Sales Reinvented

When used correctly and strategically, cold-calling is always relevant. According to Scott Channell, cold-calling is an outbound call to your highest probability group—done methodically—to maximize the odds of an effective conversation. So how does he do it? Scott shares his secrets 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
• [5:03] How Scott prepares for cold-calling
• [9:52] Scott's opening techniques
• [13:16] Why Scott scripts cold calls
• [17:19] Tools, technology, and metrics
• [19:53] Scott's top 3 cold-calling dos and don'ts
• [22:33] How Scott handles objections and rejections

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To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social selling activities. They must all work together to prospect for new business. How you approach will vary depending on numerous factors, including your industry. But the key to ultimate effectiveness is that your outreach must be consistent. Nick shares more about his cold outreach process in this episode of Sales Reinvented.

• [1:01] What is cold-calling? Is it still relevant?
• [1:47] The art and science of cold-calling?
• [2:42] How Nick prepares for cold-calling
• [4:03] Nick's favorite opening lines
• [5:20] How Nick keeps a cold call engaging
• [7:01] Tools and technology to leverage
• [8:40] Nick's top cold-calling dos and don'ts
• [11:55] How Nick handles objections/rejections

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Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication.

So how do you make your cold calls effective? Mary Jane—better known as "The Phone Lady"—shares her strategies in this episode of Sales Reinvented.

• [0:47] What is cold-calling? Is it still relevant?
• [2:55] Is cold-calling an art and a science?
• [4:10] How Mary Jane prepares for cold-calling
• [5:47] Mary Jane's effective opening lines
• [8:14] How to keep the conversation going
• [9:27] Indispensable tools, technology, and metrics
• [12:00] Mary Jane's top cold-calling dos and don'ts
• [15:23] How Mary Jane handles objections

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David Walter doesn't believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire to want to do the work. He takes a different approach than most, especially when it comes to objection handling. David emphasizes aggressive agreement. Learn his process in this episode of Sales Reinvented.

• [1:07] What is a cold-call? Is cold-calling still relevant?
• [2:21] Is there an art and science to cold-calling?
• [2:43] How David prepares for cold-calling
• [4:35] David's favorite way to capture a prospect's interest
• [5:39] How to keep a cold-call conversation engaging
• [6:56] Indispensable tools and technologies
• [8:22] David's top cold-calling dos and don'ts
• [10:10] How David handles objections and rejections

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According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection point to take a cold conversation and warm it up. Cold-calling is one of the best and highest uses of your time. Learn how to conquer cold-calling in this episode of Sales Reinvented.

• [0:52] Is cold-calling still relevant?
• [1:50] Is cold calling an art and a science?
• [2:56] How Amy prepares for cold-calling
• [4:35] Amy's effective opening lines
• [6:01] How to keep a cold call engaging
• [7:22] Indispensable tools & technology
• [9:26] Amy's top cold-calling dos and don'ts
• [12:24] How Amy combats cold-call rejection

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According to Art Sobczak, cold-calling is dead. He has a better way: Smart-calling. A "smart" call is calling people that you know something about and you have customized, tailored, and personalized a message so it's relevant to them. This leads to a better chance of engaging with them and moving them to a conversation.

Smart-calling is still relevant. It sets you apart from digital messages, which are often ignored. When a good call comes in, it's refreshing. Art shares how to follow his smart-calling process in this episode of Sales Reinvented!

• [1:02] Why Art believes that "Cold" calling is dead
• [4:23] The art and science of smart calling
• [5:24] How Art prepares for a smart calling sessions
• [7:58] The Smart Calling process
• [11:48] How to keep a smart call engaging
• [14:15] Tools and technology to leverage
• [16:46] Art's top smart-calling dos and don'ts
• [21:35] The difference between objections and resistance

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• Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

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According to Nancy Calabrese, cold-calling is just networking by phone. It's relevant because many people don't do it anymore. It will help you stand out. People feel it doesn't work because they don't do it enough. If you're not practicing daily, you'll get rusty.

It all starts with your mindset. You're just having a non-salesy conversation with a decision-maker to decide if you're a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented!

• [1:01] Is cold-calling still relevant?
• [1:54] The art and science of cold-calling
• [3:17] How Nancy prepares for cold-calling
• [4:39] How Nancy captures someone's interest
• [6:47] How to keep a cold call engaging
• [7:54] Measuring the success of a cold call
• [9:57] Nancy's top three cold-calling dos and don'ts
• [12:00] How to handle an objection

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The "Science" of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet.

Zoya believes that there are best practices that fall between the art and the science. They're concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product.

The "Art" of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson's ability to get a prospect to open up.

The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling.

• [1:22] Is cold-calling still relevant?
• [3:11] The art and science of cold-calling
• [6:06] How Zoy prepares for cold-calling
• [8:38] Zoya's simple yet effective opening line
• [11:23] Why Zoya is a fan of scripted guidelines
• [14:44] Indispensable tools for modern cold-calling
• [18:00] Zoya's top cold-calling dos and don'ts
• [24:47] How Zoya handles objections on a cold call

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• Practice cold calls with Hyperbound

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Between people not answering calls from phone numbers they don't recognize, to spam filters, to people silencing their phones—it's become harder and harder to connect when making cold calls. What is a salesperson supposed to do?

Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect's interest—and respects their time.

• [1:17] Is cold-calling still relevant?
• [3:04] Is cold-calling an art and science?
• [3:38] How Mark prepares for cold-calling
• [5:51] How to capture a prospect's interest
• [7:58] Why Mark is a fan of using scripts
• [10:16] Tools and strategies to leverage
• [12:25] Mark's top cold-calling dos and don'ts
• [15:52] The best way to handle objections

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In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today's sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series.

• [0:58] Kristie's definition of cold-calling
• [1:25] The art and science of cold-calling
• [2:34] How Kristie prepares for cold-calling
• [5:10] The most effective way to capture interest
• [6:26] How to keep a cold call engaging
• [8:31] Tools and technology to leverage
• [10:20] Kristie's top cold-calling dos and don'ts
• [12:00] How Kristie overcomes cold-calling objections

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