Ep. 65 From Mailboxes to Meetings: Mastering Outbound Sales

Host Justin Miller talks with Nick Loise of Sales Performance Team about shifting from pure marketing into sales—how direct mail and outbound calling can work together to generate meetings and close business.

They cover practical outbound strategy: defining your ICP, cold-calling scripts, key metrics (dials → qualified conversations → appointments), realistic activity targets, and persistent follow-up.

They also discuss sales management: daily huddles, call coaching, KPIs on display, hiring and incentivizing reps, and when to outsource or use targeted tech to improve results.