Andy Mewborn

Distribute.so

I use to be young & cool. Now I do b2b SaaS. 

Husband. Dad. Ironman. Pilot. Taco lover. 

Founder of Distribute // Co-founder of Taplio (acq. by Lemlist) // Early @ Outreach.io.

Creator

A community of over 4,000+ B2B professionals growing together on Linkedin.

• "Brand30 absolutely did wonders for my business." -Maritha Koortzen

• "Brand30 changed the trajectory of my life...To say it’s opening doors for me is an understatement" - Amanda Stern

• "Brand30 provided the group accountability and expert advice I needed to more than double my LinkedIn engagement in just one month" 

🚀 Start Building An Audience Of Potential Buyers On LinkedIn In 30 Days👇

• https://www.brand30.io/

Sellers

When should you walk away from a deal?

A) No budget confirmed
B) No clear timeline
C) Prospect won't give you access
D) You should never walk away

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Andrew Mewborn

Sellers 

What's the biggest lie in sales?

A) "It's a numbers game"
B) "Always be closing"
C) "The product sells itself"
D) "Prospects respect persistence"

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Your pipeline is thin. What do you do?

A) Outbound blitz
B) Revisit closed-lost
C) Ask for marketing help
D) Work referrals harder

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers 

Biggest time waster for sellers?

A) Internal meetings
B) CRM updates
C) Chasing bad-fit deals
D) Waiting on legal/procurement

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers 

What separates top 1% reps?

A) Natural talent
B) Relentless follow-up
C) Deal qualification
D) Executive presence

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers 

Cold calling in 2026 is:

A) Dead
B) Harder but still works
C) Underrated
D) Only works in certain industries

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

Is in-person selling obsolete?

A) Yes - Digital demos/contracts achieve same results faster
B) No - Physical presence builds irreplaceable rapport
C) Hybrid wins - Use tech for efficiency, save travel for key accounts
D) Industry-specific - Pharma needs face time, SaaS doesn't

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers 

Hot take: What's overrated?

A) Discovery calls
B) Social selling
C) Sales methodologies
D) Demo environments

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

What ruins discovery calls the most?

A) Talking too much
B) Asking scripted questions
C) No real pain uncovered
D) Jumping to demo too fast

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

What can ruin a sales career fastest?

A) Staying too long at one company
B) Job hopping too much
C) Avoiding prospecting
D) Avoiding enterprise deals

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

What actually closes deals?

A) Relationships
B) Timing
C) Price
D) Pain

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

What pipeline source is the most underrated?

A) Referrals
B) Past customers
C) LinkedIn
D) Cold calling

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

What pipeline source is the most underrated?

Sellers 

What builds pipeline fastest?

A) Cold calls
B) Cold emails
C) LinkedIn DMs
D) Referrals

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

What matters most for quota?

A) Territory you're given
B) Work ethic
C) Product-market fit
D) Manager support

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

What do prospects usually do with sales emails?

A) Delete them
B) Skim them
C) Forward them internally
D) Save them for later

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What do prospects usually do with sales emails?

Sellers

Which role is the hardest in sales?

A) SDR
B) Account Executive
C) Account Manager
D) Sales Manager

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers 

Worst advice given to new reps?

A) Smile and dial
B) Fake it till you make it
C) Never take no for an answer
D) Follow the script exactly

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers 

What matters more for success?

A) IQ
B) EQ
C) Work ethic
D) Luck

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers

Why do most sellers miss quota?

A) Bad territory
B) Weak pipeline
C) Poor leadership
D) Lack of effort

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers

What mistake do reps make most often?

A) Talking too much
B) Weak qualification
C) Poor follow-up
D) Selling features

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Ronen R. Pessar

I Help New Leaders Thrive, Not Just Survive | When Emotions Unblock, Performance Will Unlock

We install outbound sales infrastructure inside your company so founders and revenue leaders get predictable qualified pipeline (fast) without a bloated SDR org.

What we install for you (you own it):

• SDR hiring + recruiting + onboarding
• Outbound process training + daily coaching
• Tools + your lists + calling/deliverability setup
• Full system for high priority and activated follow up 
• Messaging / scripting + message-market fit adjusting
• QA + coaching so output doesn’t decay

People + Process + Tech + Strategy + Methodology in 30-90 days.

Prove it first (paid POC):
Before a full build, we run a paid proof to validate your outbound constraints and show what your team produces with the right system.

Best fit:

• B2B SaaS/tech selling mid-market/enterprise ($30k ACV and up)
• High-ticket services with a clear buyer + offer ($50k AVC and up)
• Teams willing to run phone-first outbound properly

Featured clients: Factify • Precoro • Frontegg • wPromote • Interdependence • QuackAI • Ledge • MCI

DM me “ENGINE” for the POC outline.

Book: https://tinyurl.com/4h4vf35p
Website: https://outboundoperators.com/

PS: If we can't help solve YOUR problem, we may know someone who can!

Chief Executive Officer

1 - I build SDR teams to hit pipeline goals as a fractional leader (bespoke consulting)
2 - Cold Call Training (live and course)
3 - Message-market fit: 100% done-for-you email and cold call campaigns. 

**coming soon: Cold Calling Bootcamp**

Ronen 🧡 Pessar

SDRs AREN’T GOING ANYWHERE.

Every year, some sales clown says:

🚫 “SDRs are dead.”
🚫 “AEs can prospect.”
🚫 “Full-cycle selling is the future!”

Bullsh*t.

SDRs do what AEs can't stomach:

• Cold call
• Break through to new accounts
• Sift through "nos" to find 2-3% ready to buy.

SDRs drive 40-60% of NEW pipeline.
Cut them? Lose 20-30% of deals.

SDRs aren't a "nice-to-have."

They're the backbone of your revenue engine.

Still think your AEs can handle it all?

Keep living in fantasy land.

I'll stay right here in reality. ✌️

PS: Challenge me on this.

Ronen Pessar

I'm SO TIRED of seeing SDRs disrespected.

Treated like cheap labor, not talent.

Micromanaged to death.

Given garbage data, no training, no strategy,
and a fake “culture” built on pressure.

Then told they're the problem?

That’s why your team churns.
That’s why your pipeline is tiny 🤏.

Keep disrespecting the frontline.

Let's see how far you get in 1 year.

PS: Ever felt disrespected as an SDR?

SDR Consulting Plug

📌 not sure where to start with SDRs, grab some time to get clear on the SDR team cost and value (on the house). Or DM me with questions if you're not ready to book a free advisory call.


https://calendly.com/rpadvisory/leadership-coaching-intro-call-30m 

TED Talk - RC

📌 the number 1 proven way to lead is a collaborative way-- check out the TED talk: 

https://www.ted.com/talks/jim_tamm_first_step_to_collaboration_don_t_be_so_defensive?hasSummary=true

Value Vomit VS Probe-Provoke

📌 if you're ready for a modern way, a collaborative way, check out this TED talk: 

https://www.ted.com/talks/jim_tamm_first_step_to_collaboration_don_t_be_so_defensive?hasSummary=true

Zig Quote

"You can have everything in life you want if you will just help other people get what they want." 
- Zig

Founder OS plug

ronen-pessar-advisory

sweet-karma-ice-cream

Outbound Infrastructure for Founders + CRO/CMO | Install an in-house SDR engine (people + process + tools) | 30–90 days to predictable pipeline

Pass on an SDR candidate for never selling SaaS? Didn't go to college? Wasn't an athlete? Stop the 🐂 💩

The top reps I've worked w/ were...
- recruiters
- bartenders
- door to door sellers

Just as much as the:
- star athlete
- student body president
- former cold caller or previous SDR

There's no common background that all-star reps have, but they are all:
• Coachable, growth minded, low ego
• Will do the "boring" work, every day
• Wants it, gets it, and does it

So if your hiring for SDRs, don't "play it safe"because you'll miss the next big talent.

Times are a-changing,
get w/ the program

✋
🎤

“Don’t cold call on President’s day”

4 meetings, 6 activations, 15 completions on 23 connects from 60 dials (38% connect rate)

Oh, and it’s Monday. 

Who else was dialing today?

🤙

I’ve been fired 2 times. The first time?

During my honeymoon in Spain.

Brutal.

But I didn’t let it break me.

Since then?

- SDR Manager → Sr. Director → CGO → Founder
- Millions in closed-won revenue
- 1000s of SDRs trained

The real flex?

→ Got fired 2x. Still dialed.
→ Got ghosted. Still showed up.
→ Got told “you’re not it.” Proved I was.

Mindset didn’t save me. It built me.

If you're in a tough spot right now?

Brush off the doubt.

Make your next best play 🏀

Keep going.

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Commission-only sales?

Make it make sense.

No base.
No benefits.
But bills are still due.

Let’s be clear:

If you’re not paying your reps,
You’re not building a team.

You're gambling with people's lives.

Respect is earned. Comp is owed.

Reps deserve better.

Period.

✌️

Dear Sales Leaders,

STOP tracking how many calls your reps are making.  

There are so many vanity metrics and BS that the conventional sales leader is tracking nowadays 

Call volume is not the problem.

Call reach is. 

60-85% of the numbers you’re loading into those dialers will never pick up.
So you create dashboards full of 100% guaranteed wasted activity.
And reps that confuse “hitting 100 dials” with doing their job.

Here’s the sad truth:
If your reps are dialing ghosts, it doesn’t matter if they make 50 calls or 500.
More activity doesn't matter if the data isn't validated. 

What happens when you validate the data, is that reps start:

➡️ having 30+ conversations per day with decision makers
➡️ reaching leaders directly at a 20–50% connect rate

And you?

Stop paying for data that is a complete waste of everyones time and money. 

Meetings don’t mean sh*t, qualified pipeline does. 

before buying another tool, ask yourself: are your reps even talking to the right people?

Not sure what's worse here...

The pure violence I felt getting AI spammed on LinkedIn from a company that claims to help "engage smarter and win more with AI"

Or that he started the DM by saying "Hey Ronen R."

You decide ⬇️

Anyways, stop DMing on Linkie and get back on the phones ☎️

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Digital sales rooms are so dumb

You all might dunk on me for this, but here's why:

People are sick and tired of more tools. 
ESPECIALLY in the sales world. 
Most tools end up doing more harm than good.

But digital sales rooms in specific, end up adding a layer of complexity that I've found is highly unnecessary.

What ends up happening is that you end up having to:
- teach your champion what a digital sales room is
- then rely on them to teach the rest of the org how to use the damn thing

The last thing you want to do in the sales process is add layers of complexity for your buyers

Complexity kills deals, if that's your goal, digital sales rooms are a phenomenal way to do that. 

Strong business case written in customer’s language > DSR

Someone prove me wrong in the comments ⬇️

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👆 what outbound sales actually looks like...

Don't get it twisted, you're going to fail 97% of the time because you don't control your prospect's timing.

And that's just fine. 

Good outbound systems turn 30% of those "fails" into future wins.

Follow up
Win more

Every VP Sales is obsessed with Meetings Booked.

Here's what nobody wants to hear:

Meetings booked is a vanity metric.

No wonder they're all confused about why pipeline looks like garbage.

A meeting with someone who has no budget, no authority, and no timeline is not pipeline.

What actually drives revenue:

Completions. Real conversations where you confirmed the right person, delivered the message, and reached a clear outcome.

Some of those outcomes are meetings. Most of them aren't.

But every single one is data. And data compounds.

The teams we work with at Outbound Operators & CallBlitz stopped obsessing over meetings and started tracking completions.

What happened?

Their follow-up list got stronger. Connect rates went up. And meetings started showing up as a BYPRODUCT of conversations — not as a forced outcome from desperate reps.

Meeting-obsessed orgs train their reps to book bad meetings just to hit a number.

Completion-obsessed orgs train their reps to have real conversations and let the pipeline build itself.

Which one are you building?

Stop chasing calendar entries and start building a real pipeline engine 👉 https://lnkd.in/gEwyjFnP

Would you rather have:

The ability to cold call ANYONE in the world and guarantee that they pick up the phone?
or
$300,000 right now?

You taking a bet on yourself and picking up the phone? If so, who you calling?

Go on, disagree all you want… these are facts

1) trying to "build rapport" won't win you more deals. Rapport doesn't matter, people buy from people they trust, not people they like.

2) Top SDRs will earn over $200k, fractional callers over $250k. They will do so b/c they have the right system + tech (even at their own expense).

3) Sellers who are no different than a "buy" button will be replaced by a buy button (stay above the API, or be replaced by it)

4) On Feb 12th: "LeBron James becomes oldest player with triple-double in Lakers' 124-104 win over Mavericks" 🐐🐐🐐🐐GOAT🐐🐐 🐐

6) Cold calling is the ONLY channel that is still scaleable and works for outbound. Events work, but don't scale. Email and social... wrecked. 

7) Sled Dog Racing belongs in the winter Olympics since Equestrian is in the summer Olympics.


Facts or fiction?

PS: Read this back, did you notice anything that was... off? 
😏

Cold calling isn’t hard.

Doing it for a year at a 3% connect rate is.

At three percent, 100 dials becomes:
• 3-5 answers
• 1-2 pitches
• maybe one real next step

Run that 20 days a month and you do not get tougher, you get numb.

The problem is rarely effort.
It’s the system.

Our client's reps connect every 3 to 5 dials because:

1. Lists are built for them
2. We call numbers that actually answer
3. No parallel dialing that triggers spam labels
4. Follow-ups never get missed (most wins live there)
5. Calling blocks are protected, 5 to 6 hours a day

You do not need more dials.
You need a better outbound strategy.

Are you still measuring a 3% connect rate?

It is absolutely BONKERS that a 3% connect rate is the new normal in outbound... 

I'm here to tell you... no, that is not normal.

That is broken.

Had a call with a VP of sales yesterday who told me:

“Ronen, there is no way your clients are getting 18 to 25 percent connect rates. Our list is solid and my team is strong. The market is just tired of cold calls.”

So, I asked him a few questions:

1. Who is actually building your lists?
2. Are you scoring for phone intent?
3. Do you track care more about dials or conversations?

Silence.

Here is what most sales leaders won't admit:

Most “outbound engines” are nothing more than a cold-calling sweatshop in southeast Asia, cosplaying as outbound sales.

What does not work is calling people who never pick up.

Don't let the anti-cold-calling gurus fool you...

Outbound Operators clients routinely have 30-45 live conversations per day with 18 to 25 percent connect rates... month after month.

Not because they're doing anything wildly different...

But because the infra is built for it:

- Lists scored for phone intent (shoutout TitanX)
- A system built for follow up --> converts 1.5-3x more
- Reps paid for completions, not vanity metrics

If you are a VP of Sales, CRO, founder, or CMO and you want to learn how to fix your outbound engine, hit me up. 

Or grab a copy of the playbook: https://lnkd.in/gKt7iib9
[on the resources tab]

🤙

If you need a pep talk to cold call...

You need to find a new job.

This job isn’t for “when you feel like it.”

It’s for people who do it when they don’t.

Discipline beats mindset.

Everyday.

PS: Are your teams ready to dial?


--
connect every 3-5 dials: https://lnkd.in/gMTujtiC

Ranking the worst sales advice I've ever heard ⬇️ 

5) "Creating urgency" in sales, is a myth just like BigFoot 
4) P-dialers just scale more waste, use them if you want more waste .
3) Email and LinkedIn is going to replace the phones in 2026
2) SDR that books the most meetings is the best SDR

Last but certainly not least...

1) "Sales is a numbers game - just crank more dials"

There's so much crappy advice out there. What I always tell younger people entering the sales world: Listen to everyone, but be REALLY careful who you take advice from. 

Make sure that whoever you're taking advice from has actually done the damn thing before. 

Otherwise, they're probably selling you snake-oil. 

What's the worst sales advice you've gotten in your career? ⬇️

I made $68k for 30 hours in 1mo. Cold call training in ‘24. Then I quit.

I quit because it was all wrong.

Some reps saw benefits:
• more confidence
• avoiding mistakes
• a few more meetings set

But it only led to marginal gains.

10 years in the outbound game and I thought this was as good as it gets. 

I ready to move on from outbound sales when Ryan came along. 

This dude proved that outbound sales works… better than anything I’d seen before. 

• a system for 40 convos/ day
• follow up where 1.5x to 3x convert 
• every detail from list to SQO tested, proven, and built over and over again

The man built a machine!
(And he is one too)

No wonder why he has 6 exits (3 his own, 3 as sales leader) when most 40yr olds are lucky to see 1.

Ryan is the number 1 authority on outbound sales, systems, and cold calling…

So I pursued him hard, we partnered up (11mo ago), and built Outbound Operators. 

Since then our clients have seen:
- 2 exits (acquisition)
- $73m seed round
- PMF in 90 days 
- A year’s worth of meetings in 3 weeks

We’re giving away Ryan’s best seller “Outbound Sales, No Fluff” where he shares the keys to our clients success. 

You don’t have to comment for it, just scroll down 👉 outboundoperators.com

Parallel dialers did not fix outbound.

They made bad outbound look efficient.

That is worse.

Because now leaders can hide behind bigger numbers.

400 dials.
600 dials.
1,000 dials.

Cool.

How many of those led to conversations? real opportunities? market feedback?

How many were bad numbers, wrong people, repeat attempts, or garbage data you should have removed 3 weeks ago?

Most teams are not scaling conversations.

They are scaling waste.

And the dangerous part is that the dashboard looks amazing while the market gets more annoyed and the reps get more discouraged.

If your connect rates suck, your answer is probably not “dial faster.”

It is:
	•fix the list
	•validate for phone pick ups
	•call the right people, who answer
	•stop measuring fake productivity

More dials into a broken market strategy does not create pipeline.

It just creates prettier failure.

Who still has a dial quota?

Every rep goes through these levels.

Usually in this order.

Level 1: pitch fast
Level 2: trust the script
Level 3: forget the script, use tone

Level 4: tone + PBO gets more at-bats
Level 5: beat every objection
Level 6: book meetings with anyone

Then the good reps evolve.

Level 7: stop chasing meetings
Start creating sales conversations

Level 8: every call is for learning, not closing
Level 9: follow-up is where the money is

Then the great reps get it.

Level 10: the list is the strategy
Level 11: outbound is market activation, not forced interest

Outbound success = Target + Message + Channel + Timing

When those line up, pipeline stops feeling random.

Most reps never get there.

They stay stuck polishing scripts, handling objections, and booking low-quality meetings.

Then they wonder why revenue stays flat.

Which level are you stuck on?

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The Battle

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