Who is this person? Where are they calling from? And how long is this going to take?
Those are the three questions every prospect has when they pick up a cold call. Your job is to tackle all three parts within the first 5-10 seconds of your cold call. Here’s the cold call opener Nick Cegelski uses: “Hi [first…
Podcast 78: Ned Arick on creating an outbound process from scratch
Show notes Ned Arick is the Head of Sales at Canny. In this episode, Ned digs into three main areas: his process for empathizing more with his prospect’s problems, how he organizes his messaging, and his step-by-step sequencing strategy. Connect…
Prospecting is hard. It’s okay, you DON’T have to like it.
Most top-performing reps don’t enjoy prospecting. They accept that it’s hard. That most of the time it sucks. And if they only prospect when they “felt” like doing it, it’d never happen. Instead, focus on accepting that it’s hard. And…
Podcast 77: Brian Margolis on productivity, accountability, and creating super habits
Show notes Brian Margolis is the Owner of ProductivityGiant. In this episode, Brian digs into his system for increasing your productivity as a salesperson. It’s so simple that it fits onto a single notecard. Connect with Brian on LinkedIn…
Podcast 75: BONUS: Sales rants with Jeff Bajorek
Show notes Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig through accountability vs. micromanagement, why you should stop trying to find out what’s new in sales, and how to…
Podcast 74: Kevin Clark on building a coaching culture
Show notes Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have created a great coaching culture at Synup. We dig into what the weekly cadence of coaching should look…
Podcast 73: Nick Cegelski on cold calling, routines, and habit stacking
Show notes Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig into cold calling a ton. You’re going to enjoy this one. Connect with Nick…
Podcast 72: Andy Paul on self-directed coaching, motivation, and empathy
Show notes Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can coach yourself to be a better rep. Andy also shares his tips for how managers can more effectively…
Podcast 71: BONUS: Cold call breakdown with Tim
Show notes In this episode, we break down a cold call from Tim Vickers. This episode is brought to you by: Capture the winning moments from your sales calls and cold calls. Resources mentioned in the episode:…
Podcast 70: BONUS: Cold call breakdown with Jon
Show notes In this episode, we break down a cold call from Jon Mahan. This episode is brought to you by: Capture the winning moments from your sales calls and cold calls. Resources mentioned in the episode:…
