Accelerate Podcast with Andy Paul
June 9, 2017

#480. Cold Calling — What it Means for You. With Bridget Gleason.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

KEY TAKEAWAYS
[1:17] Andy feels better now, but he tells about a recent unexpected severe illness that required hospitalization.
[4:52] People say cold calling is dead. That gives cover to those who don’t want to cold call. If you are above quota, then, maybe don’t cold call. Bridget wants outbound reps to be thoughtful. Cold call, only if the contact is a likely phone user.
[8:31] Field salespeople can use cold calling as a tool that works in some situations. People have never wanted to cold call. The ‘death of cold calling’ is confirmation bias at work.
[12:12] Andy notes that a recent event by sales thought leaders like Jeb Blount, Mike Weinberg, and Anthony Iannarino for proactive outbound, proves there is life in cold calling.
[12:47] Andy says salespeople reject cold calling without trying it, because they have stopped learning. Bridget says they are just stubborn about it, because it is so uncomfortably hard.
[14:44] You can learn to do something you don’t like, especially if it will help you. Andy never liked cold calling, but he does it. He fits it into his style. Bridget does not know very many sales managers who have eliminated cold calling from outbound.
[16:24] Some companies have stopped proactive outbound, but Andy sees them as a minority. The issue is, can you make cold calling work for you? Does your company give you the option to call or not to call? Bridget says reps in Tech must call.
[18:31] Andy tells of a 100-year-old company, the #1 market leader, with 60 field sales reps, will install their first CRM in 2017. That is the real world outside of tech. The vast majority of sales reps are not in tech, and have no sales tech or stack.
[20:32] The mission of Accelerate! is to share ideas, advances, tools, and technologies with people who are not in the tech bubble, to help them do a better job. Andy is a sales evangelist! Bridget is now even more enthusiastic!
[23:33] What is the penetration of CRM into SMBs across the U.S.? Andy suggests that could be the topic of an episode! There are companies that have homegrown CRM Systems integrated with their dialers, at best.
[24:55] There are companies that have no idea that email tracking is a capability. Tech is pioneering the way sales will be done for the next years, but it’s a thin leading edge. Andy invites Bridget to step out of the tech bubble sometime.

March 2, 2017

Boost Conversions with “Email-First” Cold Calls. With Conor Lee. #395

Conor Lee, is Founder and CEO of HipLead.

KEY TAKEAWAYS

[:57] HipLead helps B2B sales and marketing teams scale their outbound sales, by providing very high-quality targeted lists. They consult with organizations to help run high-performing outbound sales.

[2:48] Conor discusses SaaS team “email-first” cold calling. Cold calling without email is extremely cold. HipLead ran tests that showed “email-first” cold calls produced a two-to-three times increase in prospect-to-meeting rates.

[8:15] The first 0-9 seconds of a call serve to put the contact’s defenses up. If the client has read an email, and is expecting a call, the SDR has a reason to follow up, and it eases the transition to the topic of the conversation.

[10:59] A pithy subject line is relevant, with industry specifics, or client specifics, or asks a relevant engaging question that matters to them. It passes the Turing Test.

[13:25] HipLead usually creates a matrix of the audience, their industries, why their industries care about this, and relevant body content. They make a second matrix of contact role to company size, and a matrix of pain points by organization role.

[15:44] The matrixes are divided granularly so that the pain point matches the group of contacts. It may not resonate with everybody, but it produces a predictable response rate. The more information provided, the better the response.

[16:50] A/B testing of emails is essential to measure results, and there is a cumulative effect with continuing A/B testing and branching on the positive side. The copy needs to evolve.

[21:10] Andy wonders exactly what Connor meant when he said that 20 years ago, selling was simpler! Conor meant today there are a lot of channels and tools being thrown at salespeople, and it’s a lot to balance. A key skill is prioritization.

[27:14] HipLead tags emails as interested, neutral, not interested, take me off your list, and no reply. They prioritize calls to the interested, and the neutrals, before not interested. Call everyone that replies, except for asking to be removed.

[31:52] If the list is very targeted, send out 50 at a time, and call everyone who opens it. Call each within 20 seconds, if possible. Call no later than five minutes after they open it.

October 29, 2016

When Cold Emailing is Better than Cold Calling. With Rod Sloane. #292

Joining me on this episode of Accelerate! is Rod Sloane, The Cold Email Coach, a sales expert, host on the Sales & Marketing Alignment channel on BrightTALK, and manager of the Sales & Marketing Alignment Group on LinkedIn. Among the many topics that Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling, how to use cold emailing to build a larger pipeline of qualified opportunities, how to construct a broader engagement strategy within a major account and why text-based cold email will work better than HTML email.

June 28, 2016

How to get a WIN on every prospecting call. With Art Sobczak. #187

Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about prospecting and cold calling.  And, what every seller can do to master the techniques . Among the topics we discuss are:

  • How to close deals by making fewer, yet more informed calls.
  • How to get a WIN on every call.
  • How to leave a proper voicemail for your prospect.
  • How to use a sales script more efficiently.
May 19, 2016

On Accelerate! Now: Episode 159 with Jamison Powell. Is Cold Calling Still Cost Effective?

Jamison Powell is the Vice President of Sales for New Voice Media. New Voice Media provides a call center software solution designed to help you sell more by increasing the efficiency of your inside sales team. In this episode, I talk with Jamison about how to utilize the benefits of the latest sales technologies to increase your sales. Among the topics we discuss:

  • Why do sales reps still treat their customers like strangers?
  • Is cold calling still a cost-effective way to prospect?
  • How to automate your sales process using the latest sales enablement technologies.
  • Why phone-based, or conversation-based, sales will remain the most effective way to connect with prospect.

 

May 1, 2016

The The Best of Accelerate! Conquering the #1 Problem in Sales: Prospecting. With Mark Hunter.

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to new business development that we discuss are:

  • Why is prospecting the #1 challenge in sales right now?
  • What are the biggest obstacles reps face in generating new opportunities?
  • What are the primary reasons sales reps fail to convert more leads into opportunities?
  • How do you create a marriage between social selling and traditional lead generation?
April 6, 2016

On Accelerate! Now: Episode 128 with Mark Hunter. Conquering the #1 Problem in Sales: Prospecting

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to prospecting that we discuss are:

  • Why is prospecting the #1 challenge in sales right now?
  • What are the biggest obstacles reps face in prospecting?
  • What are the primary reasons sales reps fail to convert more leads into opportunities?
  • How do you create a marriage between social selling and traditional prospecting?
March 25, 2016

On Accelerate! Now: Episode 120 with Bridget Gleason. What Happens When Cold Calls Aren’t Enough?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working. Learn more about what’s in store for sales in the future. Among the many topics we are discuss are:

  • What alternatives to cold calls are sales teams using?
  • Can inbound marketing ever completely replace proactive outbound lead generation?
  • What must sales reps do to maintain their relevance to their buyers?
  • Does the method used to generate a lead affect its conversion rate and deal size?
February 8, 2016

On Accelerate! Now: Episode 86 with Ian Brodie. The 21-Word Email and Other Powerful Tools To Win More Sales Now

In this episode, Ian Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. Among the topics we discuss are:

  • How to make every buyer interested in meeting with you
  • How to absolutely add value to every interaction with a prospect
  • Why sales reps needlessly worry too much about technique
  • How to build a nurture campaign that delivers relevant value to the buyer
  • How to win sales fast with a simple 21-word email.

If you’re in sales or sales management, then you definitely need to listen to this episode

February 3, 2016

On Accelerate! Now: Episode 83 with Wendy Weiss. How You Can Quickly Become An Incredibly Effective Cold Caller

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:

  • How to get into the right frame of mind to make cold calls. Anyone can do it!
  • Why there’s no difference between a warm lead or a cold lead,
  • The two biggest mistakes sales teams make when it comes to cold calling.
  • How to eliminate the twisted thinking that prevents sales reps from making cold calls
  • How to make certain that you’re targeting the right customers for your calls.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.