Mike Gallardo

When you get a cold call objection say “that's why I called“ 😎


Learned this from Avi Mesh

6 Examples:


𝟭. 𝗦𝗲𝗻𝗱 𝗺𝗲 𝗮𝗻 𝗲𝗺𝗮𝗶𝗹.

Actually, that’s why I called.

Figured sending an email would create more questions than answers. And thought you may be curious how similar [persona] are achieving [positive business outcome].


𝟮. 𝗪𝗲’𝗿𝗲 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝘂𝘀𝗶𝗻𝗴 [𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿].

Actually, that’s why I called.

[similar company] was using [competitor] and liked that we could [differentiator].


𝟯. 𝗪𝗲 𝗱𝗼𝗻’𝘁 𝗵𝗮𝘃𝗲 𝗯𝘂𝗱𝗴𝗲𝘁.

Actually, that’s why I called.

Figured you wouldn’t have a budget right now, but hoped to share how we’re helping [similar persona] achieve [positive business outcome] so when you’re ready you know what’s out there.


𝟰. 𝗜’𝗺 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗽𝗲𝗿𝘀𝗼𝗻.

Actually, that’s why I called.

I’ve researched your company and I’m not sure to talk about [positive business outcome]. Figured you’d benefit from this. Any recommendation on who to reach out to?


𝟱. 𝗪𝗲’𝗿𝗲 𝗮𝗹𝗹 𝘀𝗲𝘁.

Actually, that’s why I called.

Figured you’d have something in place. [similar company] said the same but liked that we could [differentiator].


𝟲. 𝗜’𝗺 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿.

Actually, that’s why I called.

I thought there would be a few people involved in the conversation, but was curious if [positive business outcome] would help you personally.


What's your go to for objections?

- Mike G


👉 Learn everything I know about outbound in The Best Sales Course; Check out the 250+ page playbook here: https://lnkd.in/gP_-mVXR

People want remote work 😤

I've hired 20+ AEs this year.

And most of the time I was competing against hybrid or in-office.

I don't think it's coincidence that 95% of the offers I made were accepted because of this.

Not only that...

All remote companies are much more financially stable, because real estate and everything that comes with it is super expensive.

More and more people are caring about that too with all these layoffs and wanting to be somewhere long term.

Give the people what they want.

- Mike G

👉 Join 8,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

I typically don't make offers to someone without closing experience.

But I'm doing that tomorrow.

Here's what she did to make that happen:

- Sent me a personalized video on Linkedin
- Shared a 30/60/90 day plan
- Super prepared for every interview
- Ran a great mock demo

Anything is possible if you're willing to go above and beyond.

Now it's up to me to close :)

Wish me luck,
Mike G

#sales #salesleadership

When I was 30 years old I had an intervention.


Happened after being out all night partying with my phone turned off.

My wife hit her breaking point, called my mom and asked her to drive down to San Francisco and support her with an intervention.

That was almost 10 years ago.

And I couldn't be more proud to share that I haven't had a drop of alcohol since.

Not only that:

❤️ I built a great career in sales
❤️ I paid off all my debt and got a house
❤️ And I got into rock climbing and a bunch of other healthier habits

Legit makes me emotional just thinking about it.


Now my life is far from perfect.

I have struggles just like everyone else.

But one thing I know for sure is that you can accomplish anything you set your mind to.

And it's never ever to late to turn things around.

You go this!

- Mike G


👉 Join 9,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

2 emails you can send when prospects ghost you 👻


Pick the one that fits your style best.


𝗘𝗺𝗮𝗶𝗹 𝟭: 𝗚𝗶𝘃𝗶𝗻𝗴 𝗢𝗽𝘁𝗶𝗼𝗻𝘀


Hey Jill,

Haven’t heard back in awhile.

Usually that means one of the following:

1. You decided to move forward with another solution.

2. Life happened, you got busy but were planning on reaching back out.

3. This project got de-prioritized for more important initiatives.

Let me know if it’s one of these things or something else.

All good either way!


𝗘𝗺𝗮𝗶𝗹 𝟮: 𝗠𝗼𝗿𝗲 𝗗𝗶𝗿𝗲𝗰𝘁


Hey Jill,

Last time we chatted your top priority was X.

And it seemed like we shared the same goal of finding a path to partnership and starting implementation.

But maybe things have changed since I haven’t heard back in bit? If that’s the case let me know and absolutely no worries at all.

Cheers,
Mike

P.S. If life just got busy and you planned on reaching back out later that’s ok too :)


𝗡𝗲𝘅𝘁 𝘀𝘁𝗲𝗽𝘀:

Use either of these templates and some cold calls and watch the magic happen.

- Mike G


👉 Learn all my ghost busting techniques (for free) in my weekly newsletter: https://lnkd.in/gwQVvVBK

Career growth is not a rocket ship that goes straight up - forever and always.

Here's the truth:

😡 Sometimes you get stuck in roles.

🙄 Sometimes quota changes make it impossible to get paid.

➡️ So you gotta make lateral moves.

⬇️ Or even take a step down - IF the startup is worth it.

Just take a look at my career path (pictured below) -- Quite the journey if you ask me!

So what's the MOST important thing you can do for your sales career?

Pick the right startups:

✅ Competitive OTE
✅ Strong product market fit
✅ Majority of the team hitting quota

See how 1000s of companies stack up:
https://lnkd.in/gwHuN_yb

Step 1: Use the navigation bar on the left to show startups that are hiring now.

Step 2: Filter by the ones with the highest quota attainment.

And voila'

Now you can make a move that changes your career (and life) with confidence.

You and your wallet deserve it,
- Mike G

#sales #salescareers #hiring

How to pick great companies to sell at:
(5 things I look for)

𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗴𝗿𝗼𝘄𝘁𝗵
Is the company actually growing fast? I want to see consistent quarter over quarter acceleration. A company that's scaling revenue quickly is a company that has product market fit. That momentum creates bigger territories, more pipeline, and more opportunity for you.

𝗠𝗮𝗿𝗴𝗶𝗻𝘀
If margins are below 50%, that's a red flag. Strong margins mean the company has pricing power and isn't racing to the bottom to win deals. It also means there's real budget to invest in your tools, your team, and your comp plan.

𝗛𝗼𝘄 𝗺𝗮𝗻𝘆 𝗽𝗲𝗼𝗽𝗹𝗲 𝗵𝗶𝘁 𝗾𝘂𝗼𝘁𝗮
This is the one most people skip and it's the most important. If less than 50% of the team is hitting quota, either the product is hard to sell, the quotas are unrealistic, or leadership doesn't know how to enable their reps. You want a team where the majority of sellers are winning, not just one or two outliers keeping the metrics alive.

𝗛𝗼𝘄 𝗺𝘂𝗰𝗵 𝘁𝗼𝗽 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗲𝗿𝘀 𝗴𝗲𝘁 𝗽𝗮𝗶𝗱
Top performers should be making 200% or more of their OTE. That tells you the company doesn't cap earnings and actually rewards the people who go above and beyond. If the best rep on the team is barely clearing plan, something is broken.

𝗛𝗼𝘄 𝗼𝗳𝘁𝗲𝗻 𝗽𝗲𝗼𝗽𝗹𝗲 𝗴𝗲𝘁 𝗽𝗿𝗼𝗺𝗼𝘁𝗲𝗱
Promotion cycles should be happening more than once a year. If you have to wait 18 months just to get a title change after crushing your number every quarter, the company doesn't prioritize growth from within. I look for orgs where leadership is actively building the next generation of sellers, managers and leaders from their own bench.

𝗕𝗼𝗻𝘂𝘀: All remote. The freedom to choose where you live is 10x more valuable than the tradeoffs. Especially long term.

This is how I couldn't pass on Deel.

Everything was a 10/10 with no signs of slowing down.

Best decision I've ever made.

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