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.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA 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.