Outbound Squad
Steal ZoomInfo's objection handling framework
May 9, 2023
Dana Zimmerman and Arely Brattin from ZoomInfo, along with Gerry Casaletto from Reveneer, dive into the art of objection handling in sales. They share strategies to overcome objections during cold calls, highlighting the use of positivity and data analytics. The trio discusses effective meeting scheduling, enhancing call connect rates, and the importance of genuine communication. Techniques like double-tapping missed calls and addressing objections with structured frameworks are explored to boost sales performance and engagement.
01:00:30
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Quick takeaways
- Implementing ZoomInfo's objection handling framework significantly improves cold calling success by enabling effective navigation through varied objections.
- Establishing performance benchmarks for cold calling metrics, such as connect rates and conversation durations, is essential for ongoing strategy enhancement.
Deep dives
The Importance of Objection Handling Frameworks
Implementing a solid objection handling framework is critical for successful cold calling. Techniques developed by sales teams, such as those at ZoomInfo, have been shown to significantly enhance call outcomes. Understanding the nature of objections—whether they are blocking, qualifying, or closing—enables sales reps to navigate conversations effectively. Emphasizing structured responses can improve connection and conversion rates, which is crucial for achieving sales targets.
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