Sales Reinvented

Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there's an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you'll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented.

• [0:45] What is cold-calling? Is it still relevant?
• [2:31] Is cold-calling an art and a science?
• [4:11] How Tyler prepares for cold-calling
• [5:15] Opening lines and techniques
• [6:07] How Tyler keeps cold-calling engaging
• [7:57] Indispensable tools and technology
• [10:03] Tyler's top cold-calling dos and don'ts
• [12:49] How Tyler handles objections/rejections

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According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it's truer for someone where using the phone is a normal part of their workday. If they're talking to customers daily, they're likely still answering unanticipated phone calls.

That being said, there is a procedure and methodology to cold-calling that can make you more effective. The reality is that most of it can be learned and improved upon. Rex shares some of his expert tips in this episode of Sales Reinvented.

• [0:52] What is cold-calling? Is it still relevant?
• [2:07] Is cold-calling an art and a science?
• [2:59] How Rex prepares for cold-calling
• [4:30] Rex's opening lines and techniques
• [6:15] How to keep cold calls engaging
• [8:50] Tools and technology to leverage
• [10:53] How Rex measures effectiveness
• [12:39] The risks of using a parallel dialer
• [14:22] Rex's top cold-calling dos and don'ts
• [17:10] How Rex faces objections/rejections

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Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You're a random person—it should be expected that you'll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things.

You need to learn more about the prospects than ever before. Knowing their title isn't enough. You need to be able to offer them something of value. It all starts and ends with research. Learn Dillon's research-backed cold-calling process in episode #415 of Sales Reinvented.

• [0:51] What is cold-calling? Is it still relevant today?
• [1:33] Is cold calling an art and a science?
• [3:05] How Dillon prepares for cold calling
• [4:56] The opening lines Dillon uses
• [6:08] How to keep a cold call engaging
• [7:23] Tools, technology, and metrics
• [8:52] Dillon's top cold-calling dos and don'ts
• [11:42] How Dillon handles objections

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Cold-calling currently remains the only personal approach to interacting with a prospect that can't be replicated by AI. That's why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvented.

• [0:52] What is cold-calling? Is it still relevant?
• [2:05] Is cold-calling an art and a science?
• [3:00] How Valentyn prepares for cold-calling
• [6:06] How Valentyn uses permission-based openers
• [8:07] How to keep a cold call engaging
• [20:05] Tools, technology, and metrics
• [11:53] Valentyn's top cold-calling dos and don'ts
• [13:35] How Valentyn handles objections

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Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you're doing related to cold-calling. In fact, Joe won't put anyone on a phone until they've had 4–7 hours of in-depth strategy, skills, and scripting training.

His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls.

They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of Sales Reinvented.

• [1:01] What is cold calling? Is it still relevant?
• [1:30] The strategy and skill of cold calling
• [2:34] How Joe prepares for cold-calling
• [4:18] Joe's most effective opening line
• [5:43] Why Joe scripts cold calls
• [7:23] Joe's favorite tool: a Focus Board
• [12:11] Joe's top cold-calling dos and don'ts
• [13:08] How Joe handles objections/rejections
• [16:00] Get a free cup of coffee

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You can give two sellers the same script. One seller sounds like they're reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality.

You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science.

That's why Arlo believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire. Arlo shares the methods and techniques he uses to master cold-calling in this episode of Sales Reinvented.

• [1:08] What is cold-calling? Is it still relevant?
• [2:07] The art and science of cold-calling
• [3:18] How Arlo prepares for a cold-calling session
• [6:49] Effective opening lines and techniques
• [9:47] Scripting or not scripting?
• [10:38] Tools, technology, and metrics
• [11:23] Arlo's top cold-calling dos and don'ts
• [13:38] How Arlo handles objections

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Cold-calling may not be the cornerstone of sales like it used to be but it's still relevant, according to Giulio Segantini. But we must adapt it to today's world. He believes that it comes down to science.

There is psychological evidence to backup the best way to cold-call. It's obvious what you should and shouldn't do. You have to listen and ask the right questions and let the person sell to themselves.

So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented.

• [0:45] What is cold-calling? Is it relevant today?
• [1:19] The science of cold-calling
• [2:25] How Giulio prepares for cold-calling
• [3:34] Giulio's effective opening techniques
• [4:32] How to keep a cold call engaging
• [6:55] The ideal length of a cold-call
• [7:55] Tools and technology to leverage
• [10:26] Giulio's top cold-calling dos and don'ts
• [12:45] How Giulio handles objections/rejections

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Cold-calling is the fastest way to build rapport and get answers—if you know what you're doing. If you're still struggling with cold-calling and feeling ineffective, Tom Bertrand has some great strategies you can quickly learn to transform your results. Sometimes, it takes doing the unexpected to get the results you're looking for. Listen to learn more.

• [1:02] What is cold-calling? Is it still relevant?
• [1:16] The art and science of cold-calling
• [2:01] How Tom prepares for a cold-calling session
• [3:30] What are hooks and triggers?
• [4:31] Effective opening lines and techniques
• [5:34] How to keep the conversation engaging
• [7:30] Tools, technology, and metrics
• [9:27] Tom's top cold-calling dos and don'ts
• [12:01] How Tom handles objections/rejections

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Now, more than ever, there's an element of authenticity that must be present when you make cold calls. People are beyond frustrated with AI-generated calls. You know the ones—where there's dead space at the beginning of the call before someone connects.

They have to know that you're genuinely interested in the result of the call and what they need. Lisa shares how she empathizes, connects, and directs the cold-call conversation in this episode of Sales Reinvented.

• [1:02] What is cold-calling? Is it still relevant?
• [2:32] The art and science of cold-calling
• [5:04] How to prepare for a cold-calling session
• [7:09] Effective opening lines and techniques
• [11:31] How to keep the conversation engaging
• [15:42] Tools, technology, and metrics
• [18:51] Lisa's top cold-calling dos and don'ts
• [22:01] Empathize, connect, and direct

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Lester Sydney firmly believes that you need a multi-threaded approach when it comes to prospecting. Cold-calling must be a part of your overall prospecting toolkit. So how do you prepare for cold-calling? How do you keep a cold call engaging and reach your objective of scheduling a follow-up? Lester shares his fun strategy in this episode of Sales Reinvented.

• [0:42] What is cold-calling? Is it still relevant?
• [1:58] The art and science of cold-calling
• [3:02] How Lester prepares for cold-calling
• [4:32] Lester's unique opening technique
• [6:15] How Lester keeps a cold call engaging
• [7:58] Tools, technology, and metrics
• [10:24] Lester's top 3 cold-calling dos and don'ts
• [14:26] How Lester handles objections and rejections

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