What The Sell? Podcast

What The Sell? Podcast

By Jonathan DarlingBusiness
Download on the App Store

What The Sell? Podcast episodes

  • Episode 32: Cold Calling- The Good, The Bad, and The Ugly

    In this episode of What The Sell?, we dive deep into the world of cold calling, uncovering the reasons why it’s still relevant in today’s sales landscape—and why most people are doing it wrong. Here’s what you can expect in this episode:

    1. Cold Calling Isn’t Dead: Contrary to popular belief, cold calling is still a viable strategy in B2B sales. Studies show that 69% of B2B buyers accept cold calls, and 82% of meetings can result after a series of interactions starting with cold outreach. The problem isn’t cold calling itself—it’s how it’s being executed.

    2. The Bad: Low Success Rates Are Due to Poor Execution:

      • Only 2% of cold calls result in meetings. This low number is attributed to sales reps not being adequately prepared, using outdated scripts, and failing to personalize their outreach.
      • Most sales reps are unaware of optimal calling times and pitch personalization, contributing to the poor success rates.

      • The Ugly: Why Traditional Cold Calling Processes Fail:

        • Over 41% of sales reps still follow rigid, generic scripts that don’t connect with prospects. This outdated approach frustrates potential buyers and leads to missed opportunities.
        • Another reason for failure is the lack of persistence. Most sales reps don’t follow up enough, even though most sales happen after the fifth contact.

        • The Solution: How to Make Cold Calling Work Today:

          • Timing Matters: The best times to cold call are between 10-11 a.m. or 4-5 p.m., especially on Wednesdays and Thursdays.
          • Personalization is Key: Tailoring your pitch to address specific pain points of the prospect is crucial for making a real connection.
          • Training and Adaptability: Modern sales training should focus on active listening, asking the right questions, and engaging in genuine conversations—not just closing the sale.

          • Actionable Takeaways:

            • Sales teams need to revamp their cold calling strategies by focusing on personalization, persistence, and creating value in every interaction.
            • Train your team to understand customer pain points, research before reaching out, and avoid relying on scripted pitches.
              • Studies on cold calling effectiveness
              • Research on optimal cold calling times

                • Join us as we explore how to take cold calling from an outdated practice to a modern, effective sales technique that drives real results. Tune in now!

                Key Points Covered:Resources Mentioned:

                16 min
              • Episode 31: Thinking Outside The Box When Targeting New Business

                The sales landscape is constantly changing, but one thing will always remain the same... the need to acquire new customers.

                In this episode, I give you 4 tips on how to use text messages, snail mail and more.

                These tips will help you elevate the experience you're creating for your prospects, build familiarity and help create meaningful conversations.

                Happy Selling!

                9 min
              • Episode 30: The Power of Curiosity - Mastering the art of asking questions

                Curiosity didn't kill the sales professional...the lack of curiosity did.

                In this episode I talk about the power of curiosity and the importance of asking great questions.

                You'll learn why asking questions is so important, how to ask better questions and get some tips to help you continue to move your potential customers through the selling process.

                17 min
              • Episode 29: The Cold Calling Dilemma

                In this eye-opening episode of "What The Sell," we delve into one of the most contentious aspects of sales— cold calling.

                Join us as we explore whether cold calling is a necessary sales tool or an unwelcome intrusion. We'll discuss how to balance effectiveness with respect for privacy, share modern strategies to make cold calling more palatable, and provide actionable steps to refine your approach.

                Whether you're a seasoned sales professional or new to the field, this episode will equip you with the insights to cold call more effectively and successfully, ensuring you respect your prospects while also driving results.

                Tune in to transform your sales technique and build better customer relationships!

                20 min
              • Retired Navy SEAL Master Chief Thom Shea Part 2

                Part 2.


                Thom retired after 23 years as a Navy SEAL where he served with distinguished valor earning the Silver Star, Bronze Star with Valor, Army Commendation with Valor and 2 Combat Action Medals. He was also hand selected to serve as Officer In Charge of the famed SEAL Sniper course.


                After his career, Thom wrote the bestselling book, “Unbreakable: A Navy Seal’s Way of Life” and his latest release, “Three Simple Things: Leading During Chaos.”

                I met Thom after reading "Unbreakable" and deciding to take Thom's 24hr Challenge and going to walk with him for 24 straight hours.

                I wasn't honoring my word. I was a quitter. I never followed through.

                During the 24hr hour challenge, my life changed.

                I hope you enjoy.

                25 min
              • Navy SEAL Master Chief Thom Shea

                Thom retired after 23 years as a Navy SEAL where he served with distinguished valor earning the Silver Star, Bronze Star with Valor, Army Commendation with Valor and 2 Combat Action Medals. He was also hand selected to serve as Officer In Charge of the famed SEAL Sniper course.


                After his career, Thom wrote the bestselling book, “Unbreakable: A Navy Seal’s Way of Life” and his latest release, “Three Simple Things: Leading During Chaos.”

                I met Thom after reading "Unbreakable" and deciding to take Thom's 24hr Challenge and going to walk with him for 24 straight hours.

                I wasn't honoring my word. I was a quitter. I never followed through.

                During the 24hr hour challenge, my life changed.

                You'll get to hear the conversation tomorrow along with so much wisdom from Thom.

                I hope you enjoy.

                47 min
              • Tired of not getting what you want? Try This!

                Sitting on a park bench in New York City, saying the exact same sentence I had been saying the last 5 years, I realized something. 

                "One day Derring and I will have a place of our own here."

                 I don't have what I want because I'm not making the investments needed to get the returns I'm looking for.  

                It was right then, in that moment, I realized that it was all up to me.    

                Getting what I want out of life is really that simple. 

                I didn't say easy.... but it really is that simple.

                23 min
              • Gold's Gym Sauna Hot With The Holy Spirit!!

                I was sitting in the sauna and felt this pill from God telling me I needed to pray for this guy who was sitting in there with me.


                I was terrified.

                I tried leaving and walked out of the sauna.

                But then I couldn’t leave.

                I knew what I needed to do.

                What God wanted me to do.

                So I sucked it up and walked back in.

                God will always put you in a position to Be Love. Are you willing to overcome the fear of being weird, or being reject or feeling like you aren’t good enough to Be Love to his children?

                The world needs you to Be Love.

                11 min
              • Effort.... Not Perfection.

                Welcome to the Re-Launch!!!!

                Today we get so paralyzed by perfection.  We fear making mistakes.  This fear keeps us anchored in place.

                Mistakes happen!  

                That's how you learn and move forward!  

                Let's not worry about perfection!  Let's focus on our EFFORT!

                8 min

              About What The Sell? Podcast

              From the publisher's feed

              Jonathan’s mission is to empower success through meaningful relationships, love-centered action and a relentless pursuit of purpose.