Are you drinking the company Kool-Aid?
Another way of asking this: “If you had to rate 1-10 how much you believe in your company’s product/service, what would it be?”
If it’s not a 9 or 10, prospecting will be tough.
This is key for overcoming call reluctance.
The more you believe in your product/service, the more confident you’ll be when you’re prospecting. And confidence is a HUGE part of cold calling.
If you’re a sales leader, make sure your team spends time doing the following:
✅ Pouring through every case study, success story, and testimonial relevant to your ICPs & personas in detail
✅ Talking to the veteran, more successful reps
✅ Interacting with customer success or your delivery team to really understand the problems you’re helping your customers solve
✅ Talking to the persona at your company that best represents your prospects (e.g. if you prospect to CFOs, have your reps talk to your CFO)
✅ Listening to recorded sales calls and demo calls
✅ Reading every single review on G2 or any other site
✅ Analyzing successful cold calls and cold emails
I had a great conversation with John Barrows about this topic.
Check out the full interview here.
- Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
- Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
- Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.