👋 Welcome to Dialed-In

Your Monday bolt of sales energy. 

Each week, we’ll share one deal-winning idea, quick tactical sales tips, and motivation to get shit done.

🧠 Monday Mindset

“I don’t care about three years ago. I don’t care about two years ago. I don’t care about last year. The only thing I care about is this week.” – Tom Brady

This week, ask yourself: What will you do differently to win new results?

🙏 Grand Sales Gestures: The Chili That Closed a Deal

Years ago, startup founder Blake Garrett was in a tough spot with his business. He was weeks away from shutting down if he couldn’t close at least one major deal. 

Blake had his eye on one dream prospect. The problem: he couldn’t land a meeting with the guy, so he needed a creative way to get his attention. 

After some research, Blake learned his lead's favorite restaurant was The Texas Chili Parlor in Austin. Call it fate: Blake lived in Austin. 

Blake bought a gallon of steaming hot chili, froze it in blocks, boxed it up with dry ice, and paid astronomical fees to ship it overnight. 

The next day, the lead called him. No one had ever attempted a gesture like this—he was floored by the creativity. Charmed by the chili. He happily agreed to meet and Blake closed the deal just in time to keep his startup afloat. Today, 10 years later, his tech company is still going strong. 

The lesson: Do the stuff no one else is willing to do… even if it involves mailing a gallon of chili. 

🤔 Too Many Inbound Leads and Not Enough Reps? Try the 3-Question… Question. 

I’ll be honest: Close’s Sales team is going through a rebuilding year. 

We’re hiring new AEs to keep up with demand, but for a while, we’ve been running with a small but mighty team of two sales badasses—Kate Petrone and Forrest Dwyer. 

Leads continued to pour in, but the space on our Sales team’s calendar began to fill up. New demo requests were booked a week out. 

Our Sales duo faced a dilemma: How do we provide leads with the information they need without scheduling too many meetings? 

I know this problem will sound all too familiar to our customers, so I thought I’d give you a peek inside our experiment to solve our high-volume inbound puzzle. 

For new demo requests, we’re emailing prospects with one question:

"What are the top 3 questions you have about Close?"

Yes, folks, it’s really that simple. (Look, I didn’t say we’re re-inventing the wheel.)

Our rationale: When people request a demo, they usually have the same handful of questions, and most don’t need a full 30 minutes to answer them.

So let’s tee up their questions in an email to give us something to respond to. 

Here’s the most important part: We reply to their 3 questions with thoughtful and personalized answers. 

The 3-question ask is not an excuse to blow people off: it’s a way to save you both time and still get their needs met. 

Our goal is to record short 5-minute Loom videos answering our leads’ questions, tailored to their specific needs. It might sound like a lot of work until you realize a 5-minute Loom is a lot more efficient than a 30-minute call. 

Here’s why we like the 3-question ask:

✅ Sales reps can tackle more requests (and qualify them earlier based on the questions they ask)

✅ Leads get their questions answered faster (rather than waiting a week for a spot on the Sales team's calendar)

✅ Each lead gets a content asset—the Loom recording—they can revisit and pass on to other decision makers if needed

Of course, plenty of customers will have questions that require a live meeting. 

When that happens, we want to make sure there’s plenty of space on the Sales team’s calendar to schedule those demos quicker than ever. 💪

⚡️Get Dialed-In:

If you’re dealing with heavy inbound, test the 3-question ask in 10 follow-up emails this week. 

Let’s connect with more leads, faster. 

Cheers,

PO Box 7775 #69574
San Francisco, California 94120-7775

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