Show Notes
"People don't actually do the thing for hours on end every day consistently. They just talk about theory." - Tony Brophy
Tony started cold calling in a boiler room in Dublin. His first day on the job, someone handed him a phone, a stack of magazines, and a script, then told him to start dialing.
He had no idea what he was doing, but he kept showing up anyway, and two years later he built a business around it.
Not a coaching program. Not a course. Actual cold calling, for clients who hand him a list and expect results.
Six hours on the phone the day he recorded this episode, running hour-and-a-half call blocks five or six times a day, speaking to roughly 20 people per block, a quarter of whom hang up the moment he opens his mouth.
He calls it getting kicked in the teeth for a living.
The reason he went all in on one channel and one service, no multi-channel strategy, no fancy funnels, is simple: he's got ADHD and if he doesn't lock onto one thing, he goes off the rails.
So he picked the hardest thing in sales and did it every single day until the discomfort became background noise.
His advice to new SDRs comes down to a few things.
Set call blocks and protect them. Follow the script instead of trying to be clever before you've earned the right to improvise. Speak like a normal person, not like someone auditioning for a movie.
And when a prospect asks if you're AI, have something ready. His line: they don't have the Irish accent on AI yet, mate.
Everything else is just showing up and making the dials.
"The only way you're going to get better is by pushing through that fear and that discomfort. Nobody else is going to do it for you."
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