Podcast episode
Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)
30 Minutes to President's Club12 Oct 202235 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard. PATH TO PRESIDENT’S CLUB Student of Sales, Principal @ Reisert Consulting Director, Paid Media + Audience @ Sprinklr VP Sales @ Booshaka, Inc. (Acquired by Sprinklr) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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When I make a dial, I'm gonna 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 one, three, four, five, 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,