The Sales Hunter Podcast Fixing the Broken Math of Outbound Sales
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Oct 30, 2025 In this insightful conversation, Jason Bay, founder and CEO of Outbound Squad and a recognized sales influencer, dives into the evolving world of outbound sales. He reveals why traditional cold call tactics aren't cutting it anymore and discusses how to leverage AI for practice, even when live calls are scarce. Jason shares strategies to keep sales reps motivated, effective targeting techniques, and innovative ways to enhance outreach, like using voicemails as marketing tools. It's a fresh take on mastering the art of outbound sales!
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The Broken Math Of Cold Outreach
- Cold-call math is broken: pickup rates are ~5% and live-to-meeting conversion is ~5%.
- That means reps need many more conversations than realistically possible to hit quota.
Target Fewer, Higher-Propensity Accounts
- Shrink the top of funnel and focus deeply on fewer, higher-propensity targets.
- Prioritize signals and triggers to pursue accounts with better chances to engage.
Use AI And Practice Accounts For Reps
- Use AI (ChatGPT/Gemini) for realistic roleplay and voice practice when live conversations are scarce.
- Load C-tier practice prospects into a dialer for reps to gain repetition without risking key accounts.
