it to you to prospect.
That's why if I can have another connection, some sort of a person who knows me or knows them and can make a connection, or there's enough information out on the internet, there's enough something to at least, you know, seed the ground to make my call more beneficial.
Yeah, I think that's probably the biggest shift that, um, that I see, and, and the, and probably the most important, is answering the question is why would this person give me their time, you know? And I re- I really go back to the fact that, um, I do quite a bit of quote-unquote cold outbound.
Well, I got to, I got to admit, you know, we got the question on this this week, and then I did, uh, on my other podcast, Ask for Change, I got the opportunity to interview, uh, just somebody we both admire, and that is Jason Bay.
And I don't know anybody with the Outbound Squad, I don't know anybody who understands more about outbound selling than Jason Bay.
I mean, he not only trains it and teaches it, but he spends so much time researching and studying.
And I just thought the conversations, the conversation that I had with him, just about how much has changed.
And I don't know about you, but every single sales professional I talk to is struggling with prospecting.
They're definitely doing it, but trying to get through the door with a decision-maker right now, trying to get anybody to respond is incredibly difficult.
Nobody knows the mechanics and the numbers behind prospecting better th- than he.
But I really see a big shift in outbound prospecting in that it has to be connected to a referral, a conversation, something.
It is so imperative for any prospecting to be effective that there has to be some reason for that person to say, "I'm gonna take your call.
I'm gonna try." In other words, somebody has done something to plant a seed and create, hmm, a reason for them to talk to you.
It has to be absolutely targeted and meaningful, 'cause I, I, I've said this for years, if I have the ability to help someone, I owe it to them to reach out to them.
So if I know you have a problem and you don't know me, I, I'm totally game on, and I owe it to you to prospect.
That's why if I can have another connection, some sort of a person who knows me or knows them and can make a connection, or there's enough information out on the internet, there's enough something to at least, you know, seed the ground to make my call more beneficial.
Yeah, I think that's probably the biggest shift that, um, that I see, and, and the, and probably the most important, is answering the question is why would this person give me their time, you know? And I re- I really go back to the fact that, um, I do quite a bit of quote-unquote cold outbound.
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