Sales Reinvented

We've all heard the usual objections—"The price is too high" or "You're not a good fit for us." But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk. Others are paralyzed by decision fatigue, overwhelmed by the options in front of them.

In this episode of Sales Reinvented, you'll learn how to uncover these hidden barriers, shift objections into conversations, and build trust that leads to yes. Dive into the key insights below, then listen to the full episode to sharpen your sales game!

• [1:12] The most common types of objections
• [3:05] How to overcome prospect overwhelm
• [4:22] The biggest mistakes people make
• [7:45] How Lisa responds to objections
• [9:04] The role of empathy in objection-handling
• [11:09] How to handle objections with confidence
• [14:10] Top 3 objection-handling dos and don'ts
• [17:00] Turning an objection into a successful sale

• B2B Sales Strategy: Avoid Prospect Stalls and Stops

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Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That's why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up the phone is easy. She shares why she believes scripting is so important in this episode of Sales Reinvented.

• [1:01] What is cold-calling? Is it still relevant?
• [2:42] Is cold-calling an art and a science?
• [3:32] How Wendy prepares for cold-calling
• [5:59] Wendy's effective opening lines and techniques
• [7:01] To script or not to script?
• [8:46] Tools, technology, and metrics Wendy uses
• [11:58] Wendy's top cold-calling dos and don'ts
• [15:01] How Wendy handles objections and rejections

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Cold-calling is the art of creating a new possibility. When someone makes a cold call, they're often focused on "I have to get this meeting. I can't blow this. I need this deal." They're so focused on themselves and their own agenda that they can't create possibilities.

You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented.

• [1:00] What is cold-calling? Is it still relevant?
• [5:00] Is there a science to cold-calling?
• [16:24] Keith's top cold-calling dos and don'ts

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When you're calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented.

• [0:45] What is cold-calling? Is it still relevant?
• [1:34] Is cold-calling an art and a science?
• [2:09] Pattern interruptions
• [3:04] How Jordon prepares for cold-calling
• [4:21] Jordon's effective opening lines and techniques
• [5:22] To script or not to script?
• [6:19] Tools, technology, and metrics Jordon uses
• [7:48] Jordon's top cold-calling dos and don'ts
• [10:16] How Jordon handles objections and rejections

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The Art of Cold-Calling with Chris Cicconi, Ep #423

Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where they work, and what their industry is like but he doesn't rely on the structure like he did in the past. He shares how his process helps him book more meetings in this episode of Sales Reinvented.

• [0:46] What is cold-calling? Is it still relevant?
• [2:08] Is cold-calling an art and a science?
• [3:23] How Chris prepares for cold-calling
• [5:05] Chris's effective opening lines and techniques
• [7:11] How to keep a cold call engaging
• [9:06] Indispensable tools, technology, and metrics
• [10:26] Chris's top cold-calling dos and don'ts
• [15:57] How Chris handles objections and rejections

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There's still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach.

You have to believe in and be passionate about your product or solution. You must be positive. Stuart shares how to combine the three keys to book more meetings in this episode of Sales Reinvented.

• [0:42] What is cold-calling? Is it still relevant?
• [1:42] Is cold-calling an art and a science?
• [2:51] You must be positive, passionate, and prepared
• [4:05] Stuart's effective opening lines and techniques
• [5:41] How to keep a cold call engaging
• [7:07] Indispensable tools, technology, and metrics
• [9:03] Stuart's top cold-calling dos and don'ts
• [11:38] How Stuart handles objections and rejections

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Cold-calling is valuable because it's the fastest and most efficient way to connect with a prospective client—and it's becoming one of the least common prospecting channels. Too many people are intimidated by phone calls and avoid it entirely. If you're one of the few salespeople still willing to pick up the phone, you have an advantage. Learn how to leverage that advantage in this episode of Sales Reinvented.

• [1:07] What is cold-calling? Is it still relevant?
• [2:53] Is cold-calling an art and a science?
• [3:48] Block cold-calling time in your calendar
• [5:23] Jamie's effective opening lines and techniques
• [7:42] How to keep a cold call engaging
• [9:34] Tools, technology, and metrics
• [12:26] Jamie's top cold-calling dos and don'ts
• [16:16] How Jamie handles objections and rejections

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Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway believes that as long as it's part of a wider campaign, it's still incredibly relevant.

But how do you approach cold-calling? What makes it more effective? Simone shares her strategies in this episode of Sales Reinvented.

• [0:52] What is cold-calling? Is it still relevant?
• [1:46] Is cold-calling an art and a science?
• [2:55] How Simone prepares for cold-calling
• [5:16] Simone's opening lines and techniques
• [6:14] How to keep a cold call engaging
• [7:42] Tools, technology, and metrics
• [10:22] Simone's top cold-calling dos and don'ts
• [12:58] How Simone handles objections and rejections

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Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your prospect to say "yes" to a meeting. It can be too easy to interrupt and be combative when you know they don't understand what you're saying. Ashleigh's process will help you move beyond baseless objections to that elusive "yes." She details her strategy in this episode of Sales Reinvented.

• [0:58] What is cold-calling? Is it still relevant?
• [2:26] Is cold-calling an art and a science?
• [3:32] Get into the performance mindset
• [5:06] Ashleigh's opening lines and techniques
• [6:30] How to keep a cold call engaging
• [8:05] Tools, technology, and metrics
• [10:50] Ashleigh's top cold-calling dos and don'ts
• [12:56] How Ashleigh handles objections and rejections

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Cold-calling isn't easy. You face constant rejection. But it's all part of the process. The only thing you can control is doing your research so you know your prospects. You consistently make the calls and speak to the prospect's pain points.

What happens after your call is out of your control. Once you accept and embrace this fact, the pressure subsides. So how do you measure the process? Scott Cowley shares his strategy in this episode of Sales Reinvented.

• [0:42] What is cold-calling? Is it still relevant?
• [1:45] Is cold-calling an art and a science?
• [2:41] How Scott prepares for cold-calling
• [4:41] Scott's opening lines and techniques
• [6:14] Keeping a cold call engaging
• [8:29] Tools, technology, and metrics
• [10:58] Scott's top cold-calling dos and don'ts
• [14:19] How Scott handles objections and rejections

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