Surf and Sales S6E18 - Shawn Sease Fixing Cold Calling in the SDR Industrial Complex
Apr 14, 2025
47:21
The Professor of Prospecting reveals why cold calling isn't dead but your approach might be killing you.
The founder of INeverAnswer.com, Sean Sease, shares his deep expertise on effective outbound prospecting and why the traditional cold calling approach fails for most companies.
Key topics covered:
- Why there's no "secret sauce" in prospecting—it's about doing the work properly
- The surprising data on follow-up calls generating 2-12x more meetings than first-time connects
- How to rethink your first-call objectives to build a pipeline of follow-ups
- Sean's innovative "Round Table" approach that transforms cold outreach effectiveness
- Why making SDR roles a stepping stone to AE positions is "one of the most egregious errors in sales today"
- The talent challenges in outbound teams and how to address them
Whether you're a sales leader struggling with outbound results or an SDR looking to improve your approach, Sean's human-centered philosophy on prospecting will change how you think about cold calling forever.