E163 - Improving Outbound Cold Calling Pickup Rates featuring Joey Gilkey

In this replay episode of Tech Sales Insights, Randy Seidl is joined by Joey Gilkey, CEO of Apex Revenue, to discuss the evolution of outbound cold calling strategies in the modern sales landscape. From Joey's journey in sales to the challenges and solutions in improving cold calling pickup rates, this episode offers invaluable insights for sales professionals navigating today's competitive market.

KEY TAKEAWAYS

• The landscape of outbound sales is evolving rapidly, with traditional strategies becoming less effective over time.
• Companies must shift from a meeting-centric approach to a market analysis-centric approach, focusing on segmenting the market and curating targeted lists for more effective outreach.
• Turning sales development reps into market development reps and empowering account executives to self-source from curated lists can significantly improve pipeline generation and conversion rates.
• Sellers should prioritize selling to prospects the way they want to buy, adopting a consultative and tailored approach to address pain points and provide value.
• Highly targeted lists are essential for successful outbound efforts, as data saturation increases and traditional list-building methods become less reliable.

QUOTES

• "Sell to people the way they want to buy, not the way we want to sell."
• "The list is the strategy. Highly targeted lists impact the top of the funnel, which then impacts the bottom of the funnel."
• "Turning sales development reps into market development reps is key. Identify segments, curate lists, and empower account executives for more effective outreach."

Find out more about Joey Gilkey through the links below:

• LinkedIn: https://www.linkedin.com/in/joeygilkey/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

https://phonereadyleads.com/