30 Minutes to President's Club | No-Nonsense Sales Why You Should Still Cold Call (Make It Happen Mondays Podcast)
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Oct 11, 2024 John Barrows, a sales expert and host of the Make It Happen Mondays podcast, dives into the often-overlooked art of cold calling. He presents compelling data illustrating how top sales reps successfully secure meetings through this method. Barrows emphasizes the importance of resilience, particularly for newcomers to sales, while discussing the benefits of integrating AI tools like Otter AI and PipeDrive to enhance productivity. He also addresses the unique challenges of remote work and the crowded email marketing space, making a case for cold calling’s resurgence.
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Early Cold Calling Builds Grit
- John Barrows shares how cold calling in the first years of sales builds grit and resilience.
- Being in the office environment helped him learn through observation despite poor formal training.
Cold Calling's Resurgence
- Cold calling declined during the inbound-heavy "Zerp era" but is resurging as inboxes flood.
- Automated emails lose impact; human phone calls help reps stand out and hit quotas.
Cold Call Roleplay Humbling
- John Barrows shares an embarrassing cold call role-play experience where he scored poorly.
- Despite this, he emphasizes cold calling's ongoing importance in sales skill development.