What it takes to make 100 cold calls per day
Summary
TLDRThe speaker emphasizes the importance of mastering cold calling in sales, sharing personal success from making over 50,000 calls. They outline three core strategies: consistently finding prospects, executing a professional calling strategy, and structuring calls to set meetings. The transcript offers practical advice on using platforms like LinkedIn and Salesforce to identify potential clients and suggests a sequence of email and call tactics to engage them effectively. The speaker's passion for sales is evident, and they invite viewers to subscribe and explore their in-depth cold calling strategies for further success.
Takeaways
- 📞 Consistency in making 100 cold calls per day can lead to significant career advancement and higher income.
- 🎯 The speaker emphasizes the importance of embracing cold calling and mastering it to excel in sales.
- 🔍 Finding enough prospects is crucial; the speaker suggests targeting both large companies for high-value opportunities and smaller, 'warm' leads for quicker responses.
- 📈 The speaker shares personal experience of using interesting moment reports, lost opportunities, and title reports to identify and prioritize prospects.
- 📆 A professional strategy involves sending an email before cold calling and using a sequence of tasks to maintain contact and engagement with prospects.
- 🕒 The best times for cold calling are mornings and afternoons, with the speaker recommending blocking out time on the calendar for focused calling sessions.
- 🏋️♂️ Overcoming the fear of rejection is key; the speaker suggests acting instinctively and not overthinking during calls.
- 🗣️ The speaker advocates for making calls in an open environment, embracing the possibility of public failure as a part of the learning process.
- 📝 Structuring the call effectively is essential; the speaker advises to quickly establish the reason for the call to capture the prospect's attention.
- 🔗 Utilizing a professional script and talk track can significantly increase the success rate of setting meetings with prospects.
- 📚 The speaker offers a resource for a deeper explanation of their cold calling strategy and script, indicating its effectiveness through positive feedback and sales promotions.
Q & A
What is the main goal of making 100 cold calls per day according to the speaker?
-The main goal is to transform oneself into a skilled salesperson, consistently set meetings, gain status in one's career, and earn more money.
What is the best advice the speaker received at the start of their sales career?
-The best advice was that cold calling is never going away, so one should learn to love it, embrace it, and get as good at it as possible.
What are the three core fundamentals that helped the speaker achieve success in sales?
-The three core fundamentals are: 1) Consistently finding enough prospects to add to the sequence, 2) Having a professional strategy to execute calls daily, and 3) Setting meetings with a proven B2B talk track.
How did the speaker initially struggle in their sales career and what advice did they receive?
-The speaker initially struggled to qualify opportunities and was the lowest performer on their team. They received advice to be all in, work harder, and control their attitude and work ethic.
What tactical strategy does the speaker suggest for finding enough prospects?
-The speaker suggests looking at the book of business, identifying big companies and warmth (low-hanging fruit), and using tools like LinkedIn Sales Navigator and Zoom Info to find the right buyer personas.
What is an 'interesting moment' according to the speaker, and why is it important?
-An 'interesting moment' is when a prospect shows interest in the company through activities like downloading an e-book or attending a webinar. It's important because it indicates potential interest, making it a prime opportunity for follow-up.
What are 'lost opportunities' and how does the speaker use them?
-Lost opportunities are past prospects who interacted with the company but did not result in a sale. The speaker uses them by following up, offering to update on relevant changes, and trying to set new meetings.
What is the speaker's approach to overcoming the fear of rejection during cold calls?
-The speaker recommends blocking out specific times for cold calling, especially in the morning and afternoon, as these times tend to have the highest answer rates.
What is the professional secret for setting more meetings once a prospect is on the phone?
-The professional secret is to quickly introduce oneself, explain the reason for the call, and mention any recent interactions (like an email) to earn the prospect's attention and deliver the value pitch.
Outlines
📞 Mastering Cold Calling for Career Success
This paragraph introduces the speaker's journey and expertise in cold calling, emphasizing its importance in sales. The speaker, having made over 50,000 cold calls, shares their promotion to a senior account executive and attributes their success to three core fundamentals: finding enough prospects, executing a professional strategy consistently, and setting meetings with a proven B2B talk track. The speaker also encourages viewers to engage with the content for algorithmic visibility and subscriber growth.
🔍 Strategies for Prospect Identification and Cold Calling Consistency
The speaker discusses strategies for finding prospects to maintain a consistent cold calling routine. Initially struggling to find enough prospects, the speaker adopted a work-harder approach and learned to identify high-value targets and 'warm' leads through various methods, such as leveraging interesting moment reports, targeting lost opportunities, and utilizing title reports in Salesforce. These strategies help in consistently adding 20-30 new prospects daily, ensuring a steady pipeline for cold calls.
📅 Implementing a Professional Cold Calling Strategy
The speaker outlines a professional strategy for executing cold calls effectively. They emphasize the importance of sending an email before making a call and using a sales execution platform to manage tasks in a sequence. The speaker also shares their preference for calling during specific times of the day for higher answer rates and discusses overcoming the fear of rejection by focusing on the process rather than the outcome. They advocate for making calls in batches of ten to build momentum and confidence, which is key to setting up meetings successfully.
🤝 Structuring Calls for Effective Meeting Setups
The final paragraph focuses on the structure of calls to secure meetings. The speaker reveals a 'professional secret' for capturing attention within the first five seconds by clearly stating who they are and the reason for the call. They provide a personal example of how to introduce oneself and the value proposition, and then transition into a talk track. The speaker also promotes a comprehensive B2B cold calling strategy and script, which has received positive feedback and is part of a private membership community offering weekly live coaching calls.
Mindmap
Keywords
💡Cold Calls
💡Sales Development Representative (SDR)
💡Consistency
💡Prospects
💡Sequence
💡Territory Plan
💡B2B (Business-to-Business)
💡Talk Track
💡Pipeline
💡Outreach
💡One-on-One Coaching
Highlights
Making 100 cold calls per day can significantly enhance one's sales performance and career advancement.
The speaker's personal journey from a sales development representative to a senior account executive was fueled by embracing cold calling.
Three core fundamentals are crucial for success in cold calling: finding enough prospects, executing a professional strategy, and setting meetings effectively.
The importance of targeting both large companies for high-value opportunities and smaller, 'warm' leads that are more likely to engage.
Utilizing LinkedIn Sales Navigator and ZoomInfo to identify the right buyer personas and craft effective messaging.
The strategy of following up on 'interesting moments' such as when a prospect downloads an e-book or attends a webinar.
Reviewing lost opportunities as a source of low-hanging fruit for potential re-engagement.
Using title reports in Salesforce to find and target prospects with ideal job titles for warm leads.
The necessity of consistently adding 20 to 30 new prospects to one's call sequence daily to maintain a high volume of cold calls.
The effectiveness of sending an email before making a cold call as part of a well-executed sales sequence.
Optimizing call times by focusing on mornings and afternoons for higher answer rates.
The psychological aspect of cold calling, emphasizing the importance of not overthinking and reacting instinctively.
The speaker's personal approach to cold calling, which includes making calls in public without fear of rejection.
The method of making calls in sets of 10 to maintain focus and momentum throughout the day.
Structuring the call to quickly establish the reason for calling within the first five seconds to capture the prospect's attention.
The speaker's offer of a professional B2B cold calling strategy and script for those interested in a deeper understanding of effective cold calling.
The impact of the speaker's cold calling strategies, as evidenced by a VP of Sales incorporating them into their onboarding process.
The availability of one-on-one coaching and a private membership community for those seeking personalized sales guidance.
The speaker's commitment to ongoing improvement and success in sales, encouraging others to embrace the same mindset.
Transcripts
making 100 cold calls per day will
transform you into a killer on the
phones so that you can consistently set
meetings gain status in your career and
earn more money four years ago i started
my software sales career as a sales
development representative and the best
advice i ever received was that cold
calling is never going away you may as
well learn to love it embrace it and get
as good at it as you possibly can and
that's what i did i've made over 50 000
cold calls i promoted six times at the
same company i'm currently a senior
account executive i forex my income and
i believe that there are three core
fundamentals that have helped me to
achieve those results number one is how
do i consistently find enough prospects
to add to my sequence to actually be
able to make 100 cold calls per day
number two is what is a professional
strategy to execute day in and day out
to stay consistent and actually make
sure i'm making the dials and number
three how do i set the meetings with a
proven b2b talk track once i actually
get the prospects on the phone and
that's what i'm going to share with you
here today if you enjoy my videos hit
the like button right now and comment
the pin emoji down below for the
algorithm our goal is 15 000 subscribers
so subscribe now if you're not already
strategy number one in the core
fundamental how do you actually find
enough prospects to consistently add
your sequence to make 100 calls day in
day out when i first started my software
sales career the first month i needed to
qualify i think six opportunities at the
time and i managed to get five so i
failed and i was actually the lowest
performer on my team so i didn't know
what to do i was used to always
excelling at things i was right out of
college i was probably a little entitled
i wasn't working as hard as i knew i
could have so i went to the senior sales
leader i said hey
what do i do about this how do i get
better he's like look you truly got to
be all in you got to leave it all on the
table day in and day out and that's the
way to get better so i took that advice
to mean okay i'll just work harder than
other people because i can control my
attitude and my work ethic i can't
control how i look my experience my
talent how good i am on the phones it's
my attitude and my work ethic so i
decided to make more calls than every
other person around me and that's what i
did so i said i'm going to make 100 cold
calls per day the expectation is 80 but
i'm going to make 100. the first problem
i ran into was i never had enough
prospects to actually make the calls so
what i started to do was to find 50
prospects add them to my sequence and
then i'd call them twice in a day this
works to an extent but i think it's more
effective to have a hundred different
people rather than 50 people you call
twice because that would allow for twice
as many potential opportunities if
you're calling into a hundred different
companies for example so tactical
strategy number one is thinking about
warmth
versus big companies and the way you can
think about this is look at your book of
business if you're an sdr you work with
an account executive talk to them about
their book of business if you're an
account executive like me you need to do
a territory plan and look at your
companies that you can sell into by
revenue employee account industry and
look at them and then say what are the
companies that can spend the most money
with me those are the you want to
identify at least 50 of those and those
you want to be a little bit more
targeted so it's going to require you to
go into linkedin sales navigator into
zoom info and make sure you're finding
the right buyer personas with the right
titles and you construct the right
messaging to actually reach out to them
so that takes a little bit more time but
those opportunities will typically
result in higher value so if you're
quantified on pipeline generated you
want to target those big companies that
can spend more money as an account
executive i need opportunities that are
big deal value that's the only way i'm
going to hit my quota simultaneously
when you're targeting the big companies
you also want to identify the warmth the
low-hanging fruit and the way you do
that is by finding what is the
compelling reason for me to reach out to
them i am cold calling them out of the
blue but how can i make it seem like i'm
a friend in their phone with the name
that they'll recognize so that they
answer my phone call and then eventually
agree to the meeting with me so what you
can do number one is look at interesting
moment reports and this is what i have
done and i do daily an interesting
moment is a prospect that has downloaded
um an e-book has attended a webinar has
requested a demo has done some sort of
inbound activity that had they've
expressed some interest in your company
we have an inbound team and the really
hot ones go right to the inbound team
but there's a lot that don't go to them
that me as an outbound prospector still
need to follow up with so if they even
interact with your company if they've
sniffed your company if they've even
looked at your company if they've spoken
with you before that is an interesting
moment and absolutely a prospect that
you want to follow up with i run a
report and i look at this daily so that
i can catch people as soon as this
happens but i also changed the time
filter so that i can look at this in the
past 12 24 months to find everyone
secondly you want to look at lost
opportunities that's what i just spent
an hour doing it's 7 30 pm i'm still in
the office it's the beginning of q3 in
july and i said i need to absolutely
grind so that i can set myself up for a
big quarter so what i did was i looked
at the lost opportunities the prospects
that have actually spoken with my
company in the past and for some reason
the deal or the opportunity was dead or
lost i put the filter back three years
and i literally added probably 25 30
people to my sequence just this evening
from finding loss opportunities this is
naturally lower hanging fruit because
you can call them and say hey you spoke
with my team in the past i'm your new
point of contact i'm sure a lot's
changing your business and let's set up
a meeting to talk about how relevant
updates will serve you and your business
and your priorities going forward
something like that and it always works
and then the number three strategy with
warmth is a title report so your
salesforce data is probably at a date
like mine but you still have a lot of
prospects that are in salesforce and you
know your ideal titles such as human
resources marketing run a title report
find all of those titles so maybe a
couple hundred prospects and you can
start to pick and choose which ones you
want to add to sequence or you can do
bulk auto email campaigns so that is the
warmth low hanging fruit that allows you
to quickly and easily add a lot of
people to your sequence while also
targeting the big high priority accounts
that can spend a lot of money with you
that's going to be a little bit slower
you do both of these strategies and
that's how you consistently add between
20 to 30 new prospects your sequence per
day so that you can actually make 100
cold calls it takes a little bit of time
to ramp up to that point but as an sdr
this is what i was doing every day
consistently adding new prospects to my
sequence each and every day so that that
takes us into step number two what is a
professional strategy to actually
execute on the calls and make them each
and every day
is that i always send an email before i
ever cold call somebody i always send an
email a lot of people ask me trent what
does your sequence look like and to
clarify what is a sequence we use a
platform called outreach it's very
expensive and there's there's
competitors i think sales loft there's a
lot of platforms that are sales
execution platforms they help manage my
tasks so a sequence is a combination of
tasks so if i add you to my sequence
it's gonna trigger me to send you a
manual email day one it's gonna trigger
a phone call day two auto email day
three and then you get the picture i am
basically calling them nine times and
sending eight emails over the course of
23 days very aggressive
18 17 18 touch points over 23 days so by
the end of it they're absolutely going
to know my name and company there's no
hiding so as i think about the actual
strategy i'm adding a lot of people to
my sequence every day that's step one
step two is the actual execution a lot
of people think when is the best time of
the day to cold call it's always a good
time the day to cold call but if you
really want to be tactical about it the
morning and the afternoon are
what most experts would agree are the
best times of cold call to get the best
answer rate because you can't always
control if they answer the phone but you
can control you making the calls so what
i do is actually block out time on my
calendar to make sure i'm holding myself
accountable to making the calls always
in the morning
i personally love the afternoon from the
3 to 5 pm call block time frame because
i think that that's the highest answer
rate and what i found to be the most
successful there's a lot of reps
justified himself i'm just gonna i'm
gonna plug it in today i'm just gonna
stop making calls i'm gonna go home
because i want to beat the traffic
whatever it may be so those are the two
best times to call you want to set up
time on your calendar to actually make
the call and just go and start to do it
and the next thought in people's heads
when they think about the actual
professional strategy
is they're worried about it they're
worried about what if i get told no what
if i get rejected what if i'm sitting in
my office and everyone's around me and
they hear me get absolutely body bagged
on the phone how am i ever gonna do it
some reps like to go sit in the booth
some reps like to walk away i have
always been the rep who wants to sit
right here in their chair at their desk
in front of everyone and i'm willing to
fail in front of everyone and i don't
care i've gotten to a point when i'm
cold calling it's actually therapeutic i
put on my headset right here i sit at
this desk right here
and i literally just sit there and i
almost feel like i'm getting a massage
the best professional athletes are so
good because they are out there acting
instinctually they are acting on
instinct they are just completely
reacting to what's happening with quick
twitch fast motions that they have
trained day in and day out the athletes
that are out there thinking like jason
tatum in the finals their performance
goes down because they're overthinking
it and getting in their own way anytime
you're worried about somebody telling
you no anytime you're sitting there
worried about oh this gatekeeper always
shuts me down anytime you're worried
about i don't know what to say that is
you getting in your own way and that is
the problem you thinking that there's a
problem that is the problem all you got
to do is sit down press the call button
once it starts ringing that's when you
figure out what to say don't do prep you
don't worry about context you press the
call button and you figure out what to
say later and you start to do those in
buckets of 10 so i'll sit down i'll put
my phone away i'll x out linkedin and i
won't look at any bs distractions i'll
sit there i'll make 10 calls i'll bang
out 10 calls as fast i can and then i'll
maybe check linkedin and then i'll go
right back and make 10 calls bang them
out again i'm just sitting there i'm not
even thinking i'm chilling i'm feeling
good and that's the professional
strategy how experts do it like myself
who bang out volume calls and that's
really what it takes finally this takes
us into the third and final foundational
skill is once you get people on the
phone how do you actually structure the
call to set up the meeting
i'm going to share with you the
professional secret that i use to set
more meetings when you catch somebody
out of the blue psychologically they are
wondering who are you what do you want
you need to give them that in the first
five seconds to actually earn their
attention to give your value pitch so
when i get them on the phone i always
say hey this is trent from insert
company name there's jake from state
farm commercials he's like jake from
state farm everyone knows it so i say
hey this is trent from insert company
name how are you and they'll say okay if
they don't ask me how i am then i need
to get right into it if they ask me how
i am that's how i know i got them so you
can learn a lot from that how you are
question although realistically they
don't really care they know that you
probably don't care about how they
actually are but if you sound like you
do then it's legitimate once you give
them that you say the reason i'm calling
you is i'm following up on a recent
email i sent you the reason i'm calling
you specifically is i noticed that you
oversee your specific google youtube
account and you have the capability to
actually hit the like button subscribe
button right now if you haven't already
can you do that for me please so you
always start out by saying the reason
i'm calling you is and then you can
insert the reason and then get into the
actual talk track if you are interested
in a deeper explanation of the specific
script that i've used and mastered that
works for any product or service across
any industry click on the first link in
the description below for my
professional b2b cold calling strategy
and script that i put a lot of time into
building over 34 people have made the
investment into the product and i've
received tremendous feedback so far one
vp of sales messaged me and said trent
your cold calling strategies have become
a mandatory part of our onboarding
process they absolutely work they've
helped me promote six times 4x my income
and that's why i'm still here in the
office obsessed with what i'm doing
committed to my success in it for the
long game and those are the three
foundational strategies that will help
you to ultimately when we go back to the
beginning that will help you to
gain status earn more money and
consistently set meetings on the phone
if you're still with me and haven't
already hit the like button subscribe
now we want 15 000 subscribers comment
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the final sales pitch i'll leave you
with is if you're interested in
one-on-one coaching because i get dozens
of messages every day on linkedin people
saying can i set up a call with you can
i set up a call with you i built a
private membership community
specifically to help you if you press
the join button down below over 51
people are already a part of the private
membership community we have a member's
discord that's active in i always
respond to questions and we also do a
weekly live coaching call every sunday
where you can bring any of your
questions and i also bring what's top of
mind for me to to help you and myself
prepare and cross the week ahead so i
hope to see you there have a great rest
of your day happy q3 let's go
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