Cold calling tactics, LinkedIn, sales tips, college grads in sales.

Matt's LinkedIn Posts Q3 2019

Most reps lose in the first thirty seconds of a cold call.

Do you know why?

It’s not because of the product or service they sell.

It’s not because cold calling is dead.

It’s not because of lack of effort.

It’s because of their strategy.

It’s too much about them.

 

Hey cold caller, here’s what the data on cold calling never considers:

INDIVIDUAL PERFORMANCE

It’s really the most important thing on a cold call.

The sales people who continually succeed on the phone have found a formula for success. They’ve figured out how to convert decision makers and they just keep repeating the process.

These reps handle the tough objections using the same responses over and over. Ultimately, they’re able to create conversations on the calls most sales people concede.

It doesn’t take a special title or years of experience to find the right formula. All it takes are a lot of cold calls and a willingness to try new things.

Don’t stop trying until you get there.

It’s well worth the ride.

 

If you think sales is easy, do this today.

Make 25 targeted cold calls.

Send 25 personalized emails.

Follow up on 3 *hot* inbound leads.

Find 5 new ideal prospects and identify key decision makers.

Enter all that information into a CRM along the way.

Go home.

Come back.

Do it again.

 

This is a message for anyone starting a career in sales.

It’s not a profession where you can hide your weaknesses.

If you want to be successful, you’ll need to be good at everything.

Like:
-Talking
-Prospecting
-Writing
-Presenting
-Negotiating
-Closing
-Problem solving
-Managing crisis
-Persisting
-Sticking your nose in there
-Dusting yourself off

Don’t expect it to be easy, but success in our profession is always a thrilling ride.

Welcome to sales!

 

Cold calling isn’t dead. More like everybody’s making cold calls.

Check out some of the first people in my cold calling development program.

It’s probably not what you would expect.

-24 year old male SDR is tired of depending on inbound and wants to up his cold calling game.

-Early 30s female financial representative wants to broaden her prospect circle with cold calling.

-19 year old male in retail sales is cold calling because he doesn’t want to rely on walk in’s.

-60+ year old male business owner wants to lock down his company’s first clients with cold calling.

-Mid 40s male sales rep has never made cold calls but now it’s required.

-Late 20s male account executive wants to add to his pipeline with cold calling.

-Mid 20s male BDR wanted a better strategy for cold calling.

-Early 50s male consultant wants to grow his business using cold calling.

-Late 30s male sales rep is changing industries and needs to add cold calling to his skill set.

Every age group is making dials.

Don’t ever feel alone.

 

Hey cold callers, calling on IT, Security, or related departments. As you know most of these decision makers would rather jump into a river of lava then talk to you.

It’s a unique situation for these sales people that should be recognized.

I’m not saying to abandon cold calling altogether. With a good strategy you can draw some of these decision makers onto the phone. Here are a few tips that may help.

1. End of day. Since cold calls are at the very bottom of their list, try calling them during their last hour of work. They’re more likely to have their obligations completed and may even have a few minutes to speak with you.

2. Send them an email in the morning informing them you’ll be calling in the afternoon. By giving them a heads up you may not feel like a big interruption when you call. This email should have information that helps intrigue the decision maker onto the phone.

3. Focus on targeting. There are plenty of tools like BuiltWith that provide information about your prospect’s tech stack. Use these resources to make sure you’re not wasting anyone’s time with products or services they can’t use.

Good luck.

 

If you’re starting your last year of college and plan on going into sales after graduation,

Do these things:


1. Always call your friends. If they don’t answer, leave a 30 second voice message that explains why you called. Your new career is probably going to require a lot of calls and voicemails. If you’re already comfortable talking on the phone the transition will be a lot easier.

2. Research unknown companies. Every time you see a company and you don’t know what they do, check them out. Figure out what products or services they sell and identify their primary target market. This exercise will help you develop business acumen.

3. Work as a waiter/waitress/bartender (if possible). Even if it’s just one shift a week or for a few months. Your success in sales will be correlated to how well you connect with customers. Dealing with hangry people will give you a good prelude to what’s coming.

ps. Good luck, have fun!

It’s comforting for some people in sales to believe cold calling is dead.

Mostly because they don’t have to feel like they’re missing out.

I hate to burst bubbles.

There are sales people in every sector succeeding on the phone all over the world .

The biggest difference is these reps understand how to use cold calling to create opportunities.

They don’t think about it being dead because they’re busy using all of the channels available.

Even if it makes them feel uncomfortable.

Hats off to you, cold callers!

 

Hey cold callers, connection rates are all over the place.

Do you know what that means?

Some reps have figured out how to consistently reach decision makers.

Do you know what these sales people are doing differently?

They call at the right time.

They send the right emails.

They leave the right voicemails.

They’re using the right strategy over and over.

So the next time you hear that nobody answers the phone.

Just remember that’s not really true.

 

There are a few of things they don’t tell you when you’re interviewing for a sales job. It’s not necessarily dishonest. These are usually things that you’re just not ready to hear yet.

For example:

1. Our product/service has a few kinks we’re still working out.
2. The enterprise pricing is a little higher than most.
3. Expense checks take about a month to process (usually).
4. The competition has a couple advantages that can be a big problem for us.
5. You’ll need to give each of your customers an annual rate increase.
6. The cost of the company car actually comes out of your paycheck, sorry.
7. We don’t always have the best reputation with prospects.
8. Your territory hasn’t produced much over the years.
9. Inbound leads don’t exist here.

 

Cold calling objection: “We’re not interested”.

If your canned rebuttal to an objection is a paragraph long, that’s not very realistic.

An effective response to this and similar objections is a short question like these:

“Ron, do you even know what our technology does?”

“Ron, do you know how we can reduce your spend?”

“Ron, do you know how we help increase revenue?”

“Ron, don’t you want to know how we can save your team time?”

If you push back with a question that challenges the decision maker’s perception. You might recapture their attention and have the conversation you need.

Of course, it’s very important to ask these questions with the right tone and charm.

But just remember, you have nothing to lose because “they’re not interested”.

Well not yet.

Good luck on the phones today!

 

Are you planning a career in sales?

The first job you take is pretty important.

Here’s why.

Industry: In sales it’s not impossible to switch industries but generally you’ll have to take a step back and start over. If you have the luxury of picking your industry, try to make sure it aligns with your interests. Down the road you’ll have the most value if you become an expert in a certain field.

Type of sales: B2B, B2C, B2R. Selling stocks is a lot different than selling technology which is a lot different than selling cars. Make sure you’re comfortable with the type of sales you’ll be asked to perform. Also, be sure to check out your target customer because you’ll be spending a lot of time with this person.

Your perception: Wherever you end up will be your first perception of sales. The early teachings and experiences will start to form you as a sales person. The best thing you can do is find the right environment selling products or services you can feel good about.

Prosperity: The first sales job you select could lead to a prosperous career. One of the best comments I’ve ever read on LinkedIn simply said, “Sell what people want to buy”. Selling is a lot easier when there’s a receptive audience for your product or service.

Good luck!

 

Hey Cold Callers, go ahead and take Monday off!

(US Only)

(Canada too!) I’m told.

 

Here’s a good question for anyone adapting to cold calling.

Does your current strategy create dialogue with decision makers?

Cold calling is a totally different experience when both people are talking.

One-sided conversations have become the best practice for many sales teams. That’s just another reason for both ends of the line to hate cold calling. The good news for you is that it doesn’t have to be that way.

Dialogue starts by asking the right questions.

It continues if the decision maker finds your information pertinent.

I’d call it successful when you start answering their questions.

Good luck.

 

If you’re selling a technology that most decision makers don’t even know exists:

Cold calling could be your huckleberry.



In 2016, I worked for another tech company. About midway through the year it became abundantly clear that most target decision makers had NO IDEA this technology even existed.

After I realized there was no collection of words that would properly describe it, emails and voicemails seemed almost pointless.

The only way I could get a decision maker to envision the technology was with a short conversation.

Once they understood they’d begin to realize the benefits.

Success in sales has always been about the number and quality of conversations.

That’s even more so now.

 

What’s the biggest opportunity for sales people right now?

Is it emailing? Nope.

Is it cold calling? Nope.

The answer is social media.

LinkedIn and other platforms provide sales people with a different type of lead.

The concept is simple, provide value and people will engage with you.

If your views and topics are pertinent to your target customer, then those people are prospects.

Every comment, post, article or video can bring you leads.

These are warm, almost cozy leads.

Don’t get me wrong. You should still be sending emails.

You should definitely be making cold calls.

But engage on social media.

It’s just another channel.

 

If you’re new to sales you should know it’s a competitive game.

Your leaders and peers won’t always give you credit when credit is due.

It doesn’t matter, you know what you did.

Just keep doing it.

 

Here’s a good question for anyone adapting to cold calling.

Does your current strategy create dialogue with decision makers?

Cold calling is a totally different experience when both people are talking.

One-sided conversations have become the best practice for many sales teams. That’s just another reason for both ends of the line to hate cold calling. The good news for you is that it doesn’t have to be that way.

Dialogue starts by asking the right questions.

It continues if the decision maker finds your information pertinent.

I’d call it successful when you start answering their questions.

Good luck.

 

One of the best things about LinkedIn for sales people are the titles.

Getting a preview of your prospect’s decision making hierarchy is invaluable.

If you’re not already doing this, here’s what you do:

Search the prospect’s company name plus your target decision maker title (Sales Nav not required).

For example: ABC Company + Vice President of Sales.

If more than one result is returned, view the profile you think fits best.

Look over to the right side of the profile and there will usually be a section called “People Also Viewed”.

Examine the names and typically you’ll find similar decision makers from that same company.

Repeat the process and check out the “People Also Viewed” section on the other profiles.

After reviewing a handful of decision makers you should have a good understanding of the prospect’s hierarchy.

You can now approach them with clear picture.

Hope this helps.

 

Everybody likes to learn.

Remember that when you’re making cold calls this afternoon.

Good luck!

 

If you want to be successful making cold calls you’re going to have to be special.

Success doesn’t come easy to anyone.

You’ll have to work at it.

Once you find your groove on the phone, watch out.

Success breeds more success.

Good luck!

 

Here are 3 questions about cold calling that keep coming up:

1. What do you think about asking for permission to speak or 28 seconds to tell them why you’re calling?

This could be your only chance to speak to this person and there is no reason to give them an out. Instead use a greeting like “Good afternoon, Lisa” and then go right into your opening statement with confidence. The tone of your voice and what you say are far more important than being super courteous.

2. Do you think cold calling is even worth the trouble with the current connection rates?

Yes, some reps have great connection rates with cold calling. There are many variables when it comes to connecting but the time of day is the most important. Sales people calling during prime hours connect up to three times more often than reps dialing during the ‘voicemail safe’ windows.

3. What do you think about not sharing certain value information?

I think you should share whatever information gets the decision maker into a meeting. If they get off the phone without knowing the reasons to do business with your company, that’s a missed opportunity.

My 3 cents, hope this helps!

 

If you’re taking a sales job you should know that your new company doesn’t owe you anything.

But they will.

If you do the following:

1. Show up with a positive attitude.
2. Dedicate yourself to learning everything you can about your new company.
3. Once you know how to identify your ideal target, prospect like there’s no tomorrow.
4. Learn what’s really important from the best sales people at the company.
5. Create conversations with decision makers every day.

They’d be happy to owe you.

Good luck!

 

It takes great emotional sacrifice to be a sales leader.

What you invest in your people you won’t always get back.

Every lost opportunity is like a punch in the stomach.

Every lost rep is like a kick in the head.

Forever stuck in the middle between expectations and reality.

It’s one of the most frustrating yet rewarding jobs you could ever have.

Here’s to you, sales leaders!

Enjoy today knowing it’s not Quarter end.

 

Sales people tend to get a lot of impractical advice.

Like they should engage with every prospect’s content before reaching out.

Newsflash, most decision makers don’t produce content.

Another doozy is reps should contact 10 people at every target.

You know those people work together, right?

Sometimes they even have a good laugh about some rep reaching out to all ten of them.

My least favorite advice, SDRs should sell the meeting.

Every connection is a precious opportunity to convey important value information.

If you’re not prepared to do this then you’re missing out on opportunities.

The most helpful sales advice usually comes from a familiar face.

Like the best rep at your company.

 

Hey new sales person, it’s important to know that you probably won’t rise up the sales rankings by writing good emails.

It’s going to take more than that.

If you want to be a top sales person you’ll need to master another channel.

Maybe it’s cold calling, social media, networking, referrals, videos or whatevers coming next.

Find something that sets you apart.

Good luck.

 

Thanks for reading, please share!

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About the Author

Matt Wanty is the Founder of Subroot and the Author of The Lost Art of Cold Calling. Recently launched Subroot is the latest sales tool to help reps reach more prospects and build a bigger sales funnel.  In addition to writing a book on cold calling, Matt regularly shares posts on Linkedin, His sales content on cold calling, prospecting, sales career, SDRs and more has been read by millions of sales people around the world.  Sign up below to receive Matt’s content directly to your inbox.

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