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.