👋 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

“Companies should be selling ideas more than benefits. Sell ideas. Not stuff.”

– Aaron Ross

This week, ask yourself: What can you change in your pitch to make your ideas land better?

🚦 Stop Doing That / Start Doing This 

A cold email with an 89-word intro? I ain’t reading all that:

🛑 STOP: Taking two calendar days to get to the point. Don’t bother saying, “I’ll skip the generic fluff” — sir, that is fluff. 

✅ START: Ruthlessly editing your intros. This is 89 words, and I still don’t know who this person is, what company they work for, or how they can help my business. People skim emails. You have 3 seconds to get someone's attention.

⚡️ Get Dialed-In:

Review your email templates and take a machete to the word count. This email would have been far more impactful as:

I’m [NAME]  from [COMPANY] and I’m wondering if you’d be interested in collaborating on a guest post. 

I came up with a few hot topics that will resonate your audience:
- Topic 1
- Topic 2
- Topic 3

Let me know if these sound interesting. 

Make your cold emails easy to skim and respond to. No fluff (for real this time). 

🔎 “Missing features” doesn’t have to be a dealbreaker.  Here’s how to handle it.

When you hear a lead say, “You don’t have all the features I want,” do you panic a little? 

Insecurity starts creeping in: I’m not good enough. I can’t give them what they need. 

But the feature comparison objection doesn’t have to be a death blow. You just need to think differently about what your buyer is actually saying—and respond to that. 

The solution is simple, but it’s not always easy to pull off:

You need to win on philosophy first, not features.

Plato and Aristotle discussing how to handle sales objections in ancient Greece.

Your buyer probably isn’t an expert in your field, so they feel insecure about not knowing enough to make the right decision. 

Buyers try to compensate for their incomplete knowledge by leaning toward feature-complete solutions. After all, if a product has ALL the things, it can’t be the wrong choice, right?!

The irony is that buyers will research and comparison shop all the way to analysis paralysis and end up more confused than before. 

The thing buyers want is direction. Give them direction by sharing your product philosophy before discussing features. 

Your business has a distinct point of view about how to solve a problem better than anyone else. (Otherwise, why are you in business?!)

There’s a reason you’re not exactly like your competitors and don't have a carbon copy of their features. And the reason is never “because we suck and they rule.”

Some examples of distinct product points of view: 

➡️ You're focused on building a fast, powerful, lightweight product that’s easier to use. 

➡️ You’re doubling down on certain features or core functionality to become best-in-class in what matters. 

➡️ You prioritize simplicity over bloating a product with unnecessary bells and whistles that distract from your users' goals. 

➡️ Your product is purposefully designed for a specific customer—teams, solopreneurs, rock climbers, mixologists, etc. Share how your solution was tailor-made for them.

Educate your buyer on how your approach takes a different stance because of your product P.O.V. 

Share what you’re doing and why—along with what you’ve chosen not to do, and why.

Reassure them that a feature comparison checklist doesn’t tell the whole story. You’re the best at solving this problem, missing features be damned. 

Buyers just want to leave the call with clarity. They don’t want to think about this shit anymore. 

Once you get their buy-in on your philosophy, then sell them on your solution with your existing feature set.

And sure, many times, a missing feature really is a dealbreaker. There’s no getting around it. You’re still educating a buyer on what you do best and that’s knowledge that can spread even if a deal doesn’t close.

⚡️ Get Dialed-In:

💪 Founders: Make sure your sales team knows your philosophy. Could they describe your product P.O.V. in their sleep? Host a one-hour refresher training session. 

💪 Sellers: Record a voice note with how you’d handle the “missing features” objection with your philosophy pitch. Send it to your manager—or founder, if you’re feeling brave—and ask them to critique it. 

Let’s get philosophical this week. 

Cheers,

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

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