Hey,
Most founders and executives I talk to judge every sales call by one number: close rate.
So when a call goes sideways, they blame the pitch, the price, or the lead.
The number that decides most of those calls gets set in the weeks/days leading up, before the prospect books in.
It's how much of your thinking they already consumed.
Count how many of your ideas a prospect has seen before they show up
A prospect who has read 20 of your tweets, watched a YT vid, and scrolled a few reels walks in knowing how you think, what you believe, and why you are different.
You spend the call on whether or not they fit + next steps.
A prospect who checks your profile the night before and finds 3 posts from last spring walks in cold. They google you, read trustipilot or a stray reddit thread. Check out your compeitors.
You spend the call proving you are credible.
Your content is the part of the sale that happens without you in the room.
You need to give them UNLIMITED content to consume so they don’t even have a chance of leaving your ecosystem pre-call.
Do this:
Open your LinkedIn or X profile count the pieces of content from the last 30 days. If it's under 90, that's the number to fix first.
Pick 1 podcast episode, youtube video, or recorded call from the last 90 days and pull 20 post ideas out of it tonight.
On your next 3 sales calls, ask the prospect what they've seen of yours before the call, and listen for which ideas they repeat back to you.
We're looking for founders and executives who already have a podcast, YouTube channel, newsletter, or library of calls, and want every prospect to show up having read them. See if you qualify to work with us (link).
You already have more content than you think
Take a founder who records one 45-minute podcast a week. That's roughly 3 hours of their own thinking every month, in their own words.
Handled well, every episode produces 10 to 20 pieces of content.
Most of that thinking gets published once, and never touched again.
A lot of people will tell you the answer is to block 2 hours every morning to write. I disagree. The busiest executives I know will never do that, and they shouldn't.
That's where we come in. Our writers mine what you already say, write it in your voice, and you review the queue once a week.
The prospects who book with you are reading someone every week.
The only question is whether it's you or the company you're competing against.
If you want prospects walking into your calls already knowing how you think, and you already have the podcast, channel, or call library to pull from, see if you qualify to work with us (link).
Or just reply to this email. I reply to everyone.
Hope this helps.
Cheers.
Marcos
