The One Where You Master Prospecting

Well, hello, salesfolks!

Two months down and ten to go. Could building a strong pipeline BE any more urgent? ????♂?

Before we pivot, the good news: JustCall has been recognized as one of G2’s Best Software Companies for 2025! That puts us in the top 1% of companies listed on G2 — recognized for the impact we bring to teams worldwide.

This wouldn’t have been possible without you amazing people! So grab your Central Perk coffee mugs because “The One Where We Celebrate Together” just became our favorite episode. ??

(A)I'll be there for you…

…especially to take those repetitive tasks off your plate.

But the real question is, which AI agent is truly your lobster? ??

We’ve compiled everything you need to know about AI agents — the types of AI agents, how they work, and which ones your business shouldn’t be missing out on.

Read the Blog

Hand-picked wisdom from sales leaders? Good.

Expert, bite-sized insights? Goood.

Using the tips in your sales processes? Goooood.

We scoured the trenches of LinkedIn — like a good paleontologist — to find the sharpest sales direction for you.

The one where you pivot from chasing deals to locking them

Salman Mohiuddin , the Founder of Salman Sales Academy , shares a simple two-step hack to keep your sales cycle moving — without chasing prospects.

In his LinkedIn post, he recounts that most sellers miss two key moments in a sales call: Removing sales pressure at the start and securing the next step at the end.

His approach? Disqualify before you qualify.

Step 1: Start every call by giving your prospect an “out” after sharing the agenda.

“Hey Linda, we’re not a fit for everyone. So, at the end of our call, if the problem we solve doesn’t resonate with you or the value we provide doesn’t align with your expectations, we don’t have to progress with the next steps. We can shake hands as friends and move on. Is that an unfair ask?”

This gives your prospect the option of saying no, relieves the sales pressure, and makes them more open to the conversation.

Step 2: End each call by locking in a meaningful next step.

“Linda – one last thing. Once we end this call, you’ll return to your busy day, and so will I. To save us both time versus going back and forth via email, mind if we quickly pull up our calendars and lock in a time for our next call?”

This ensures alignment and momentum, and both parties leave knowing what lies ahead.

Salman recommends doing this on every call: Give your prospects an “out” after sharing your agenda. This gives them ownership and makes them feel more in control, which ultimately makes them want to stay.

PS: JustCall AI Voice Agents are never on a break from qualifying leads, answering queries, and booking meetings. Build an AI voice agent with us.

The one where you sell to the C-suite like a pro

The most effective mindset to sell to the C-suite, Jacob Karp (Enterprise Sales at Rubrik ) says, is to lead every sales conversation with the pain points your product can solve rather than what your product can do.

His LinkedIn post cuts right into the heart of the matter: What moves decision-makers isn't your product's bells and whistles but its ability to solve problems and deliver meaningful outcomes for their business.

Here's what C-suite decision-makers actually want to know:

• Does this align with a strategic priority or business initiative?
• What’s the positive business impact and potential ROI?
• What’s the cost of maintaining the status quo, aka the cost of inaction (COI)?
• Why should they do this now? As opposed to next month, quarter, year…or never.
• What other options on the market can do this for less or free?
• What's the operational overhead to the business and FTE spend?

And so on and so forth, depending on the sales cycle and circumstance.

The gist is: Capture your champions' attention by showcasing real business value, creating genuine urgency, and demonstrating alignment with their company's strategic priorities.

The one where you win the negotiation without sacrificing margins

In his latest post, Dimmo ?? CEO Troy Munson shared something pretty interesting: His biggest deals actually had the smallest discounts, simply because he doesn't fold as soon as a negotiation starts.

Troy noticed a common problem: When a potential client mentions a cheaper competitor, salespeople often panic. They start asking things like, "How much are they charging?" or "Let me see if my manager can approve a discount." This is where things go wrong.

Instead, he urges sellers to focus on two things:

1. Is your prospect interested in a lower price?
2. Does the “competitor” have a clear technical win?

If there’s no technical win, he suggests using something like: "If [Competitor] is still in the picture, that tells me we don't have a technical win or you're not confident our solution is the best for you. Let's take a step back and make sure we're solving all of your problems."

The beauty of this approach? If you DO have the technical win, they won't want to slow down. If you DON'T, they'll usually admit price is a factor.

And if the price comes up as the deciding factor, he says to express genuine concern: "I fear that if you base your decision on price alone, you might find yourself in the same spot 12 months from now, and I'd like to help you avoid that."

This shows that you actually care about their success, not just making the sale.

As he wraps up the call, he makes sure to lock in what happens next. He'll ask for one more technical conversation to double-check if they're truly the best solution for their problems.

...and that's how Troy typically makes his bank account happier during negotiation!

Remember, great prospecting isn’t about luck — it’s about Unagi. Use these plays, stay persistent, and watch your pipeline grow.

Until next time, bye-bye. ????