---
title: Waiting Is For Wimps. Master Outbound Sales To Grow, With James Harper
description: Inbound selling is fine, but it takes time, money, and expertise to master. Learn how to make outbound sales with James Harper on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/james_harper_sales_podcast_496_ig.png
---

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[Take the Scorecard](https://thesaleswhisperer.com/score)

 Apr 04, 2021

# Waiting Is For Wimps. Master Outbound Sales To Grow, With James Harper

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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- Was selling commercial art from his truck at 18
- Learned about [sales rejection](https://thesaleswhisperer.com/blog/rejection-therapy-handling-rejection-in-sales)
- Learned how to overcome sales objections
- You do marketing to grow sales
- Stay calm under pressure

[![Wes Schaeffer, The Sales Whisperer black white](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLI7SHFTplin0kK8Wz73YThhGopFjZt54Bp3e62G7EYOLog4ea5HjEvUMiaLqvz9Os3Z8ZPK3gBKkggrzqA0vmEbAOSsbxRcnqhO6b1iVhobXMc0IVCyFl360xyRG5FYfEy69WgtYrdJ8qfCDwdfsbL1V4nqCoEwqz9fCxQGNSXmw1kZdhUlKOZxW6NZJZPzPyglQpGHZ8uF&webInteractiveContentId=184500196010&portalId=443614)

- Door-to-door sales taught him grit
- Have better conversations
- Scale and replicate
- Batch your efforts

> The more hands you shake, the more money you make."

- Was scared to launch his own business
- His company got sold and he was given a 3-day notice
- Sold his agency after growing it
- He focused on sales and sold himself out of a job
- Loves outbound sales
- His new agency is focused on outbound sales

---

Related Posts:

- [Handle Rejection and Grow Your Sales](https://thesaleswhisperer.com/blog/rejection-therapy-handling-rejection-in-sales)
- [How To Make Gold Calls Instead of Cold Calls](https://thesaleswhisperer.com/blog/gitomer)

---

- Do inbound and outbound sales
- He tees up the initial meeting for his clients
- He has found his niche industry and stays in his lane
- Go get it and come back with it
- "What good is a man's yes if he can't say no?"
- Email, LinkedIn, and Calls
- Ringless voicemails have been paying dividends
- Doing some direct mail
- The money is in the follow-up

## [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJ7lEK8QK1K3340KZFKo1Y%2F7%2BOWTk7YczyQAam5PIOj45b6Kk%2FZzLgn41GgbwtK0gD8zO2JYOro03b8sSaCqGqhbZZao3qq6VTr3DhzT%2FWVVwM6BZBCmZeix445aZSpmJH3LNGvHjYNPtKBpD1tqeQ3ZDjVhZtzkLVzVL6upMspRjHLWewn61MtfUngzSbSs3pei6dcOEgw&webInteractiveContentId=178194433547&portalId=443614)

 

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## Related posts

[![How To Do GTM Today With Moogsoft CRO, Mike Cabot | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Mike_Cabot_sales_podcast_612.jpg?height=200&name=Mike_Cabot_sales_podcast_612.jpg)](https://thesaleswhisperer.com/blog/mike-cabot)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [How To Do GTM Today With Moogsoft CRO, Mike Cabot](https://thesaleswhisperer.com/blog/mike-cabot)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

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How to reach decision-makers in today's hybrid work environment \[ LISTEN NOW ON APPLE PODCASTS \]

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[![How To Succeed Without Selling, Meet Diane Helbig on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. ](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/Diane%20Helbig-the-sales-podcast-wes-schaeffer.png?height=200&name=Diane%20Helbig-the-sales-podcast-wes-schaeffer.png)](https://thesaleswhisperer.com/blog/diane-helbig)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [How To Succeed Without Selling, Meet Diane Helbig](https://thesaleswhisperer.com/blog/diane-helbig)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jul 31, 2020

Sales is a verb, but you must learn as you go.

[Read more](https://thesaleswhisperer.com/blog/diane-helbig)

[![The Psychology of Improving With Sales Expert Paul Scheper](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Paul_Scheper_sales_podcast_570.png?height=200&name=Paul_Scheper_sales_podcast_570.png)](https://thesaleswhisperer.com/blog/paul-scheper)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [The Psychology of Improving With Sales Expert Paul Scheper](https://thesaleswhisperer.com/blog/paul-scheper)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Aug 01, 2022

Be willing to make mistakes...once \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/paul-scheper)

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