The 20 / 100 Challenge
Your dream clients don't know you exist. Bet on yourself and fix that in 20 days.
Outreach is the skill your revenue depends on and the one most people avoid. Twenty days from now you will have had 100 new conversations, a pipeline of leads, and the one thing no course can give you: proof that you can do it.
Included free with Sollo membership (historically $2,000)
NEXT COHORT STARTS IN
$169k
“Signed our first B2B contracts, worth up to $169,000 in revenue. The biggest shift wasn't just the deals, it was confidence.”
Craig
CEO, previous cohort
$237k
“The system helped our lead conversion rate improve by 3 to 4x and I personally closed €204,000 in five months.”
Stefan
Sales rep, previous cohort
$5.8m
"In 30 days I made $50k, in four months I made over $500k, and 9 months later I signed $5.8m worth of deals!"
Katie
CEO, previous cohort
You're brilliant at the work. Selling it is the part nobody trained you for.
Most solopreneurs are experts in their craft and undertrained at selling it. The result is a feast-or-famine cycle of referrals, undercharging, and waiting for the phone to ring. Some months it rings. Some months it doesn't.
The 20 / 100 Challenge replaces that cycle with a system: one you build upon every single day, getting over your nerve problem, generating real conversations with real people who could become your future clients.
WHERE YOU ARE NOW
Your pipeline is whoever happens to refer you this month
Outreach happens in bursts, when the fear of an empty month beats the fear of sending
The outreach that you do send gets ignored
Every messa gets rewritten three times and you still don't send it
Sales activity happens when delivery allows, which is never
AFTER THE 20 / 100 CHALLENGE
100 new conversations, logged, with replies and meetings you can count
A simple daily rhythm you have already kept for four weeks
Templates for both cold and warm leads on LinkedIn and email as well as reactivation that you have tested on real people
The nerves gone, because you did the thing 100 times
Potentially new clients!!
The rules
Twenty days. One hundred people. Here is exactly how the challenge works.
1
New outreach templates every week.
Each week you receive fresh templates to engage your leads, or you can use Sollo to create your own.
2
Reach out to five new people a day, every working day, for 20 days.
A first message to someone you have not messaged before, on LinkedIn, email or WhatsApp. Follow-ups are expected and do not count toward your 100.
3
Check in daily.
One post in the challenge space before midnight to show you completed the day.
4
Miss one check-in and you owe ten the next day.
Miss a second and you are kicked out of the challenge. No refund. Everyone starts on the same day and everyone who finishes, finishes together.
🏆
The biggest wins and the biggest activity win prizes. Show up, do the work, and you could finish the challenge with more than just new clients.
01
Daily outreach
30 to 45 minutes of outreach, whenever suits you. The templates for the week land every Monday, so you never face a blank screen.
02
Video lessons
Short, focused videos, 30 seconds to 5 minutes each, uploaded each week. Watch them when it suits you.
02
3 live sessions per week
One to work through the weekly content together. One for coaching, hot seats, and your questions, with real-time feedback on your deals.
20 days later, you leave with leads AND a complete sales system.
In addition to the outreach that you do, you will also get seven modules covering the different stages of a sales process. So you generate leads and start closing deals as you go through the programme (this is not a lecture series!)
1
Your offer and your price.
An offer built on your lived experience, and the mindset to charge what your work is worth.
2
Building your pipeline
A 30-day lead gen plan, an ICP-matched target list, how to identify warm leads, and a research process to turn cold outreach into a positive engagement.
3
Starting conversations
Cold email and LinkedIn DM frameworks that get replies, how and when to follow up, how often, and a first-call opening framework.
4
Discovery mastery
A 5-layer sales call / discovery process, the questions that surface the real cost of inaction and how to then position your service.
5
The Pitch
A 5-part pitch narrative built from your real discovery data so that your offer makes the prospect think “this is exactly what I need!”
6
The Proposal
The proposal presentation framework, and the price-reveal moment rehearsed.
7
Negotiate, Close & Systematise
A negotiation playbook, deal-reactivation scripts, and a Monday-to-Friday rhythm that runs your sales process for you.
Includes expert master classes from those that have built what you desire
How to create a personal brand that generates income
Carina Farrell
Lever Brands Senior Brand Manager
How to create content on LinkedIn that generates leads
Josh Sanders
Co-Founder @ The Creator Accelerator
Learn how to use email to win new clients
Daniel Bustamante
Founder @ Velocity - Grow your revenue with email
How to leverage AI as a Solopreneur
Alex Issakova
Ex-Senior Exec, Silicon Valley
3 hours weekly
of programme content
3 hours weekly
of real sales work
Free access
to all Sollo customers
Featured Case Study
One member went from no sales experience to $5.8m in signed deals
Katie runs her own company and had never sold before. She joined a previous cohort (previous name: 30 day sales accelerator), built her offer, her pipeline, and her process, and then ran the system exactly as designed. “The step-by-step approach and tools helped me create a clear process.” Her results, in her own words, month by month:
$50k closed in her first 30 days
$500k+ closed within four months
$5.8m in signed deals after 9 months
My sales process was a collection of gut feelings, not a system. The frameworks taught me to think like my prospect. We went from 12% to 38% email response rates in 6 weeks. But the real win? Deals that used to take 3 months now close in 4 weeks.
As a founder navigating sales for the first time, I felt overwhelmed. The programme provided actionable guidance and a repeatable process. It normalised the discomfort of cold outreach and turned it into a skill.
This accelerator gave me tons of info, templates and ideas. I have been able to refine my ICP and improve my messaging over the course of the programme. Absolutely recommended!
Loved Michael's course. Very digestible daily steps and extremely founder friendly!
$35m
In new client revenue using this sales formula since 2023
100+
founders and solopreneurs through previous cohorts
$5.8m
largest single-member result to date
Results from previous cohorts. Individual results vary and depend on your offer, your market, and the work you put in.
The prizes
Up to $20,000 worth of prizes. Show up, do the work, and you could finish the challenge with a lot more than new clients.
$5,000, $3,000 and $1,000 to the three people who bring the most paid joiners through their referral link before doors close on 27 Sep. This is on top of the existing partner referral fees.
*Conditions apply
2 winners
Two Sollo scholarships
One year of Sollo plus a strategy session with the Sollo team. Post a video on LinkedIn on why you believe you should win this and tag Sollo, by Fri 25 Sep. Winners announced on September 28th.
$20k value
The $20k package
The finisher who books the most meetings from challenge outreach, verified in Sollo, gets a hands-on strategy day with the Sollo team, where we will help you build your offer, fill your pipeline, and tailor your pitch.
Built for experts who never trained as sellers
The 20 / 100 Challenge is for people who sell their own expertise and want a sales system they can run themselves.
This is for you if
You're a solopreneur, fractional executive, consultant, or coach
You're an expert in your craft, and selling it is the part you never trained for
You want a sales system you can run yourself, without hiring anyone
You're prepared to put in the work: about 1 hour per day
This is not for you if
You're looking for passive results: watch some videos, close some deals
You won't defend your daily outreach blocks
You want automation to send a thousand messages while you sleep
You're building a large sales team. Sollo is for a business of one
Your instructor
Your investment: nothing, if you're a Sollo customer
Before Sollo, this programme sold separately for $2,000+. Now every Sollo customer gets it for free. One subscription covers the platform, the community, and the 20/100 challenge.
Recommended · Best value
Become a Sollo customer
Save up to 61% on lifetime pricing.
Already a Sollo member? The 20/100 challenge is already yours. Head to the 20/100 challenge space in your Sollo community to enrol in the September cohort and watch the three Programme Introduction videos before Week 1.
Includes
One Sollo membership. Platform, community, and the full 20 / 100 Challenge included.
The 20 / 100 Challenge (September cohort, spots limited)
Sollo AI Sales Agent with unlimited interactions
Prospecting across a 380m-person database
Multichannel inbox: LinkedIn, WhatsApp, email
Pipeline, analytics & revenue forecasting
Sollo community & weekly huddles
1:1 onboarding session to launch you
or, if you’d rather not use Sollo
Not using Sollo?
The challenge on its own.
Everything you need to build your sales system over 20 days — without a Sollo membership. One payment, no subscription. Ideal if you already have your own tools and just want the programme.
Includes
The full 20 / 100 Challenge (September cohort, spots limited)
All sales templates: offer, pipeline, discovery, pitch, proposal & close
Weekly live sessions
Expert masterclasses
The challenge community
Your cohort — a group of solopreneurs building alongside you
Templates and recordings to keep after the programme ends
Does not include Sollo.
Do the challenge every single day using the templates the Sollo team recommends. If you don’t generate a single new lead by the end of the 20 days, you get all of your money back. No hoops, no hard feelings.
20 days from now, you'll have new leads and a sales system. Or… you will still be winging it.
The next cohort starts in September. Join Sollo, get the 20/100 challenge free, and close deals you wouldn’t have closed otherwise.