Make It Happen Mondays - B2B Sales Talk with John Barrows

Armand Farrokh and Nick Cegelski: Cold Calling Sucks (and That’s Why It Works)

Aug 19, 2024

Armand Farrokh and Nick Cegelski, founders of '30 Minutes to President’s Club' and authors of a groundbreaking book, dive into the world of cold calling. They discuss insights from analyzing over 300 million calls, revealing that success hinges on tone and accurate data. The duo emphasizes a multi-channel approach and shares practical tips for overcoming objections and engaging gatekeepers. With humor and authenticity, they advocate for a human touch in sales, making cold calling a crucial strategy in today’s tech-driven landscape.

01:04:16

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Episode guests

Armand Farrokh

Nick Cegelski

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Cold calling remains a powerful strategy that can enhance overall sales performance when combined with data analysis and targeted outreach tactics.

Top sales performers prioritize data quality and systematic follow-up, transforming their cold calling efforts into meaningful engagements and successful meetings.

Personalized introductions and contextually relevant communication are essential in cold calling, as they significantly increase the chances of engagement and positive responses from prospects.

Deep dives

The Value of Cold Calling

Cold calling is still an effective sales strategy, despite skepticism about its relevance today. Research indicates that cold calling can significantly enhance email response rates, with individuals who make cold calls experiencing a rise from 1.81% to 3.44% in email replies. Additionally, while average cold callers may secure just a couple of meetings from extensive dialing, top-performing sales reps have demonstrated that effectively executed cold calls can yield 18 meetings from similar efforts. The distinct advantage of cold calling lies in its capacity to create awareness of one's outreach, presenting it as a valuable component of a comprehensive sales approach.

Intro

2min

Evaluating the Value of Cold Calling in Modern Sales

6min

Maximizing Cold Calling Effectiveness: Techniques of Top Sales Reps

5min

Mastering Cold Calling Techniques

30min

Overcoming Cold Call Objections

7min

Mastering Cold Call Objections

8min

Mastering Cold Calls

6min

John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of “30 Minutes to President’s Club,” and authors of the game-changing book, “Cold Calling Sucks (And That’s Why It Works).” Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top performers from the rest. Discover the role of tone, the importance of data accuracy, and the power of a multi-channel approach within your cold calling success. They also offer actionable tips on mastering objections, effectively engaging with gatekeepers, and bringing a human touch to your sales calls.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

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Connect with Armand on LinkedIn: https://www.linkedin.com/in/armand-farrokh/

Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-cegelski/

Get the Book Cold Calling Sucks (and That’s Why It Works) on Amazon

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