Cynthia Handal

One of my SDRs did a full week of training. Then came his first day on the phone. He didn't want to call. He asked to shadow someone else a little longer. It's never about the training. It's about not knowing what the other person will say back. So we sat down and went through the actual lines. What to say when they say we're not interested. What to say when they say just send me an email. He made his first call that afternoon. That sheet is what I rebuild every time I join a new company. Today I uploaded it. The teams Swan AI and Amos Bar-Joseph are launching GTMskills.com A free, open-source library of GTM skills built by people who actually do this work. Runs in Claude, Codex, or Swan. Backed by the teams at Zapier, GTM Engineering School, Pavilion, Swan, and Apify. Cold call objection handling is the framework I use to onboard every new rep. Everyone tells sales teams to build AI workflows. Nobody hands them the plays. If you work in GTM, get your skills at https://getswn.link/j24jwv

You're making three calls and moving on. Your top rep is making ten calls to the same account. Different angles. Different times. You're updating your tracker when your manager asks. Your top rep is updating it the moment the call ends. You're asking for feedback in your one-on-one. Your top rep is asking right after the call ends. You're showing up at 9:00 AM when the meeting starts. Your top rep is there at 8:55. You're complaining about the list, the product, the prospects. Your top rep is working around all of it. Your top rep isn't smarter than you. Isn't better at talking. Isn't more charismatic. They're just willing to do the boring work you quit on. Hard work beats talent every single time. The tenth text. The eighth call. The complete tracker. The feedback request. The early arrival. The focus instead of complaints. That's it. That's the gap between $5k a month and $20k a month in commission. Not talent. Tenacity. The willingness to do what everyone else quit on. Start today. Send that text you didn't send. Make that call you didn't make. Update your tracker. Ask for feedback. Show up early. Stop complaining. That's the boring work.