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Chef's specials:

- Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps

In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record.

We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps.

Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success.

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Here’s more context on Jacob’s team:

They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth.