Why Sales Teams Are Going Back to Cold Calling with Colin Specter | Belkins Podcast Episode #13

Cold calling is making a comeback. Enterprise sales has changed. And taking prospects to the World Series might just be the smartest move in sales.

In this episode, Colin Specter, VP of Sales at Orum, breaks down how he helped scale a bootstrapped startup into a Series B+ sales powerhouse—and why relationship-driven sales is more important than ever.

• Does taking a prospect to the World Series make sense? Colin explains why high-touch engagement wins big deals—and why an $8,000 investment on client experiences can outperform digital lead gen.

• Why cold calling isn’t dead. AI has flooded inboxes, making voice the next frontier. Find out why sales teams are doubling down on live conversations.

• Orum’s go-to-market edge: Why their "pilot-first" approach closes faster than traditional sales cycles.

• The #1 mistake sales leaders make when moving upmarket. Colin shares why some startups fail at enterprise sales—and how to avoid those missteps.

• Forget MEDDIC—why Orum created its own framework (MEADFIC) and what’s missing in your sales process.

• Full-cycle selling is back: Why top AEs are generating their own pipeline—no matter how full their calendar is.

Watch until the end to hear Colin’s biggest leadership lesson- and why your sales team should start thinking like CEOs of their own territories.

🎧 Don’t forget to subscribe for more bold insights on sales, marketing, and revenue growth!

Timecodes:

00:00- Introducing Colin Specter
02:50- The Power of In-Person Sales? Colin's Travel Insights and Customer Engagement
14:40- The Mid-Market Trap: Why It’s Harder Than It Looks
17:40 - Building a Category Leader: How Orum Stands Out in a Crowded Market
28:15- How AI Is Changing Cold Calling
39:20- Beyond MEDDIC: Orum's Unique Sales Framework
45:30- Playbooks Don’t Close Deals—People Do
1:00:50- Hiring and Developing Elite Sales Teams
1:05:55- Champion-Building 101: The #1 Factor in Closing Enterprise Deals
1:12:30- Why Every AE Should Be Prospecting
1:15:55- Social Selling and the New Buyer Journey
1:19:32- Get to Know Colin: Surfing, Motorcycles & Final Message

Let's stay connected:
👉 Colin Specter - https://www.linkedin.com/in/colinspecter
👉 Michael Maximoff - https://www.linkedin.com/in/michael-maximoff/
👉 Michael’s newsletter “From Zero To Agency Hero” From Zero To Agency Hero - https://www.fromzerotoagencyhero.com/
👉 Belkins - https://www.linkedin.com/company/belkins/

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