Sales Reinvented

Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of selling. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.

Episodes

July 17, 2024 17 mins

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?...

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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. 

Outline of This Episode

  • [1:02] What is cold-calling? Is it still...
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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 ...

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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. 

Outline of This Episode

  • [0:42] What is cold-calling? Is it...
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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. 

Outline of This Episode

  • [0:42] What is cold-calling? Is it still relevant? 
  • [1:58] The art and scie...
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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 proces...

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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. 

Outli...
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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.

    Outline of This Episode

    • [1:07] What is a cold-call? Is cold-call...
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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.

    Outline of This Episode

    • [0:52] Is cold-calling still relevant? 
    • [1:50] Is cold calling a...
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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 c...

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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 you...

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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—no...

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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.

    Ou...

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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. 

    Outline of This Episode

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    Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Rein...

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    LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. 

    Outline of This Episode

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    Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. 

    Outline of This Episode

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    When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? 

    Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode ...

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    How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. 

    Outline of This Episode

    • [0:45] Why a c...
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    70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. 

    Outline...
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