Hall of Fame: Ryan Reisert

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1. 2:10

   of red lines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. The worst discovery advice is just be curious and ask lots of questions. Look, our prospects are not showing up to sales calls to answer our questions. “They're showing up to get their questions answered and to figure out how we can solve” their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with Pipedrive to help you get to precedence them and you can get them for free in the 30 MPC Pipedrive closures hub.

   In Replies and meetings

2. 14:52

   and you map it against this idea of the different types of personas, which is like someone could be phone validated, email validated, but not social validated, or phone validated, not email validated, and social validated, et cetera. You can do all the combos of that, and you run it against that. There's just so much waste in that model. You're doing all these activities to people that will never actually see that engagement. “A better way to do this is to run an initial validation sequence,” which would just be phone first, Your first set of attempts is a combo across the three. Let's make a dial, let's send an email, let's check their LinkedIn profile. When I make a dial, I'm going to document the path and the outcome. The path gets me, is it direct? Does it go through a human? Do I have to document a tree?

   In Market-entry validation

3. 15:25

   When I make a dial, I'm going to document the path and the outcome. The path gets me, is it direct? Does it go through a human? Do I have to document a tree? Press 1, 3, 4, 5, pound, you actually put that in your system. And then, outcome, valid, not valid, right? If it's not one of those, you don't call it again. “So that's the phone validation, email, did it deliver, social, are they active?” If you check all those boxes, once you've gone through that, phone, you should still go up to five more times, assuming you have a phone validated record that's worth calling. It gets to their voicemail and worth calling. If not, then you can start to activate the other leads. And so in that very first attempt, you're documenting path and outcome.

   In Contact verification

4. 18:25

   phone? The reality is there's lots of different ways to open a call. Essentially, if this is truly the first time I've gotten you on the phone, it's, you know, hey, this is Ryan Reiser. You and I have never spoken before. This is actually the first time I've reached you. “Do you mind if I take a half a minute to share exactly why I called?” So that's the main opener that we're using when we do our live show these days. But there's so many variations of this. There's been a time where I literally take Josh Braun has like 15 call openers. I put it on a spinning wheel and I go call for call for call. I spin it and I and I run it. The reality is an opener is not that important.

   In Permission-based cold call openers

5. 23:31

   So, what you're doing by slowing things down and almost pattern matching with them is you're giving them the two or three seconds that their brain needs to calibrate to, oh, this is an unscheduled conversation with a salesperson. “If you don't do that, they're totally discombobulated, and that's why you get that resistance.” So, what you're doing is you're actually allowing them to catch up with this interruption and understand, oh, this is where we are right now. I actually want to ask you about your messaging around like once they've leaned into, all right, tell me what this is about.

   In Cold call opener mistakes

6. 28:17

   So you're seeding, I am calling to set a meeting with you. That's the outcome we want from cold calling. You are seeding, I want to set a meeting with you. And then they say, okay. And they acknowledge that that's what you're looking for. Well, tell me what this is about. And boom, now you have gotten permission to tell them what this is about. It's really brilliant. “You're getting a double permission, right?” So most people think about a permission-based opener of like, hey, do you have time to talk? Sure, I'll give you a 30 seconds. Well, 30 seconds is enough to actually set that stage. So it's like, perfect. The only reason I'm calling is to see if it makes sense for us to take some time to meet. How's your schedule? Like, wait, wait, wait, hold on. Why? Why would I want to do that? Now you're getting them intrigued and you're getting that second level of permission.

   In Permission-based cold call openers

7. 33:47

   And then number two, you should be documenting the outcome if it was an invalid or if it was a valid path. And again, as you dial, you should not be dialing invalid channels or bad channels like the gatekeepers and you should not be dialing people who don't pick up. “And then lastly, number four is preceding the fact that you're going to ask for the” meeting when you actually pick up the phone. Again, the opener doesn't really matter a ton. What matters is your confidence. What matters is you sound casual and what you're doing is you're trying to reduce in Nick's words, the reactance of the cold call by preferencing that the reason that you're calling is to see if it makes sense to me.

   In Cold call openers

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