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1 Tips Techniques and Tools for Sales Crunchbase Annual Review At a Glance Ten things you need to know about cold callingTips for cold calling like a boss The Essential Guide to Cold Calling 3 Conv ID: 954626

calling cold guide essential cold calling essential guide tip calls mistake call techniques tools script talk decision talking time

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1 The Essential Guide Tips, Techniques, and Tools for Sales Crunchbase Annual Review At a Glance Ten things you need to know about cold callingTips for cold calling like a boss The Essential Guide to Cold Calling 3 Convinced that B2B cold calling is dead? Think again. If these facts and ö3k`k¥:î`3Ëk^?`Hîk`2kk^^k`¥?H^?¥îRHî`¥:`?¥:î¥Å?UU^`¥kUîUU?`3îî``¥?îUk^k``¥k2îÅ?``?`3îU¥î¥3ËM Ten Things You Need to 69% 69% of buyers have accepted cold calls from new providers 57% 57% of C-level buyers prefer to be contacted via phone 42% Organizations that dont cold call experienced 42% less growth than those who used the tactic 6 hours Top sellers spend an average of 6 hours every week researching their prospects 8 Calls On average, it takes 8 cold calls to reach a prospect 6 Calls Once youre talking to the decision maker, 6 is the ideal number of calls to win a sale 55:45 Successful cold calls often have a 55:45 talk-to-listen ratio Fri. The worst time and day is make a call is Friday afternoon Wed. Wednesday is the best day of the week to make a cold call 4-5 And the best time to call prospects is between 4 & 5 PM The Essential Guide to Cold Calling 4 kUîUU?`3?îR?UUî`¥:`2k?¥?:¥k¥îËM k`¥î¥?`3k^k`ËkkÄU?RUË`Ä^¥2kî`k`Ä?`?`3¥:^¥k?`Ä¥¥:?k?`Ëkk¥kÄ?îk`î¥:?¥Ë`k`UÄî¥îË¥îRM¹:î`k¥^î`Ë:k¥¥¥:î¥î`¥îR`Å:?UkUîUU?`3M¹:îUU:îÄ¥k

^îî`¥:î¥k2¥`?k2¥`UkÅH¥2kUUkÅ?`3¥:¥?î`¥?RÅ?UU?`îËkî¥M kUîUU^îË2U2?¥UH¥¥¥G¥:ËîÅk¥:?¥M¡2¥?`3Ëkîkî:¥kkUîUkk¥`?¥Ë¥k?22`¥?î¥ËkU22k^ËkkUUî3î`^îÊ?^?ÕËkî`?`3k¥`¥?îUMeî?`3¥kö`k¥¥:¥ÅîË¥kkUîUUM Tips for Cold Calling Like gong.io The Essential Guide to Cold Calling 5 Master your 15-second Address the set-up Tip 01 Tip 02 sk¥:?`3?kU?`k`H¥:îÄ?`3î?¥:îËî`^îRkîRËkîUM~`k2¥:^k¥`k¥îUkUîUU?`3¥î¥3??¥kÊUî?`Ëkk^î`Ëkkk^¥`??RUË¥kR¥:k`k`¥:other line engaged.qîR¥kkÄÅ:î¥Ëkk^î`Ëkî`Å:kËkkÄk`?¥for ( Ian Johnson [MOk`?`k`¥:ÄîU¥:î¥Ëk?`3¥k¥k^î`^:î?Õî?ök¥kÄ?¥:î¥?`?¥kËkk^î`ËMk?Uk`?`3`¥`kUGhTî^X`î^Y2k^Xk^î`Ë`î^YHî`ÅkÄk`îUk¥k2ÅkR2kk^î`??`X?`¥ËYMØk?`¥:?X?`¥ËYHî`ÅkÄk`îkUk2¥:?`

3¥î?`?`3¥kXÄîU¥kËk¥k^YMsk¥Å:Ëkk¥ö¥î`¥î`k¥?`¥:k^¥?¥?ÄîMGkÊî^UHËk^îË?¥?`î`?`¥ËÅ?¥:¥Åkk¥Zî` [M¡k¥:îk^?`îî?H¥?¥k?`Ê`?ÄHÅ:?U¡k¥ ?îî¥¥¥kkÊ`?Ä2k^k¥?`¥kO¥?2ËM?¥^îËUkkRU?R¥:?GhØ:îÄîk¥¥:î¥kUÄXkU^SÄîUkY?`Ëk?`¥Ëî`?¥k`k¥¡k¥k¡k¥ Mi¹:`îM~`ËkkÄ¥îU?:¥:¥`H¥î¥¥:î¥Ëkîkk?`3k¥?k`M¡îk`Uî¥¥?^¥kÅî?¥2k¥?k`î`?`¥¥k`¥:?`M The Essential Guide to Cold Calling 6 Ask open-ended Smile when you talk Say only one or two Tip 03 Tip 04 Tip 05 £¥?k`î¥:ÅîË¥kîk¥k:î¥M¹:Ë`3î3¥:k¥î`RËkîUk^k^`¥^3k?`3Mqk3î`T`3î^k2cîkÅÊUî?`Hh¹:`^k`¥??¥kîR¥:?3:¥¥?k`MqîRËkk¥k?`¥¥k`k¥`îUk`3Å?¥:¥:îUUËîR?`3¥:?3:¥¥?k`¥kR¥:k`Äî¥?k`î`¥:îU^kÄ?`32kÅîMiÞHÅk?¥U?¥îUUË

k^^`?`3¥:î¥Ëkh^?Uî`?îUMi`k¥?`¥kËkkUîUU?`3?¥¥k^?`ËkU2¥k^?UM¬HËk^îËUkkRU?Rî¥Ë?îUîU¥kR:k¥kk`¥:îUUH¥^?U?`3î22¥Ëk¥k`k2Äk?M¬^?U?`3Å:`Ëk¥îUR`k¥k`UË?Uîk¥H¥?¥:UËkk`UîÊHR`kÅU3îUHî``¥:?î¥?M?¥?k`îUUËHî::î:kÅ`î¥k`3kUî¥?k`¥Å`^?U?`3î`k?¥?Ä?`k¥k^M¡k¥îîU¥k?`Ëk^?UkÄ¥::k`H^îR?`3Ëk^^k2?`UËî`îkî:îUHU¥?^î¥UË?^kÄ?`3ËkUk?`3î¥MeËkk`Äî¥?k`kÄ¥::k`:k¥î`¥k¥:k?`¥MÞÅîÊUî?`:kÅh¥?:kÅ¥:î¥¥:î?`î`k`UË:î`3k`¥k`k`k2?`2k^î¥?k`î¥î`Ë3?Ä`¥?^MË¥:î¥^îHËkk¥Å?UUU?RUËk`UË¥î?`k`k2îö2¥``^?`¥k`Äî¥?k`Mi~`k2¥:^k¥ÄîUîUkUîUU?`3¥??¥kîRUîUËî`î¥?Uî¥UË¥k`Ëkk¥^î?`?`¥¥M The Essential Guide to Cold Calling 7 Pique curiosity in Tip 07 Ø?¥:\n£k2îUU`kÅ3k?`3¥

kÄk?^î?UH?¥k?îU¥k^î¥¥:î¥k2UîÄ?`3Äk?^î?U¥:î¥?`ÄkR?k?¥ËM¹kk¥:?H¥î¥Ëk`î^Uî¥Mqk3î`T`3î^3k¥:k3::?¥Ë?îUÄk?^î?UîU?¥GOUUkX`î^YMTkÄ¥îUR¥kîUk¥k2XOk¥?¥UY3î?`3XËkk^î`ËkÄîUkYMT2¥:?k`î¥Å?¥:Ëk?`î`ËÅîËUîUË¥k¥:^î?UTXO¥`¥kÅ?UU`î2¥¥:?îUUYMqË`î^?X`î^Y2k^Xk^î`ËYM3î?`^Ë`î^?X`î^Y2k^Xk^î`ËYM¹:î`RJ Have a no goal Tip 06 ¹:?kUîUU?`3¥?^îRO¥?k`Ëk3kîUî`¥îR¥:2îk¥k2:î?`3h`kMi¤î¥:¥:î`Åî?¥?`32k¥:hËHi^îRËk:?¥î3kîUk2h`kkMi¡k`U¥î`¥¤k¥'M¬^?¥:Hk`¥?`3h`kki?î3î¥¥î¥3Ë¥k3î^?2ËO¥?k`HkÄk^îUUU¥î`H?`îËkîU?U?`ÄUk?¥ËHî`3`î¥^kîUUîM The Essential Guide to Cold Calling 8 Call at the strategic Tip 09 qîÊ?^?ÕËk¥?^î`îU?2Ëk¥?`3`k^îU?`:kZ¥kGî^[Å:`î^?`?¥î¥?Äî?¥î`¥î?`¥:k2öM¹:`îUUU?¥Õ?`3hîUUÅ?`kÅMi îUUÅ?`

kÅî¥Ë?îUUË2k Gî^î`î2¥G^k`¥:î^?`?¥î¥?Äî?¥î`¥î3k`Mk?`3¥k¤?:îH¥:¥¥?^¥kkUîUUîhöÄ^?`¥2k¥:¥kk2¥::kHî¥:?`3¥:Ê¥?Ä2k¥:?`Ê¥k`2`îUU^¥?`3Hî`:kU?îËU?R¡?`¥k'îËHÅ:`Ê¥?ÄîU?RUË¥k?`¥:k2öî`k¥:?`^îËUkÅMi Organize your cold Tip 08 ¹k^îÊ?^?ÕËk¥?^î``3ËH¥î¥3?îUUËk3î`?ÕËkîUU?`3:U?`¥k¥Åkî¥Gk¥?`3¥kö`¥:?3:¥k`Hî`îUUU?¥Õ?`3¥k3¥¥:î¥k`k`¥::k`Hîk?`3¥k¬¥Ä¤?:îk2Harvard Business Review. The Essential Guide to Cold Calling \n Sounding like a robot Talking too much and Mistake #1 Mistake #2 sk¥¥î?Uk?`3Ëkk`Äî¥?k`¥k¥:k^î`Ë¥:î¥Ëkk¥îUR?`3¥k^îR¥:îUU^kk¥?MT`k^îHk^î`?Ä`î¥k^î¥k?`3î¥:ö¥¥¥kkUîUU?`3HÅ:?:?î?3`k``kM¬?^?UîUËH?`3`?ÄîU?¥î`^îRîîUU2U:îî```î¥îUM¹:?Å?UUî¥:U?RU?:kkk2îk¥`¥?îUU?`¥Åî`¥?`3¥kÅkRÅ?¥:Ë

kMT¥:kÅ¥:î¥2k^¥:ö¥?`¥î¥?k`H¥:UUk`k¥:îÄ¥:î¥¥`¥?k`¥k¥î?U`îË¥k^îR¥:k¥2UÄîUMT2Ëkî`3¥¥:k¥¥k`3î3Å?¥:ËkHk`k¥`ËkU?^?¥¥?^î¥¥U?`3k222î¥î`¥î¥?¥?Å?¥:k¥U¥¥?`3¥:^îRMskkËU?R¥k¥îURî¥M'?Ä?`3:îö¥?`¥kî?¥:Å?¥:k¥k^?`32kî?î`^îR¥:Uî¥?k`:?^k``?î``îîU?`3M¹îR¥:¥?^¥kU?¥`¥kÅ:î¥¥:Ë:îÄ¥kîËM :î`î¥:ËÅ?UU3?ÄËk`33¥k2ÄîUîU?`2k^î¥?k`¥:î¥Ëkî`¥k2¥:¥:k`Äî¥?k`H?U¥¥Hî`U¥?^î¥UË3¥î`îk?`¥^`¥¥MqîR?`3kUîUU?2î2k^îËHÄ`2kÊ?`îUM¹:î¥?`3î?H¥:î^î`Ëk^^k`^?¥îR¥:î¥î`^îRî`îUîË:îUU`3?`3¥îRÄ`:îMT`î?¥?k`¥kUÄî3?`3¥:îU?¥?H:kÅ:î¥Ëk:kUîÄk?k?`3G Common Cold Calling Getting stuck behind Mistake #3 ~`k2¥:îk`¥:î¥k^î`?:îÄ¥?k`?¥î`î?¥î`¥?¥kÅk¥`Åî`¥îUU¥k¥:??k`^îRM¹:¥

?R?¥R?UU?`kUîUU?`3?3¥¥?`3î3î¥R¥kk``¥ËkÅ?¥:k^k`¥:î¥Å?UUîËÞ/¬MO¥?k`2k^¥:3î¥Rî`:î¥kkÄk^?`Ëk`ÄÄ`3k¥î:î`¥kîR¥k¥:k`Å?¥:Ë?`3kÅM¹:??¥:¥î3Å:^î`ËkUîUU¥`HÅUUHkUM The Essential Guide to Cold Calling are you doing today? Asking Is now a good Mistake #4 Mistake #5 ¹:??îUî?î`kÄöUUMØ:`Ëk¥î¥ËkîUUÅ?¥:¥:?H`k¥k`UËkËkk`??`3`k?3:¥k22¥:î¥H¥ËkkîUk¥¥?`3ËkU22kk¥`¥?îU2î?U?2¥:Ëk`Å?¥:î`Ë¥:?`3k¥:¥:î`hö`MiT`¥îHkU?¥UËO^¥k¥:k?`¥î`îËHh¹:î`R2k¥îR?`3^ËîUUMi(John Barrows)Ok`¥UËH`k?¥kkîUË`k¥î3kk¥?^MT¥k`Äî3kk¥?^H?îUUËÅ:`Ëk3¥îîUU2k^î``R`kÅ``^MT2?¥?H?`2î¥Hîî¥?^2kËkîUUHU¥¥:^¥UUËkHk`k¥3?Ä¥:^î`k¥?3:¥îÅîËMZTî`ck:`k`[ Over-apologizing checking in Mistake #6 Mistake #7 ¹k¥:kk2Ëkî¥?UîUË2k`k2îkUk3?Õ?`3H¥:?^î3?2kËkM'k`k¥îkUk3?ÕJ'k`k¥îËhTk^

kË2kk¥:?`3Ëkikî`Ë¥:?`3U?R¥:î¥MËkkUîUU?`33?U¥î`k¥:ÅîËM¤Uîî`îkUk3ËÅ?¥:Hh î`Ëk:U^Ni¹:?kUîUU?`3¥?ÅkRî¥?UîUË3î¥Å?¥:î^?`?¥î¥?Äî?¥î`¥î`3î¥RM¤Uî¥:÷22Ëîk`2kîUU?`3Å?¥:¥:î¥îUîk`2kkUîUU?`3M¹:?¥Ëkk¥k¥?^î`î¥:?33¥k`k¥G`k¥:îÄ?`3îîk`2kËkîUUMZqk3î`T`3î^k2cîkÅ[ The Essential Guide to Cold Calling 11 Ø?¥:î``¥î`?`3k2Å:î¥¥kkî``k¥¥kkk`kUîUUHk`?¥:2kUUkÅ?`3kUîUU?`3¥kkU3î?`3îU?¥Hk?îUUU?`3Hî`¥:`kUk3Ë¥kî:?Ä¥¥2k^î`2k^Ëk Cold Calling Techniques and Tools Perfecting the Script ¡k3?^k¥Ä?¥îUÅ:`¥Ë?`3¥k:?¥îk¥îM'k`k¥^îRËk¥îR:î¥:î`?¥îUîË?Ë¥Ë?`3¥k^î?`¥î?`îUk`3îUËUMT2Ëkk¥?`UË:RËk?U?`î`¥^?`Å:?:îU?öUî:îÄ¥:¥:î`k2U¥?`3?`îîUHËk:kU`k¥:îÄ¥kÅkËîk¥îUk`3ËUMÞk^îËî?`3U`¥î¥?k`kî?`3

U2kUUkÅ`:k`îUUîÅîË2k^Uk?`3¥:îUî`^kÄ?`3îU?`¥`î^2k^Ëk?U?`2k¥:¥îk`M¹:^kU?`¥Ëk:îÄ?`U?^kH¥:^k:îk¥?Ëk?U?`Å?UUM¡:îËkî`¥k:î¥:k¥Ëk2U?`¥îUË?`¥:`Ê¥^k`¥:¥k3î?`îUMOkÅÄH¥:Å?UUîUÅîËî2Åk¥¥k^`:îÄËkk¥`?¥?¥:î¥:kU:î`UÅ?¥:^k?^^?îËM Uk¥:kîUHUî`Ëk?U?`Hk^¥?^k`¥:`ÅUîM The Essential Guide to Cold Calling 12 Ø?¥:î``¥î`?`3k2Å:î¥¥kkî``k¥¥kkk`kUîUUHk`?¥:2kUUkÅ?`3kUîUU?`3¥:`?î`¥kkU3î?`3îU?¥Hk?îUUU?`3Hî`¥:`kUk3Ë¥kî:?Ä¥¥2k^î`2k^ËkîU¥î^M Cold Calling Techniques and Tools Prepare a Script for Bypassing Gatekeepers T¥k`k¥`k^^k`¥:î¥¥::k``^U?¥2kîî¥?Uîk`Å?UUî¥îUUËî`ÅËî3î¥RMT`î¥Ë?îUö^Å?¥:`^UkËHî`îÄî3k2kU??`ÄkUÄ?`^k¥Ë?`3??k`M¹:ö¥3kîUk2îîUk`?`¥:??¥î¥?k`?¥k3¥î¥:¥:k

3:¥kî??k`^îRMØ?¥:¥:î¥?`^?`H?¥??^k¥î`¥¥k`¥:î¥Ëkk`k¥kÄÅ:U^¥:3î¥RÅ?¥:2î¥î`?`2k^î¥?k`îk¥Ëkk¥kÄ?¥:î¥¥:Ë:îÄ`kî¥:k?¥Ë¥kî¥k`M¹:3î¥RkU:îÄî¥kHkÄ`k`¥kUH¥:??k`^îRkîU`îHk¥îU?:?`3î2?`UËîk¥Å?¥:¥:?k`Å?UUÄ?¥îU?`?`3î`îk?`¥^`¥MUkHÅ:?U3¥¥?`3î¥¥:3î¥R?¥:3kîUHË¥îR?`3¥:¥?^¥kk`ÄÅ?¥:¥:?k`Hî¥:¥:î`î?`3î?¥î¥¥:^Äî¥?^HËkÅ?UUU?RUËk¥î?`:U2U?`2k^î¥?k`îk¥¥:??k`^îR¥:î¥Ëkk¥Ë?`3¥kk``¥Å?¥:HÅ:?:î`¥k:UUkîîUMGk¥:¥U¥H¥kÄ?Å?`33î¥Rîî`k¥îU¥k3¥î¥H¥?`¥îH¥î¥?`3¥:^î¥:ÄîUîUk¥:î¥¥:Ëî`k2¥`¥kËkM The Essential Guide to Cold Calling 13 A Few Things to Consider: 01 02 03 04 H¥¥:3î¥Rk`î^M¬:kUËk`¥k2kUUkÅHËkkUk^?`k`¥î¥Å?¥:¥:?k`î3î?`M?`3¥:^Ë`î^?î?^UHîË

ÅîË¥k?U¥¥î`^îR¥:^2UÄîUîUM¬k^??k`^îR?Å:¥:k`k¥¥k¥îRîîUîUUîk`¥:3î¥Rk2îRMR¥î3¥¥?k`¥:î¥î`î?¥?`2¥îUUM¤î:Å?UUUîËî?Äk¥îUkU?`Å:î¥¥:¥?k`:kUî¥îUUËH¥îR?`3îk¥`¥`Å?`¥:k^î`ËkU3¥¥:3î¥R¥îUR?`3M'k`k¥î2î?¥kîR¥?k`îk¥Ëk¥î3¥k`¥î¥M :î`î¥:î¥¥:3î¥RÅkR^k¥UkUËÅ?¥:¥:??k`^îRî`î`3?ÄËkîU3`Ë:î?`3¥î?U3î?`3¥:?2^¥:kk2k`¥î¥k¥?^k2îÄî?Uî?U?¥ËM¤^^Ëk^î``MGkUUkÅÅ?¥:î3î¥Rî2¥î`?`?¥?îUîUU¥k¥:î`R¥:^2k¥:?¥?^î`î`Ë?`2k^î¥?k`¥:Ë:îM¹:3î¥R?U?RUË¥:k`¥:î¥î`3¥Ëkî`îk?`¥^`¥k¥kËkîUî?`?¥¥îRM¡k2?k`îUk¥Ëî`3kîUk`3ÅîËM The Essential Guide to Cold Calling 14 Prepare a Script for Decision-makers ~`Ëk^îR?¥¥k¥:??k`^îRH¥:?¥:kUÄkUÄ¥k2k^kk`ËkÄîUkk?¹:

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