Hopp On Calls

Hopp On Calls

Join Kevin Hopp on Hopp on Calls as he takes the art of the conversation and turns it into an effective outbound sales motion. Listen in to actual cold calls and learn the tips and tricks that Kevin has learned after cold calling prospects more than 500,000 times. He features sales leaders who crush their outbound so you can learn their most effective strategies too!

Episodes

December 8, 2022 16 min

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Rob Turley, The RevOps Hitman and Chief Revenue Operations Officer at ChatConversions. This day was Giving Tuesday, the perfect occasion to reach out to HR professionals and see if they would like to explore they can give back to the community.

Rob also reaches a prospect who has heard of his client's company before, a rarity, and it ...

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This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Kevin shares how to lean into the information you do know and create topic-driven conversations with prospects. Ryan also suggests to not just cycle through lists but to analyze the best times and days you reach your prospects and micro-adjust to double down on what is converting higher.

HIGH...

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This episode of Hopp on Calls with Kevin Hopp is the first part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Ryan lands a meeting in this episode and he phrased it as a way to "digitally shake hands" with the owner, an off-the-cuff comment that proved to be effective. Ryan also shares that, in their experience, December is actually the best time to cold call because nobody makes calls duri...

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This episode of Hopp on Calls with Kevin Hopp is the last part of a special educational feature on the Golden Rules of Cold Calling. The first Golden Rule today is to be interested and interesting or have a dynamic personality on the phone that engages prospects that gets them talking to you. 

Kevin also doubles down on the importance of targeted list-building and provides a formula for efficiency to get meetings over time. Lastly, ...

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This episode of Hopp on Calls with Kevin Hopp is a special educational feature on the Golden Rules of Cold Calling. Kevin explains that first and foremost, prospects are not interested. Knowing this, it is a cheap objection and should be treated as a false negative that should not be taken at face value.

The second is that conversations are king. You can only find out if a prospect is potentially interested by having a conversation ...

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This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Blake Hudson, the SDR Manager of Tapcart. Blake suggests asking for 15 minutes of your prospect's time by framing it as 1% of their day.

They discuss strategies to get past gatekeepers then Kevin reaches a number that, while it was the right company, was no longer the right person. They have a good conversation and Kevin agrees to follow up wi...

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This episode of Hopp on Calls with Kevin Hopp is the first part of my conversation with Blake Hudson, the SDR Manager of Tapcart. We discuss the seasonality of outbound outreach and knowing when to bow out of a call instead of pushing harder. Blake runs into a prospect who asks how he got their number, and we dig into the strategies you can do to overcome this objection.

 

QUOTES

Be interesting by being a real person on the phone Kevi...

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This episode of Hopp on Calls with Kevin Hopp is the last part of the conversation with Chet Lovegren aka The Sales Doctor. A common objection for people is to say they can’t take your call as they’re about to step into a meeting. There are ways to overcome this, as Kevin and Chet demonstrate today. They also discuss why you should try to get a meeting on a cold call, even if it’s a bad time for prospects to buy—and it’s not becaus...

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This episode of Hopp on Calls with Kevin Hopp is the first part of the conversation with Chet Lovegren aka The Sales Doctor. Kevin and Chet reach out to prospects who were either guarded by gatekeepers or were not very curious about their service. Chet shares his technique to gain the trust of gatekeepers while Kevin shares how being friendly is the key to gaining others' curiosity.

 

QUOTES

On telling a gatekeeper the prospect &#...

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This episode of Hopp on Calls with Kevin Hopp is the last part of the conversation with Tom Slocum, Founder of The SD Lab. Today, Kevin highlights the importance of understanding your prospect’s industry so you don't have to ask questions like "what is your pain," as prospects don't think about this. Kevin and Tom also discuss how to speak to prospects on a level way with the founder-to-founder approach.

 

QUOTES

Under...

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This episode of Hopp on Calls with Kevin Hopp is the first part of the conversation with Tom Slocum, Founder of The SD Lab. Today, Kevin and Tom speak to prospects with various objections.

Kevin teaches never to push a conversation when you have the right tools to call them again on another day. Tom also suggests working with people who want to solve their problem because, otherwise, there's no conversation to be had.

 

QUOTES

Ther...

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This episode of Hopp on Calls with Kevin Hopp is the last part of the conversation with Jack Knight, SDR Manager and Founder of CallBlitz. Today, Kevin speaks to a prospect that perfectly illustrates why staying on hold for more than 3 minutes is a bad idea. Kevin and Jack also discuss why you need to push back on the classic objection of "follow up with me in 6 months" and how to do it skillfully.

 

QUOTES

Ask for personal li...

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This episode of Hopp on Calls with Kevin Hopp is the first part of the conversation with Jack Knight, SDR Manager and Founder of CallBlitz. Today, Kevin speaks to a prospect who is crushing his sales goals.

The lesson is to play the long game, connect on LinkedIn, and show connections what he can do for them. Meanwhile, Jack speaks to a prospect who draws out the call, and even though it's not the best fit, he makes a note to fo...

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This episode of Hopp on Calls with Kevin Hopp is the last part of the conversation with Marc Mac, Revenue-istician at AmpliFi. They dive into the practice of listening and how cold calling is almost never about buying or selling, but mostly about having genuine conversations.

Kevin dives into why pitching to busy people never works while Marc stresses the need to regulate pace, volume, tone, and energy during a cold call. Marc also ...

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This episode of Hopp on Calls with Kevin Hopp is the first part of the conversation with Marc Mac, Revenue-istician at AmpliFi. Today, they discuss how to call out when a prospect is driving and how sometimes everything in a call can go right but it's still not a good fit. 

Kevin had to overcome his prospect's first objection by immediately calling out that he was driving and that now might not be the best time to talk. Mean...

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This episode of Hopp on Calls with Kevin Hopp features Junior Lartey, Account Executive at Pickle. The script is essential to systematically go through your list, however, it is only a handrail that you should customize as you get better with it.

Junior shares how he maintains 2 lists, one broader and one more targeted, and how he reaches out to prospects with his script. He also reaches out to a prospect who is between jobs and, kn...

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This episode of Hopp on Calls with Kevin Hopp features Junior Lartey, Account Executive at Pickle. They cold call their respective lists and speak with prospects to find out if there's a good fit.

Kevin finds out that one of his prospects is interested to know more and he agrees to send over an email, as per the request of the prospect. Meanwhile, Junior's prospect suggests that his wife might find potential value in his pro...

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This episode of Hopp on Calls with Kevin Hopp features Collin Mitchell, Chief Evangelist at Humantic. They reach out to prospects and hear classic objections against a calling culture, such as how their organization takes a more relationship-based approach to sales.

Kevin and Collin then discuss cold calling tactics like the double tap and the best times to use it, as well as the importance of enabling sales teams with a tech stack ...

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This is the inaugural episode of Hopp on Calls with Kevin Hopp featuring Collin Mitchell, Chief Evangelist at Humantic. Today, Kevin and Collin hit the dialer to speak with B2B SaaS founders and help them establish a strong calling culture in their organizations. 

They discuss important lessons like cold calling is a conversation first before anything else and how to not fall for the false negative. If a prospect is driving and he s...

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This episode of the Sales Career Podcast with Kevin Hopp features Lauren Delfino, Vice President of Sales at RxVantage. She digs deep into how she went from slinging magazines to working with B2B businesses and start-ups.

Lauren shares some insights on adjusting to enterprise sales from doing shorter sales cycles and the difference in strategies between the two. She also shares lessons she's gained from laying off employees and ...

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