😎 The garbage man advising on enterprise biz dev, solar is dead, and a job-security masterclass

SELLER’S SECRETS

Who is Patrick Joyce, and what is Outboundless?

Patrick Joyce is the CEO of Outboundless, an outsourced cold calling agency for B2B companies. Previously the Global Head of Accounts and Strategy at LevelUp Leads, where he oversaw strategy for client accounts, leveraging his extensive experience in sales and business development.

He transitioned from a blue-collar background, including working on a garbage truck, to a successful career in tech sales.

He attributes his abnormal career growth to his strong work ethic, strategic networking, and a focus on mastering outbound sales techniques (particularly cold calling.)

Check out Patrick’s full interview on Youtube, Spotify, or Apple Podcasts.

Patrick’s come up (in 11 bullet points)

• Grew up in a blue-collar family in Revere, Massachusetts.

• Started working summers on the back of a garbage truck.

• Went back to night school to finish his math degree.

• Became a high school math teacher for four years.

• Moved to Seattle to break into a bigger field working as a marketing analyst.

• Started selling life insurance, learned cold calling the hard way.

• Switched from Insurance to Tech, became top SDR at ZipWhip

• Got recruited into enterprise B2B sales at Ekata, working on massive accounts.

• Hired a sales coach and became an outbound specialist within six months.

• Joined Level Up Leads to scale outsourced SDR operations for 40+ reps.

• Broke off into his own lane with Outboundless as CEO

Patrick’s sales alpha and best practices

1. Forget the over-engineered personalization, use “authority messaging”

Patrick’s cold outreach process is simple. Skip the flattery, sound like a peer, and communicate authority. Instead of spending 30 minutes researching personal details, he’ll send one-line emails (sometimes with typos) to mimic a busy exec’s text.

Example: “Hey, noticed you worked at Microsoft. We help them with fraud detection via PII ID. Can we chat?”

The approach lowers guards and accelerates response rates.

2. Use client conversations to build cold call scripts

Instead of assuming pain points, Patrick advises digging into renewal conversations and CSM calls to nail down exact customer language and desires. For a healthcare tech client of theirs, they scripted calls using the exact phrasing customers used during renewals.

The SDRs then sounded like insiders instead of vendors, which dramatically improved cold call conversions in technical industries.

3. Outbound Success Depends on Market Segmentation Mastery

Patrick learned skillful enterprise segmentation from working alongside former Salesforce execs. He still applies knowledge to every client he serves. Whether selling air filters or payment processing, he dices up TAMs, identifies ICPs, and pinpoints high-propensity verticals to go after.

If a client can’t articulate their market clearly upon engaging with his team, Patrick works through the process with them to ensure the outbound movement is as effective as possible.

Action Items: Lessons/practices from Patrick that will help you sell more

Professional network is crucial , don’t build it the wrong way

• Provide favors first instead of asking for them

• Help colleagues get promoted or make more money, they’ll like you more

• Refer good sales people into open roles whenever you can

• The network will begin returning favors when you least expect it

Stop over personalizing your cold outreach

• Skip the LinkedIn stalking for hobbies or alma maters

• Use 1-2 lines of direct business-relevant info only

• Make any messaging sound like a text from a peer, not a sales email

• Hyper focus on their problem and it’s effects, not your product

Use lookalike data tools for prospecting

• Input your top client domains into Ocean or DiscoLike

• Build and pull lists of companies similar to them

• Use job postings in Clay to find company’s pain signals

• Buy high-quality data, don’t rely on outdated lead lists

Craft your pitch based on customer renewals

• Ask CSMs why customers renew and what they value out of the product/service

• Study customer language and use it in your outbound language

• Build talk tracks around real project examples and initiatives

• Now you’re positioning SDRs as trusted advisors, not salespeople

Connect with Patrick

• All of his links are here: thejoyce.net