Category Archives for Cold Calling

Cold Calling, Social Selling, Aaron Abodeely

TSE 1134: From The Street: “Why, Even With Social Selling, Cold Calling is NOT Dead”

Cold Calling, Social Selling, Aaron AbodeelyTime often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead.  

Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. 

Cold calling

Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. 

Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. 

When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer.

Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. 

Relevant and tailored

I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. 

I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. 

Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. 

Social media

Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. 

He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. 

The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. 

Psychological wins

When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. 

By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. 

There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. 

Measure results

The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. 

Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. 

Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. 

Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them.

Making time

It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourages relationships. Convey that your prospect is doing interesting stuff and you’d like to engage with him. 

A lot of companies are forward-leaning in this area because their buyers are people who are very active on social media. 

Driving engagement

Aaron recently had eight days to drive attendance to a technical workshop. He started by taking over the presenter’s LinkedIn profile and creating explainer videos of him sharing why folks might want to attend this event.

They deployed the video on LinkedIn and also one-on-one to specific people who might find the information relevant. They also employed cold calling as a follow up to LinkedIn and email messages. 

You can be aggressive with it but you must think long-term about the results.

Some type of two-way engagement is very good. For example, you’ve liked their post or left a comment and they responded. That’s a good sign and a healthy indicator. You can also send a thoughtful connection request. You simply have to adjust to who your buyer is. 

Make videos or launch a blog where you share thoughts about the industry.  

2-way dialogue

Begin by learning the language of the industry you’re pursuing. Go to technical meetups and learn to use the language your prospects use. 

Read magazines. Use meetups or YouTube. You may sound dumb trying to talk the way buyers talk, but it isn’t a sleazy thing. It’s your attempt at learning to communicate the way they do. Imagine going to a foreign country where people speak a different language. You may sound clumsy but you’re attempting to speak their language. 

It’s human nature to modulate how you speak to people. 

Some executives are scared to create content or speak broadly into the space, so start small.

Seek help

If you’re apprehensive about this, take screenshots and find time to sit with your sales leaders. Show this stuff to them in a one-on-one meeting. Demonstrate how you can get in front of C-level buyers. Make sure you’re hitting your baseline goals with calls and emails in order to get the leadership to adopt these concepts. 

“Cold Calling is NOT Dead” episode resources

Check out the Outcome Studio Podcast where Aaron interviews people who are sales and marketing experts or who just have cool stories to tell. Connect with him on LinkedIn or Instagram

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Wes Schaeffer, Sales Outreach, Sales Whisper

TSE 1124: Sales From The Street: “The Fundamentals of Sales Outreach”

Wes Schaeffer, Sales Outreach, Sales WhisperMany sellers have a tough time with outbound sales, so we’re spending the month of June focused on the topic, and today we’re specifically addressing the fundamentals of sales outreach.

Wes Schaeffer entered sales in 1997, covering stocks, bonds, retail, real estate, and high tech. He decided that, since sales was crazy and uncertain, he’d bet on himself. He laid the foundation for The Sales Whisperer, where he helps people with sales training.

Outbound struggles

Too many sellers mistakenly believe that outbound is dead. That cold calling and email are dead. The truth is you simply have to do a little bit of homework.

Some people would say that because everybody drinks water, if you sell water, everyone is your prospect. But some people are content drinking water out of a hose. Not everyone will spend money on your stuff.

Client selection is important. You have to figure out who’s going to buy your stuff and who isn’t.

The number of people who are ready, willing, and able to buy what you sell right now is in the single digits. If, for example, you just bought four brand new tires for your car, it doesn’t matter that you’re having a 50-percent-off sale.

Follow a script

Now that you know who you’re going after, what will you say? Will you fall into the trap of not following a script because it feels unnatural?

The Rock has made over $60 million a year by regurgitating scripts. He makes it his own and he makes it believable. The truth for all of us is that we’re living on a script.

I once talked in a presentation about seeing the band Chicago and about the fact that they play the same 20 songs in the same order at every single show. What would happen if they decided to just wing it every now and then?

That’s not what professionals do. Professionals practice things until they can’t get them wrong. You could wake them out of a stupor, hand them a guitar or keyboard, and they could play any song perfectly.

Practicing skills

Look at Tom Brady or Lebron James or Tiger Woods. I guarantee you they are still practicing. Are you willing to practice the little bitty things? How do you open? What do you say? How do you title your emails? How do you build interest?

If you sound like everybody else, I’m going to treat you like everybody else. The only way I can differentiate between you and everyone else that sounds like you is on price.

Think of the phone calls you get from an autodialer. They’re nice because they streamline things, but when people hear the long pause while it’s connecting to the first available person, they are completely uninterested. Then they mispronounce your name and you’re done.

Diagnose the problem

Wes recommends at least five emails in any outbound process. He also pointed out the distinction between frequently-asked questions and “should ask” questions. FAQs can be written out and sent in an email. The “should ask” questions allow you to differentiate yourself. These are the things the prospect doesn’t know.  

Understand your product and the situation of your prospects well enough to know what issues might arise. Our goal in prospecting is to ask a question that our prospect can’t answer.

Doctors do the same, and it’s why we trust them. When they take the time to diagnose the problem, we trust their prescription.

Ask questions

  • How are you generating leads?
  • What trends are you seeing?
  • Is it becoming more expensive to run ads?
  • How is your team performing?
  • Do you experience ups and downs?

Spend some time on your “should ask” questions.

We’re all too close to our own offerings. There’s an adage that says you can’t read the label from inside the bottle.

Outreaching sequences

Timing matters in outreach, and that’s why you need multimedia multi-step followup sequences. You need a success story about a prospect in your niche. You need a case study or a video testimonial. And then you’re off and running.

Dripping a prospect is a little like dating. When you continue coming back to your prospects, they eventually decide that there must be something good about your offering.

You have your target market or your dream 100. It’s worth persisting because, eventually, something is going to happen: a machine will break or the competition will miss a delivery. Maybe an employee will quit or they will have their own quality issues.

Start early, stay late

Remember that whatever you can measure you can improve.

Jeffrey Gitomer speaks about gold calling because he says there isn’t such thing as pure cold calling in B2B. You’re most likely to reach people by phone. You can do direct mail and other things, and they may work.

Executives and decision-makers get to the office early and they stay late. Since I’m a west coast guy, I start calling the east coast about 2 p.m. when the assistants and receptionists have gone home. Same with the lunch hour. The hourly people take their breaks while the boss keeps working.

Be strategic about your calls. Use LinkedIn to find information about your prospects. Where did they go to school? Do they have a recent article? The research demonstrates that you did your homework. It differentiates you from your competition.

Little things add up. Trust the process and have a process.

“The Fundamentals of Sales Outreach” episode resources

Connect with Wes at thesaleswhisperer.com. You can find his social media links and his phone number there.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Asking, Closing, The Sales Evangelist Podcast

TSE 1122: Don’t Forget To Ask!

Asking, Closing, The Sales Evangelist PodcastSellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral.

We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way.

This is a reboot of an earlier episode of The Sales Evangelist, but it’s an evergreen topic. Asking for referrals always makes sense for motivated sales professionals.

Cold calling

I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them.

Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business?

Put it on your calendar.

Create a habit

Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better.

You can build on that habit and that improvement. That will amount to more money for you and your organization.

If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase.

Accountability

Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal.

Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team.

If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability.

Set calendar invites

Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals.

It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally.

You must ask for the referral.

“Don’t Forget to Ask” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

TSE 1111: What Are Key Metrics to Track In Your Outbound Strategy?

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

We’re talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful. 

Shawn was a professional tennis player before he launched into entrepreneurship in the form of Autoklose, a company that automates the top of the sales funnels for sales representatives.    

Cold calling

Shawn divides outbound into three different categories: cold-calling, emailing, and database because your database is the engine that keeps that car moving. You must have at least two of those inside your outbound strategy. 

Within those three categories, you’ll have different metrics. 

Cold calling will include dial-to-connection percentage, dials-to-appointment ratio, dials-to-opportunity, and dials-to-deal. When you’re cold calling, if you’re dialing 100 people but you’re only reaching 5, that isn’t very successful. Maybe you’re dialing 100 and reaching 10 knowing that 3 of those will turn into prospects and one of those will close. 

If you don’t know those analytics, you’re going to fail because the analytics keep you moving forward toward the right strategy. 

Frustration

Beyond simply tracking numbers, metrics can help you avoid frustration as a sales rep. Many sellers get frustrated if they send five emails but the person never responds or if they make 15 calls but never reach anyone. 

If you know that every 50 calls you should be getting three opportunities, you’ll benchmark your success to those numbers. 

As an SDR or a sales rep, unless you know your metrics ahead of time, you’re going to get frustrated if you think you’re not getting results. Knowing the analytics before you start will help you approach your calls differently.

Statistics

Shawn has found over time that most people, to include account managers, don’t look enough at the stats. As a result, they don’t know what is good versus what is bad, or what is terrible versus what is great. 

His company lists the weekly, monthly, and quarterly goals for each rep. They track forecast versus actual numbers. The goal is to make sure they know whether they are on par to hit quota, outperform quota, or underperform. 

They use a whiteboard in addition to digital tracking because reps don’t always visit the spreadsheets. When the reps see their names with their metrics on the board every time they walk into the office, it keeps them accountable. It helps them know what they have to do in order to achieve their numbers. 

Important metrics 

The dials-to-appointment ratio is important to Shawn because if he’s paying a dialer, and he knows how much each appointment can be worth, and he knows how many appointments he has to have in order to close a deal, he can then determine the ROI on his expense. 

If he’s spending $4,000 on a dialer and earning $9,000, that $5,000 profit is the biggest ratio for him. 

Email statistics

For email statistics, consider open rates, click rates, and reply rates. 

Open rates rely on your ability to convince someone to open your email. Most people spend a lot of time on the body of the email. Shawn suggests spending more time on the subject line and your first three seconds of the email.

The number one reason is that 72 percent of people are opening emails on mobile phones. They only see your subject line and opening line.  

Make your subject line three to five words, and do not talk about yourself in the first line of the email. If you want a high open rate, have a good subject line.

Keep everything personalized. Try “Hi, first name.” Another one he has used successfully is, “Hey Donald, Let’s Have Coffee?” 

Coffee works well because you’re not selling. It’s more casual.  

Opening lines

Consider what will make your prospects want to open the email you’ve sent. 

  • If I can save your sales team five hours a day in prospecting would you give me 15 minutes?
  • If I could fill your calendar with appointments, would you give me 15 minutes?

Don’t lead with information about you that the reader can find in your signature block. 

Your first email should be a little longer, but the second and third emails should be shorter, no longer than four sentences. If they’re longer, no one is reading them. 

Keep it short and precise. Give value. Share case studies and stories and testimonials. Tell them how you’ll solve their challenges. 

Email success

There’s a difference between click rates and reply rates. When you send emails, have your CTA goal in your head. If your goal is to get a reply, make your reply rate a priority. If your goal is to get a click, then make that your priority. 

Make it very simple for your end user. 

Many people don’t consider database part of the outbound effort but it corresponds well with your email and your phone. If you have inaccurate information in your database, you’ll waste a lot of time. 

For cold calling, if you have the wrong phone numbers, it will hurt your dial-to-deal ratio, as well as your dial-to-connection and your dial-to-appointment.

If your data is wrong, your analytics will be wrong.  

Verify database 

If you want to make sure your emails aren’t bouncing and they aren’t catch all, have your emails verified before you actually do your campaign. Verification can be very cheap, as little as $20 for 1,000. Spend the money so you can focus on the 750 that are valid without wasting your time on the ones that aren’t. 

People change jobs frequently, so do your due diligence and verify the contact info. 

Autoklose validates information real-time as you begin a campaign. The company offers a Chrome plugin that validates everything against LinkedIn to ensure that the person is still in the position.

Having clean data is the engine to any of your outbound strategy campaigns. 

Campaign tips

Determine your metrics before you start your campaign so you have something to benchmark against. Identify the key metrics to track in your outbound strategy.

Also, stop giving up after one to two calls. Recognize that it will take five to six touches. Integrate different strategies like social. Engage with your clients. Build relationships with them. 

 episode resources

You can connect with Shawn via email at Shawn@autoklose.com or on the website, www.autoklose.com.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist Podcast, Grit

TSE 1004: Sales From The Street – “Grit”

Donald Kelly, The Sales Evangelist Podcast, Grit

There’s a single characteristic that distinguishes effective sellers from the others, and it’s grit.

It separates those who work hard and effectively from those who don’t. It distinguishes those who go above and beyond the call of duty from those who do not.

Grit

Those of us in sales need to have grit.

Grit is courage. It is resolve. It is a strength of character. To have grit is to have rock solid mental toughness.

If you can be rock solid, right now – at the beginning of the year – you will be so much more effective and efficient. [01:39]

Consider the new hire whose resume looked fantastic, but who shows up with no drive or passion for the work. Sometimes we pass by individuals with higher levels of grit simply because their GPA wasn’t as high or their resume was lacking. [02:34]

I have a problem with that.

I know some very smart people who lack the level of grit needed to take advantage of their intelligence. They end up in mediocre jobs. It seems like a waste of talent.

On the other hand, we see folks without the necessary level of education who have passion and grit. They have the ability to do more and work harder than the average person.

Desire

How? Where does their level of passion and perseverance come from? [03:16] I believe it has everything to do with their level of desire.

There was a low point in my life when I was faced with homelessness but I had the drive to make sure that my family was taken care of. There are certainly people who are smarter than I am or who have more experience than I do, but I had the grit to create this podcast series. I was determined to make it happen and I hustled. [04:06]

I had the desire and the perseverance. There were difficult times, of course. I didn’t always know if it was going to work. But we pushed through.

Can grit be taught? Can mediocre individuals on your team get it? Yes.

Be positive

“I can’t do it.” “I can’t make that call.” “It’s not going to work.”

If you can’t, then you won’t.  

But if you say you can – then it is more likely that you will. Things move for people who have the desire to make things move.

Perseverance means you will do whatever it takes to make something happen because you want it to happen. You have to push through the tough spots.

Use the right words. Instead of “maybe I’ll get a sale,” or “I hope I get a sale,” try “I will get a sale today!”

Obviously, realistic goals are important: Is it possible? Can I do it?  I’m sure you can make a million dollars in sales in a day – but is it likely?

Maybe not. But it is certainly likely that you will find the right client today or close a deal today. [06:22]

Visualize success

Think about what you need to do to make it happen. If you tell yourself that it isn’t possible from the very start, it’ll never happen.

When you feed yourself failure, your whole subconscious and whole body react.

Think about how to reach your goal. What will you do? What will you say? And what are the steps necessary to succeed?

Set the entire process up in your mind; from what you will say, to what the email will say, to when you are going to call. Tell yourself that the clients will be interested, they will want to set up an appointment, and you are going to get the demonstration.

Visualize it all. If you can’t see it, you can’t achieve it. [08:24]

Act

You need to practice. Perfection doesn’t come by accident. It has to be deliberate. Be specific. [09:01]

You will get the appointment or that meeting with the CEO when you decide the steps to take and then practice those steps.

Before you get on the phone, for example, think about what you need to talk about and what questions you need to ask. Know why they would want to talk to you! What challenge can you solve for them? [09:52]

In this way, if you get thrown an objection, you will automatically know how to handle it.  You’ve already visualized the entire conversation.

You can’t wing it. Winging it only gets you winging-it results. [10:32]

People with grit have a vision. They know what they want and they are determined to get it.

They practice achieving it and set a plan to do it. Then they do it, and do it, and do it again until it happens.

Succeed

Will you have perseverance this year? Will you push through the tough times, or will you just give up?

I encourage you to look past any shortcomings you’ve had. Make 2019 the year that we accomplish greatness. The theme for the year is Empire Building, whether that be your sales empire, business empire, or family empire. Let’s build it!

You are the only person who can stop you. [11:19]

“Grit” episode resources

Check out Grit by Angela Duckworth.  

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

James Moffat, Visibility Impact, Donald Kelly, The Sales Evangelist

TSE 1001: What Causes Fear and How to Overcome It?

James Moffat, Fear, The Sales EvangelistWe all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well… cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears – or at least accepting them and learning how to cope with them – is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced – once the number of unknowns is reduced by planning ahead – the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Sales Process, Donald Kelly, The Sales Evangelist Podcast

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”


Sales Process, Donald Kelly, The Sales Evangelist PodcastIf your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If you’re only focused on results, you won’t know. In order to find the holes in your sales process, you must evaluate the entire process.

On today’s episode of The Sales Evangelist Hustler’s League, we’re going to identify three areas that could disrupt your sellers’ effectiveness so that you as a sales leader can help your team find the holes in your sales process.

If you’re new to the podcast, The Hustler’s League is a snippet of our online coaching sessions that allow you to listen in on the challenges that other sellers are facing. We’re spending the month of August talking about coaching and leadership, so today’s episode will help us focus on problem areas instead of only on results.

Buying intention

Very often the sellers who contact me for The Sales Evangelist Hustler’s League share that they don’t feel like they are providing enough value for their prospects, mainly because they aren’t sure of the prospects’ buying intentions.

If your sellers don’t know the true reason why buyers are buying your product, they won’t know how to proceed through the process.

Even if they manage to schedule an appointment, they won’t know where to focus their attention. They won’t know what problems to solve for your prospects.

Commitments

Sellers often struggle trying to get their prospects to commit to buy a product or service over and over.

We tend to focus on the end commitment only instead of focusing on all the smaller commitments that led to that point.

If, after the first appointment, you’re not getting multiple appointments afterward, it may be the way you’re handling those commitments. If you agree to follow up next week but don’t set a specific day and time, you don’t have a commitment.

As a sales leader, if you aren’t sure that your salespeople know exactly what it means to make an appointment, role play to show them how to set specific meetings.

Don’t rely on guessing or general plans. Your customers will appreciate the fact that you’re prioritizing their needs by putting them on your calendar.

Failing to prospect

If your company doesn’t have a training process, your salespeople will have a hard time prospecting. If you haven’t actually walked them through the prospecting process so they know exactly how it works, you’re likely setting your team up for failure.

It’s normal for reps to fear rejection, but what are you doing to help them overcome that?

So if it’s overcoming the fear of rejection, the more your sellers do it, the easier it will be.

Ideally, if we expose them to rejection often enough, they’ll become immune to it and it won’t interrupt their sales process.

“Holes In Your Sales Process” episode resources

Grab a copy of Kevin Davis’ book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top.

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Today’s episode is brought to you by Maximizer CRM, a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Kardanshian, Dr. Michael Solomon, Selling, Millennials, Donald Kelly

TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing

Kardanshian, Dr. Michael Solomon, Selling, Millennials, Donald KellyEvery aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the key is to resist the urge to push back against millennials’ natural tendencies. Instead, let your millennials do their thing.

On today’s episode of The Sales Evangelist, Dr. Michael Solomon discusses the current generation of “digital natives” and how you can let your millennials do their thing.

These digital natives have never known a time without screens, and those screens have become a sort of safety net for the generation. They take for granted that they always have instant access to an entire network of people.

They also rely on constant feedback which leads them to seek frequent validation from the people around them.

Adjust management styles

Millennials, and the generation behind them known as Gen Z, buy everything by committee. Everything is a group decision because they long for validation.

We have to adjust our management styles to cope with that change.

Customers no longer fit neatly into boxes or behind walls. Market segmentation no longer works because everyone has his own preferences.

Standardizing messages is obsolete. It’s tempting because it’s efficient, but millennials want personalization. They don’t want to be nameless cogs: it’s why so many of them want to work for startups.

Pitches must be tailored to their individual needs. We can no longer put a single message out in hopes that it will attract large groups.

Millennials value authenticity and they want to know a company’s values before they get involved.

Embrace their comfort zones

It’s frustrating to stand in front of a group only to discover that they aren’t looking at you because they are on their phones.

Truth is that younger people aren’t comfortable with face-to-face interactions, and they aren’t comfortable with cold-calling. They prefer online interaction, as a result of their digital native heritage.

There’s a temptation to push back against their reliance on devices, but we have to change our style to meet the reality of today’s world. We’re better off trying to leverage their learning style than trying to change it.

That means finding ways to keep them working for you while they’re on their phones.

Rather than discouraging their devices, encourage them to do more outbound work using the platforms they are most comfortable with.

Their peers are more comfortable buying that way, so we’re effectively pushing back against the things that make them more successful if we insist they give up their devices.

We must change our metrics, and seek their feedback in the new ones we establish.

Focus on long-term relationships

For companies that have the luxury to do it, focusing on long-term relationships is a better strategy than short-term success. Relationship selling is about forming bonds that will span the lifetime of a customer even if they don’t result in a sale today.

Zappos, for example, doesn’t incentivize getting off the phone quickly. Their people are encouraged to get off-topic with the customers. The concept is a radical departure from other sales paradigms.

Likewise, the Ikea Effect refers to the tendency people have to value a product more if they helped to build it. The act of assembling the company’s furniture causes customers to feel more strongly about the product.

Focusing on long-term relationships can also help minimize turnover within an organization.

Motivate salespeople

Motivate people to do mundane tasks using elements of games, because that’s how they’ve grown up. Why do they stay so engaged with games? Why do they forget to eat?

Friendly competition, frequent rewards, and non-monetary rewards can prompt people to work hard. Eventually, though, you have to scale the rewards or they’ll get bored with those, too.

“Let Your Millennials Do Their Thing” episode resources

To connect with Michael, visit his website to find resources, information, webinars and downloads. You’ll also find information about his book, Marketers, Tear Down These Walls!

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here. Grab your copy of the SlideShare.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Donald Kelly, Cold Outreach, Cold Email, Prospecting

TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult

Donald Kelly, Cold Outreach, Cold Email, ProspectingCold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard.

Today on The Sales Evangelist, we’re addressing the challenges of cold outreach, and offering strategies to make it easier; ideas to help you be more efficient and effective. These ideas are targeted toward people whose focus is cold outreach.

Work as a team.

This is a numbers game. Realize that the more people you gain access to, the more likely you are to hit your goals.

Working as a team can make an already tough job a little easier. It can help you all learn, grow, and strengthen each other.

When you do your work near other people, you get a chance to bounce ideas off of each other. If you hear one of your teammates use a line that seems to be working, you can try using it yourself.

You can also set team goals: If we hit a certain number of applications, we can have a small celebration. Maybe your team leader buys lunch or gives out a Starbucks gift card.

The team environment will become more focused because everyone is working toward the same goal.

Talk about the challenges you’re having during team breaks. When you recognize that something you’re doing isn’t working, ask the other members of your team for feedback so you can tweak your script and try new things.

Have team members share TED Talks or podcasts or other sources of encouragement during your breaks. Ask one team member to share something that motivates him.

Look for ways to help your team have wins. As your team hits its goals, the whole team will get a morale boost.

In an environment where people are being hammered with rejections, look for ways to pick them up.

Help yourself.

Set up a series of sprints for yourself or your team. After you finish 45 minutes worth of calls, allow yourself a 15-minute break to regroup and refresh. I used to walk around the lake with a coworker when I needed a change of scenery, and we’d discuss ideas while we walked.

Measure your performance as an individual (and also as a team). Are you consistently better at accepting rejection? Better than you were last week?

I like to write out responses to objections so I’ll have them available when I need them. If I measure what I’m doing, I’ll be able to identify which ones work and which ones don’t.

If you’re able to break up the monotony by changing up your cadence, try that. After a block of cold calling, spend a block of time on social selling or email contact.

You may not have that option in your role, but if you do, use every tool in your arsenal to reach people and hit your targets.

“Cold Outreach” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

 

 

Donald Kelly, The Sales Evangelist, TSE Podcast

TSE 852: Break The Rules…Take A Risk!

Donald Kelly, The Sales Evangelist, TSE Podcast

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules.

Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk I took as part of my social selling experiment, and how it panned out.

Identify the rules.

Sales professionals follow a lot of prospecting rules, like the one that says that the phone is the best way to prospect.

As technology evolves, we’ve seen less success with the phone, so we have moved to social media. The Sales Evangelist team spent the entire month of May focused on effective social selling.

We’ve bought into the idea that snail mail doesn’t work. We discount it as a waste of time and money, which may be true if you aren’t using it well. The same is true for the phone and social media: the key to success is understanding the process.

For the past few weeks, I’ve told you about an experiment I’m doing to test the rules. I’ve identified 40 prospects to contact via social media, and 40 prospects to contact via phone to measure the effectiveness of each.

Gather intel.

About 3/4 of the way through my experiment, I realized that I wasn’t seeing much fruit from either effort, so I combined the two.

I found prospects via phone, and I connected with them on social media. Then I did the reverse: I found prospects on social media and connected with them via phone.

I reached out to lower-level people within the company to determine what challenges the company was facing that I might be able to help solve.

In many cases, I spoke to the executive assistant in an attempt to gain an ally in the company. The executive assistant acts as a sort of talent scout for the decision-maker, so if you can get that person in your corner, you will be more likely to gain access to the executive.

Break the rules.

Then I decided to break the rules.

I was reading the book How to Get a Meeting With Anyone by Stu Heinecke, which is all about content marketing. It teaches how to get in front of the prospect and let him know that we exist.

I sent a large box with popcorn, a drink, candy, and an oversized ticket to each of 8 prospects, inviting them to a demonstration. We didn’t do this for every prospect; just carefully-selected companies that we knew had a need or a challenge we could fill.

The effort took a little more work, and it was more expensive than our usual efforts. But of the 8 companies we contacted, 6 of them have set up demonstrations. We’re still working with the other 2.

We discovered that most people aren’t using snail mail, and most businesses only receive bills and junk. When we send a package with a hand-written label, and then follow it up with our usual techniques, we grab the attention of the person we sent it to.

We tried it on a small scale, and it produced good results, so we’re working now to scale it, and that’s what I love about experimenting.

“Break The Rules” episode resources

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Audio provided by Free SFX.

TSE, Donald Kelly, Johnny McLendon, Cold Calling

TSE 754: Sales From The Street-“Cold Calling?”

Today’s guest is Johnny McLendon and he talks about his challenge with his business and what he did to get through it and finally land some big deals!

Johnny is a photographer at heart and a certified drone pilot. He also came from the corporate world. By 2010, he started his photography business and progressed from there.

Here are the highlights of my conversation with Johnny:

Johnny’s biggest sales struggle:

Not having a big fan base, Johnny also had this fear of doing cold calls and meeting people. Although he enjoyed being around other people, it still was a tough thing for him.

As a result, Johnny had to do some side hustles to keep him afloat. He wasn’t constantly not making enough money or hitting his goals. And he kept on doing the same routine, doing cold calls.

This caused him a lot of anxiety and fear. He no longer wanted to bother people. But he knew that if you’re not going to tell about your business, they’re never going to know anyway.

Strategies in overcoming the fear of prospecting and cold calling:

1. Having an accountability partner

Johnny has his brother, a serial entrepreneur, as his accountability partner. They constantly keep in touch to check on each other.

2. A morning routine

So he routinely does cold calling every morning and makes followups 3-10 times or until they tell him to stop calling him, which no one has done yet. A followup can just be a short email or a quick call. You somehow have to have a bit of thick skin so then they reject you, then it’s fine by you.

3. Having a script

Have a script on your desk that you can readily access. Introduce yourself. Mention something about them to make your call personalized.

4. The power of education

Educate your customers on the value that you bring to the table and.

Results Johnny Has Gotten:

Johnny says the trust factor is usually built during his third or fourth call.

Johnny’s Major Takeaway:

Face your fear. Just go after the things you want. Face the fears and somehow overcome them to help you reach your goal.

Episode Resources:

Know more about Johnny and what he does on www.johnnymclendon.com and email him at info@johnnymclendon.com.

The 12 Week Year by Brian Moran and Michael Lennington

Habit Stacking by S. J. Scott

Check out the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

David Sill, Donald Kelly, Cold Calling, Growth Stratergy

TSE 708: Why and How High Growth Companies are Still Cold Calling as Their Number One Growth Strategy

David Sill, Donald Kelly, Cold Calling, Growth StratergyDo you know why cold calling still works?

That’s because not everyone can do it and you doing it gives you that competitive advantage. All the more reason you should do it because high growth companies has cold calling as their number one growth strategy.

Today’s guest is David Sill, the SVP of Sales for DiscoverOrg.com and he’s going to share with us some tactics and strategies on cold calling.

Here are the highlights of my conversation with David:

Why sellers say cold calling is dead:

  • People can’t do it because it’s hard.
  • People are unwilling to do it.

The Power of Outbound Calls:

  • Big companies have to make outbound calls.
  • Make sure you have the infrastructure, resources, and leadership to go forth and fire on that engine as needed.
  • Develop that outbound muscle as a really smart strategy for high growth.
  • Their study suggests that 40% of the action comes from outbound generated leads.
  • Ultimately, you want to have that healthy balance between inbound and outbound leads.

Best practices to compile a group of ideal customers for your outbound funnel:

1. Need for high quality data

Data is what fuels the system. And it needs to live where your team lives (i.e. Marketo, Hubspot, Salesforce, and sales acceleration technologies) because that’s where they’re spending their time.

Data needs to be refreshed but also it should be integrated and used to live where the team lives.

2. At DiscoverOrg, data is human-curated.

The company has a growing research analyst team with about 300 full-time employees. Their job is to sit down and do a variety of techniques, phone interviews, and reach out to verify and re-verify data. Hence, they guarantee reliability and accuracy you can’t find from other third-party data sources.

What makes an effective outbound approach:

1. Commit to the right resources.

There has to be a clear delineation of roles on the team with the right tools and technology. There needs to be the right data. There has to be the right training on the front end as well as coaching throughout.

2. Be constantly testing.

At DiscoverOrg, they use a dialing tool called FrontSpin and an email campaign tool called Outreach. And they use Salesforce.com for their CRM. And they’re constantly A/B testing.

Breaking the Stereotype of Cold Calling:

Only in live conversation does the collaboration take place.

As opposed to other outreach like email campaigns and voiccemails, they’re part of the strategy. A lot of people rely on them too heavily. But with one-way outreach, there’s a time lag. Not to mention, you’re a pre-conceived bot.

David’s Major Takeaway:

Do the hard thing. Companies that grow are doing things that others are unwilling to do. Everybody could do them but lots of folks aren’t doing them. Therefore, if you want competitive advantage, you have to execute in areas where others can’t or won’t. And cold calling is one of those areas.

Episode Resources:

Learn more about David and their company on DiscoverOrg.com or shoot him an email at david.sill@discoverorg.com.

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Donald Kelly, Craig Bainbridge, The Sales Evangelist Podcast, Pick up the phone

TSE 666: How To Gain Confidence To Pick Up The Phone as a Small Business Owner

Craig Bainbridge, The Sales Evangelist, Donald Kelly, Prospecting

As sellers, one of our greatest fears is picking up that darn phone. We don’t have the confidence to speak to our prospects because we either don’t know what to say to them or we’re scared of rejection. But in exchange of that fear, you’re missing out on leads. You can’t just let that happen anymore, especially as a small business owner.

Today’s guest is Craig Bainbridge and he shares with us insights into having that confidence to overcome your fears and to have meaningful conversations with your prospects. Craig is the owner of Diamond Sales Coaching, a company dedicated to help telesales professionals and individuals grow their sales and businesses through phone sales.

He created the program called The Three Pillars, that breaks down the three core skills required to make successful telephone sales calls.

Here are the highlights of my conversation with Craig:

Having the right psychology:

Ensure the caller has the right psychology to successfully navigate themselves to even pick up the phone, let alone use it for sales purpose.

Overcoming Self-Doubt

Self-doubt comes from a fear of not doing something right or fear of doing something so well you might screw it up. Address this by understanding how your brain actually works.

  1. Pay attention to what’s happening in the moment.
  • In that moment of self-doubt, practice stopping what you’re doing and assess why you’re saying it to yourself.
  • Trash-talking inside our heads is like self-hypnosis and it’s going to impact your actions on a daily basis.
  1. Understand with clarity of what you’re trying to achieve.

Understanding what you’re trying to do makes your outcome more compelling.

  1. Put in enough training and support to make those calls.

Strategies for a Successful Phone Call Sales:

  1. Understand the driving force of the salesperson of doing phone sales in the first place.
  • What percentage of importance do you put on the following – scripts, objections, product knowledge, or the agent’s mindset.
  • Notice that the agent’s mindset is either overlooked or it’s got about 2-5% of attention.
  1. Break targets down for them in realistic terms.
  • Flip that aside to 70-75% or more based on personal development plans, ongoing coaching, understanding how happy the agent is going to make these cold calls for six hours or more.
  • Realize what their mortgage is, their rent, travel cost, and all other expenses in their life outside of the office. Break it down. Get a figure.
  • Then you can show them how they can break down their targets from monthly to weekly and to a daily basis so they can pay their bills and save money at the same time.
  1. Take action.

If you want something, go and get it.

Craig’s Major Takeaway:

Take a breath. Step back. Take your time. Do things that motivate you – listening to good music or whatnot. Evaluate where you are now but be really honest with yourself. What are you right now in your business?

  1. Have absolute clarity.

Get absolutely clear on where you want to be, where you want to get to. Draw an arc from where you are now over to where you want to be. All you have to figure out is if there’s a bridgeable gap, what needs to happen in between? What’s the step by step process.

  1. When you achieve where you want to be, what would that do for you?

What would this do to your family? How will it change your life? How will it change your family’s life? What would you miss out on if you didn’t just go for it whether you succeeded or not? Never be that person who lives with the question in your head of “what if.”

Episode Resources:

To know more about Craig and what he does, visit Diamond Sales Coaching.

Maximum Influence by Kurt Mortensen

Join the TSE Hustler’s League.

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Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales EvangelistDoes cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting.

My guest today, Marylou Tyler, is going to share with us some unique ways on how you can improve your prospecting skills. Marylou is the author of Predictable Prospecting and co-author of Predictable Revenue.

Here are the highlights of my conversation with Marylou:

Does cold calling still work?

Cold contact is a tool that you can leverage along with the other available tools now. The best tool depends on who you’re starting the conversation with. Help drive how your prospect likes to be sold, how they like to start the conversation, how they consume your content, and how they’re going to engage with you. Look at the person first and then build the tools around it, not the other way around.

Strategies for getting started with cold calling:

  1. Assessing the “state of the union”

Where are you at today? What does your lead flow look like? Where is it coming from? Also review your pipeline, your process, the people you’re selling to, etc.

  1. Leverage available tools to start the conversation

Know the relative position of where these people are along your pipeline.

  • Cold status: No response to any type of your advertising but are good targets
  • Tool you can use: Cold email engine and sequence
  • Value: You help build awareness around the “why” – why people should change, why now, and why you.
  1. Overlay that with levels of awareness

Some people may not be aware of the problem, so look at where you are relative to the position of the leads in the pipeline and their levels of awareness or where they are.

  1. Start a conversation, it’s compelling enough for them to be interrupted

Prospects would be amazed knowing that you know where they’re at. That’s the purpose of the email engine – not the external searches for people to find you, but the internal need that drives them to make a change. That’s where your phone conversation must be focused on.

The Concept of Pre-Call Planning:

  • Write out scripts including an “objection tree” so you’d know which rabbit hole people are going down and how you can steer them back into the active pipeline.
  • Outline every conversation you have with prospects including the objection, how you answered it, why it’s important, and what’s the next step.
  • Write things out. Internalize them and practice them daily.

Strategies for having more consistent and reliable flow of leads:

  • Target the people you want to have conversation with.
  • Practice, practice, practice. The more you’re on the phone, the better you’re going to get in terms of tonality, enthusiasm, etc.

How to get a high quality call list:

  1. Go to some place that have lists
  • List vendors where you can rent a list.
  • Ability to scrape the internet and use tools to find companion phone numbers that go along with the name or email.
  • Offshore services to find information for you.
  1. Make sure who you want to target
  • Have query parameters that allow you to fit your sweet spot.
  • Farm that out via query just to get the counts of how many records are available.

When (in the sales process) do you use cold calling:

  • Determine the nature and number of your touch points as a baseline.
  • When to use cold calling or cold emailing is based on your buyer persona.

Tips for creating your email messages:

  1. Cadence (Marylou has a chapter about this in her book Predictable Revenue)
  • Craft your email based on the hero’s journey of your favorite movie.
  • List the outcome. Contrast where they are now to where they could be. Leverage your other existing clients who have gone before them and solved the problem as well as people who chose to wait and what it meant in terms of loss aversion. Many people are more motivated by what they stand to lose than what they stand to gain.
  • Call-to Action. You’re the guide, they’re the hero. Switch to logic with specificity so they will feel good about making that decision for the call-to-action.
  1. Length of the Emails

Depending on the prospects’ levels of awareness, they will consume information roughly based on that level. The less aware they are, the shorter the email.

  1. Subject lines

The goal is to get their eyeballs to move to that first line by using emotional/psychological triggers based on the buyer persona. (Refer to the 6 principles by Robert Cialdini found in his book, Influence: The Psychology of persuasion.)

Then get them to move from the first line to the second line and eventually to the end of the email which is your call-of-action.

Examples of triggers: Curiosity, Mystic, Power, Vice, Alarm

Marylou’s Major Takeaway:

Start with the prospect and really understand everything you can about them because that will drive the entire process and which tools to use. Then everything else will fall into place. Spend time working the persona definitions.

Episode Resources:

Visit www.maryloutyler.com/predictableprospecting and download the free chapter on Cadence.

Connect with Marylou Tyler on LinkedIn or go to her Ask Marylou page to drop a question or send her a voice message.

Predictable Prospecting by Marylou Tyler

Predictable Revenue by Aaron Ross and Marylou Tyler

Influence: The Psychology of Persuasion by Robert Cialdini

The Alchemist by Paulo Coelho

Get a free audio book download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly

TSE 445 – TSE Hustler’s League-“Cold Call or Not? If So, How?”

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study http://www.leadresponsemanagement.org/images/lrm_study.pdf

This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study 

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist Podcast

TSE 411: What Makes Someone A Successful Outside Sales Rep?

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist PodcastAre you struggling with managing your outside sales team? Or are you someone who’s struggling with approaching new people face-to-face, doing cold calls? Outside selling is a common problem of its own and today’s guest, Robert Hartline, is a total genius who created a solution for this. Robert runs a company called Call Proof, an app for outside salespeople.

How does this work?

The tool takes all those listed in your call log made from the mobile phone and thrown into the cloud. They match it with their own clients and prospects and then give salespeople an easy-to-use tool to locate who they’re going to visit it’s easier for salespeople to route to the closest prospects and see more people throughout the day.

Here are the highlights of my conversation with Robert:

Inside Sales versus Outside Sales:

  • Challenges of outside selling: Traffic, scheduling, resources
  • Different skill sets between sitting behind the desk and correspond to emails and find prospects and handle leads versus talking to strangers, walking in and straight-up cold calling
  • It’s easier to reject someone on the phone than when you talk to the person face-to-face.
  • You have to realize that a lot of people don’t sit behind the desk all day.

What makes someone successful at outside sales?

  1. Ask them to tell you about their morning ritual.

A good salesperson has a good morning ritual they stick with. When they incorporate getting up early and working out, they are already above everyone else. People who exercise and care about themselves are willing to do the difficult things.

  1. Have a mentor or somebody you can shadow.

Most sales interactions only encompass 8 different objections as to why someone will not buy your product. Salespeople who can close everything know how to answer these particular objections each and every time. You have to find a person who knows how to answer those. Beg or borrow time from that top salesperson, even pay him if you had to or take them to dinner. Don’t try to recreate the sales wheel.The data is there. They must be doing something you should emulate. Take notes. Record everything.

  1. Practice.

Once you’ve listened to the master, you have to practice. Before practicing on real life people, practice by yourself and with yourself or ask a cousin, a friend, or someone else to come over while you practice with them. Ask for feedback. Don’t waste your valuable leads with not having the right practice.

Strategies for practicing:

  • Don’t practice with your co-worker without a third party.
  • Someone has to be the customer, someone has to be the salesperson.
  • Practice back and forth with one other party.
  • The third person is the witness to call you out.
  1. Take a buddy with you to serve as your accountability partner.

Take a buddy with you where you do one cold-call and your buddy watches and listens without saying a word. Then flip roles. This will help drive and push yourself to go out there and keep pushing through.

  1. Always do a follow up.

Follow up is king. Every interaction you have with a prospect means you’re creating a task to do something later. You never walk away from a prospect without some kind of a promise or action.

Robert’s Major Takeaway:

Do the follow up. Don’t wait to call your prospect and follow up later. You have to get to it now or it will just go away.

Episode Resources:

Connect with Robert on Twitter @hartlinerobert or send him an email at robert@callproof.com.

Get the Call Proof app now and see the wonders it can do with the way you do outside sales.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

mGet a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register Here! 

Donald Kelly, Therrion White, Sales Podcast, Best Sales Show

TSE 394: Sales From The Street-“I Used to Hate Cold Calling”

The Sales Evangelist PodcastCold calling is a challenge that pretty much every salesperson has faced at one point in their life. In today’s episode on Sales from the Street, Therrion White talks about the challenges he faced with cold calling and some strategies he put into place and not let this barrier get in his way to success.

Therrion White is the CEO and owner of Play It Safe Technologies, a healthcare IT solutions company. Listen in as Therrion shares with us his thoughts and insights into his challenges and how he specifically overcame them so you won’t have to go through the same roadblocks that he did by learning from his experience.

Here are the highlights of my conversation with Therrion:

Challenges Therrion faced with cold calling:

  • Finding cold calling on the phone as more challenging than cold calling in person
  • Making sure it’s the right person and whether the person has the time to talk

Strategies to overcome cold calling challenges:

  1. Learn the patterns and practices of actual people you’re trying to contact.

Cold calling is like sports where you need to know the basics. Determine the best time to call the and the likelihood that you’d be able to reach the person on the phone.

  1. Plan in terms of having specific objectives in mind.

State the reason you’re calling. Ask if they have a particular challenge. Ask for some input on what they started to do to overcome their specific challenge.

Episode Resources:

Connect with Therrion through phone at 301-202-3464 or visit their website www.playitsafetechnologies.com or email them at info@playitsafetechnologies.com.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. No worries if you can’t make it to South Florida. You can then get a Virtual Ticket so you can have the opportunity to access all of the recordings of each session. Simply go to www.DoBigThings.net.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register Today! 

 

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling

TSE 307: How To Think Under Pressure While Cold Calling

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic.

And here are some things I’ve learned which you can apply when cold calling:

  1. There is no such thing as an impromptu speech.

Preparation is critical. You may not know what you’re going to speak about but you’ve got to have some vignettes in your head that you’re able to mold according to different things based on stories from your childhood, school, work experiences, podcast, family life, etc. As soon as you hear a topic, pick one of them out and then start going from there.

“Cold calling? No more winging it!”

  1. Prepare for your upcoming meeting by using various means to connect.

Use various means to generate new business. Tap into different avenues when getting new prospects – social selling, referrals, etc. With cold calling, do some elements of it but try to gain information through social media or build a quick connection with them on social media so it makes cold calling a little bit warm somehow. Do a quick connection or share something about yourself to build their interest.

  1. When you’re meeting a prospect, come with stories relative to that situation.

Stories can help you make your prospects relate with your product or service on a deeper level. Understand that there are things specific to that situation that most clients are going to have, be it the price, safety/security, technology, or competition. Either way, always prepare before getting into a call. Write down 5 things that prospects typically bring up in the very first meeting so you can come prepared.

  1. Have a basic outline of how the conversation will flow.

You won’t have an exact script but somehow you will have a better context of how the conversation is going to be like.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast,

TSE 254: The Key To The Gate!

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast, A decision-maker is oftentimes protected by a gatekeeper or insulated. So how do you actually get to them?

Getting past the gatekeeper is a pretty common challenge among salespeople. It’s all too common. But it remains a challenge until now. So we’re bringing in the man who’s got the key to the gate as he shares with us today some strategies on how to get to your decision-makers.

EksAyn “Eks” Anderson has been in sales for years. Eks also does speaking, training, and coaching for different organizations. He is the author of the book, The Key to the Gate which is a great introduction for someone getting into sales or even someone in sales who finds it quite challenging to get to the decision-maker.

Here are the highlights of my conversation with Eks:

Why Eks decided to write this book:

  • A challenge to get in front of the right people
  • Only one or two or a handful of people that can actually write the check

Why people have a hard time getting to the decision-makers:

  • Decision-makers don’t have time to talk to every single salesperson who wants to talk to them.
  • They employ gatekeepers (secretary, receptionist, employee, etc.) to weed out people that shouldn’t have time with the decision-makers.

Strategies to get past the gatekeeper:

  1. Know that no organization is the same.

What might work in one organization might work completely differently in a different organization.

  1. Apply the principle of positive reinforcement.

Positive reinforcement means rewarding good behavior. So when somebody does something to help you out, you immediately reward them. Positive reinforcement works better than negative reinforcement or punishment, not only in sales, but in all areas.

  1. Start higher than you think you need.

Influence flows downhill. If you’re in doubt about where to start in the organization, call the higher person than you think you need. Oftentimes, they will tell you exactly who you need to speak to then politely ask them to forward your well-crafted email down to the other people within the organization.

Is cold calling dead?

It’s so easy to send mass emails. There are so many different ways to connect. From a decision-maker’s perspective, there may be some really valuable services that they would really like to look into but they have no time with so many emails and social media connections. So it’s important to differentiate yourself. And it’s as small as giving the secretary a compliment to his/her boss. It’s doing the little things. Get on the phone with people more than you do your research. Getting on the phone is one of the best ways to do research.

Using the familiar first name basis:

When the person you talk to rattles some names, take note of those names and if you can, take note of their positions in the organization. So the next time you call in, you can mention the first names. A lot of times when you mention first names, it almost sounds like you’re an insider.

On creating scripts:

  1. Call the person by their first name.

You have a right to talk to the person so ask confidently to speak to that person you want to talk with.

  1. Don’t sell your product right then and there.

Your aim is to initially get the appointment solidified. Leave the selling for the appointment. Don’t do it right there and then.

Connect with Eks through his website on www.xfactoredge.com or call him directly at 801-669-2425.

Eks’ Major Takeaway:

Find out the principles of human relations to sales and then base your techniques around real principles that work. If you truly understand a certain principle, you might come up with a thousand different techniques to use that principle. Techniques work because they’re backed by real principles.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Check out Eks Anderson’s’ book, The Key to the Gate

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Cold Calling, Donald Kelly, Donald C Kelly

TSE 135: Don’t Do This When You’re Cold Calling

Cold Calling, Donald Kelly, Donald C KellyHave you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times?

Check out this scenario:

I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and they asked about by sales team and he eventually was trying to sell me. I told him I was not the sales manager, but one of the sales reps of the organization. From that point on, he got nervous and practically didn’t know what to do. He asked me if he could email the details to me so I could send it over to my boss and see if they’re interested. And I said yes.

Do you think I really sent that email over to my boss? Heck no!

Do you think what the sales rep did was a good case of cold calling? Double heck no!

So, here are the top 3 things you need to remember and apply when doing cold calls:

  1. Be prepared before you make a call.

Do some research and look up the company. Look at LinkedIn and see if you can look at your prospect’s information and see his/her role within the organization.

  1. Be cool.

Just chill. Relax before you start getting all panicky. Use a script to help you get those words out and have them become your own language so they become a part of you. Internalize the script. Change it according to your particular situation.

  1. Have a plan for the unexpected.

Recognize that you’re going to have objections. Recognize that you may not speak to the manager all the time. What are you going to do when you confront these challenges? What questions are you going to ask? What alternatives are you going to take?

 

Connect with us on Facebook: The Sales Evangelizers”

The Sales Evangelizers

Podcast Paradise Cruise

 

TSE 051: Does Standing Up When Making Phone Calls Make A Difference?

Donald on tree_miniHave you ever wondered if standing up while making phone calls is effective or not? Well, you are not the only one. I find that many people have that similar question. That is why I created this episode. I have tried it and saw that for me standing up was VERY EFFECTIVE.

See some of the major takeaways below.

  • Standing up allows you to better improve your posture.
  • Standing up allows your lungs to be opened and offer you the ability to breathe better. (slouching over talking on the phone is not good)
  • When you are on the phone, both parties have to rely on what they hear (tonality, inflection etc.) to picture what the other party is doing/look like. When you stand up, it enables you to sound better over the phone and therefore seen better to your prospects/clients.
  • Clients and prospects want to work with those who are confident and professional. Standing up allows you to have this confidence when speaking on the phone.
  • When you stand up you are better able to generate more energy and that is felt over the phone. Standing also allows you to move more freely and add flexibility and dynamic to the way you communicate.

Come and listen to the episode and gain your own takeaways.

Remember, Go out and DO BIG THINGS!

Come listen to this episode NOW!

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