Sales Hustle is now Sales Transformation
Dec. 14, 2021

#212 S2 Episode 81 - Is Cold Calling Dead?

In this solo episode of the Sales Transformation Podcast with Collin Mitchell, he talks about the relevance of cold-calling in today’s sales operations. Despite popular misconception, cold calling is very much not dead.

Certain things, such as reaching out to the prospective customer using other platforms before doing the actual cold call have changed, but the core principles do the same. Getting into the correct mindset, using good data, and reviewing your calls are still essential for getting a successful cold-calling session.


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HIGHLIGHTS

00:51 Cold-calling is a party role for sales people

01:27 'Warm up' before you do cold-calling 

02:10 Always use good data and write a solid script

02:55 Getting into the correct mindset is key 

03:42 Review your calls, especially those that didn’t work out

QUOTES

01:27 Collin: "Using the phone alone will not work anymore. You want to use other channels to warm up the calls and have a reason for calling."

01:43 Collin: "Ed and I have been doing live cold calls on LinkedIn and last week. We did a day's worth of prospecting in 60 minutes, thanks to our partner MonsterConnect and we had very good data provided to us by CloudLead. And what happened in that 60 minute dial session is we had over 25 conversations. We got a couple of referrals of who we should be talking to, ad we booked three meetings in 60 minutes."

02:56 Collin: "Your mindset is huge as well. If you go into it with this mindset of 'Cold calling is dead', 'People don't pick up the phone', and 'This sucks' then, yeah, people aren't going to pick up the phone. It's gonna suck and you're not going to book any meetings."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] Right? Welcome to another episode of sales transformation. Today is a solo episode where I'm going to dig into a topic than a term that you see a lot of people throwing around. And what I'm talking about is cold calling. Dead. And I want to dig into that for a second because you know, a lot of the people that are saying cold calling is dead.

[00:00:43] Haven't made a cold call in this decade. So the key here is don't just listen to the noise that everybody's putting out there. Don't even listen to. Go have your own experience with the things that you do to be successful in your sales role. And if you're in sales, cold calling should be a party role.

[00:01:03] Now I know my SDRs and my BDRs. They live for cold calling AEs. You should be making cold calls too. And if your sales leadership. Recommending that you make cold calls. Well, you should make them anyway. Um, and so here's what I want to talk about. Cold calling is not dead, but there's some key things that you need to do in order to have a successful cold calling strategy.

[00:01:26] Okay. Using the phone alone. Well, not work anymore. You want to use other channels to warm up the calls and have a reason for calling. So you can use LinkedIn, you can use email and then you can reference those things when you make the call and the things that you know, ed and I have been doing live cold calls on LinkedIn and last week.

[00:01:47] We did a day's worth of prospecting in 60 minutes, thanks to our partner monster connect. And we had very good data provided to us by cloud lead. And what happened in that 60 minute dial session is we had over 25 conversations. We got a couple of referrals of who we should be talking to. And we booked three meetings, three meetings in 60 minutes.

[00:02:08] That is crazy. Okay. Now there's some things that you can do to have a good cold calling strategy. One. You need to have good data because you don't want to deal with 20 or 30% being no longer there, wrong number and all that other junk that. Frustrating and really hurts your momentum of your cold calling block.

[00:02:26] So having good data is essential. Having a solid script. Now a script is a, you know, ha so you have a direction to go. Um, but the script is only going to get you so far. And what I've learned since we've been doing these sessions is there's two things people want to know right away in the call, like, who is this?

[00:02:44] And why are you. And if you can answer those things right away and you can get permission to move forward, then you can get into, uh, having more of a dialogue, having more of a conversation. And your mindset is huge as well. If you go into it with this mindset of cold calling is dead people don't pick up the phone and this sucks then.

[00:03:03] Yeah, people aren't going to pick up the phone. It's gonna suck and you're not going to book any meetings, but if you go into it with a mindset of having fun, having some conversations, Finance, the people that might want to talk, um, then you can have a much different outcome than going into it with a negative mindset.

[00:03:19] So cold calling is not dead. Let's get that out of the way. All right. And it's very much alive now. W you know, who are you calling matters? Uh, when you're calling them matters, what you say matters, how you. Matters. Um, and you need to be reviewing your calls. This is, this is the biggest key to being successful in cold calling is reviewing your calls, your calls that went well, your calls, that didn't go well.

[00:03:45] And seeing where you, you know, seeing the things that worked, seeing the things that didn't and look for opportunities to improve, just like athletes review the game tape. Salespeople should be reviewing their cold calls, review those calls and look for opportunities to just get a little bit better each time.

[00:04:01] Hope there's this helpful. And to sum things up, I'll say it one more time. Cold calling is not dead. If you enjoyed today's episode, please write us a review, share the show with your friends and as always we're listening for your. You can drop me a voice dm@salestransformation.fm, and I will get back to you.

[00:04:18] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard. Yeah. It's free sales cast dot communities.

[00:04:35] Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best temples.