Preparation, Objection Handling, and Interactive Training in Sales

Leslie Venetz is a corporate sales trainer and sales-led GTM consultant. She has made over 100,000 cold calls, was a 3x Head of Sales & is now the Founder of Sales Team Builder. Leslie uses her expertise to help teams talk WITH their prospects instead of AT them. She is an active content Creator with over 60,000 followers. She has posted daily on LinkedIn for over 1000 days & is a LinkedIn Top Voice. Leslie was also the first B2B sales creator on TikTok posting under @‌SalesTipsTok. ‌Leslie co-authored the book Heels to Deals: How Women are Dominating in B2B Sales. She is passionate about transforming sales into an inclusive, respected profession.

Leslie shares her expertise on cold calling. She emphasizes the importance of treating cold calling as a craft and using it as part of a multi-channel outreach strategy. Leslie provides tips on how to maximize success before making a cold call, including creating a segmented and niche list and conducting research on the prospect's business challenges. She also discusses the elements of a compelling cold call pitch and the importance of curiosity, conversation, and conclusion in handling objections. Leslie advises on the best practices for follow-up calls and offers insights on the ideal time to make cold calls.

Tune in and learn more in this episode of The Revenue Builders.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:24] Definition of cold calling and its relevance in sales
[00:07:25] Conducting research on ideal customers and their pain points
[00:13:14] Creating ways to make it easy for customers to get value
[00:24:59] Introduction to the topic of curiosity
[00:27:00] The value of keeping the conversation going
[00:30:10] Using curiosity to continue the conversation on cold calls
[00:39:19] Using a game-changing question to increase close rates
[00:46:06] Guidelines for follow-up calls and adding value
[00:51:58] Asking for referral if not the right person
[01:02:09] Conclusion

ADDITIONAL RESOURCES

Join Leslie at her Outbound Sales Masterclass in Tampa November 7th.
https://www.eventbrite.com/e/outbound-sales-masterclass-with-leslie-venetz-nikki-ivey-tampa-nov-7-tickets-701193597927

Download her FREE Objection Deck for Cold Callers:
https://hubs.ly/Q01_NGRj0

Learn more about Leslie Venetz through this link.
LinkedIn: https://www.linkedin.com/in/leslievenetz/

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

HIGHLIGHT QUOTES

[00:14:44] "The number one most important thing about cold calling is confidence."
[00:17:06] "The goal isn't to overcome the objection via email. The goal is to get curious and learn something."
[00:25:27] "The number one most important thing that you can do when you hear an objection is just try to keep the conversation going."
[00:49:27] "The reason for following up is never just to follow up and just to check in because that gives exactly no value to the person that we're speaking with."