Stuck in the Sales Doldrums?

Pick Up the Phone and Dial!

Pick Up the Phone and Dial!

You know that feeling when business slows down, and you start questioning everything? "Maybe I should take up pottery," you muse. "Perhaps it's time to finally write that novel about an overworked sales rep who moves to a monastery and learns the secrets of inner peace." Or worse, you start refreshing your inbox every 45 seconds, hoping that the universe—or at least some desperate client—will magically drop a deal in your lap.

Welcome to the SALES DOLDRUMS.

What Are the Doldrums, Anyway?

The term “doldrums” originates from the nautical world. Back in the day, sailors feared the Intertropical Convergence Zone, a stretch of ocean near the equator where the winds could die completely, leaving ships stranded for weeks, sometimes months. Imagine being stuck in the middle of the ocean, your sails as limp as your pipeline, wondering if you’ll ever move forward again. That, my friends, is exactly what a slow sales period feels like.

But here’s the thing: those old sailors didn’t have an outboard motor. You do. It’s called a phone.

The Magic of Dialing

When business slows down, it’s tempting to analyze every economic trend, read a dozen articles about "how to recession-proof your revenue," or blame the algorithms for not favoring your LinkedIn posts. But the real answer to breaking free from stagnation is picking up the phone and making some good old-fashioned dials.

Yes, I said it. Dial. The. Phone.

Why? Because...

  1. It’s direct. No waiting for email replies. No hoping your prospect "saw your message." Just a real-time, human-to-human conversation.
  2. It’s disruptive (in a good way). Everyone else is sending emails. Be the unexpected voice that cuts through the noise.
  3. It creates energy. Ever notice how making calls snaps you out of a funk? It forces you to be engaged, think on your feet, and push past inertia.
  4. It reminds people you exist. Your clients and prospects are busy. A well-timed call might be the nudge they need to make a decision.  These types of prospect/client check-ins just don't work as well via email.

The Two-Day Call Challenge

If you’re currently adrift in the sales doldrums, I have a simple prescription: two days of 15-20 calls each. That’s it. Two solid days where you commit to dialing. No overthinking. No elaborate CRM workflows. Just 15-20 conversations per day.

Here’s what will happen:

  • You’ll reconnect with old prospects who suddenly “were just thinking about reaching out.”
  • You’ll stumble upon hidden opportunities that were buried in email chains and unreturned messages.
  • You’ll get momentum, and momentum begets more momentum.
  • You’ll remember that you actually like sales when it’s about real conversations and not just clicking "send."

But… What If No One Answers?

Ah, the classic excuse. "What if I call and they don’t pick up?" Well, what if they do? And if they don’t? Leave a voicemail. Send a follow-up text. Move on to the next call. Your job isn’t to predict who will answer—it’s to make the calls.

Break the Sales Doldrums Cycle

Sitting around waiting for business to pick up is like staring at a sail and hoping the wind will return. You are the wind!

So, the next time you catch yourself spiraling into “maybe I should start a podcast” territory, stop. Just pick up the phone. Call 15-20 people. Do it again the next day. And watch as the winds return, your sails fill, and your business starts moving again.

See you on the other side of the doldrums!

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Author's Note: I would be a hypocrite if I didn't admit sometimes I forget to take my own medicine.  Two weeks ago I was in the sales doldrums when my mentor Dan Tyre said, "Just stop emailing, pick up the phone, and call!" No matter what stage you're at in your career, remembering to carve out time to 'smile 'n dial' is sage advice.  And Dan should know.  He was employee #6 at HubSpot and headed up their sales for 17+ years.  During that time they grew to over $20 billion in org value.