How To Sell More

Does Cold Calling Still Work in 2024? | Marcus Chan

Jan 16, 2024

27:04

When was the last time you picked up the phone to call a new prospect?

You may not want to hear this, but the days of relying solely on cleverly crafted email campaigns to reach your target audience are over. The resurgence of cold calling may be your secret weapon for truly distinguishing yourself from the competition.

This week, Mark is joined by Marcus Chan, a three-time SalesForce Top Sales Influencer to Follow and Wall Street Journal best-selling author of the book, Six-Figure Sales Secrets. Marcus walks us through his approach to cold calling and breaks down all of the barriers, fears, and reasons why most of us are not willing to cold call.

Here are some of the topics Mark and Marcus discuss in this episode:

How cold calling helps you cut through digital noise
Why a more direct human interaction gives you more options
The key differences between inbound and outbound leads
Why a well-searched/targeted prospect list is crucial for success
How to tailor your list to specific Ideal Customer Profiles
Why your calls should be targeting the “decision maker”
How understanding the unique challenges and responsibilities of different decision-makers will improve the quality of your list
Why intrapreneurs make the best salespeople
Why frameworks work better than scripts
The top traits of a successful salesperson
How to avoid “commission breath”
Marcus’ #1 tip for selling more