Episode 4: Tips and Techniques to Improve Phone Skills with Colin Specter

The relationship between sales and cold calling has always been a close one. Despite this, cold calling has always had a difficult position and is often viewed with some trepidation or disdain from people in the field. Today we are setting some things straight and breaking down a few simple ways to up your cold calling game! Joining us to dive into the subject is Colin Specter, the VP of Sales at Orum, and someone who knows a thing or two about this important part of any salesperson's life! Colin clearly lives and breathes sales and we get to hear a little from him about his path into the field, his early affinity for the work, and his jobs prior to joining Orum. Colin explains how cold calling and communication over the phone fits into a healthy omnichannel method and what this sort of holistic approach can consist of for optimum results. We also get to discuss contentious elements such as scripts, times of calls, and confidence. The main takeaway here is that finding ways to practice and hone your skills on a constant basis will make all the difference to your numbers, so make sure to listen in with us and hear what this sales guru has to say!

 

Key Points From This Episode:

 

Colin's professional journey, history in sales, and his father's early influence on his skills! 

The job that Colin landed at Namely and how he moved up the ranks at the company.

Growth at Orum since Colin joined two years ago and excitement about the future. 

The role of cold calling in 2021: a necessary avenue for exploration in sales. 

Cold calling hurdles for salespeople and how to go about overcoming these challenges. 

Methods for improving tone, pace, and clarity; the techniques to practice towards more success. 

The use of scripts in cold calling and why Colin believes these are an important asset. 

Thoughts on the best times to call prospects and ways to manage time constraints. 

The power of setting aside call blocks for concentrated work on the phone.

Building confidence and learning to navigate stumbling blocks and challenges. 

Playing the numbers game and combining different skills to boost your statistics 

The emphasis that Colin puts on keeping routines and strategies simple. 

Reducing risk on the calls you make and how to minimize inevitable mistakes.

Maintaining a high level of cold calling through constant practice!

Closing thoughts from Colin about usef