Most sales reps waste their discovery calls.

They ask questions like

“What’s your business model?”

“How much revenue do you make?”
“How many employees do you have?”
“How much are you growing year over year?”

These questions can be answered by doing research.

Don’t be that rep. Do your homework.
Instead, ask more profound challenging questions:

“What are your goals?”

“Why are we speaking today”
“What challenges are you facing?”
“How does that impact the business?”
“Have you tried solving this issue before?”

The point of discovery is to uncover problems.

Not to find out facts you can see on the internet.

The goal of a cold email is to get a reply.

The goal of a reply is to start a conversation.
The goal of a conversation is to find a problem.
The goal of finding a problem is to book a meeting.
The goal of a meeting is to do a business discovery.
The goal of discovery is to set up a mutual action plan.
The goal of a mutual action plan is to organize the process.
The goal of a sales process is to guide the buyer through their decision.

99% of people fail to write great subject lines.

Only 1% gets it right. Monika Grycz is one of them.
She gets 86% open and 25% reply rates regularly.
I asked her to share a few of her best subject lines.

Here they are (steal them):

- just called (Nick Cegelski special)

- evaluating stack (*inspo from Will Allred)
- ramping reps;
- Q2 bench;
- integration plans;
- app conversion question;
- Q4 sequence;
- cold email rewrites;

If possible, personalize it based on prospects’ hobbies, recent activities, etc.

- skiing through the pipeline;

- sparring with <competitor name>/<challenge prospect faces;>
- <colleague> sent me; (*Josh Braun special)
- your LinkedIn post;

Rules to follow:
1. Keep it short (2-3 words);
2. No selling in the subject line, no marketing BS.
3. It has got to be relevant to the prospect’s challenges (do the research);
4. Get straight to the point, cut out all the fluff from the 1st line of your email
5. Whatever is teased in the subject line, gotta be explained later in the email;

Here's my 14-Step Cold Email Checklist...

(Most fail # 7)

1. Validate emails only

2. Google People Chips (snag additional “accept all" emails)
3. Multi-domain
4. Inbox rotation
5. Thread emails
6. Soft CTA
7. No Calendly link
8. No introductions
9. Spintax
10. Never kowtow
11. Low volume (42 max a day, 12 minutes between each send)
12. No open tracking
13. Zero platitudes
14. No links (including signature)