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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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
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.” page. You could go Google it. I mean, Google is helpful. I don't know, chat GPTs, they're pretty lit sometimes too. So you can go check them out as well. But the goal is you're going to get all that information and then you're going to create value props out of that. Now you may be asking,
that information and then you're going to create value props out of that. Now you may be asking, but how do I do more than that? This is where I bring in the foundational pillars. So the pillars are case studies, or I like to call them better customer quotes, because you're not going to be able to pull out a whole case study on a cold call. That's for the discovery and later down “We just want to get something really quick and a snippet.” pillars to use that. The pillars are the foundations of the persona. So you should have a VP of marketing quote, a CMO quote, you should have a head of dimension quote, and they should also be in the industry as well. So now that you've reverse engineered this buyer persona, you've also have a pillar you now can reach out to them. So let's say I've thrown out my cast and
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
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