Sally Duby

Love the advice from JC- record your call openings and voice mail messages. Listen to them- do they sound natural, inviting and offer value as to why your prospect wants to talk with you. Keep recording/practicing until it sounds natural to you.

I have found having a talk track or script of some sort can make all the difference in your attitude and comfort level of cold calling. Make sure you know have a talk track for when your prospect answers the phone. Have a talk track for leaving a voice mail. Being prepared and not "winging" it makes all the difference.

To be successful today you need to stand out and use every tool in your tool box. Most reps are sending emails only. Email rates have plummeted since Covid. Most executives report they get 0 phone calls. If you want to be successful Call!

This is a must! You must track and measure all your activity, the conversation and key information you found out- maybe even create a field for certain types of info/data points., for example if the prospect is using your competitor and on a contract you should have field for current solution and the expiration date of the contract so you know when to reach back out to them and start the process of getting them off your competitor and using you. You want to know how to build a repeatable model so the more details on what processes and messaging worked or didn't work the more you can learn and replicate what worked.

If you are prospecting and haven't had a conversation with them yet to ask what their preferred method is you need to try different channels. In today's world emails for most buyer persona's have fallen through the cracks only about a 1% response rate. If you are using the phone- and your prospects haven't returned to the office yet, calling a general office line or even a direct phone line is a waste of time. You should be calling cell phone numbers. Since Covid it is a fairly acceptable method to reach people.

This right here is the key. If you are adding value with every outreach attempt they won't find you annoying! This isn't the time to be talking about your company- this is about the prospect and what is important to them. If you find too many I or we's in your follow up you need to remove that content.