Hall of Fame: Will Padilla

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1. 4:08

   you're likely to see in 30, 60 or 90 days later. So you think about you're having a bad quarter, reflect on the last 90 days and see where you messed up. So always be prospecting. And for me, when I'm making cold calls, the purpose is to do a touch. I'm not really trying to book a meeting. “I'm trying to do another touch.” Okay, they heard my voicemail. Okay, they heard my name this time. Okay, they saw my email here. They saw my LinkedIn message. So when I make these cold calls, I'm typically sending emails or connecting with them on LinkedIn a day or two prior to my initial call.

   In Calling

2. 21:15

   So that's definitely on me. Look, it sounds like the unexpected calls are not your favorite. You just told me cold calls aren't. The reason why I'm calling is X, Y, and Z. Would you be opposed to setting up an actual scheduled call about this? That is if you're the best person to reach about “this. So like saying, I'm not going to cold call you anymore, but let's try and set up a call.” Another scenario that I've run into is you get a confused prospect where they're like, you know, you call, you give your opener like, wait, what is this? Who is this? You hear kids screaming in the background and they're very... Wait, what? What do you do when you have someone who's just like, they're very disoriented?

   In Phone objection handling

3. 24:35

   What do you do? Nick, you're up first. Step one. Well, that's awesome to hear. Step two. Honestly, we work with a couple different folks who want to make sure that there's never another salesperson out there that hasn't heard of what they do. And if you guys are already sponsoring Salesgoon, we're actually “a decent compliment to them. I only have good things to say about those folks.” But I'm wondering, do you feel like we might be able to be a plus one on top of that and help you get in front of folks that aren't in their audience? I want a plus one. Basically say, hey, this is like an improv thing. Yes. And that's great. That's why I'm calling you. And this is actually a compliment to that. So say, hey, you're working with so and so.

   In Incumbent vendor objections

4. 27:51

   That's right. And then you got to carry the boats. And then you got to get off the call. All right. We're ending this episode and we're moving to a recap. Folks, stick around. 60-second recap coming up soon. Your top four takeaways from this episode with Will Padilla include number one, call me in six months. “Find the most relevant timing-based trigger for any point in the year to drive urgency on a cold call.” Number two, not interested. If you're not interested in us, is it because you're not interested in influencer software? Or is it something that I said about Grin? Number three, who is this? Run it right back to the permission-based opener. That's what Nick said to do.

   In Trigger-based cold call openers

5. 28:08

   Find the most relevant timing-based trigger for any point in the year to drive urgency on a cold call. Number two, not interested. If you're not interested in us, is it because you're not interested in influencer software? Or is it something that I said about Grin? “Number three, who is this? Run it right back to the permission-based opener. That's what Nick said to do.” And then lastly, number four, someone says, I hate cold calls. Try to set up a non-cold call meeting and get out of their way so you never have to cold call them again. Alrighty, Nick. How can people help us out?

   In Permission-based cold call openers

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