Cormac

Nurturance Podcast Host | 10+ years in the sales game and focused on helping fintech and insurtech businesses.

[Cormac @cormacsells]

Dials logged and emails sent are dashboards for people who want to look busy. Revenue per rep is the only number that actually tells you anything, and almost nobody on your team is tracking it.

[Cormac @cormacsells]

Objection sequences are predictable. Decision trees win more often than charisma does. Sales is a logic problem wearing a people skills costume, and the costume fools almost everyone including the reps wearing it.

[Cormac @cormacsells]

The best closers refuse to prospect and they are correct to refuse. Pretending a closer should also grind outbound all day is a posture, not a strategy. Specialists outperform generalists in every part of this job.

[Cormac @cormacsells]

Price a booked meeting at more than about five percent of average deal size and the unit economics collapse. A hundred grand deal means roughly five grand a meeting or your acquisition cost eats the margin.

[Cormac @cormacsells]

A company mid raise is the worst prospect on your list, not the best. Pre revenue founders burn cash too fast for pay per meeting to prove out, and half their attention is in investor decks, not your pitch.

[Cormac @cormacsells]

If nine out of ten booked meetings turn into deals, the meetings were too easy to get and you overpaid for the ones that were never going to buy. The model runs cleanest at one in four or one in five.

[Cormac @cormacsells]

An internal SDR can burn twelve months of salary before pipeline starts converting. An outsourced rep juggling four accounts ramps faster, because switching products weekly is the actual skill, not a distraction from it.

[Cormac @cormacsells]

Investors show up once you've already won and stopped needing the money. Ask for help while you're actually raising and mid fight and you get silence. Capital chases proof, never the need for it.

[Cormac @cormacsells]

Every check-in email you send moves you further down my list, not closer to the top. Answering the chase takes time away from fixing the actual problem. Silence usually means I'm working.

[Cormac @cormacsells]

98% of our booked meetings started as a live phone call. When a prospect asks for an email instead of a callback, that email dies unread in a folder. We just call them again and book it properly.

[Cormac @cormacsells]

I use less AI now than I did six months ago. It doesn't have taste, it has patterns. Everyone bragging about 10x output is publishing the same grey sludge with a different logo on top.

[Cormac @cormacsells]

The whole job is the first three seconds after a stranger picks up and says who is this. Everything after that is technique. AI cannot survive that moment, so it skips straight to a very expensive voicemail.

[Cormac @cormacsells]

Funding alerts, firings, office moves. My AI tracks all of it and books about one meeting a week. A rep working a static list books ten a day. You'd need something like 700 signals landing every single day before triggers alone justify one seat.

[Cormac @cormacsells]

The reps who lasted in a boiler room learned to read a stranger's tone in four seconds flat. Nobody teaches that anymore, so nobody expects it anymore.

[Cormac @cormacsells]

15 bookings came out of 41 connected calls that ran past fifteen minutes. A 36.6% close rate on the calls everyone assumes are too long to be worth having.

[Cormac @cormacsells]

A discount is a loan you gave yourself out of next quarter's number, and like every loan, someone eventually notices the interest.

[Cormac @cormacsells]

The follow-up email sent on day four didn't get ignored because of bad timing. It got ignored because the thing it was selling stopped being urgent.

[Cormac @cormacsells]

Every SDR posting asks for someone who builds relationships and hits fifty dials a day. Those are different brains wired for different rewards. Pick one.

[Cormac @cormacsells]

Booked calls run 340 seconds on average. Calls that connect and go nowhere last 49 seconds. The entire sales cycle happens in the first minute or it doesn't happen at all.

[Cormac @cormacsells]

A decision tree doesn't have a bad day, doesn't need coffee, and doesn't take it personally when the prospect pushes back. That's the entire advantage.