Welcome to Decoding Sales, a podcast for an engineer that's Alex Elaine and a sales

that's me, Peter On, talk about the art and science of sales as it relates to business and in life.

Today, I am repurposing one of the Ask Me Anything sessions that I hosted on the Saywise platform with Mason Fierst, the founder of a

startup called Motive, which helps screen and filter for candidates using really accurate AI.

Mason and I connected on LinkedIn. He reached out to me

after seeing a YouTube video of mine and we immediately hit it off when we had an intro call and we

remained in touch since then. He's one of the most genuine, authentic founders I've come across

and he's such a sponge when it comes to learning the craft

of sales. And so he and I have chatted a couple times. He recently, as of a few months ago on

LinkedIn, posted something about an outbound strategy working for him really well. And so I reached

out and asked him, hey, what was involved with this?

He sent me the guide where he documented the steps for how he's done authentic founder-led

outbound.

And because it resonated with me, his approach, I asked if we could do a virtual session

where I interviewed him on the entire process.

And so this conversation is the output of that.

If you like what you hear and if you want a copy of that founder-led outbound guide,

please reach out to either myself for Mason on LinkedIn. We'll put our profiles in the show notes and we'd be happy to send over

the PDF where there's a ton of golden nuggets as to how you can do outbound authentically if you're

a founder. So without further ado, let's jump into the Ask Me Anything session. There's a little bit of

an intro because I'm repurposing this. So some of this might be a repeat,

but enjoy the show and let us know what you think. Why don't we get started? I know everybody's

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