💛 Shawn Sease - The Professor of Prospecting

There is an epidemic of failure within outbound cold calling to understand what happens during first-time cold call connections. This causes reps to be improperly trained and enabled by their leadership. 

The over-specialization of sales roles and endless tools to support them has caused an obsession with getting meetings during first-time connects.

A cold caller's goal should never be "To get meetings."

They should focus on curating contact data for timing with the goal of: "Always having the proper conversations at the right time." 

This will create the conditions for effortlessly booking multiple meetings DAILY from follow-ups.

Our proof?

The data is indisputable: 

1. The average length of a cold call is 68 seconds.

2. Outbound Cold Calling endeavors that achieve and exceed quota attainment book 80%+ of their meetings from follow-ups.

3. 2x to 12x+ more pipeline and revenue are created from meetings booked from follow-ups compared to meetings set on first-time cold call connects. Meetings set from follow-ups yield higher show rates.

Whether you are an aspiring Rep, Sales Leader, or Founder struggling to get your outbound cold calling endeavor off the ground, please use the calendar at the top of my profile to book a time...

My only ask is that we agree to have a great discussion and end up better off than where we started, regardless of whether we do business together.

If you're not here to learn more about Outbound, let's connect anyway. 

Here's a little bit more about me... 

30+ years of selling experience.

I've been skydiving (parachute rigger USMC) to the bottom of the ocean via SCUBA. I'm a Master Brewer. I try to play acoustic guitar (Martin 000-16GT). I've written code. I'm never alone - full of faith and spirit.

I'm a single dad of 3 daughters and a grandpa to a grandson.

Living by the Platinum rule: Treating people how they like to be treated. 

Instead of looking for the right people to be around, we work to be the kind of people others would like to be around.

I was born on 05/27/1971 --- I turned 54 in May 2025.  Over the last few years, I've taken on a fitness routine and healthier lifestyle.

I look forward to chatting and learning more about you, what you're working on, and where you're headed.

With success in mind,
Shawn Sease

530-349-0029 (Mobile/Text - Call or text anytime)

AA-ISP - Certified Inside Sales Pro
DISC Selling Certified Trainer & Coach 
Southwestern Consulting - Sales Leadership Certification

Head of Enterprise Pilots & Proof of Concepts:  Driving rapid adoption & results for top performers

Humantic AI is a Buyer Intelligence platform for revenue teams. 

Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach, and enable their AEs with vital customer insights for every deal.

Humantic.ai completely eliminates that guesswork around knowing who to contact next and how to approach them in any channel:  email, phone, and social messaging. 

Phone: Build trust faster and book more meetings. 

Email: Improve click thru and response rates 250% to 400%. 

Social: Increase connection request accept rates.

Pipeline: Increase velocity with higher quality opps and close more deals

There are hundreds of "Sales AI Tools" that focus on salespeople. Humantic AI is the only one that focuses on buyers to help reps improve engagement.

Humantic AI is used by 100+ customers, including Fortune 500 organizations. It continues to become the AI tool of choice for revenue teams across industries.

Build trust faster | Increase Pipeline Velocity | Close more deals

The graph below, using real historical data, shows that over the last 6 years, Sales Tech Stack spend per rep has skyrocketed, while Training and Coaching spend per rep has cratered.

During the same time, Quota Attainment has dropped from 54% to 34%.

Blue line: Tech Spend (per rep)
Green line: Quota Attainment (per rep)
Red line: Training & Coaching spend (per rep)

I am not wholesale accepting or saying that more "Training & Coaching" is the answer, but it's definitely suspect in my mind. ---My take on training & coaching is that without the 1. drive/will to do the work,  2. intelligence and common sense, 3. you can't train/coach anyone to be a great seller. 

From real-life experience, I believe it MAY have more to do with TOO MUCH SDR/BDR Industrial Complex shortcutting via tools, shortcuts, research, etc, and the deployment of the SDR role too soon, or ever, in an org is the real problem. That is, when the pipeline isn't being generated, the solution is always "add more tools and shortcuts," which is a leadership CYA, rather than owning "We fell for the hype, and we failed, so let's get rid of the SDR bloat and get back to professional selling instead of assembly-line selling." 

Maybe the reality is that human selling is simply on the decline.

Maybe there are way too many nice-to-haves, and their juice isn't worth the squeeze???

What do you think is going on here? 

#TalkSoon

Shawn Sease

 Certifed Scrum Master

Hubspot Sales

AA-ISP CISP

The first all-in-one channel validation sales and prospecting platform. Say "Goodbye" to prospects who never answer their phone. This is Outbound optimized for the willing. 

Say goodbye to prospects who never answer their phones and won't engage.

Done for you outbound, meetings settings, and SDR as a Service.

Founder

Take aim at learning how to book 5 appointments before noon every day. 5bynoon is an online Cold Calling Training & Learning community focusing 100% on developing rep talent. 

We help you become the next best version of your cold-calling self by focusing on having the proper conversation at the right time, regardless of the tools or tech stack involved.

One of the biggest mistakes "Modern Sellers" are making is they are attempting to cheat time with technology, automation, and validation.

Talented reps who know how to have conversations are in high demand. 

Join today.

GlenCoco completely eliminates the waste and frustration of achieving immediate success with outbound phone calling campaigns for remote job seekers and companies building outbound sales motion.

My role is to train and coach both reps and the clients we serve to high performance.

Head of Rep & Client Coaching

People before process sales, success, and growth innovator.

From Full Cycle-Cycle Sales rep, Commission Only Sales Rep, Sales Manager, VP of Sales, to Founder & CEO

From Technical Support to Customer Success Manager

Solutions:

Electronic Medical Records
Electronic Medical Billing & Insurance Claims

Electronic Document Storage & Workflow

Paperless Agenda & Workflow

Electronic Country Recorder & Assessor Solutions & Workflows

Title Insurance & Electronic Title Plant

The list goes on...

I have designed, built, and owned a craft brewery.

I am currently spending the last few years of my sales, success, and growth leadership career helping organizations convert prospects to grow customers without wasting time or money.

Via Outcomes over Activities

My expertise: Creating and finding opportunities where others cannot. Motivating, Training, and Enabling others to do exactly the same. 

I believe in taking aim at a goal and then taking the incremental steps to get there.

Positive emotion is found and experienced in the incremental steps, NOT in achieving the goal.

Because once we achieve the goal we have to start all over. Take Aim at a new goal and begin the incremental steps to achieve that goal.

I look forward to talking with you whether we do business together or not.

#TalkSoon

My 30+ Years of Outbound Sales & Executive Revenue Creation (Everything Pre 2021 is summarized here)

Faster Revenue for Founders that can't afford to waste Time & Money on 1 to 1 meetings that go nowhere and frequently no show | Sales Coaching & Practice that sticks & hits the bottom line | #TalkSoon

Cold Calling Training, Coaching & Calling as a Service | We develop talent & campaigns into high-performance by focusing 100% on The Cold Call Conversation & Follow-up

Are you really a cold caller if you don't role play conversations in your head at stop lights?

Or is that just maladaptive daydreaming?

#TalkSoon

Ya can't beat cold call follow-ups, even on a Saturday...

Why Saturday?

A B2C campaign, of course...

56 dials
10 Connects (17.9%)
8 Real Conversations (80%)
4 Booked Next Steps (50%)

#TalkSoon

P.S. The benefits of being a 54-year-old, empty-nesting Father with Saturdays wide open to call.

Cynical & Sane Cold Calling Advice, Training, and done for your Cold Calling as a Service | We develop talent & campaigns into high-performance by focusing 100% on The Cold Call Conversation & Follow-up

There is no sales quota attainment problem that more sales tech stack tools can't make worse.

#TalkSoon

Prospects don't know they can't hurt my feelings on a cold call...

Why?

Growing up, I held the flashlight for my Father whenever he was fixing something!

🔦🤬

Natalia Angeles

When hiring SDRs for cold-calling-heavy roles, what do you prioritize? 

I always hear and see people talking about how important "Coachability" is in a candidate, and while I believe it's part of the role, it's #3 on our list.

Here's why...

Leading with "Coachability" can be a sales management trap. 

Most often, you'll end up with polite underperformers and a load of management debt, spending too much time justifying time spent on a bad hire instead of focusing on your top performers. 

Coaching is a multiplier, not a foundation...

The order of operations for successfully hiring outbound folk/cold callers is something more like this:

1. Drive/Grit: Their internal/innate motor that pushes them to do the work without being told

2. Intelligence: The ability to process complex information and think on their feet

3. Coachability: The openness to refine that drive and intelligence based on feedback

If you reverse the above order and prioritize coachability, you risk hiring "Professional Students."

In conclusion, sales leaders might be over-indexing on coachability if:

1. Your post-interview feedback focuses more on "how they took the roleplay feedback" than on their "track record of out-working peers."

2. You find yourself saying, "They didn't do great, but they're so eager to learn!"

3. You have a team of reps who "know the playbook" perfectly but have empty pipelines.

With success in mind,
Shawn 

#TalkSoon

Every Cold Caller must have a motivational tune/anthem.

Here's mine...

What's yours?

AI tunes are crazy work!!!

https://lnkd.in/gr-fv9pX

Cold Calling is a part of sales that I don't believe requires ongoing "coaching".

Here's why...

Cold Calling requires solid training and the will to do the work day in and day out.

From there, the relationship between the cold caller and their leader becomes "inspirational," not ongoing "coaching."

If the cold caller is struggling, it's usually rooted in a deviation from the training, the basics, the fundamentals, or, in the worst case, an absence of the "will to do the work," which "coaching" will never resolve, nor improve.

In conclusion, the goal of anyone leading cold callers is to hire people with the will to do the work, properly train them, and then get out of their way.

Because if you are constantly attending to them, "coaching" them, etc., it's more likely a bad hire, and that person needs to be replaced by someone with the will to do the work.

With success in mind,
Shawn

#TalkSoon

What does persuasion sound like during cold calls? I'll go first...

When cold calling persuasion = asking questions.

Plain, uncomplicated... Simple.

#TalkSoon

P.S. I just had one of those moments where when I typed the word "Simple" my brain said "That's not a word".

Does that ever happen to you? 💪🤪✌️

Cold Calling Expert - Training & Coaching | We develop individual rep talent to high-performance by focusing 100% on the key element of the outbound phone prospecting process: The Cold Call Conversation and the Follow-up

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💛 Shawn Sease - The Professor of Prospecting

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💛 Shawn Sease - The Professor of Prospecting

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