The Reason I Don’t Need to Sell on Sales Calls
(And Still Close $15K Monthly Deals)
This is not me bragging. It’s the opposite - I am not a good salesperson.
No formal training. No smooth scripts. No 19-step objection-handling frameworks.
I don’t “overcome resistance”. I don’t run a BANT or MEDDIC or whatever other sales method the professionals use. I don’t pitch why I am better than other agencies. I don’t show any slides. I don’t hide the price.
And I definitely make a bunch of mistakes that would get me dragged out of a Sandler seminar in shame.
Yet…
I routinely 1 call close $15,000/month deals on 30-minute calls. Probably about 80% of our clients came off of 1 phone call.
So, what gives?
It’s Everything That Happens Before the Call
By the time someone books time with me, they already know what I do.
They know how I do it.
They’ve seen how I think from my LinkedIn posts.
They’ve read my newsletter.
They probably have spoken to a few of my clients.
In short, they trust me before we ever speak.
The sales call isn’t about convincing them, it’s about having a conversation and confirming we’re a fit.
And that shift? That’s the entire game.
I Don’t Sell. I Signal.
What I’m doing every week, showing up online, sharing what I believe, writing about how I work that’s not marketing in the traditional sense. It’s signal-building.
When you publish consistently, people start to feel like they know you.
When your POV is clear, they know what you stand for.
And when your past results are visible, they trust that you can deliver.
So when that Zoom link opens up, I’m not trying to “win the deal.”
I’m just showing up and being the same person they’ve been hearing from all along.
Here’s the thing:
What I’m doing might look like personal branding, but it’s actually the core job of modern marketing. And this is where most companies miss the mark.
They pour time and energy into the aesthetics of brand—colors, typography, logo mockups. I know one company that recently rebranded their website for $125k!!
But that’s not what moves the needle in today’s buying process.
What moves the needle is people knowing:
What you do
How you do it
How you think
And whether they’d want to work with you
That’s the stuff that builds trust before a sales call. It’s what creates educated, ready-to-buy leads who don’t need handholding or convincing.
So if your sales team is struggling with cold leads, long sales cycles, or deals that just fizzle… You might not have a sales problem.
You might have a marketing problem.
Thanks for reading,
Adam