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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
A masterclass in SDR excellence with Jacob McLeod, who smashed 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.
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.
Who is Jacob McLeod?
BDR on the Customer Expansion team at Nextiva
Connect with Jacob: On LinkedIn
Some takeaways
Getting Ready Before Day One
Jacob didn’t wait for his start date to get to work. He reached out to his future manager and director at Nextiva to gather resources, learn about the product, and get tips. On top of that, he dove into podcasts, YouTube videos, and industry insights. That proactive prep set him up to crush it from the start.
Staying Organized = Winning
From day one, Jacob had a system. He used a detailed pipeline tracker to keep tabs on accounts, plan outreach, and prioritize tasks by time zones and account importance. This let him focus on what mattered most, high-value opportunities, and stay efficient.
Consistency Beats Quick Wins
With his sports background, Jacob knew success isn’t about one-off wins. He focused on building habits like time blocking, multi-touch outreach, and daily goals. This kept his performance steady and sustainable, not just flashy for a few weeks.
People Over Metrics
For Jacob, sales wasn’t just about hitting numbers, it was about building real relationships. By understanding what his prospects needed and offering honest solutions, he earned trust and set himself up for long-term success.
In this episode, we cover
00:00 - Thoughts on the Record
00:52 - Background and Transition to Sales
01:10 - Discovering the Record and Setting Goals
02:54 - Strategy and Preparation Before Day One
05:26 - Onboarding and Early Challenges
09:24 - Organizing and Managing Time Effectively
18:35 - Creative Approaches to Booking Meetings
22:28 - Proudest Meeting and Handling Big Accounts
29:32 - Staying Motivated and Consistent
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