What it takes to make 100 cold calls per day

Summary

The 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

00:00

📞 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.

05:00

🔍 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.

10:02

📅 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.

Keywords

💡Cold Calls

Cold calls refer to unsolicited phone calls made to potential clients who have not expressed any prior interest in the product or service being offered. In the video, the speaker emphasizes the importance of making 100 cold calls per day as a strategy to consistently set meetings, gain status in one's career, and earn more money. The speaker's personal journey from a sales development representative to a senior account executive is attributed to mastering the art of cold calling.

💡Sales Development Representative (SDR)

An SDR is an entry-level sales position responsible for generating leads and identifying potential sales opportunities. The video's speaker started their career as an SDR and shared the advice they received about the inevitability of cold calling. This role is pivotal in understanding the foundational skills needed for a successful sales career, as it often involves mastering the techniques of prospecting and cold calling.

💡Consistency

Consistency in this context refers to the regular and persistent execution of sales strategies, such as making a set number of cold calls each day. The speaker highlights the need for consistency as a core fundamental in achieving success in sales, suggesting that maintaining a routine of 100 cold calls daily is key to building a reputation and increasing income.

💡Prospects

Prospects are potential customers or clients who could be interested in a product or service. The video discusses strategies for consistently finding enough prospects to add to one's sales sequence, which is essential for making the targeted number of cold calls. Examples from the script include leveraging interesting moment reports and targeting high-value companies.

💡Sequence

In sales, a sequence refers to a series of predefined steps or actions taken to engage with a prospect, typically involving a combination of emails and phone calls over a specific period. The speaker mentions adding prospects to a sequence to manage the process of turning cold calls into meetings and ultimately, sales.

💡Territory Plan

A territory plan is a strategic document used by salespeople to identify and organize potential customers within a specific geographic area or market segment. The video script mentions creating a territory plan to focus on companies that can spend the most money, which helps in targeting high-value prospects.

💡B2B (Business-to-Business)

B2B refers to commerce transactions between businesses, rather than between businesses and consumers. The speaker discusses a B2B talk track, which is a scripted conversation designed to engage business prospects over the phone, with the aim of setting up meetings and eventually closing sales.

💡Talk Track

A talk track is a prepared script or set of talking points used by salespeople to guide their conversations with potential clients. In the video, the speaker mentions using a proven B2B talk track to structure calls and effectively set up meetings once a prospect is on the phone.

💡Pipeline

In sales, a pipeline refers to the sequence of stages that a customer goes through in the process of purchasing a product or service. The speaker mentions being quantified on pipeline generated, which means their performance is measured by the number of potential sales opportunities they have in progress.

💡Outreach

Outreach, in the context of the video, refers to both the act of proactively contacting potential customers and a specific sales engagement platform used to manage tasks and sequences. The speaker uses the platform to automate and track their sales activities, including cold calls and emails.

💡One-on-One Coaching

One-on-one coaching is a personalized form of professional development where an expert provides guidance and training to an individual. The speaker offers one-on-one coaching and mentions a private membership community for ongoing support and live coaching calls, indicating a commitment to helping others improve their sales skills.

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 algorithm made me comment twice and

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