Podcast episode
Club Playbook: How to cold call (ft. Morgan J Ingram)
30 Minutes to President's Club5 Jun 202313 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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a prospect that wants to talk to us. Now we got to get into it. But the question is, what do you do there? Right? This is where I like to talk to people about reverse engineering. And you probably hear about reverse engineering a lot, but we don't talk about reverse engineering our personas. “Typically in most organizations, you have three to five main buying personas that you speak to.” So let's say it's a VP of marketing, CMO, digital marketing manager, and head of content, and maybe say head of dimension. So what I'm doing is I'm taking that information that typically they deal with on a day-to-day basis, their problems, their challenges, their objectives. And now I'm creating cold calling value props around that. Best way to find that out is to go on a careers
And we recently just talked to a VP of marketing and they told us when they implemented our system, they were able to see a 30% increase in the social lift across all their platforms, which led to more conversations with generated revenue. So that'd be an example, right? So I'm just taking a customer quote. I'm inserting it in there. It's in their language. I didn't really “And then it also addressed the problem of something they're looking to do.” So I mentioned a priority there, but also could be a pain point where it's, Hey, a pain point is that we do webinars, but we're not getting any leads from it. Right? So that could be another example I could use as well. So we waited, they bit now we're fighting. Well, not like actual fight club