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.

 

Join the conversation on LinkedIn here.

Jason


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