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<lastmod>2026-08-21T11:48:39.288Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/playbooks/telecommunications/manager-coaching</loc>
<lastmod>2026-08-21T11:48:40.906Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/playbooks/telecommunications/pricing-negotiation</loc>
<lastmod>2026-08-21T11:48:42.496Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/playbooks/telecommunications/upsell-call</loc>
<lastmod>2026-08-21T11:48:43.767Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/playbooks/telecommunications/warm-call</loc>
<lastmod>2026-08-21T11:48:45.017Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-law-firms-why-the-partnership-model-decides-your-deal-not-your-prod</loc>
<lastmod>2026-08-21T14:34:40.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-first-thirty-days-on-a-new-patch-what-to-do-before-you-know-anything</loc>
<lastmod>2026-08-21T14:34:40.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/building-a-dial-block-that-survives-past-10-40am</loc>
<lastmod>2026-08-21T11:01:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/it-has-to-go-through-security-and-legal-review-keeping-a-deal-warm-through-six-w</loc>
<lastmod>2026-08-21T10:20:58.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-rep-who-opened-by-showing-where-the-product-fails-and-won-the-</loc>
<lastmod>2026-08-21T08:43:32.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-real-estate-agencies-the-principal-signs-and-he-s-been-pitched-thre</loc>
<lastmod>2026-08-20T18:51:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/pilot-vs-poc-vs-paid-trial-three-words-buyers-use-interchangeably-and-you-should</loc>
<lastmod>2026-08-20T17:37:21.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-first-90-days-as-an-sdr-what-to-master-in-week-one-month-one-quarter-one</loc>
<lastmod>2026-08-20T17:22:05.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/booking-the-meeting-before-you-hang-up-the-last-forty-seconds-of-a-cold-call</loc>
<lastmod>2026-08-20T16:50:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-demo-just-broke-live-here-s-how-to-keep-the-room</loc>
<lastmod>2026-08-20T16:11:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/renewal-call-vs-upsell-call-running-both-at-once-is-how-you-lose-both</loc>
<lastmod>2026-08-20T10:52:51.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-buyer-interrupts-on-slide-two-now-what</loc>
<lastmod>2026-08-19T16:44:12.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-room-went-quiet-at-minute-nine-and-never-came-back</loc>
<lastmod>2026-08-19T16:27:42.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/i-need-to-run-it-by-the-team-what-that-actually-means-and-how-to-get-in-the-room</loc>
<lastmod>2026-08-19T16:07:03.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/just-send-me-some-info-seven-responses-ranked-by-what-actually-books-meetings</loc>
<lastmod>2026-08-19T16:07:03.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discount-vs-term-vs-scope-which-concession-costs-you-least</loc>
<lastmod>2026-08-19T10:23:49.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-pharma-clinical-ops-the-study-is-already-behind-and-that-s-your-ope</loc>
<lastmod>2026-08-19T10:09:48.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-call-teardown-the-rep-booked-a-meeting-with-the-wrong-person</loc>
<lastmod>2026-08-18T18:21:39.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/warm-call-teardown-ninety-seconds-of-borrowed-credibility-spent-badly</loc>
<lastmod>2026-08-18T18:04:39.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/disqualification-teardown-the-deal-that-should-have-died-on-call-one-and-lasted-</loc>
<lastmod>2026-08-18T15:48:49.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-post-call-recap-email-that-actually-moves-the-deal-write-it-in-six-minutes</loc>
<lastmod>2026-08-18T15:01:44.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-quota-went-up-and-your-patch-got-smaller-what-to-actually-do-in-week-one</loc>
<lastmod>2026-08-18T14:46:42.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-staffing-and-recruiting-fill-rates-redeployment-and-the-req-that-we</loc>
<lastmod>2026-08-18T11:19:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/you-got-put-on-a-pip-here-s-the-30-day-plan</loc>
<lastmod>2026-08-17T16:08:24.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-utilities-rate-cases-capital-cycles-and-why-your-q4-push-doesn-t-re</loc>
<lastmod>2026-08-17T11:56:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-re-heads-down-on-the-erp-rollout-until-q3-the-competing-initiative-stall</loc>
<lastmod>2026-08-17T10:44:18.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/can-we-start-with-a-small-pilot-when-that-s-progress-and-when-it-s-a-trap</loc>
<lastmod>2026-08-17T08:52:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-need-to-see-results-from-phase-one-first-the-expansion-objection</loc>
<lastmod>2026-08-17T08:05:11.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/you-ve-missed-two-quarters-here-s-how-to-walk-into-that-1-1</loc>
<lastmod>2026-08-17T08:05:11.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-rewrite-a-cold-call-script-for-an-industry-you-ve-never-sold-into</loc>
<lastmod>2026-08-14T17:17:32.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/can-we-just-do-month-to-month-the-short-term-ask-and-what-it-s-really-telling-yo</loc>
<lastmod>2026-08-14T16:47:01.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-exec-who-joined-never-unmuted-and-killed-the-deal-two-weeks-la</loc>
<lastmod>2026-08-14T10:24:03.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-staffing-and-recruiting-fill-rates-margin-and-reqs-that-go-dark</loc>
<lastmod>2026-08-14T08:52:58.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-build-the-promotion-case-over-90-days-not-the-week-before-you-ask</loc>
<lastmod>2026-08-14T08:20:40.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-90-day-renewal-health-check-catching-the-churn-before-it-s-a-save-call</loc>
<lastmod>2026-08-13T16:36:38.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-freight-and-3pl-why-brokerage-buyers-have-heard-your-pitch-four-tim</loc>
<lastmod>2026-08-13T16:02:51.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-real-estate-agencies-principals-splits-and-the-fourth-proptech-pitc</loc>
<lastmod>2026-08-13T14:57:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discount-vs-term-vs-scope-three-ways-to-close-a-price-gap-ranked-by-what-they-co</loc>
<lastmod>2026-08-13T13:59:07.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/i-don-t-handle-that-anymore-the-redirect-that-s-half-true</loc>
<lastmod>2026-08-13T12:53:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/our-data-is-a-mess-the-objection-that-s-really-about-being-exposed</loc>
<lastmod>2026-08-13T12:53:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-what-a-coo-at-a-4b-firm-is-actually-protecting</loc>
<lastmod>2026-08-13T10:26:52.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/pilot-vs-full-rollout-which-ask-actually-closes-faster</loc>
<lastmod>2026-08-13T08:19:02.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-telecom-network-ops-why-aiops-is-a-dirty-word-in-the-noc</loc>
<lastmod>2026-08-12T17:39:52.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/send-me-references-from-someone-exactly-like-us-the-proof-objection-answered</loc>
<lastmod>2026-08-12T15:37:32.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-financial-services-the-coo-who-s-really-buying-protection-from-the-</loc>
<lastmod>2026-08-12T15:11:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-price-is-too-high-is-almost-never-about-price</loc>
<lastmod>2026-08-12T13:05:53.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/take-me-off-your-list-what-to-say-in-the-next-four-seconds</loc>
<lastmod>2026-08-12T12:55:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/upsell-teardown-the-account-review-that-ended-with-two-products-and-no-discount</loc>
<lastmod>2026-08-12T10:00:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-real-estate-agencies-principals-commission-splits-and-the-three-pro</loc>
<lastmod>2026-08-12T09:44:03.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-run-an-account-review-that-earns-the-expansion-instead-of-triggering-a-di</loc>
<lastmod>2026-08-11T17:46:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-calling-an-operator-vs-cold-calling-an-executive-same-product-different-pro</loc>
<lastmod>2026-08-11T12:49:23.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/send-me-three-references-exactly-like-us-the-proof-demand-that-stalls-late-deals</loc>
<lastmod>2026-08-11T12:44:38.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/ranking-400-accounts-into-a-dial-order-a-territory-build-you-can-finish-in-an-af</loc>
<lastmod>2026-08-11T10:24:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-first-30-seconds-how-to-open-a-cold-call-so-they-don-t-hang-up</loc>
<lastmod>2026-08-11T10:24:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-pharma-clinical-ops-enrolment-timelines-study-budgets-and-why-pilot</loc>
<lastmod>2026-08-11T10:00:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/operator-vs-executive-the-same-product-two-completely-different-conversations</loc>
<lastmod>2026-08-10T18:42:53.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-looked-at-you-two-years-ago-and-passed-reopening-a-closed-lost-account</loc>
<lastmod>2026-08-10T18:20:21.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/there-s-a-new-vp-starting-everything-s-on-hold-the-leadership-change-stall</loc>
<lastmod>2026-08-10T18:08:09.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/smb-vs-mid-market-vs-enterprise-which-seat-actually-makes-you-a-better-rep</loc>
<lastmod>2026-08-10T17:52:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-call-vs-warm-call-what-actually-changes-in-the-first-90-seconds</loc>
<lastmod>2026-08-10T16:33:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/legal-will-never-sign-your-paper-working-the-redlines-stall-before-it-eats-your-</loc>
<lastmod>2026-08-07T18:40:23.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-just-signed-with-someone-else-three-months-ago-the-timing-you-can-actually-us</loc>
<lastmod>2026-08-07T17:01:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/ten-days-to-sound-credible-in-a-vertical-you-ve-never-sold-into</loc>
<lastmod>2026-08-07T13:15:13.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/it-has-to-integrate-with-their-system-or-it-s-a-non-starter</loc>
<lastmod>2026-08-07T10:29:34.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/pick-your-vertical-carefully-the-industry-you-dial-into-shapes-your-whole-career</loc>
<lastmod>2026-08-07T10:29:34.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-telecom-network-ops-alert-fatigue-failed-aiops-and-a-cto-who-s-hear</loc>
<lastmod>2026-08-07T08:12:56.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-partner-led-firms-what-changes-when-everyone-bills-by-the-hour</loc>
<lastmod>2026-08-06T17:31:44.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-ask-for-a-referral-on-the-same-call-you-just-closed</loc>
<lastmod>2026-08-06T16:35:04.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/you-inherited-the-account-and-renewal-is-in-three-weeks-a-20-minute-prep-routine</loc>
<lastmod>2026-08-06T16:09:21.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/warm-call-teardown-how-a-rep-burned-a-referral-in-eighty-seconds</loc>
<lastmod>2026-08-06T15:33:31.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-energy-and-utilities-regulatory-cycles-asset-risk-and-why-your-pilo</loc>
<lastmod>2026-08-06T13:37:58.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-call-teardown-41-seconds-with-a-managing-partner-who-bills-900-an-hour</loc>
<lastmod>2026-08-06T10:46:09.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/running-a-demo-for-seven-people-who-to-talk-to-who-to-watch-and-who-kills-it-lat</loc>
<lastmod>2026-08-06T09:53:00.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/top-down-vs-bottom-up-should-you-call-the-executive-or-the-person-with-the-probl</loc>
<lastmod>2026-08-05T18:42:24.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-the-coo-buys-compliance-vetoes-advisors-decide-wh</loc>
<lastmod>2026-08-05T18:26:36.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/roleplay-vs-call-review-which-one-actually-changes-what-a-rep-does-on-monday</loc>
<lastmod>2026-08-05T12:04:24.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-have-a-quote-thirty-percent-below-yours-working-the-competing-bid-without-pan</loc>
<lastmod>2026-08-05T11:06:43.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-champion-just-left-here-s-the-call-you-make-on-day-two</loc>
<lastmod>2026-08-05T10:28:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/case-study-vs-reference-call-vs-pilot-which-proof-actually-moves-a-deal-forward</loc>
<lastmod>2026-08-05T09:30:39.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-the-six-things-that-actually-get-you-promoted-hitting-quota-isn-t-enou</loc>
<lastmod>2026-08-05T09:30:39.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-champion-just-left-here-s-the-10-day-plan</loc>
<lastmod>2026-08-05T09:30:39.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/fifteen-minutes-a-day-how-to-roleplay-with-a-peer-without-it-being-awkward</loc>
<lastmod>2026-08-04T18:18:24.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-open-a-renewal-call-when-you-already-know-adoption-is-dead</loc>
<lastmod>2026-08-04T17:07:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-cybersecurity-alert-fatigue-mttr-and-why-the-soc-lead-doesn-t-belie</loc>
<lastmod>2026-08-04T17:07:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/it-has-to-go-through-security-review-surviving-the-questionnaire-without-losing-</loc>
<lastmod>2026-08-04T15:22:27.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/warm-call-teardown-90-seconds-of-borrowed-trust-spent-in-the-wrong-order</loc>
<lastmod>2026-08-04T15:22:27.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discovery-call-vs-demo-stop-running-one-call-that-does-both-badly</loc>
<lastmod>2026-08-04T13:21:23.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-the-coo-buys-risk-reduction-not-growth</loc>
<lastmod>2026-08-04T13:21:23.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-turn-usage-data-into-an-expansion-case-without-sounding-like-an-auditor</loc>
<lastmod>2026-08-04T10:11:10.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/from-sdr-to-ae-the-evidence-file-that-actually-gets-you-promoted</loc>
<lastmod>2026-08-04T09:26:36.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/roleplay-vs-call-reviews-vs-live-coaching-which-one-actually-fixes-a-rep</loc>
<lastmod>2026-08-04T09:26:36.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/this-is-a-nice-to-have-right-now-losing-to-other-priorities-not-other-vendors</loc>
<lastmod>2026-08-04T09:09:02.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/three-people-on-the-demo-and-only-one-is-talking-how-to-read-the-quiet-ones</loc>
<lastmod>2026-08-04T09:09:02.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/call-me-back-in-six-months-the-calendar-stall-and-what-s-underneath-it</loc>
<lastmod>2026-08-04T08:58:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/thirty-minutes-to-learn-a-vertical-you-ve-never-dialled</loc>
<lastmod>2026-08-04T08:58:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/build-the-concession-ladder-before-the-pricing-call-not-during-it</loc>
<lastmod>2026-08-03T16:42:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-pharma-clinical-ops-enrollment-timelines-beat-efficiency-slides</loc>
<lastmod>2026-08-03T16:42:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/who-else-like-us-is-using-this-the-reference-objection-from-a-buyer-who-refuses-</loc>
<lastmod>2026-08-03T16:42:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/coaching-teardown-the-1-1-where-the-manager-talked-for-thirty-eight-of-forty-fiv</loc>
<lastmod>2026-08-03T13:11:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-call-teardown-68-seconds-with-a-soc-lead-who-was-already-annoyed</loc>
<lastmod>2026-08-03T13:11:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-work-the-closed-lost-pile-the-re-engagement-call-that-isn-t-an-apology</loc>
<lastmod>2026-08-03T13:11:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-already-use-someone-for-that-how-to-keep-talking-without-trashing-the-incumbe</loc>
<lastmod>2026-08-03T13:11:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-write-the-recap-email-that-keeps-the-deal-moving-and-the-version-that-kil</loc>
<lastmod>2026-08-03T12:38:11.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-staffing-and-recruiting-pitching-people-who-live-on-the-phone</loc>
<lastmod>2026-08-03T12:38:11.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-run-a-roleplay-your-reps-don-t-roll-their-eyes-at</loc>
<lastmod>2026-08-03T11:15:49.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-telecom-network-ops-talking-to-a-room-that-s-already-been-burned-by</loc>
<lastmod>2026-08-03T11:15:49.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/coaching-1-1-teardown-the-manager-who-talked-for-38-of-45-minutes</loc>
<lastmod>2026-08-03T11:05:45.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-the-coo-the-advisors-and-why-compliance-isn-t-the</loc>
<lastmod>2026-08-03T11:05:45.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discovery-and-demo-on-the-same-call-when-combining-them-wins-and-when-it-costs-y</loc>
<lastmod>2026-08-03T10:52:56.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/it-has-to-go-out-to-tender-working-an-rfp-first-buyer-without-becoming-column-fo</loc>
<lastmod>2026-08-03T10:52:56.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-re-in-a-hiring-freeze-the-headcount-objection-is-rarely-about-headcount</loc>
<lastmod>2026-08-03T09:34:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-run-a-25-minute-discovery-call-without-turning-it-into-an-interrogation</loc>
<lastmod>2026-08-03T09:05:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-re-consolidating-vendors-this-year-how-to-not-be-on-the-cut-list</loc>
<lastmod>2026-08-03T09:05:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-a-soc-how-to-talk-to-security-leaders-who-get-40-vendor-emails-a-da</loc>
<lastmod>2026-08-03T08:21:00.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-in-12-months-the-checklist-nobody-hands-you</loc>
<lastmod>2026-08-03T08:00:08.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-energy-and-utilities-storm-season-regulators-and-a-ten-year-asset-p</loc>
<lastmod>2026-07-31T18:15:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-raise-price-at-renewal-without-losing-the-account</loc>
<lastmod>2026-07-31T13:28:34.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/you-re-on-a-pip-here-s-the-thirty-day-plan-that-isn-t-panic-dialling</loc>
<lastmod>2026-07-31T12:26:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/you-re-too-small-for-us-handling-the-vendor-risk-objection-without-apologising-f</loc>
<lastmod>2026-07-31T12:26:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discovery-call-vs-demo-what-belongs-in-each-when-the-buyer-says-just-show-me-the</loc>
<lastmod>2026-07-31T11:35:52.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-the-coo-the-compliance-shadow-and-the-advisor-who</loc>
<lastmod>2026-07-31T11:01:10.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/champion-vs-coach-vs-economic-buyer-which-one-you-actually-have-and-what-s-missi</loc>
<lastmod>2026-07-31T10:55:00.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-champion-just-left-here-are-the-first-three-calls-you-make</loc>
<lastmod>2026-07-31T10:55:00.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/i-m-not-the-right-person-for-this-when-it-s-a-redirect-and-when-it-s-a-brush-off</loc>
<lastmod>2026-07-31T10:30:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/teardown-the-first-call-after-your-champion-left-the-company</loc>
<lastmod>2026-07-31T10:30:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-email-vs-cold-call-on-the-same-account-where-the-meetings-actually-come-fro</loc>
<lastmod>2026-07-31T09:46:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/script-vs-talk-track-vs-winging-it-what-actually-holds-up-under-pressure</loc>
<lastmod>2026-07-31T09:46:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-voicemail-nobody-deletes-a-20-second-script-and-the-text-that-follows-it</loc>
<lastmod>2026-07-31T08:51:03.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-pass-the-mock-cold-call-in-an-sdr-interview</loc>
<lastmod>2026-07-31T08:45:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/inbound-sdr-vs-outbound-sdr-which-seat-gets-you-to-ae-faster</loc>
<lastmod>2026-07-30T18:16:33.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-government-and-public-sector-procurement-rules-budget-years-and-who</loc>
<lastmod>2026-07-30T18:16:33.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/our-data-is-a-mess-it-d-never-work-here</loc>
<lastmod>2026-07-30T18:11:45.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/pick-a-vertical-early-why-specialist-sdrs-book-more-meetings-than-generalists</loc>
<lastmod>2026-07-30T18:11:45.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/procurement-handles-it-from-here-don-t-let-the-technical-win-become-a-price-grin</loc>
<lastmod>2026-07-30T18:11:45.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-staffing-and-recruiting-fill-rate-redeployment-and-the-branch-manag</loc>
<lastmod>2026-07-30T15:44:35.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-in-eighteen-months-building-the-promotion-case-nobody-can-argue-with</loc>
<lastmod>2026-07-30T14:12:57.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-five-minute-callback-how-to-work-an-inbound-lead-like-it-s-still-outbound</loc>
<lastmod>2026-07-30T12:45:07.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-to-sales-leaders-your-buyer-runs-the-same-playbook-you-do</loc>
<lastmod>2026-07-30T12:30:10.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/fifty-callable-accounts-in-one-afternoon-how-to-build-a-list-you-won-t-abandon-b</loc>
<lastmod>2026-07-30T10:59:25.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/my-team-won-t-use-it-the-adoption-objection-is-a-prediction-not-a-complaint</loc>
<lastmod>2026-07-30T10:59:25.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-feature-tour-that-lost-the-room-in-minute-six</loc>
<lastmod>2026-07-30T10:25:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-the-promotion-criteria-nobody-writes-down</loc>
<lastmod>2026-07-30T10:25:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/voicemails-that-get-called-back-a-three-message-sequence-that-isn-t-begging</loc>
<lastmod>2026-07-30T09:27:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/turning-one-referral-into-four-running-a-referral-chain-inside-an-account</loc>
<lastmod>2026-07-30T08:27:41.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-buyer-who-asked-about-price-four-times-in-25-minutes</loc>
<lastmod>2026-07-29T18:29:47.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-healthcare-what-a-cmio-actually-cares-about-and-it-isn-t-your-roadm</loc>
<lastmod>2026-07-29T17:03:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/building-the-close-plan-on-the-call-how-to-get-a-buyer-to-agree-to-dates-out-lou</loc>
<lastmod>2026-07-29T16:19:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/can-you-do-a-free-pilot-when-a-pilot-is-progress-and-when-it-s-a-parking-lot</loc>
<lastmod>2026-07-29T16:19:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/gatekeepers-aren-t-the-enemy-how-to-get-routed-instead-of-blocked</loc>
<lastmod>2026-07-29T16:19:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/there-s-an-rfp-coming-wait-for-it-how-to-not-get-boxed-out-of-your-own-deal</loc>
<lastmod>2026-07-29T16:19:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/can-you-just-do-a-free-pilot-say-yes-to-the-right-version-and-no-to-the-rest</loc>
<lastmod>2026-07-29T14:56:56.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/enterprise-vs-smb-cold-calling-what-actually-changes-when-the-logo-gets-bigger</loc>
<lastmod>2026-07-29T14:56:56.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/what-does-it-cost-asked-two-minutes-into-a-cold-call</loc>
<lastmod>2026-07-29T14:29:15.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-are-you-different-from-competitor-asked-ninety-seconds-into-a-cold-call</loc>
<lastmod>2026-07-29T09:20:20.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-wealth-management-compliance-advisor-time-and-the-coo-who-s-sat-thr</loc>
<lastmod>2026-07-29T09:20:20.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/it-has-no-bandwidth-until-q3-working-the-implementation-stall</loc>
<lastmod>2026-07-29T09:09:30.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-insurance-claims-the-four-numbers-a-claims-leader-actually-manages-</loc>
<lastmod>2026-07-29T09:02:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/thirty-minutes-to-learn-an-industry-well-enough-to-dial-it</loc>
<lastmod>2026-07-29T09:02:06.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/nobody-here-will-actually-use-it-the-adoption-objection-answered</loc>
<lastmod>2026-07-29T08:52:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-re-in-a-hiring-freeze-the-objection-that-kills-headcount-linked-roi</loc>
<lastmod>2026-07-29T08:52:55.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-three-buyers-in-the-room-and-the-rep-sold-to-only-one-of-them</loc>
<lastmod>2026-07-29T08:01:37.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-get-fluent-in-a-new-vertical-in-two-weeks-because-your-patch-just-changed</loc>
<lastmod>2026-07-29T08:01:37.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-law-firms-billable-hours-partner-politics-and-why-nobody-owns-the-d</loc>
<lastmod>2026-07-29T08:01:37.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/no-budget-until-next-fiscal-real-stall-real-answer-and-how-to-tell-which-you-got</loc>
<lastmod>2026-07-28T18:49:09.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/take-me-off-your-list-recovering-a-hostile-open-and-knowing-when-to-just-hang-up</loc>
<lastmod>2026-07-28T18:09:47.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-re-mid-implementation-on-something-else-come-back-after-go-live</loc>
<lastmod>2026-07-28T18:09:47.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/can-we-just-do-a-free-pilot-first-when-to-say-yes-and-when-it-s-a-trap</loc>
<lastmod>2026-07-28T17:01:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discovery-call-teardown-how-a-rep-burned-25-minutes-and-learned-nothing</loc>
<lastmod>2026-07-28T16:48:21.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/negotiation-teardown-fourteen-percent-gone-in-four-sentences</loc>
<lastmod>2026-07-28T16:48:21.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/discovery-teardown-the-call-that-went-right-and-the-ninety-seconds-that-made-it</loc>
<lastmod>2026-07-28T16:16:26.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-reopen-a-closed-lost-deal-six-months-later-without-sounding-desperate</loc>
<lastmod>2026-07-28T16:16:26.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/phone-vs-email-vs-linkedin-running-the-expected-value-maths-on-your-first-touch</loc>
<lastmod>2026-07-28T15:24:20.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-insurance-claims-cycle-time-leakage-and-why-nobody-in-that-building</loc>
<lastmod>2026-07-28T15:24:20.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-everyone-said-yes-and-nobody-said-who-would-run-it</loc>
<lastmod>2026-07-28T14:41:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/pick-a-vertical-before-you-pick-a-company-why-industry-depth-compounds-faster-th</loc>
<lastmod>2026-07-28T14:41:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/sdr-to-ae-in-twelve-months-what-actually-gets-you-promoted-it-isn-t-meetings-boo</loc>
<lastmod>2026-07-28T14:31:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/three-weeks-left-how-to-triage-a-pipeline-instead-of-working-all-of-it</loc>
<lastmod>2026-07-28T14:31:17.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/dial-email-or-dm-what-each-touch-is-actually-worth-per-hour</loc>
<lastmod>2026-07-28T12:58:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-break-into-tech-sales-with-no-sales-experience-and-no-cs-degree</loc>
<lastmod>2026-07-28T12:58:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-pharma-clinical-ops-study-timelines-enrolment-pain-and-why-nobody-c</loc>
<lastmod>2026-07-28T12:58:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/selling-into-real-estate-agencies-the-principal-owns-the-commission-the-decision</loc>
<lastmod>2026-07-28T12:58:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/the-sdr-interview-roleplay-how-to-prep-for-the-cold-call-they-ll-make-you-do-liv</loc>
<lastmod>2026-07-28T12:58:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-read-an-sdr-comp-plan-before-you-sign-it</loc>
<lastmod>2026-07-28T11:34:50.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/demo-teardown-the-quiet-one-in-the-room-who-killed-it-three-days-later</loc>
<lastmod>2026-07-27T18:12:53.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-disqualify-in-minute-six-without-burning-the-relationship</loc>
<lastmod>2026-07-27T18:12:53.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/teardown-the-meeting-that-got-booked-and-never-happened</loc>
<lastmod>2026-07-27T17:57:07.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/phone-vs-email-vs-linkedin-what-each-channel-is-actually-good-at</loc>
<lastmod>2026-07-27T16:19:15.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/six-minutes-of-prep-per-account-what-to-look-up-before-you-dial-and-what-to-skip</loc>
<lastmod>2026-07-27T16:19:15.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/multi-threading-without-going-behind-your-champion-s-back</loc>
<lastmod>2026-07-27T16:08:46.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/cold-call-vs-warm-call-same-product-two-completely-different-first-twenty-second</loc>
<lastmod>2026-07-27T15:01:47.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/i-m-not-the-right-person-the-redirect-that-s-either-a-gift-or-a-brush-off</loc>
<lastmod>2026-07-27T15:01:47.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/upsell-call-teardown-the-check-in-that-turned-into-a-downgrade-request</loc>
<lastmod>2026-07-27T11:03:33.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/your-champion-just-left-the-company-here-s-the-next-seven-days</loc>
<lastmod>2026-07-27T11:01:16.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/how-to-ask-for-the-referral-on-the-call-and-the-handoff-note-that-makes-the-warm</loc>
<lastmod>2026-07-27T09:57:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/script-vs-framework-which-one-should-you-actually-be-holding-on-the-call</loc>
<lastmod>2026-07-27T09:57:28.000Z</lastmod>
</url>
<url>
<loc>https://drillcall.com/blog/we-tried-something-like-this-and-it-didn-t-stick-selling-to-a-buyer-who-s-alread</loc>
<lastmod>2026-07-27T09:57:28.000Z</lastmod>
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<lastmod>2026-07-27T08:24:41.000Z</lastmod>
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<lastmod>2026-07-27T08:24:41.000Z</lastmod>
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<url>
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<lastmod>2026-07-27T08:24:41.000Z</lastmod>
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<url>
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<lastmod>2026-07-27T08:13:16.000Z</lastmod>
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<url>
<loc>https://drillcall.com/blog/author/timothy-yang</loc>
</url>
</urlset>
