Sales Reinvented

Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication. So how do you make your cold calls effective? Mary Jane—better known as "The Phone Lady"—shares her strategies in this episode of Sales Reinvented. Outline of This Episode [0:47] What is cold-calling? Is it still relevant? [2:55] Is cold-calling an art and a science? [4:10] How Mary Jane prepares for cold-calling [5:47] Mary Jane's effective opening lines [8:14] How to keep the conversation going [9:27] Indispensable tools, technology, and metrics [12:00] Mary Jane's top cold-calling dos and don'ts [15:23] How Mary Jane handles objections Connect with Mary Jane Copps Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

David Walter doesn't believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire to want to do the work. He takes a different approach than most, especially when it comes to objection handling. David emphasizes aggressive agreement. Learn his process in this episode of Sales Reinvented. Outline of This Episode [1:07] What is a cold-call? Is cold-calling still relevant? [2:21] Is there an art and science to cold-calling? [2:43] How David prepares for cold-calling [4:35] David's favorite way to capture a prospect's interest [5:39] How to keep a cold-call conversation engaging [6:56] Indispensable tools and technologies [8:22] David's top cold-calling dos and don'ts [10:10] How David handles objections and rejections Resources & People Mentioned Zoom Info LinkedIn Navigator Seamless.ai How to Win Friends & Influence People Connect with David Walter Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection point to take a cold conversation and warm it up. Cold-calling is one of the best and highest uses of your time. Learn how to conquer cold-calling in this episode of Sales Reinvented. Outline of This Episode [0:52] Is cold-calling still relevant? [1:50] Is cold calling an art and a science? [2:56] How Amy prepares for cold-calling [4:35] Amy's effective opening lines [6:01] How to keep a cold call engaging [7:22] Indispensable tools & technology [9:26] Amy's top cold-calling dos and don'ts [12:24] How Amy combats cold-call rejection Connect with Amy Franko Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to Art Sobczak, cold-calling is dead. He has a better way: Smart-calling. A "smart" call is calling people that you know something about and you have customized, tailored, and personalized a message so it's relevant to them. This leads to a better chance of engaging with them and moving them to a conversation. Smart-calling is still relevant. It sets you apart from digital messages, which are often ignored. When a good call comes in, it's refreshing. Art shares how to follow his smart-calling process in this episode of Sales Reinvented! Outline of This Episode [1:02] Why Art believes that "Cold" calling is dead [4:23] The art and science of smart calling [5:24] How Art prepares for a smart calling sessions [7:58] The Smart Calling process [11:48] How to keep a smart call engaging [14:15] Tools and technology to leverage [16:46] Art's top smart-calling dos and don'ts [21:35] The difference between objections and resistance Resources & People Mentioned FREE Smart Calling script template Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling Connect with Art Sobczak Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to Nancy Calabrese, cold-calling is just networking by phone. It's relevant because many people don't do it anymore. It will help you stand out. People feel it doesn't work because they don't do it enough. If you're not practicing daily, you'll get rusty. It all starts with your mindset. You're just having a non-salesy conversation with a decision-maker to decide if you're a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented! Outline of This Episode [1:01] Is cold-calling still relevant? [1:54] The art and science of cold-calling [3:17] How Nancy prepares for cold-calling [4:39] How Nancy captures someone's interest [6:47] How to keep a cold call engaging [7:54] Measuring the success of a cold call [9:57] Nancy's top three cold-calling dos and don'ts [12:00] How to handle an objection Resources & People Mentioned When They Say No Connect with Nancy Calabrese Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

The "Science" of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet. Zoya believes that there are best practices that fall between the art and the science. They're concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product. The "Art" of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson's ability to get a prospect to open up. The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling. Outline of This Episode [1:22] Is cold-calling still relevant? [3:11] The art and science of cold-calling [6:06] How Zoy prepares for cold-calling [8:38] Zoya's simple yet effective opening line [11:23] Why Zoya is a fan of scripted guidelines [14:44] Indispensable tools for modern cold-calling [18:00] Zoya's top cold-calling dos and don'ts [24:47] How Zoya handles objections on a cold call Resources & People Mentioned 6Sense Orum Power Dialer Practice cold calls with Hyperbound Connect with Zoya Segelbacher Connect with Zoya @ Uncapped Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Between people not answering calls from phone numbers they don't recognize, to spam filters, to people silencing their phones—it's become harder and harder to connect when making cold calls. What is a salesperson supposed to do? Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect's interest—and respects their time. Outline of This Episode [1:17] Is cold-calling still relevant? [3:04] Is cold-calling an art and science? [3:38] How Mark prepares for cold-calling [5:51] How to capture a prospect's interest [7:58] Why Mark is a fan of using scripts [10:16] Tools and strategies to leverage [12:25] Mark's top cold-calling dos and don'ts [15:52] The best way to handle objections Connect with Mark Sellers Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today's sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. Outline of This Episode [0:58] Kristie's definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling [5:10] The most effective way to capture interest [6:26] How to keep a cold call engaging [8:31] Tools and technology to leverage [10:20] Kristie's top cold-calling dos and don'ts [12:00] How Kristie overcomes cold-calling objections Resources & People Mentioned Local Presence Connect with Kristie Jones Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Until you meet someone, the only thing(s) you have to go off of is what you've learned about them online. When you create a LinkedIn profile, it's indexed by search engines. It's usually the first result when you Google someone's name. It's also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White. Outline of This Episode [1:26] Why a compelling LinkedIn profile is key [2:55] The elements that have the greatest impact [6:02] How to tell your professional story on LinkedIn [7:45] Build "know" and "like" before "trust" [10:31] How often to update your LinkedIn profile [12:18] Use your customers to build a better LinkedIn profile [14:01] Mark's top LinkedIn profile dos and don'ts [16:56] Leverage your LinkedIn profile as a pre-sales tool Resources & People Mentioned Free Word Cloud Generator Connect with Mark White Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. Outline of This Episode [1:35] Why a compelling LinkedIn profile is important [2:27] The elements with the greatest impact on sales [4:14] How to tell your professional story on LinkedIn [6:20] Balancing professionalism and personality [7:21] How often to update your LinkedIn profile [10:31] Kevin's cautionary tale about LinkedIn tools [17:14] Kevin's top LinkedIn profile dos and don'ts [23:23] Don't be afraid to pivot and adjust How to tell your professional story on LinkedIn Resources & People Mentioned The Go-Giver Connect with Kevin Turner Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com