We have to stop calling people “gatekeepers.”
It dehumanizes them. And starts off the relationship in an adversarial way. Let’s call them “assistants.” And let’s give them some credit. They’re smart. And they have a job to do—protect their boss’s time. “Assistants are much better at getting…
Creativity when prospecting is critical right now.
Standing out above the noise is harder than ever. Email inboxes are flooded with spam. LinkedIn inboxes are filled with “pitch slaps.” And people are picking up their phone less. I’ve always relied on a good ‘ole personalized video holding…
What’s your biggest prospecting pet peeve?
Todd Caponi‘s is the “pitch slap.” This happens when you accept a LinkedIn connection request, and immediately you’re slapped by a sales pitch. Whew, when you ask about peeves—you get some hilarious answers. I asked 27 other sales leaders, sales…
If you had to choose between phone, email, or LinkedIn as your prospecting tool of choice—what would you choose?
I asked 28 sales leaders, sales trainers/consultants/coaches, and quota-carrying reps this question. Here’s what they said… What’s your prospecting tool of choice? — P.S. The Think Outside the Script summer virtual tour officially launches tomorrow! Art Sobczak is…
The problem with cold calling is just that. It’s cold.
The phone isn’t dead. But the cold part died a long time ago. Sure, you can put a huge list into a dialer. But 3 meetings from 1,000 calls ain’t winning. And it never was. It doesn’t matter if software…
LinkedIn algorithms are hijacked.
The phone isn’t working like it used to. Cold emails aren’t breaking through. Well, there’s good and bad news. Bad news first. Prospecting is harder right now. LinkedIn engagement is down. Pick up rates are lower in many industries. And…
“Would I respond to this?” is not a good acid-test for your cold emails or cold calls
You’re not doing the job of the person you’re prospecting to. And you’ve probably never done their job before. This creates a bias in our approach. Bias is everywhere, especially in sales. But biases are not the problem. Being unaware…
“Not interested.”
Probably the most common objection you get during cold calls. Here’s how to handle it. Use this process: ✅ Understand ✅ Validate ✅ Offer Shout out to Becc Holland for the inspiration with the buyer/seller dance and ego states. (❗️Warning❗️…
What’s the right combination of emails, calls, and LinkedIn touches to land a meeting?
What’s the winning formula for a cold call or cold email? Here’s the bad news—there isn’t a magic copy/paste template you can follow. It doesn’t exist. There aren’t shortcuts. Trust me, I’ve tried them all. But the good news? Proven…
Cold call 📞 breakdown. Check it out 👇
From: Jonathan Mahan, an AE I’m coaching at BombBomb, who is calling into a sales executive at a software company. I’m super proud of Jonathan’s progress so far. He’s never cold-called prior to starting last week. And he’s set several…
