• Home
  • /
  • Blog
  • /
  • Ari Brinson and Kristen Bentley | TSE 1608: The Scary Truth of Cold Calling That’s Preventing You From Hitting Your Numbers

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist


Ari Brinson and Kristen Bentley on The Sales Evangelist Podcast

The sales process seems to be getting more difficult and if you don’t know what you are doing it can be scary. On today’s episode of The Sales Evangelist, Donald talks with salespeople Ari and Kristen about how to overcome the fear of cold calling. 

What makes cold calling scary?

  • No being prepared to have conversations with high-level executives and to overcome their objections. If you learn what the prospect is selling and who they are selling to you will have a better chance.
  • The fear of sounding stupid. If you haven’t done your research you will sound like you don’t know what you are talking about. The conversation will be more organic and authentic if you have done research beforehand. 
  • The fear of hearing no. Once you accept that a majority of the people you call are going to say no, it is easier to handle it. Reframe your thinking and realize that the prospects who say no aren’t the ones you are looking for. 

How do you effectively do research and still maintain volume?

  • As you get better at research, you can do it a lot faster. With experience, you can see common trends in each industry. 
  • Have an understanding of what their business is going through, even if you are totally off, a good senior-level leader will appreciate the fact that you did research. 
  • Focus on what they sell, who they sell it to, and how they sell it. You don’t need to read an entire annual report to understand what they do. 
  • Use all resources available to you including job descriptions. 

What advice do Ari and Kristen have for BDRs who are scared

  • You won’t get over the fear of making calls by not making calls. Make as many calls as you can and learn from your mistakes. 
  • Practice with a team lead, manager, or AE. Record your role plays and have your manager review them. 
  • Let yourself be vulnerable and let yourself make mistakes. 
  • No question is a dumb question, if you are having trouble ask for help. 

To hear more from Ari and Kristen, connect with them on LinkedIn. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.