Sales Prep Like Patrick Mahomes: Warm Calls Beat Cold Calls Every Time

Apr 19, 2026 · The Revenue Builders Podcast
🎧 PodShort 9 min squeezed to 2 AI SprinklerAS Sales Tech New
Episode artwork
John Rowell
Co-founder at Pinned Golf
The Revenue Builders Podcast
9 min squeezed to 2
Full episode from The Revenue Builders Podcast
Quotable Moments

Process equals speed, right? If you can build what you're going to do every day down to a defined process, you're going to be able to move faster, you're going to be more prepared.

John RowellCo-founder at Pinned Golf
00:52

Otherwise, you'll figure it out during the call, and you miss your chance to drive home how you and your company can help them.

John RowellCo-founder at Pinned Golf
02:15

You are interested versus feeling forced to be interesting.

John McMahonHost of Revenue Builders Podcast
05:54
Key Insights
  • Implementing a defined process for daily tasks and interactions in sales leads to increased speed and overall preparedness, allowing sales professionals to be more effective.
  • Thorough pre-call preparation is essential and involves developing hypotheses about the customer, conducting research on their account, and identifying their key pain points.
  • Effective sales preparation should center on understanding the customer's business objectives and how your solution directly addresses those goals, rather than just what you want to sell.
  • Lacking preparation means you'll spend the call trying to figure things out, thereby missing the crucial opportunity to effectively communicate how your company can genuinely help the customer.
  • Instead of making 'cold calls,' sales professionals should focus on transforming every interaction into a 'warm call' by dedicating time to research and understanding the prospect.
  • To make a call truly 'warm,' one must research the individual, their industry, their company, similar companies, and have relevant proof points, case studies, and testimonials readily available.
  • The level of preparation required for an enterprise sales rep is akin to that of a professional athlete like Patrick Mahomes, demanding the highest standard of professionalism and readiness.
  • Proper preparation allows a salesperson to be genuinely interested in the customer's conversation, rather than constantly trying to appear interesting themselves.
Metrics Mentioned
  • Single digit millions of ARR (This was Lacework's Annual Recurring Revenue when John Rowell first joined the company, indicating an early growth stage.)

RevBots.ai View:

  • AI Sprinkler stage teams bolt on tools but miss process discipline: prep is still manual.
  • ARM stage orchestrates prep workflows: AI surfaces insights, auto-populates call agendas.
  • Tab Hopper founders wing it: no time for research, just spray-and-pray outreach.
  • SaaS Hoarder reps drown in data: 15 tabs open but no clear path to warm calls.
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