How to Set Up a Cold Call

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FOUR ACTIONABLE TAKEAWAYS

• Start with the lay of the land questions > heaven and hell questions > typically questions.
• If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for.
• Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery.
• How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Catalyst Software
• Director of Sales, Commercial @ Outreach
• Territory Account Executive @ Microsoft
• Sales Representative @ DocuSign

RESOURCES DISCUSSED

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• Things you can steal