How to Turn Cold Calls Into Warmer, More Authentic Connections
Tyler Hilton’s career began with a cold call… Just not the kind you’d expect.
When the musician and actor phoned a radio station hoping to sing and win free concert tickets, he wasn’t trying to get discovered. But that nerve-wracking call ended up changing everything and launched his career.
In this episode of Sales Reframed, host Eric Janssen explores how meaningful relationships and career-defining opportunities often begin long before the first “yes.”
From Tyler’s unexpected break, to Shari Wenk’s nearly two decades of thoughtful follow-through with Tim Grover, to award-winning TV producer Mike Bickerton’s insider view on standing out, to entrepreneur Jack Oremus’s handcrafted pitch that landed his dream job.
Across these conversations, a clear pattern emerges:
The people who consistently break through the noise often aren’t the loudest in the room. They’re often the most intentional.
They personalize. They prepare. And they show their capability quickly and authentically.
Whether you’re sending a cold email, pitching your dream client, or simply trying to get on someone’s radar, this episode will show you how thoughtful preparation and authentic capability can open doors you didn’t think you had access to.
Reframe Takeaway
After listening, you’ll understand that breaking through isn’t about being louder. It’s about being more personal, more prepared, and more persistent than everyone else trying to get their attention.
Episode Guests
Tyler Hilton: Musician, Actor (One Tree Hill, Walk the Line)
Shari Wenk: Sports Agent, Author, Collaboration with top athletic trainers
Mike Bickerton: TV Producer (Amazing Race Canada, Blown Away)
Jack Oremus: Entrepreneur
Top Episode Learnings
Personalize the Outreach and Demonstrate Your Capability. Effective outreach is specific. It reflects real understanding of the person you’re trying to reach. Don’t just tell them you can help – show them how you can solve their problem or add value.
Persistence Builds Trust and Opportunity. Big opportunities often take time. Jack Oremus meticulously crafted his pitch to Yes Theory — and even then, he had to try multiple avenues before it reached them. Mike Bickerton remembers a team that auditioned for The Amazing Race Canada for ten years before finally making it onto the show. Shari Wenk nurtured a professional relationship with Tim Grover for eighteen years before they published a book together. Their stories remind us that “big breaks” rarely happen overnight – they’re almost always the product of showing up, day after day.
Rejection Isn’t an Ending – It’s Information. Every outreach, audition, or pitch offers data. A “no” often means something about the timing, fit, or readiness isn’t quite right. The best performers treat rejection as a data point, a cue to adjust, refine, and continue forward. What separates those who break through from those who don’t? They keep going.
Resources Mentioned in This Episode
"Should I Open This Email?" — Research study by Carnegie Mellon University on email subject lines and open rates
"Cold Emails are the New Cold Calls" — Article by Eric Janssen and Ryan Standil in The Globe and Mail's Leadership Lab
Jack Oremus's Yes Theory Application Video — "I want to join the Yes Theory team"
Yes Theory — YouTube channel and digital media brand
The Amazing Race Canada — Reality TV competition series
Blown Away — Netflix glass-blowing competition show
Tim Grover — Personal trainer to Michael Jordan, Kobe Bryant, and Dwyane Wade
Winning: The Unforgiving Race to Greatness - Tim Grover with Shari Wenk
Relentless: From Good to Great to Unstoppable - Tim Grover with Shari Wenk
Case Example: The Listener by James Christensen Painting
Transcript
About Sales Reframed
Sales Reframed is a podcast that redefines sales as the ultimate life skill. Blending research, storytelling, and strategy, it explores how influence, resilience, and purpose drive success in every field.
Developed by award-winning professor and entrepreneur Eric Janssen, and in partnership with Ivey Executive Education, the show makes sales human, practical, and accessible to everyone.