Episodes
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In this episode, Ryan concentrates on executing two distinct campaigns for Superhuman, while Kevin focuses on reaching out to sales leaders. One campaign centers around standard outbound call services, while the other is geared toward closed lost leads within the automation and robotics sector.
During one of their conversations, Kevin manages to obtain two additional phone numbers, prompting discussions on the best approach for subsequent contact. In another scenario, Ryan follows up with a lead who had previously shown disinterest and was preparing for a flight. He initiates the conversation by inquiring about the trip and transitions into discussing the prospect's business needs.
Meanwhile, in another call, Ryan successfully reaches the company's accountant and secures a lead to the sales department. Kevin underscores the importance of waiting on hold only when it leads to a connection with a more relevant contact if the prospect is well-informed about their schedule.
Ryan then engages with a client facing overcapacity issues. He inquires about the client's market and client type, although it remains undisclosed. Despite this, Ryan receives positive feedback yet regrets forgetting to request referrals. Both Kevin and Ryan observe the evolving landscape of cold calls, noting a shift towards cold connections via LinkedIn and email in the current B2B landscape.
Kevin adopts a double-tap approach in one of the calls. He underscores the importance of avoiding assumptions about negative reasons for missed calls and emphasizes the need to put oneself in the prospect's shoes. At the same time, he advises against excessive follow-ups, which can become counterproductive.
In one of his attempts, Ryan encounters voicemail but remains persistent, continuing with his pitch and attempting to schedule a callback. Kevin recommends placing greater emphasis on live calls and mentions the uncertain legality of ringless voicemails, which should be verified before use. Additionally, they highlight the importance of avoiding text messaging when reaching out to B2B contacts.
Throughout these cold call scenarios, Kevin and Ryan offer insights into various engagement strategies. They emphasize the need for thoughtful and professional interactions, persistence, adaptability, and the significance of building rapport to understand how to provide value to prospects by navigating their company structure to find the correct contacts.
Ryan: "I did not ask for a referral as the prospect was a gate-keeper. I still kept going on with the call because the prospect did ask some questions and usually that is an indication. If the seemingly gate-keeper is asking questions, you should consider: what does that typically say about their knowledge or insight of what is going on in the business? You should figure out their competence even if they are in a receptionist or secretary position, you must understand if they have an insight of where the problems lie within the business."
Timestamps:
[00:00:52] Introduction about Ryan
[00:18:24] Generating leads from empty prospects
[00:21:39] Adjusting to the prospect’s needs and pivoting
[00:30:03] Turning rejection into referrals
[00:37:37] Reading and understanding gate-keepers
[00:44:25] Adapting and building on unresponsive prospects
[00:44:50] Remain prepared to be called back
[00:49:00] The use of double taps and triple taps
Connect and learn more about Ryan through this link:LinkedIn: https://www.linkedin.com/in/ryanpereus
Connect with Kevin:
Kevin Hopp: https://www.linkedin.com/in/khopp/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!
https://connectandsell.com/
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Today's episode of Hopp on Calls welcomes James Buckley. James is a dedicated professional in the field of sales, known for hosting shows as well as public and private events with Sell Better. He is focused on creating content that enhances the sales profession, with the goal to empower salespeople worldwide in order to help them excel and exceed their quotas. With a community of thousands of members, James and his team provide valuable insights and tactics to help sales reps navigate challenges and bring their sales game to the next level.
In this episode of Hopp on Calls, James and Kevin explore different approaches to cold calling and engaging with leads. James shifts his focus from sales leaders to demand professionals, adopting a unique technique called "the survey script" for his calls. Kevin, on the other hand, continues to engage with sales personas. Kevin's first call leads to an unexpected but engaging conversation with someone on maternity leave. He takes the opportunity to build rapport by discussing their shared experiences as parents and plans to follow up in two months. James, in his first call, delves into questions about lead scoring, lead follow-up, and the focus of the sales team. He successfully sets up a follow-up meeting using the survey script technique. Kevin's second call takes an empathetic turn when he discovers that the lead has been laid off. He offers to connect on LinkedIn and provide value beyond his services by connecting the prospect to potential employers.
James suggests using social media, like LinkedIn, to follow up with unresponsive leads, while Kevin believes in persistently following up with cold calls. The conversation also touches on the importance of tonality and adaptability in cold calling. Kevin mentions an SDR with a flat tone but excellent personal alignment, highlighting the importance of understanding the target audience.
James: "We have something new to offer for demand individuals. I am going to be calling a marketing persona, it is going to be primarily demand folks. The whole idea is going to be that I am going to try a new technique that I learned from Ryan Perris, and he talked to me about the survey script. The idea is that I am going to call demand folks and open up by asking if they have a moment for a quick survey. I will ask them a few questions that lead them down a path where we talk about what we are doing and why we are doing it. I will then attempt to set up a call with our sponsorship director for the next week or the week after, and I am using this language so that they feel no pressure for a follow up call during the next few days."
Timestamps:
[00:03:15] Introduction to the survey script technique.
[00:10:24] The survey script technique in action.
[00:17:45] Providing value beyond the close.
[00:23:08] Handling soft brush-offs.
[00:29:30] How to keep engaging leads that are unresponsive to cold calls.
[00:36:05] Every buyer has an ideal seller.
[00:41:15] Calling before and after hours.
[00:44:50] Remain prepared to be called back.
[00:50:58] The importance of local presence.
Connect and learn more about James: LinkedIn: https://www.linkedin.com/in/jamessaywhatsalesbuckley/
|Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!
https://connectandsell.com/ -
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Today's episode of Hopp on Calls welcomes Eric Iannello. Eric is an experienced mentor and practitioner of sales, currently most focused on business development and coaching for GTM positions as well as providing SaaS implementation services.
Eric kicked off his sales career working as an outbound agent selling gym memberships. Before he embraced sales for the first time, he would gain his first coaching experience by mentoring clients in rehabilitation and personal training for almost 10 years. Currently Eric is focusing on providing private training and coaching for all GTM positions. Eric's current position is VP of Business Development at The Sales Collective and he is also an involved member of RevGenius.The conversation underscores the significance of having a structured approach to cold calls, leveraging personal connections, and adapting to different situations to achieve successful outcomes in sales.
In this sales conversation the difference between the art and science of cold calling is touched upon. Kevin emphasizes the need for a structured approach to cold calls and suggests using a script as a handrail to guide the conversation. The metaphor of a handrail on stairs helps illustrate the importance of having a process to get from the beginning of a call to its desired outcome.
Eric is more partial to the adaptive conversation style during cold calling. While he values the use of guidelines and scripts, he believes these are more fit for newcomers in cold calling. The different perception of the cold calling approach leads to valuable insights from both participant’s perspectives.
Eric leads his calls by emphasizing his expertise in assisting companies with improving their outbound sales processes and generating leads. He mentions his specialization in implementing processes rather than just coaching, and his selling point is the ability to refine outbound structures, inbound processes, and the top-of-funnel approach.Eric: "The necessity of using a script for an outbound agent depends on comfort level and their ability to have a conversation. If they are able to spark up a conversation at a bar with a total stranger, I guarantee that they can rinse and repeat the same process on a phone call. If they are a bit gun shy and need a bit of assistance, then they might need guidelines. I find better success when I don't have guidelines, expectations and lined up processes. I get better conversations and deal structures this way."
Timestamps:
[00:04:48] The false negative impression.
[00:11:17] Letting go of the ego.
[00:19:25] Raw cold calling experience.
[00:24:00] The way of the dialler.
[00:26:35] Setting up a demo call live.
[00:41:39] The magic line of conversation flows.
[00:44:40] Using a handrail to close calls.
[00:50:00] Science of sales.
[00:57:06] Becoming a SaaS killer on the phone.Connect and learn more about Eric through this link:
LinkedIn: https://www.linkedin.com/in/eric-iannello/
Connect with Kevin:
Kevin Hopp: https://www.linkedin.com/in/khopp/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
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Today's episode of Hopp on Calls welcomes Antoine Marsden. Antoine is a seasoned practitioner within the world of sales with an extensive background in outbound sales.
Having started off his career as a sales rep, Antoine has amassed experience spanning over 18 years in various sectors. The guest is the founder of OutboundWorx, an agency focused on outbound sales betterment and improving GTM strategies.In this episode, the trifecta of success is emphasized: people, process, and technology. The cornerstones of this approach are effective training, well-defined processes, and technology integrations. Technology, in particular, is highlighted as a crucial tool to enhance productivity, likening outbound sales without integrated tools to manually pushing stones compared to an automation-assisted approach.
The significance of contextual conversations and building rapport is also underlined in this episode. Conversations that resonate with prospects should be reactive, yet they should still be crafted with the aid of contextual scripts. The goal of this approach is to build genuine conversations in which the SDR is able to adapt to objections.
This episode's conversation also stresses the importance of gaining experience through countless calls as the key to mastering cold calling. Additionally, the concept of "false negatives" is also introduced, diving deeper into how to pitch prospects that aren't prepared for a full on conversation.
Kevin: "Learn to cold call in a way that you would like to be called and approach your leads in a manner that you would actually respond to as well. If most outbound SDRs would adopt this approach to all of their outbound communication, it would impact the way that most people are communicating via direct messages, emails and even larger scale campaigns."
Timestamps:
[00:06:55] The golden rule of outbound.
[00:15:25] Building rapport through callbacks.
[00:22:50] Getting at-ease in cold calling.
[00:28:35] Everyone has your number.
[00:34:10] Acknowledge when to stop speaking.
[00:39:20] Call early and call often.
[00:49:10] Outbound conversation flow.
[00:52:07] The "false negative pitch approach.
[00:54:25] Process structure for the follow-up strategy.Connect and learn more about Antoine through this link:
LinkedIn: https://www.linkedin.com/in/antoinemarsden/
Connect with Kevin:
Kevin Hopp: https://www.linkedin.com/in/khopp/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
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Todays episode of Hopp on Calls welcomes Jordan Crawford, Founder of Blueprint.
Jordan and Kevin discuss the importance of a strong intro and how it can set the tone for a successful cold call. Jordan shares his idea of incorporating hype videos into cold calling to make it more engaging. Jordan talks about the mission of Blueprint, which aims to solve the challenge of accessing the same data in sales.
A big theme discussed in this episode is how to correctly measure the efforts of your outbound sales team. While it's easy to rely on activity metrics to gauge the productivity of your team, it's really not an effective way to look at your teams performance. Instead, focus on the metrics that matter - like connection rates, elaborate conversation, and of course - high quality meetings booked.
HIGHLIGHTS:
[00:02:03] Blueprint's approach to outbound.[00:04:30] Sorting market by more pain.
[00:08:01] Putting people in better positions.
[00:13:05] Kevin's name popularity.
[00:16:47] The importance of warm leads.
[00:18:33] Mindset of abundance in sales.
[00:22:00] Automating go-to-market strategy.
[00:26:43] Phone call engagement strategies.
[00:30:08] Blocked phone numbers.
[00:33:27] Metricizing cold call success.
[00:36:00] Completions and productivity.
[00:40:59] Sales development and outbound strategies.
[00:43:07] Cold calling in job descriptions.
[00:46:34] Three types of target audiences.
[00:49:10] Everyone loves to buy.
[00:52:09] Cold calling and niche markets.
[00:57:27] Why them? Why now?
Connect and learn more about Jordan through this link:
LinkedIn: https://www.linkedin.com/in/jordancrawford/
Connect with Kevin:
Kevin Hopp: https://www.linkedin.com/in/khopp/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
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In this episode of The Call Guys Podcast, Jacob Tuwiner, a sales development representative at ServiceBell, discusses his cold calling experiences and strategies. Jacob shares his insights on the importance of having a strong sales process. They also share the benefits of using tools like Connect and Sell for live conversations. He also provides tips on how to handle objections and navigate challenging sales calls. Throughout the episode, Jacob demonstrates his cold calling skills by making live calls and booking meetings with potential clients.
Key Takeaways:
Having a strong sales process is crucial for building a high-performing outbound sales team.Using tools like Connect and Sell can significantly increase the number of live conversations with prospects.Asking a prequalification question early in the call can help filter out prospects who are not a good fit.Being biased towards action and not getting too caught up in the research can lead to more productive cold calls.It's important to be adaptable and willing to pivot the conversation based on the prospect's responses.Quotes:
"Teams that use Connect and Sell average five to ten times more live conversations every day with their prospects." - Kevin Hopp"The more time you put into your process, you will see it net out in your conversion rate." - Kevin Hopp"If they say no and you do absolutely no work with folks who don't use HubSpot, then throw it in there." - Ronen Pessar"I'm a cold call trainer. I take teams and transform them into cold call ninjas." - Ronen PessarConnect and learn more about Jacob through this link:
LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at
Cold Calling 101
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In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar are joined by Jacob Tuwiner, a sales development representative at ServiceBell, to discuss the art of cold calling and share their experiences and strategies for successful sales development. They emphasize the importance of tonality, friendliness, and confidence in cold calling. Jacob shares his approach to cold calling sales leaders and highlights the importance of having a good list. The hosts also discuss the different types of objections and how to handle them effectively. They provide insights into the mindset and techniques of successful cold callers.
KEY TAKEAWAYS:
Confidence and tonality are key factors in successful cold calling.Having a good list is crucial for effective cold calling.Brush-off objections should be addressed differently from real business objections.Having fun with cold calls and maintaining a positive attitude can lead to better results.HIGHLIGHT QUOTES
"Your list is your strategy." - Jacob Tuwiner"Most communication is vocal, meaning tonality, not verbal." - Jacob Tuwiner"The number one limiting factor of cold call success is you and your mind." - Jacob Tuwiner"Brush-off objections are objections to the fact that you called, not what you said." - Ronen Pessar"Confidence comes from being in a good headspace and having fun with the calls." - Jacob TuwinerConnect and learn more about Jacob through this link:
LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at Cold Calling 101:
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Trent Dressel is a sales professional and YouTuber known for his expertise in cold calling and sales development. He started his tech sales career in 2018 and quickly rose through the ranks, eventually generating $1.54 million in recurring revenue in his first nine quarters as an account executive. Trent now shares his knowledge and experience through his YouTube channel, where he provides valuable insights and tips for sales professionals.
In this episode of The Call Guys, hosts Kevin Hopp and Ronen Pessar are joined by Trent to share his journey from being a low-performing sales development representative (SDR) to becoming a successful account executive. He emphasizes the importance of volume in sales and the need to make a high number of outbound calls to achieve success. Trent also discusses the benefits of working at a larger, more established company and the value of loyalty in one's career. He provides practical advice on how to approach cold calling, including the importance of understanding your ideal customer profile and buyer personas. Trent also challenges the common belief that extensive research is necessary before making a call and shares his strategy for maximizing productivity and results.
HIGHLIGHTS QUOTES
“If you can get in close to 7:30 and start calling right around that 7:45-ish time frame, you just gotta come in and not look at your email, pull up your outreach and start making calls to start your day.” - Trent Dressel
“Not all objections are worth overcoming, but we're not here to sell you anything. We're not trying to change anything. I just want to see if I can help and I can't do that if we don't meet, let's just meet.” - Trent Dressel
“You're not just calling to call it, if they say, 'Hey, you got to go generate five meetings a month, X amount of pipeline, make all these calls,' you got to make sure those inputs will yield the best results possible.” - Trent Dressel
Find more about Trent Dressel:LinkedIn: https://www.linkedin.com/in/trentdressel/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101/
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In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, the focus is on sales development and building high-performing outbound sales teams. The hosts share their expertise and discuss the importance of cold calling, leveraging channel and partner relationships, and the art of sales conversations. They emphasize the significance of social selling and having a strong presence on LinkedIn. The episode concludes with valuable lessons and takeaways for successful cold calls. The podcast is sponsored by Connect And Sell, a sales acceleration platform.
HIGHLIGHT QUOTES
The Power of Sales Conversations. “Cold calling is really about sales conversations. It's dynamic and not just about saying, 'Hi, I sell. Do you want to buy?' It's actually about having that conversation and going back and forth, trying to understand people's businesses.” - Kevin Hopp
Starting with the Warmest Channel. “When it comes to the multi-channel approach, start with the warmest channel possible. If you've got a channel where you know the person engages, answers their phone, and responds to emails, that's where you want to start.” - Ronen Pessar
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101
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In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, they discuss sales development and the art and science of building high-performing outbound sales teams. They introduce their sponsor, Connect Sell, a platform that enables teams to have more live conversations with prospects. Kevin and Ronen talk about their upcoming cold calls and the types of individuals they will be reaching out to. They also discuss their cold calling bootcamp, a live training program aimed at improving cold calling skills and generating more conversations. The hosts share their personal experiences and insights from their years of cold calling.
HIGHLIGHT QUOTES
The Importance of Follow-up and Consistency - Kevin Hopp: “One of the number one problems in sales is that salespeople forget to follow up. It's the simplest thing. Consistency is key. If you're going to try to really get in touch with somebody and have a conversation with them, you have to follow up. You have to call them multiple times over multiple days.”
The Three-Tiered Tech Process for Cold Calling - Ronen Pessar: “The process really comes down to three things. We can whiteboard this out a little bit... So this three-tiered layer cake that we're looking at on the board, the bottom is your CRM... In the middle, we do recommend you have a sales engagement platform, SCP... But then on top of it, you put Connect and Sell, which is our dialing solution to take actions to the people inside of our sales engagement platform.”
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101
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In this episode of the Call Guys Podcast, Kevin Hopp and Ronan Pissar are joined by Scott Leese, a renowned sales consultant and former VP of sales, CEO & Founder of Scott Leese Consulting. Scott shares his powerful journey, overcoming health challenges and finding success in sales. He emphasizes the importance of perseverance and work ethic, drawing inspiration from his own experiences. Scott advises listeners to take bigger swings, network early on, and diversify income streams for long-term wealth creation. He highlights the need to vet opportunities, considering factors such as the product's necessity, the leader's credibility, and customer feedback.
HIGHLIGHTS QUOTES
I want to be feeling productive and that production can take a lot of different forms - Scott: “And if I make a dollar today, I want to figure out how to make $2 tomorrow. I'm just kind of wired that way, you know? Um, but I certainly think that all of that got dialed all the way up to 10 because of my health, you know, stuff and the perspective that it gave me.”
Learning from Mistakes and Taking Control of Your Career - Scott: “I made a million mistakes... I would have taken a couple of bigger swings... started networking a lot sooner... and started diversifying my income, my streams of income a little sooner.”
Find more about Scott Leese:
LinkedIn: https://www.linkedin.com/in/scottleese/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101/
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On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Jack Knight, who leads SDR BDR teams at Fourth and is a founder of CallBlitz.
They cover various aspects of sales, including cold calling, objections, understanding prospects' needs, and overcoming pain points in different industries. The hosts provide insights and strategies for effective communication and share real-life examples from cold calls made to cloud bolt and restaurant owners. The importance of consistency, active listening, and continuous improvement is emphasized throughout the episode. The show is sponsored by Connect and Sell, a platform that enables teams to have more live conversations with prospects.
HIGHLIGHT QUOTES
Slowing down, having a plan, and continuously improving. - Jack: “I think one of the things that really separates the way that we teach conversations is the ability to keep the conversation going and not just kind of bowing out at the first “no” or the first “I'm not the right person”. I hope that everybody takes that away as something that they can work on. We had a few things we talked about. I think number one was slowing down. Number two is having a plan. Three is probably working on your lists.”
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Find more about Jack Knight:
LinkedIn: https://www.linkedin.com/in/dontdialalone/
Website: https://callblitz.com/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101
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On today's episode of The Call Guys Podcast, Kevin and Ronen welcomes Jack Knight, who leads SDR BDR teams at Fourth and discusses his project called CallBlitz. They talk about the challenges of cold calling in the hospitality space and highlight the importance of clean data and smart dispositions. They also mention their sponsor, Connect and Sell, and its benefits for increasing live conversations. Throughout the episode, they share insights from live cold calls and emphasize the goal of starting conversations with potential clients.
HIGHLIGHT QUOTES
Over exaggeration makes them give you a real answer - Jack: “I like what you said about a hundred percent though, you, you were like, so a hundred percent of your pipeline is coming from these channel partners. I think that over exaggeration resonates really well with the prospect where they'll come back. And because it was an exaggeration, they'll give you the real answer behind that.”
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Find more about Jack Knight:
LinkedIn: https://www.linkedin.com/in/dontdialalone/
Website: https://callblitz.com/
Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/
Ronen Pessar: https://www.linkedin.com/in/rpessar/
Hone the craft of outbound sales at Cold Calling 101: https://coldcalling101.podia.com/cold-calling-101
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On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Richard Harris, the CRO and Founder of Inside Sales Expert, discusses the tried and true ways to generate pipelines and what "fishing where the fish are" truly means.
Richard also discusses the importance and overall impact of having a brand, not just for the company itself but even for each individual sales rep to take hold of their own branding. Even more relevant today, he talks about AI and how it's going to affect sales in the coming years.
HIGHLIGHT QUOTES
Every rep needs to have a brand and a presence in sales these days - Richard: " I think that's the challenge that companies don't understand is that you need your reps to have a brand. And they have multiple brands, they have the brand of you as a company, they have the brand of themselves as a rep, the content that they should be writing, if they're writing is content related to their career. Yes, they're gonna get hired away don't pretend like they won't. And maybe some content related to being an expert in the field of what your company does."
Find more about Richard Harris:
LinkedIn: https://www.linkedin.com/in/rharris415/
Connect with The Call Guys:
Kevin Hopp | Ronen Pessar
https://www.linkedin.com/in/khopp/
https://www.linkedin.com/in/rpessar/
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at Cold Calling 101.
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On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Chet Lovegren, the Founder of The Sales Doctor. While waiting for calls to go through, they talk about double dials, when is the best time to cold call, and crafting personalized messages after a call when you have to reach another person from the same company.
HIGHLIGHT QUOTES
Why your connect rates are higher at a certain time - Chet: "It's all causation and effect. It's because you're making the most cold calls in that time period. When we had tools that we could look at that, that was exactly the same I go "Wow, we have a 14% connect rate at this time." And then "Oh, look we made 5 times as many cold calls in that hour than we do any time of the day.
More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Find more about Chet Lovegren:
LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101
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On today's episode of The Call Guys Podcast, Chet Lovegren, the Founder of The Sales Doctor, joins our host duo to jump on calls. They catch a few prospects and eventually end up at a learning point on what to do during the first 10-15 seconds of the call and you get met with an objection.
HIGHLIGHT QUOTES
You can always weave through the first rejection - Ronen: "Sometimes they'll give you a little bit of window to just get in there and just to ask an additional question or pitch a little bit. People are legitimately busy but typically any objection you hear in the first 10-15 seconds is a brush-off objection. Brush-off objections are the kind of objections that we get usually because of how we sound."
Find more about Chet Lovegren:
LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101
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On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Kevin "KG" Gaither, the CRO and Founder of Inside Sales Expert, discusses how the landscape of sales and sales development has been changing over time.
Kevin talks about utilizing tools in order to do more with less. He shares how sales development is going to change now that we have more and more access to innovation and tools like AI to enhance the whole sales process. More importantly, he mentions not hiring just anybody thinking that AI tools are going to instantly make them better as well.
HIGHLIGHT QUOTES
Don't pretend you know everything - KG: "I think one of the biggest learning lessons that young sales leaders need to remember is that you don't have all the answers and one of your main goals should be to try and hire people that are better than yourselves. Hire better salespeople than you and hire better sales leaders."
Using tools to make SDRs better - KG: "Did I hire SDRs? Because they're so great at writing emails. The answer is no. Can I use a tool like ChatGPT or AI or Bard, or whatever? Can I use that tool to put an Iron Man super suit, around the SDR as I've talked about that concept on several other platforms? That's how I view AI."
LinkedIn: https://www.linkedin.com/in/kevingaither/Inside Sales Expert: https://www.insidesalesexpert.com/
Find more about Kevin Gaither:Connect with The Call Guys:
Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/
Hone the craft of outbound sales at Cold Calling 101:
https://coldcalling101.podia.com/cold-calling-101 -
On this episode of The Call Guys Podcast, Shane Mahi is back on the show to continue his conversation with Kevin and Ronen on conveying authority with one's tone. Shane also explains how you can turn on your confidence before doing calls and understanding that you just have to show up and get the job done.
HIGHLIGHT QUOTES
Realize that others are not much more important than you so be confident
Shane: "Every single opportunity you have on the phone you have to capitalize on it especially if you're getting paid for it. So why let somebody undermine you or treat you any less than what you believe you are? Be the best at what you can be, show up, and get the job done. "
Breaking down the tone
Ronen: "People who have authority speak with normal volume. They don't have to have a high pitch like they're nervous or concerned. If you break down what the tones is, slower and the actual volume of it is lower. And the slow and low is a great combo to come off as confident. Slow the pace down and lower the volume"
Get in touch with Shane:
LinkedIn
Connect with The Call Guys:
Kevin Hopp | Ronen Pessar
The Call Guys is powered by ConnectAndSell.
Hone the craft of outbound sales at Cold Calling 101.
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On this episode of The Call Guys Podcast, we welcome back Shane Mahi, an investor, and advisor to private equity firms who has sold 2 businesses. Today, Kevin and Shane go head-to-head and connect with various prospects, some being more receptive than others. Shane also explains how to recon using a cold call and his game plan after getting a solid referral from the prospect.
HIGHLIGHT QUOTES
Recon on a cold call and get a referral from a prospect
Shane: "I'll hit up David, I'll say I know there's a number of things floating around the organization around expansion, and let's have a chat. Let's have a chat, I think I have some good ideas to help you grow."
Data in your lists can be unreliable in a matter of weeks or months
Ronen: "What do they say, there's like 50% drop off in your data after how many months? Like 6 months? There's some crazy statistics. It turns over so fast, and now currently with the climate is turning over faster."
Get in touch with Shane:
LinkedIn
Connect with The Call Guys:
Kevin Hopp | Ronen Pessar
The Call Guys is powered by ConnectAndSell.
Hone the craft of outbound sales at Cold Calling 101.
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On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Jed Mahrle, the Head of Outbound Sales at Mailshake, dives deep into cold emailing. Understanding the persona you are reaching out to is critical so you can "talk the talk" of your prospects.
Jed shares their strategy which involves prioritizing the hottest leads who open their emails and messages the most and engaging them in phone outreach after. He also gives quick tips so your emails don't land as spam and other ways to improve overall deliverability.
HIGHLIGHT QUOTES
A good email focuses on only one problem in a sequence - Kevin: "If you want to have a good sequence, because it's obviously not just about one cold email, nobody really books a meeting off of one singular cold email and no other activities around it."
"You have to break it down so that each email only focuses on one specific product or feature. And then that allows you to have a relevant sequence because you can focus on a new problem, a new feature for the rest of the sequence."
Tips to increase email deliverability - Jed: "HubSpot has a really good article on this of like 400 words you should remove in your sequences. If you do that, immediately you should see your open rates go up a good amount. Another one is using a domain warming tool, so there's a lot of them out there."
"But you can basically increase the engagement going on your email to make it look like to Gmail and Outlook that you have a better reputation, and as a result, you'll land in more inboxes. Removing links from your signature."
Find more about Jed:
LinkedIn | Substack
Connect with The Call Guys:
Kevin Hopp | Ronen Pessar
Hone the craft of outbound sales at Cold Calling 101.
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