by Wendy Weiss
When you are ready to transform your sales for today's transforming market, this is the show for you. In the Salesology®️ podcast, you're going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
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March 25, 2026
<p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Wendell Santiago is a Commercial Real Estate executive and Sales Manager at Realty Capital Advisors, where he leads client relationships, site identification, acquisitions, and leasing across multiple markets and asset classes. He serves as a trusted advisor to clients, guiding projects from market analysis and site tours through due diligence, approvals, leasing, and construction coordination. In addition to his real estate leadership, Wendell directs firmwide marketing efforts, developing LinkedIn and email campaigns, branding, signage, and SEO-driven content to increase market exposure and generate deal flow.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> With a strong entrepreneurial background and over two decades of experience in operations, finance, and real estate, Wendell is known for his action-oriented approach, ability to navigate complex approvals, and talent for building long-term, high-trust client relationships.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Key Points:</span></strong></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Success Comes from Taking Action</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> A core philosophy: nothing happens without action. Brokers must make calls , visit properties and physically walk spaces. Confidence comes from hands-on knowledge, not theory.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> How His Team Doubled Revenue</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Wendell's team grew leasing volume from ~$9M to ~$24.9M by:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo2;"> <!-- [if !supportLists]--><span style= "font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Anticipating Market Shifts</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo2;"> <!-- [if !supportLists]--><span style= "font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Solving Problems Proactively</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo2;"> <!-- [if !supportLists]--><span style= "font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Adapting to Demand Trends</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo2;"> <!-- [if !supportLists]--><span style= "font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Positioning the Market</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Leadership & Team Management</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Salespeople are the "eyes and ears" of the business. <span style= "mso-spacerun: yes;"> </span>Strong leaders listen closely to field feedback <span style="mso-spacerun: yes;"> </span>and use that insight to guide strategy. Wendell maintains credibility by staying hands-on (showings, tours). </span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Leveraging Interns as a Force Multiplier</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Interns handle prospecting , list building and cold calling. At peak: 1,000+ outbound calls/week from interns alone. Brokers focus on closing, not dialing.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> The Biggest Frustration: Poor Follow-Up</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Wendell's #1 issue with salespeople is dropping the ball on follow-up, especially frustrating when leads are already warm or handed to them. Wendell feels the root problem is confusion between activity (busy work) <span style= "mso-spacerun: yes;"> </span>and productivity (closing deals).</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Critical Sales Lesson: Ask for the Meeting</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Many salespeople fail at a basic step: asking for the meeting. Even with warm leads, they hesitate. If you don't ask, someone else will .</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Accountability & Performance Culture</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Wendell discusses his strong belief in setting clear expectations and consequences for inaction.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Bottom line: results matter.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Core Philosophy</span></strong></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Be proactive, not reactive</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Stay close to the market</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Act quickly on opportunities</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Support your team—but expect performance </span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Bottom Line</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Success in sales (and leadership) comes from action + awareness + accountability.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> About</span></strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <strong>Salesology®: Conversations with Sales Leaders</strong></span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Download your free gift, </span></strong><a href= "https://gosalesology.com/vault/?cookieUUID=f8013ca0-be77-4287-a49d-1862fa2141b4" target="_blank" rel="noopener"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">The Salesology® Vault.</span></strong></a><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <strong>The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.</strong></span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Download your free gift,</span></strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span><a href="https://gosalesology.com/81-tools-to-grow-your-sales-your-business/?cookieUUID=9834be71-1bac-49c6-80f3-a838caabcdc6" target="_blank" rel="noopener"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably</span></strong><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">.</span></strong></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <strong>Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> If you are a business owner or sales manager with an underperforming sales team, let's talk. </span><a href= "https://gosalesology.com/salesology-podcast-chat-with-wendy/" target="_blank" rel="noopener"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Click here</span></a> <span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> to schedule a time.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> To learn more about our previous guests, listen to past episodes, and get to know your host, go to </span><a href= "https://podcast.gosalesology.com/" target="_blank" rel= "noopener"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">https://podcast.gosalesology.com/</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> and connect on </span><a href= "https://www.linkedin.com/in/wendyweiss/" target="_blank" rel= "noopener"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">LinkedIn</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> and follow us on </span><a href= "https://www.facebook.com/gosalesology/" target="_blank" rel= "noopener"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Facebook</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> and </span><a href="https://www.instagram.com/gosalesology/" target="_blank" rel="noopener"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Instagram,</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> and check out our website at </span><a href= "https://gosalesology.com/"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">https://gosalesology.com/</span></a><a href="https://gosalesology.com/"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">.</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span></p>
March 11, 2026
<p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia.</span></p> <p class="MsoNoSpacing"><span style="font-size: 12pt;"><strong>Key Points:</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Sales Led to Marketing Insight</strong><br /> After 20 years in sales, the speaker realized selling is much easier when prospects are <strong>already interested or qualified</strong>.</span></p> <p class="MsoNoSpacing"><span style="font-size: 12pt;"><strong>The Sales Spectrum</strong><br /> Prospects fall between two ends:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo1; tab-stops: list .5in;"> <span style="font-size: 12pt;"> <!-- [if !supportLists]--><span style= "font-family: Symbol;"><span style= "mso-list: Ignore;">·<span style="font-style: normal; font-variant: normal; font-size-adjust: none; font-language-override: normal; font-kerning: auto; font-optical-sizing: auto; font-feature-settings: normal; font-variation-settings: normal; font-weight: normal; font-stretch: normal; line-height: normal; font-family: 'Times New Roman';"> </span></span></span> <!--[endif]--><strong>Convincing:</strong> uninterested prospects you must persuade</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo1; tab-stops: list .5in;"> <span style="font-size: 12pt;"> <!-- [if !supportLists]--><span style= "font-family: Symbol;"><span style= "mso-list: Ignore;">·<span style="font-style: normal; font-variant: normal; font-size-adjust: none; font-language-override: normal; font-kerning: auto; font-optical-sizing: auto; font-feature-settings: normal; font-variation-settings: normal; font-weight: normal; font-stretch: normal; line-height: normal; font-family: 'Times New Roman';"> </span></span></span> <!--[endif]--><strong>Confirming:</strong> highly qualified prospects ready to buy<br /> Good marketing moves prospects closer to the <strong>confirming side</strong>.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Demonstrations Increase Engagement</strong><br /> Offering a <strong>demo or webinar</strong> works better than simply describing a product because people enjoy watching and learning.</span></p> <p class="MsoNoSpacing"><span style="font-size: 12pt;"><strong>Use Other People's Networks (OPM)</strong><br /> Partner with people who already have <strong>audiences, email lists, or communities</strong> that match your ideal customers.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Choose Partners with Aligned Interests</strong><br /> Both <strong>demographics and interests (psychographics)</strong> need to match for partnerships to work.</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Craft stronger marketing messages</strong><br /> Effective messages include:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo2; tab-stops: list .5in;"> <span style="font-size: 12pt;"> <!-- [if !supportLists]--><span style= "font-family: Symbol;"><span style= "mso-list: Ignore;">·<span style="font-style: normal; font-variant: normal; font-size-adjust: none; font-language-override: normal; font-kerning: auto; font-optical-sizing: auto; font-feature-settings: normal; font-variation-settings: normal; font-weight: normal; font-stretch: normal; line-height: normal; font-family: 'Times New Roman';"> </span></span></span> <!--[endif]--><strong>Benefits</strong></span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo2; tab-stops: list .5in;"> <span style="font-size: 12pt;"> <!-- [if !supportLists]--><span style= "font-family: Symbol;"><span style= "mso-list: Ignore;">·<span style="font-style: normal; font-variant: normal; font-size-adjust: none; font-language-override: normal; font-kerning: auto; font-optical-sizing: auto; font-feature-settings: normal; font-variation-settings: normal; font-weight: normal; font-stretch: normal; line-height: normal; font-family: 'Times New Roman';"> </span></span></span> <!--[endif]--><strong>Differentiation</strong></span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo2; tab-stops: list .5in;"> <span style="font-size: 12pt;"> <!-- [if !supportLists]--><span style= "font-family: Symbol;"><span style= "mso-list: Ignore;">·<span style="font-style: normal; font-variant: normal; font-size-adjust: none; font-language-override: normal; font-kerning: auto; font-optical-sizing: auto; font-feature-settings: normal; font-variation-settings: normal; font-weight: normal; font-stretch: normal; line-height: normal; font-family: 'Times New Roman';"> </span></span></span> <!--[endif]--><strong>Specific details</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong> </strong><strong>Build Relationships First</strong><br /> Before proposing partnerships, establish <strong>rapport and reciprocity</strong> (e.g., promote their content or interview them).</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Bottom Line:</strong><br /> Sales become easier when you focus on <strong>qualified prospects, strong messaging, and leveraging other people's audiences.</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"> <strong> </strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"><strong>Guest Links:</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12pt;"> <a href= "mailto:tom@leadsology.guru">tom@leadsology.guru</a></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> +61404885553</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <a href= "http://www.gettomsfreebook.com/">www.GetTomsFreeBook.com</a></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <a href= "https://www.FiveHourChallenge.com">www.FiveHourChallenge.com</a> </span></p> <p class="MsoNoSpacing"> </p> <p><span style= "font-size: 12pt;"><strong>About</strong> <strong>Salesology®: Conversations with Sales Leaders</strong></span></p> <p><span style="font-size: 12pt;"><strong>Download your free gift, </strong><a href= "https://gosalesology.com/vault/?cookieUUID=f8013ca0-be77-4287-a49d-1862fa2141b4" target="_blank" rel="noopener"><strong>The Salesology® Vault.</strong></a> <strong>The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.</strong></span></p> <p><span style="font-size: 12pt;"><strong>Download your free gift,</strong> <a href= "https://gosalesology.com/81-tools-to-grow-your-sales-your-business/?cookieUUID=9834be71-1bac-49c6-80f3-a838caabcdc6" target="_blank" rel="noopener"><strong>81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably</strong><strong>.</strong></a> <strong>Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.</strong></span></p> <p><span style="font-size: 12pt;">If you are a business owner or sales manager with an underperforming sales team, let's talk. <a href= "https://gosalesology.com/salesology-podcast-chat-with-wendy/" target="_blank" rel="noopener">Click here</a> to schedule a time.</span></p> <p><span style="font-size: 12pt;">Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!</span></p> <p><span style="font-size: 12pt;">To learn more about our previous guests, listen to past episodes, and get to know your host, go to <a href="https://podcast.gosalesology.com/" target="_blank" rel="noopener">https://podcast.gosalesology.com/</a> and connect on <a href="https://www.linkedin.com/in/wendyweiss/" target="_blank" rel="noopener">LinkedIn</a> and follow us on <a href="https://www.facebook.com/gosalesology/" target= "_blank" rel="noopener">Facebook</a> and <a href= "https://www.instagram.com/gosalesology/" target="_blank" rel= "noopener">Instagram,</a> and check out our website at <a href="https://gosalesology.com/" rel= "nofollow">https://gosalesology.com/</a><a href= "https://gosalesology.com/">.</a><span lang="EN-US" xml:lang= "EN-US"> </span></span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span></strong></p>
February 25, 2026
<p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Guest Bio:</span></strong></p> <p class="MsoNoSpacing"><span style= "font-family: 'Arial',sans-serif; color: black; background: white;"> Ivana Taylor has spent 35 years translating complex marketing into simple, executable strategies. She's the founder of DIYMarketers.com, where she helps entrepreneurs compete without enterprise budgets. She's a self-described AI power user who tests tools for six hours a day. And she's built follow-up systems for everyone from manufacturing companies to consultants.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Key Points:</span></strong></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 1. Cold Outreach Requires Far More "Touches" Than It Used To</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> A "touch" is no longer just a phone call or email. Every interaction counts. It includes:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Social media posts</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Website visits</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Content consumption</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">LinkedIn engagement</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Webinars</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Direct mail</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l5 level1 lfo1; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Comments and DMs</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 2. Most Small Businesses Skip the Foundational Steps</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Before worrying about sequences, automation, or buying lists, you must clearly define your <strong>ideal customer, u</strong>nderstand the <strong>problem you solve, i</strong>dentify the <strong>desired outcome</strong> your buyer wants and know how your buyer makes decisions. Without this groundwork, marketing becomes expensive guesswork.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 3. Cold Email Alone Is Weak (and Often an Avoidance Strategy)</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Response rates to pure cold email are extremely low. Buying lists and blasting emails often feels productive, is easy to automate and produces poor results. Cold email works best as a <strong>second step</strong>, not a first step.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 4. Start Manual Before You Automate</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> The recommendation:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l3 level1 lfo2; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Begin with real conversations</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l3 level1 lfo2; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Aim for consistent outreach (calls or personal messages)</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l3 level1 lfo2; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Learn from live interactions</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l3 level1 lfo2; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Identify patterns in objections, desired outcomes, and buying triggers</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Only after recognizing patterns should you build automated sequences.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 5. The Phone Is Still the Fastest Path to Revenue</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Despite all the marketing tools available, the most consistent answer to "What's working?" was p<strong>icking up the phone and having conversations.</strong> Why?</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo3; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Immediate feedback</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo3; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Faster learning curve</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo3; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Real-time objection handling</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l0 level1 lfo3; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Faster path to booked appointments</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 6. Mindset Matters: Service, Not Persuasion</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Cold outreach works best when:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l6 level1 lfo4; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">You see yourself as helping, not convincing</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l6 level1 lfo4; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">"No" is viewed as clarity (not rejection)</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l6 level1 lfo4; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Your goal is conversation, not immediate conversion</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> A clear "no" frees you to pursue someone who will say yes.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 7. Specific Targeting Beats Big Lists</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Instead of buying 10,000 names:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l2 level1 lfo5; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Define clear parameters (industry, role, company size, revenue, keywords)</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l2 level1 lfo5; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Start with a focused segment</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l2 level1 lfo5; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Refine messaging based on real conversations</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l2 level1 lfo5; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Build segmented sequences based on actual buying motivations</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Broad targeting = poor response. Specific targeting = stronger engagement.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 8. Automation Is Powerful — But Only After Strategy</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Automation should amplify a proven message, a clearly defined audience, validated buying patterns. It cannot replace foundational work.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> 9. Marketing Is Not Magic — It's Consistent Work</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> There is no shortcut. Successful outreach requires:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l4 level1 lfo6; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Repetition</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l4 level1 lfo6; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Iteration</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l4 level1 lfo6; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Conversations</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l4 level1 lfo6; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Testing</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l4 level1 lfo6; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Refinement</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> The "eat your vegetables" truth: the people succeeding are doing the work.</span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Bottom Line</span></strong></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> Cold outreach still works — but not as a blast-and-hope strategy. What works:</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo7; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Clear targeting</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo7; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Strong positioning</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo7; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Multi-channel touches</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo7; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Real conversations</span></p> <p class="MsoNoSpacing" style= "margin-left: .5in; text-indent: -.25in; mso-list: l1 level1 lfo7; tab-stops: list .5in;"> <!-- [if !supportLists]--><span style= "font-size: 10.0pt; mso-bidi-font-size: 12.0pt; font-family: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font: 7.0pt 'Times New Roman';"> </span></span></span> <!--[endif]--><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Strategic follow-up</span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> And above all, s<strong>tart with the fundamentals before scaling with tools.</strong></span></p> <p class="MsoNoSpacing"><span style= "font-size: 12.0pt; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> </span></p> <p class="MsoNoSpacing"><strong><span style= "font-size: 12.0pt; 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