Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. What are the Rules on Cold Calling?

How to Conduct Effective Sales Cold Calls with ZoomInfo Insights

Zoominfo

When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. We offer solutions to discover, organize, and implement priceless insights for your cold calling process. Always. Closing.

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How to Write Sales Cold Calling Scripts Using Data

Zoominfo

One of the best ways to improve sales numbers involves something everyone dreads — cold calling. To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. Why do Sales Cold Calling Scripts Matter?

5 Cold Calling Horror Stories that will Make You Cringe

Televerde

Ah, cold calling. While it’s not exactly America’s favorite pastime (63% of salespeople say cold calling is what they dislike most about their jobs ), it’s been an integral part of sales and marketing since man uttered the first elevator pitch. As a demand generation agency that provides teleservices for many of the world’s largest tech companies, it’s safe to say we’ve had our fair share of ‘cold calls gone wrong’.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Treat gatekeepers with respect.

Creative Cold Calling: Make Your Prospect Smile by Changing Your Intent

Outreach

The much-maligned cold call can bring cheer to a total stranger. Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. So yes, cold calling can still make a difference. And yes, you can tickle your prospect’s funny bone—but only if you approach cold calls with a new mindset. It takes mere seconds for a prospect to choose whether to stay on or bail out of a cold call.

Are 1-to-1 gifts the new cold call for Account Based Sales?

Engagio

Even with the best targeted outreach, the odds of engaging a decision maker are slim: Sales reps today have to make 8 cold call attempts to reach a prospect, and compete with an average of 124 other business emails per day in that we each send and receive per day. On the other hand, teams that use sales gifting for prospecting, can see up to a 20% lift in first calls [Source: 2017 Alyce Customer Study], from a single gifting play. Are they a buyer, influencer, or gatekeeper?

Lead Generation: Have You Evolved Past Cold Calling?

Marketo

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier. In former years (call it the days of Sales 1.0), cold calling would put reps and the people they were calling into an unproductive setting as the person on the receiving end neither knew the sales person or expected their call.

What’s up with B2B Marketing in Argentina

Biznology

Martin: Twenty years ago, we would buy databases from trade publications and data vendors, and use them to cold call, trying to reach senior executives. The problem in those days was getting past the gatekeepers. Sellers—even smaller brands—are using marketing automation like InfusionSoft, Marketo and a local provider called Doppler emBlue to conduct event-triggered campaigns. Now, I have a 15-person agency called Pragmativa.

Chorus.ai unveils industry-first cold calling dashboard powered by Conversation Intelligence

ClickZ

Chorus.ai, a leading Conversation Intelligence Platform for high-growth sales teams, announced the launch of Cold Call Central during Dreamforce and OpsStars 2019. Cold Call Central uses artificial intelligence to provide Sales and Sales Development leaders insights into cold calls to drive “booked” meetings and top-of-funnel results. With Cold Call Central, the AI-based technology automatically surfaces what happens when a rep’s call connects.

3 Rules for Getting Past the Gatekeeper the Right Way

BOP Design

If you work in sales, then you know getting past the gatekeeper of an organization can be an insurmountable challenge. You have a product or service worthy of the attention of the business owner, but the gatekeeper won’t put the call through. I’ll tell you what you can do, follow these three rules and the gatekeeper may just put your call through. Then do your due diligence and figure out who the business owner is before you cold call the company.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards. Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales.

10 – 15 leads a day using game theory

Sales Intelligence View

Most people hate making cold calls. But cold calls are an unfortunate necessity in business. Even with no conversions, cold calls are essential to your marketing efforts because it pumps up name recognition numbers and sows the seeds for future business. As much as a sales staff dislikes cold calls, there is one group who likes it even less: the interrupted.

How To Lead With Customer-Focused Content

Tony Zambito

That is the role of “gatekeepers” specifically for content. The fact that senior decision-makers may choose to employ the use of “content gatekeepers” to administratively handle the volume of content is telling in of itself. While the content medium has changed to digital and the stream of information has exploded, the function of gatekeeping is resurrected in a different capacity. That is, content is being viewed in the same way that cold calls were viewed in the past.

7 Strategies to Convert More Leads with Less Time and Money

Marketing Insider Group

Sales teams aren’t information gatekeepers anymore. Gatekeeping information and publishing content for its own sake don’t do you any favors. Do you find it valuable when someone spams your inbox with the text equivalent of a cold call? Everyone wants to convert more leads.

Selling is Easy! (If You Get the Right Support)

Tomorrow People

As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Outbound cold calling. The problem with cold calling is that it's hard. But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. Could you make your sales process as easy as 1, 2, 3?

Selling is Easy! (If You Get the Right Support)

Tomorrow People

As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Outbound cold calling. The problem with cold calling is that it''s hard. But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. Could you make your sales process as easy as 1, 2, 3?

How to Use Sales Multi-Threading to Your Advantage

Zoominfo

Gatekeepers have the title of buyer or purchasing manager. Getting as many of the above buyers as possible on an early sales call is essential for discovery. “If Say the AE spoke to a manager who inbounded and then went cold,” Hanisko explains.

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Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The Forward Observer

Jeb Blount has authored over 10 books, including the runaway bestseller Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling. And while getting through via the traditional cold call is much less effective than it used to be, there are still opportunities to get on the radar screen of your prospects and create interest.

How to Build Sales & Marketing Pipeline During the Coronavirus

Zoominfo

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Create a call script that takes into account the current environment.

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Is the B2B Market Finally Improving Its Overall Sales and Marketing Messaging?

Navigate the Channel

First, make sure that your representative has done basic research about the prospect before making the call. Calls usually go much more smoothly if your representative has more detailed information about the prospect, such as recent projects and partnerships, a working knowledge of recent news items about the prospects, and the scale of business to be potentially conducted. Secondly, make sure that your representatives call at an appropriate time for your prospect.

Sales Time Management: How to Spend More Time Selling

SalesIntel

Placing futile calls. Emails may go unanswered, and phone calls may be rejected by the gatekeeper. Because most data providers do not give direct dialing, the majority of SDR calls go unanswered. Cold calling is considered dead. Cold emails are ineffective.

Chatbots and the Conversational Marketing Experience

Aberdeen HCM Essentials

Conversational marketing has been around since the invention of the cold-call. These landing page gatekeepers, if you will, connect users with employees who can provide information on a case-by-case basis, relative to the users’ given stage of the buyer’s journey. When a user lands on your webpage, you typically have fifteen seconds to spark their interest before they click on something that has more successfully caught their eye.

Tweet Less and Talk More

Pointclear

They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. So how do you get past their gatekeepers and into the conference room? She is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: Toss the technology. Relationships rule in sales.

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

At the very least, sales and marketers need to know whom to call and how to reach them. We’re talking high bounce rates , irrelevant messaging, and time wasted calling wrong numbers or contacts who no longer work with the company.

Marketing to C-suite Executives

Hinge Marketing

I braced myself for another annoying cold call. As the Managing Partner of our firm, I’m on the receiving end of a steady stream of calls from people who want to “partner” with us. Surprisingly honest for a sales call, I thought.

Tim Hughes on Social Transformation and Selling

Varicent

If you have a personal brand online, you can go higher, faster with social than you can with cold calling. We make no outbound (cold calling, cold email or advertising) in our organization at all. With cold calling, there are gatekeepers, spam filters and ad-blockers. There are no gatekeepers on social.". This is where cold calling is so inefficient. You call 100 people hoping to find that 10 you can talk to.

Ultimate Guide to the Data-Driven Sales Funnel

Zoominfo

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Does your (sales) funnel have flow?

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20 Awesome Sales Posts You Should Read

Sales Intelligence View

Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. How to Bypass the Gatekeeper - Joanne Black; No More Cold Calling . What Should I say When the Customer Calls And He’s Mad As Hell? by Éole. It’s a phenomenal feeling, however like the great game of baseball, slumps come and go along with these hot streaks as well.

Sales Tips for Prospecting: How to Email, Attract and Call Prospects (Part 2 of 3)

Sales Intelligence View

In case you missed Part 1, check out How To Eliminate “Cold Calling” From Your Vocabulary. Rather than cold calling first, inform your prospect that you plan to call during a certain time frame. Prepare for your call, now that they know in advance. Respond with a better time for you to call. Indicate no interest in taking your call (hopefully explaining why). Prepare, prepare and prepare for the call. TIP #6: Make Rapid-Fire Calls .

what Tony Orlando & Dawn taught me about online marketing (or knock three times on the ceiling if you want me)

Biznology

Well, I called them rowing singlets when I rowed heavyweight eight sweeps in college and I called them wrestling singlets when I wrestled in college (the British call a singlet any tanktop, especially sport-related but can include the un-PC “wife beater”). Mostly, cold-calls.

3 Sales Tools I Wish I Had When I Was in B2B Sales

Lead Liaison

I’d knock on doors, get cards (or speak to someone if God was smiling on me that day), log them in the CRM, and then call or email back every few days. I had a solid cold email template, but I struggled knowing when to make the next touch. You don’t have to spend all month wearing down a gatekeeper to get little bits of info on what this company might want. I won’t say cold calling is dead, but wouldn’t you prefer a warm lead to knocking on a door?

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How Social Media and Influencers Have Radically Changed B2B Marketing

Webbiquity SMM

HBO, Netflix) and audio (Pandora, Spotify) streaming services, and ad blockers (plus general banner blindness ), have rendered email marketing, cold calling, TV and radio advertising, and online display ads much less productive.

The Monthly Intel: SalesIntel’s Mission and Vision

SalesIntel

Making Futile Calls. Emails may go unanswered, and phone calls may be rejected by the gatekeeper. Useless phone calls are considered one of the biggest hurdles for sales reps. Because most data providers do not give direct dialing, the majority of SDR calls go unanswered.

10 SDR Techniques to Level Up Your Contact Rate

Televerde

Cold calling, smiling and dialing, hang-ups… ugh, why bother? Rather than suppress their abilities or their value, Televerde’s call center work setting encourages its SDRs to be innovative, authentic, and tenacious. When the prospect cuts a call short, our SDRs skip the post-call email and follow up with a 15-minute calendar invite instead. Our SDRs don’t go in like it’s a sales call. Reaching out to prospects can be tiring and sometimes annoying.

30 Terms Every Sales and Marketing Professional Should Know

PureB2B

These are the four steps involved in the so-called purchase funnel. Sometimes called “the buying process,” this refers to the stages a potential customer goes through—from learning to purchasing or rejecting. Cold Calling. Refers to unsolicited calls made by sales representatives in the hopes of selling to new customers. Gatekeeper. The best example of gatekeepers are personal assistants and receptionists. Call-to-Action.

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10 SDR Techniques to Level Up Your Contact Rate

Televerde

Cold calling, smiling and dialing, hang-ups… ugh, why bother? Rather than suppress their abilities or their value, Televerde’s call center work setting encourages its SDRs to be innovative, authentic, and tenacious. Follow-up email invite When the prospect cuts a call short, our SDRs skip the post-call email and follow up with a 15-minute calendar invite instead. The art of human touch Our SDRs don’t go in like it’s a sales call.