Turn strangers into customers | Outbound & Sales Coach, Trainer, and SKO Speaker for B2B sales teams
The answer to your outbound problems isn't: ⛔️ AI ⛔️ More volume ⛔️ SDR agents ⛔️ More relevance ⛔️ Dialers ⛔️ Better tools It's your OFFER. Let me explain... Most reps reach out with something like: “Just want to introduce myself and our company…” “Let’s do a quick call so you know your options when budgeting season comes around...” The problem? You have NOTHING to offer. If there’s no immediate need, there's zero reason to take a meeting with you. So you need a way to entice buyers to meet when they have a problem, but are not actively shopping. Here are three types of offers you can use to entice buyers to meet with you: ✅ Offer #1: Good - Pitch The Blind Date Position who the buyer will be meeting with. Hype up the AE, sales engineer, or yourself. Show them that meeting with you will be worth their while. Example: A client of ours sells an automated welding solution. The manufacturing industry is facing a massive shortage of welding talent. Their SDRs pitched it like this: “I’d love to introduce you to Eric. He’s worked with a dozen manufacturers like Caterpillar, Karavan, and more, who are all facing similar challenges. He’ll walk you through how they’re automating the most difficult welds and dealing with the labor shortage. Even if nothing comes of it, you’ll walk away with a better understanding of how the industry is solving this.” Even if the buyer isn’t shopping, they gain value from the conversation itself. ✅ Offer #2: Better - 1:Many Offers These are high-quality, reusable insights that still feel tailored. Think: competitive benchmarks, industry research, or best practice guides. Example: We have a client that sells to ecomm brands. They conducted a mystery shop of 400 competitors to analyze response times, customer service channels, etc. Their reps used those insights to open cold calls with: “Hey Katie, I submitted a ticket on your site, and it took about 48 hours to get a response. It was about 3x longer than folks like Patagonia and the North Face. Again, it’s Jason. Mind if I share more about why I’m calling?” That’s an offer that feels immediately relevant and valuable. It gets a conversation started immediately. ✅ Offer #3: Best - 1:1 Offers These are custom-tailored experiences or resources created specifically for the prospect. It’s you and your organization putting in serious effort to customize the offer. This works best at the enterprise & strategic levels. Examples: - A cyber risk analysis - A benchmarking analysis - A workshop - A personalized audit of a website checkout flow. - Visiting and experiencing the brand firsthand, then sharing insights. - Offering free data, licenses, or pilots. These take more work, but they convert like crazy. ~~~ You don't need better tools. You need a better offer you can deliver on to make meeting with you worth their time.
*could be a both/and Offer might be good but if it smells like spam I’m moving on. That’s just me. And a lot of things smell like spam.
Stellar call out Jason Bay - in my experience identifying VALUE for a meeting often shows up where it most counts... the hold rate. 👀 If your team is booking a high volume, but getting constant no-shows, they were getting a lot of polite interest (worthless engagement).
100%. People don’t hate cold outreach. They hate irrelevant outreach.
Solid tips on offers. You can build a simple bot to gather those competitor benchmarks weekly. Then reps get fresh 1:many insights without extra work.
better offerings can ignite conversations that lead to meaningful partnerships. what’s your experience? 🤝
🎯 Prospecting isn’t about selling your product. It’s about selling the value of the meeting in exchange for their time. Yes, your offering should intrigue them… but what really sparks interest is additional value: ✅ Insights on what’s working for their competitors ✅ Trends they may not be aware of ✅ Ideas they can act on, whether or not they buy That’s what earns the meeting. Great stuff Jason Bay
No tool will save a weak offer. It’s wild how often we obsess over tech stacks when what really moves the needle is crafting something people actually want to hear. Make it relevant, make it easy to say yes to, and stop begging for “just 15 mins.”
people have a hard time wrapping their head around how to provide value with their cold DMs. I personally would hate to reply to a "Hey, nice connecting with you..." and get strung along for a half-baked sales pitch.
AI could spot weird little micro-segments nobody thought to target (think: “latent buyers who hate demos but love free audits”), then spin up wild, hyper-personalized offers on autopilot, basically, turning market noise into fresh money before the competition even blinks. Who knew untapped biz was hiding between your usual dropdown filters?
Empowering ecommerce growth
3moTools help, but a good offer actually opens doors Jason