Outbound Squad [Playbook] State of Cold Calling (from analyzing 1B cold calls)
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Sep 9, 2025 Colin Specter, Senior VP of Global Sales at Orum, and Calvin Flax, Business Development Manager at ZoomInfo, dive into the world of cold calling. They share insights from analyzing over one billion cold calls, revealing the secrets to increasing connect rates. Learn about the reverse pitch strategy that uncovers prospects' pain points and effective engagement techniques that prioritize authenticity. The duo also discusses overcoming common challenges and the excitement that comes from landing meetings, providing tactical advice for sales professionals.
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Pick Up To Learn And Coach
- Calvin says he picks up every single cold call to coach or learn from peers.
- He uses those calls to stay current on outreach tactics and keep his skills sharp.
Cold Call Karma And Authenticity
- Colin practices 'cold call karma' and expects authenticity from callers.
- His pet peeve: callers who hide who they are or hang up after asking a name.
Prepare Nightly To Own Morning Dial Blocks
- Prepare the night before so you don't have to reconvince yourself to make calls in the morning.
- Bring CRM notes and a clear plan so you start dial blocks warmed up and focused.