| Training over 1,000s of sales people of SaaS Start-ups by sitting next to them making the call, I like to share some insights on this topic: This is a great story BUT:
+ This was a professional, there are few of them left, also there are fewer and fewer people who like to "talk to a stranger on the phone"
+ This does not scale for many reasons, you simply can't train this
+ This only applies to a certain kind of sale So how do you cold call in a scalable and trainable way - in todays always on economy: COLD
+ Never make it COLD - but you can do plenty of other things before you call, visit their LI profile, retweet something, share their post, etc. CALL
+ There are many ways to CALL - make it based on their behavior/role, calling an IT manager on the phone is not going to be appreciated, but calling an HR person may be. When you call make sure you do something along the following lines - this can be copied: 1) Make this about them
2) Show them you have done the research (have LI profile open)
3) Give straight answers if they ask straight questions
4) Do NOT pitch, instead share how others have benefited
5) Offer them value...
6) Follow the conversation, ask, listen, summarize what they said...
7) Try to ask a handful of questions to diagnose their problem, NOT to sell them something You can find more via this article:
https://www.linkedin.com/pulse/why-sales-teams-need-trade-pi... Hope this helps.
Jacco. |