Scale Your SaaS 239: How to Cold Call Like and Expert - with Kevin Hopp
EPISODE SUMMARY
For a lot of salespeople, cold calling feels like a monotonous task of simply dialing numbers and hoping prospects pick up. Some may even claim that cold calls are no longer effective due to the prevalence of spam calls. But did you know that you can now strategically call several people at the same time and make it so that they quickly fill up your pipeline?
Founder at Hopp Consulting Group and Chief Cold Caller at CallBlitz Kevin Hopp joins B2B SaaS Sales Coach and Host Matt Wolach in unraveling the makings of a successful outbound call. They also discuss guiding factors in the debates of outsourcing vs in-house and full cycle vs specialist sales reps. Watch so that you can turn your outbound conversations into an onslaught of conversions!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 239, "How to Cold Call Like the Expert - with Kevin Hopp"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Kevin Hopp, Founder at Hopp Consulting Group and Chief Cold Caller at CallBlitz
TOP TIPS FROM THIS EPISODE
- Optimize your Calling List
- Know When to Hire for Full Cycle
- Go Outbound to Nail Message and Market
- Simplify Outbound Calls with Dialer Tech
EPISODE HIGHLIGHTS
- Old School Cold Calling is Dead
- Outsource for Short Term, In House for Long Term
TOP QUOTES
Kevin Hopp
[3:01] "There are still ways to do the old-fashioned things in business in a very new school way."
[13:10] "And it doesn't matter if you're selling a million-dollar-a-year enterprise solution or if you're selling a, you know, $150 a month widget. There's probably a spot in there to set up a phone process where you're getting the net new conversations with prospects."
Matt Wolach
[3:20] "There's a lot of people out there who, you know, don't practice what they preach. They just say 'Do this. Do this.' But they're not actually doing it or they've never done it and that's disappointing."
[16:02] "Every time I've tried in the past to have full cycle reps, they end up leaning towards more of the closing stuff... And so what ends up happening is you start to have a real gap in that top of the pipeline stuff and it's– it gets pretty nasty.
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