Podcast episode
Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)
30 Minutes to President's Club19 Oct 202227 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT’S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So number one is do your research, and I know that sounds obvious, but the prospect should know why you're calling them, why you're calling their company, and why is now the right time to chat, and that should be within 30 seconds or they have the right to hang up on you. So there's a few ways to do this. First, account-based research, right? “Any research that's at the account level that can be used across everyone.” Prospect-based research, things like did they just join the company, right, were they at a previous company where they did really well, do they know anyone, are the ones in the same school as you? And the whole takeaway after that is, and this is where a lot of SDRs miss this, put it into the CRM once, write it down, reference it on every call.
First, account-based research, right? Any research that's at the account level that can be used across everyone. Prospect-based research, things like did they just join the company, right, were they at a previous company where they did really well, do they know anyone, are the ones in the same school as you? And the whole takeaway after that is, and this is where a lot of SDRs miss this, put “it into the CRM once, write it down, reference it on every call.” Beautiful. What's number two? So number two is permission-based openers with a twist. They're great, but it's important to layer in the research that you have done. So social proof wins above all else, right, but as well as any other research that you've done at the account level.
Intedat, Apollo, ZoomInfo, Cognism, Lusha, Hunter, UpLead, Clearbit, RocketReach, Seamless, Instantly.ai, Smartlead, Woodpecker, Reply.io, Mailshake, Artisan AI, 11x, AiSDR “And I always tell SDRs, like, don't put work on them. Right? Like, this is why account-based research is so important. We do it once.” As I might say, well, hey, Nick, it was great to chat with you. I appreciate this. I think our solution, actually, based off what you mentioned, you know, might be a fit. This is what we do. Short 30-second, 60-second pitch. Do you mind introducing me to Armand? Right? I see that he's the director of recruiting. Right? So you would go ahead and lean into that.