Art Sobczak has been selling on the phone since he was 14 — starting with tickets to the Omaha police fundraising circus. Forty-plus years later: founder of Business By Phone, author of Smart Calling (three editions), host of The Art of Sales, 1,500+ trainings — including one for my first inside sales team at the US Chamber of Commerce twenty years ago.
We get into what AI actually does for prospecting, why he'll never say "this is a cold call," the Salesperson's Oath, turning gatekeepers into allies, and the four pillars that separate salespeople who execute from those who collect training. If you or your team make outbound calls, this is the masterclass.
What You'll Learn
• Why AI is the greatest assistant — and worst replacement — salespeople have ever had
• Why personalization without relevance is just spam
• The Possible Value Proposition: the opener formula that replaces "this is a cold call"
• Why permission-based openers trigger fight-or-flight in your prospect's brain
• The Salesperson's Oath: first, create no resistance
• The social engineering approach that turns gatekeepers into allies who prep your prospect before you call
• "If the music is still playing, stay on the dance floor" — why rushing to book the meeting kills live conversations
• The four pillars of top performers — and why identity beats discipline (Be-Do-Have, shades of Atomic Habits)
• The backwards math: why 6-8 meetings a month might take 8 dream prospects and a handwritten note, not 14,000 dials
▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox
▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.com
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Books & Resources Referenced
• Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling (3rd Edition) by Art Sobczak - https://www.amazon.com/Smart-Calling-Eliminate-Failure-Rejection/dp/111967672X
• How to Get a Meeting with Anyone by Stu Heinecke - https://www.amazon.com/s?k=how+to+get+a+meeting+with+anyone+stu+heinecke
• Get the Meeting!: An Illustrative Contact Marketing Playbook by Stu Heinecke - https://www.amazon.com/Get-Meeting-Illustrative-Marketing-Playbook/dp/1948836440
• Atomic Habits by James Clear - https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299
• Art's First 20 Seconds Formula masterclass — smartcalling.com
• The Smart Calling Report newsletter — via smartcalling.com
• The Art of Sales podcast — theartofsales.com
• Dale Dupree Podcast Episode - https://www.youtube.com/watch?v=DotK-CSfWOI
• Chris Walker Podcast Episode - https://www.youtube.com/watch?v=2o5mLPdJp2E
