Cold Call Script Crafting

I’ve been cold calling for 9 years. Here’s everything I know about it: (this is a longer post so bear with me) 𝟭. 𝗧𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 𝟭𝟬 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮𝗻𝘆𝘁𝗵𝗶𝗻𝗴: People don’t hang up because it’s a cold call. They hang up because you sound unsure, scripted, or boring. - Be calm. - Be confident. - Be clear. 𝟮. 𝗦𝗸𝗶𝗽 𝘁𝗵𝗲 𝘀𝗺𝗮𝗹𝗹 𝘁𝗮𝗹𝗸: Don’t ask “𝘏𝘰𝘸’𝘴 𝘺𝘰𝘶𝘳 𝘥𝘢𝘺 𝘨𝘰𝘪𝘯𝘨?” Don’t ask “𝘐𝘴 𝘯𝘰𝘸 𝘢 𝘣𝘢𝘥 𝘵𝘪𝘮𝘦?” Just try: “𝘏𝘦𝘺 (𝘯𝘢𝘮𝘦), 𝘐 𝘬𝘯𝘰𝘸 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦𝘯’𝘵 𝘦𝘹𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘵𝘩𝘪𝘴, 𝘐’𝘭𝘭 𝘬𝘦𝘦𝘱 𝘪𝘵 𝘴𝘶𝘱𝘦𝘳 𝘣𝘳𝘪𝘦𝘧.” That opener alone will double your talk time. 𝟯. 𝗣𝗶𝘁𝗰𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁: No one cares that you’re the “𝘯𝘰.1 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘟.” Tell them what pain you solve, fast. 𝟰. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: “I’m not interested” just means they don’t understand you yet. Use the FFF method: Feel - Felt - Found. “𝘐 𝘨𝘦𝘵 𝘵𝘩𝘢𝘵. 𝘖𝘵𝘩𝘦𝘳𝘴 𝘧𝘦𝘭𝘵 𝘵𝘩𝘦 𝘴𝘢𝘮𝘦… 𝘣𝘶𝘵 𝘸𝘩𝘢𝘵 𝘵𝘩𝘦𝘺 𝘧𝘰𝘶𝘯𝘥 𝘸𝘢𝘴 (𝘣𝘦𝘯𝘦𝘧𝘪𝘵).” 𝟱. 𝗧𝗵𝗲 𝗴𝗼𝗮𝗹 𝗶𝘀𝗻’𝘁 𝘁𝗼 𝘀𝗲𝗹𝗹, 𝗶𝘁’𝘀 𝘁𝗼 𝘀𝘁𝗮𝗿𝘁 𝗮 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻: If they’re talking, you’re winning. If they’re curious, you’re in. If you book the meeting, that’s the win. 𝟲. 𝗩𝗼𝗹𝘂𝗺𝗲 𝗶𝘀 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁: You could have the best pitch in the world… But if you don’t make the dials, you won’t get the meetings. Consistency > perfection. 𝟳. 𝗬𝗼𝘂 𝗰𝗮𝗻'𝘁 𝗯𝗼𝗼𝗸 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲: Don’t waste time trying to convince people who don’t have the problem you solve. Laser focus on your ICP, the ones who feel the pain. 𝟴. 𝗧𝗿𝗮𝗰𝗸 𝘆𝗼𝘂𝗿 𝗲𝗻𝗲𝗿𝗴𝘆: Your tone > your script. People say yes to people who sound like they believe in what they’re saying. 𝟵. 𝗙𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲 𝗱𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗶𝘁: Most meetings I book happen after the call. Send a short LinkedIn DM or a value-driven email right after. 𝟭𝟬. 𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗿𝗲𝗽𝘀 𝗱𝗼𝗻’𝘁 𝘄𝗶𝗻𝗴 𝗶𝘁: They have a framework. They prep. They reflect after each call. And they improve daily. Cold calling still works if you do it right. Now let's book some meetings!!!! P.S. I've created a free cold calling cheat sheet where I share all of my do's & don'ts. You can access it for free here: https://lnkd.in/g9BrrDA6

If I were starting my tech sales career as a BDR today, I’d drop the “Hey, this is a cold call” script immediately. Let’s be real—when you open a call like that, you’re waving a red flag. Their defenses go way up. You’re spotted. You’ve lost momentum before you even get to the value. Instead, lead with curiosity. Lead with a real problem. Lead with a reason for them to lean in. Try this: 👉 “Hey [Name], quick question—can you help me out? I work with [Your Company], and we partner with companies like yours to solve [PAIN POINT YOU KNOW THEY HAVE]. I’d love 20 minutes on your calendar because I know how painful that issue can be.” Now pause. This hits differently because: • You’re inviting collaboration, not pushing a pitch. • You’ve identified a real business pain they definitely feel. • You’re speaking their language and skipping the fluff. That’s how you earn attention. That’s how you open doors. If you’re just getting started in sales, make it your mission to understand your buyer’s pain better than they do. Dig in, go deep, and build your message around it. Sales isn’t about slick talk. It’s about relevance. Be human. Be sharp. Be obsessed with the customer’s world. #techsales #salesstrategy #bdrlife #coldcalling #salesdevelopment #startupsales #salestips #businessdevelopment #sdrlife #salesmindset #demandgeneration #salesleadership

I spoke with a rep who booked 19 meetings last month. Here’s what they’re doing differently: 𝟭. 𝗘𝘃𝗲𝗿𝘆 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝘀𝘁𝗮𝗿𝘁𝘀 𝘄𝗶𝘁𝗵 𝗮 𝗰𝘂𝘀𝘁𝗼𝗺 𝗶𝗻𝘀𝗶𝗴𝗵𝘁 ↳ “I saw you just expanded your team—can I ask how you’re onboarding them?” ↳ “I noticed you’re hiring in ops—mind if I ask what’s driving that?” ↳ No generic intros. No guessing. ↳ The call starts with a reason. 𝟮. 𝗧𝗵𝗲𝘆 𝗯𝘂𝗶𝗹𝗱 𝟱 𝗻𝗲𝘄 𝗰𝗼𝗻𝘁𝗮𝗰𝘁𝘀 𝗽𝗲𝗿 𝗱𝗮𝘆 ↳ 25 per week = 100/month ↳ They don’t just trust lead lists—they build them ↳ Scrape job boards, LinkedIn posts, and earnings calls ↳ Fresh names = fresh pipeline 𝟯. 𝗧𝗵𝗲𝗶𝗿 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗶𝘀 𝘁𝗶𝗴𝗵𝘁 ↳ 1 sentence. No pitch. ↳ Name + reason + curiosity ↳ “Hey, it’s [Name]—I had a quick idea based on something I saw in [company update]. I’ll follow up via email.” ↳ Callbacks go up. Brand sticks. 𝟰. 𝗘𝘃𝗲𝗿𝘆 𝗲𝗺𝗮𝗶𝗹 𝗴𝗲𝘁𝘀 𝗿𝗲𝗮𝗱 𝗼𝘂𝘁 𝗹𝗼𝘂𝗱 ↳ If it sounds robotic, it’s gone ↳ If it’s over 60 words, it’s cut ↳ If it doesn’t earn the reply, it’s reworked The rep said: “The goal isn’t activity. It’s quality touches that land.”

I’ve been cold calling for 10 + years. This is the playbook I wish I had on day one. Everything else is noise. 𝟭. 𝗧𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 𝟭𝟬 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮𝗻𝘆𝘁𝗵𝗶𝗻𝗴: People don’t hang up because it’s a cold call. They hang up because you sound unsure, scripted, or boring. - Be calm. - Be confident. - Be clear. 𝟮. 𝗦𝗸𝗶𝗽 𝘁𝗵𝗲 𝘀𝗺𝗮𝗹𝗹 𝘁𝗮𝗹𝗸: Don’t ask “𝘏𝘰𝘸’𝘴 𝘺𝘰𝘶𝘳 𝘥𝘢𝘺 𝘨𝘰𝘪𝘯𝘨?” Don’t ask “𝘐𝘴 𝘯𝘰𝘸 𝘢 𝘣𝘢𝘥 𝘵𝘪𝘮𝘦?” Just try: “𝘏𝘦𝘺 (𝘯𝘢𝘮𝘦), 𝘐 𝘬𝘯𝘰𝘸 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦𝘯’𝘵 𝘦𝘹𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘵𝘩𝘪𝘴, 𝘐’𝘭𝘭 𝘬𝘦𝘦𝘱 𝘪𝘵 𝘴𝘶𝘱𝘦𝘳 𝘣𝘳𝘪𝘦𝘧.” That opener alone will double your talk time. 𝟯. 𝗣𝗶𝘁𝗰𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁: No one cares that you’re the “𝘯𝘰.1 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘟.” Tell them what pain you solve, fast. 𝟰. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: “I’m not interested” just means they don’t understand you yet. Use the FFF method: Feel - Felt - Found. “𝘐 𝘨𝘦𝘵 𝘵𝘩𝘢𝘵. 𝘖𝘵𝘩𝘦𝘳𝘴 𝘧𝘦𝘭𝘵 𝘵𝘩𝘦 𝘴𝘢𝘮𝘦… 𝘣𝘶𝘵 𝘸𝘩𝘢𝘵 𝘵𝘩𝘦𝘺 𝘧𝘰𝘶𝘯𝘥 𝘸𝘢𝘴 (𝘣𝘦𝘯𝘦𝘧𝘪𝘵).” 𝟱. 𝗧𝗵𝗲 𝗴𝗼𝗮𝗹 𝗶𝘀𝗻’𝘁 𝘁𝗼 𝘀𝗲𝗹𝗹, 𝗶𝘁’𝘀 𝘁𝗼 𝘀𝘁𝗮𝗿𝘁 𝗮 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻: If they’re talking, you’re winning. If they’re curious, you’re in. If you book the meeting, that’s the win. 𝟲. 𝗩𝗼𝗹𝘂𝗺𝗲 𝗶𝘀 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁: You could have the best pitch in the world… But if you don’t make the dials, you won’t get the meetings. Consistency > perfection. 𝟳. 𝗬𝗼𝘂 𝗰𝗮𝗻'𝘁 𝗯𝗼𝗼𝗸 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲: Don’t waste time trying to convince people who don’t have the problem you solve. Laser focus on your ICP, the ones who feel the pain. 𝟴. 𝗧𝗿𝗮𝗰𝗸 𝘆𝗼𝘂𝗿 𝗲𝗻𝗲𝗿𝗴𝘆: Your tone > your script. People say yes to people who sound like they believe in what they’re saying. 𝟵. 𝗙𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲 𝗱𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗶𝘁: Most meetings I book happen after the call. Send a short LinkedIn DM or a value-driven email right after. 𝟭𝟬. 𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗿𝗲𝗽𝘀 𝗱𝗼𝗻’𝘁 𝘄𝗶𝗻𝗴 𝗶𝘁: They have a framework. They prep. They reflect after each call. And they improve daily. Cold calling isn’t dead. Bad cold calling is. Over 10 years in, these rules still work.

Me: Do your SDRs do any cold calling, or are they all email/social? Kevin "KD" Dorsey: My SDR's ONLY do cold calling. Me: WHAT?!? KD: If all you can do as an SDR is personalize email, I do not need you. I have tech for that. Me: So all you have SDRs doing is cold calling. Zero email or social? KD: We do all that for them. We just have them hitting the phones. Me: What’s your ACV? KD: About $10k/year. Me: And that works? With US reps? KD: The biggest thing people get wrong about cold calling is they think it’s about ACV. It’s NOT. It’s about the numbers - how many demos per month is each rep booking. Me: So your reps book enough to cover a $10k ACV? KD: 200 dials/day on a power dialer generates 25-30 demos/mo, which covers the 10k ACV. We’re growing the team. Me: I love that everything is so data driven. KD: Gut can get you to $10m, maybe $20m … Data gets you to $100m. Me (feeling stuck at $25m): I HEAR THAT. As a gut guy. What script works nowadays for cold calling?  KD: Here’s the 7 step script to book 30 demos a month: 1. The Intro Hi this is X from Y (how’s it going/been/are you) 2. The Justifier I was speaking with, spoke to, work with, sent you, looked at your LI, etc 3. Ask Permission I was hoping to ask you just a couple quick questions, see if it would even be worth having a larger conversation, would that be ok/do you got a sec? - Yes - thx. - Bucket q - No - when would there be a better time? - WDYD: Bucked Question 4. The “Bucket” Question I talk with/meet with _________ all day long, and they all seem to be struggling with _________ ,_________, or ___________, I mean does that sound like your world at all or ___________ (blow up/perfect) - Yes/Sounds right - Ah gotcha, which one is the biggest issue/top of mind, frustration, etc. - Um sure/kind of - Same as above. - No - Oh wow! That’s great, how did you solve those things?! - WDYD 5. The Enlightenment Questions - Most frustrating/top of mind? - Tell me more - What’s causing? - What’s that causing 6. The Personal Interest Questions (do 2 of them) How are you ____________, so that _____________ (doesn’t happen) 7. The Might Make Sense Ask I think this might make sense. You’re dealing with _______, causing _______ and ________. We might be able to solve that, I mean it’s at least worth having a deeper convo with ________. Let's get 30 min on the calendar next week sometime, how does ______ or ______ look? Me: That sounds straightforward. KD: It is. But that script isn’t enough. You have to have the correct TONE, or it won’t work? Me: What’s the correct tone? KD: We call it the “lost in the city” tone. You have to sound like you are walking up to someone you don’t know to ask them directions. If you sound like that, this script crushes. If you don’t, this script will do you ZERO good. Me: Really? How do you monitor for that? ***RAN OUT OF ROOM. Continued in the comments 👇

In the past week, reps are telling me they've seen a steep uptick in iPhone CALL SCREENING during their cold calls. Here's how to know if it's happening to you & what to do about it. 📲 What call screening means for your prospects: When an unknown number calls, their phone doesn't ring. Instead, Siri asks the caller to state who they are and why they're calling. Your prospect gets real-time transcription. They see a priority notification on their phone screen that shows your responses in real-time. IF you are calling a prospect with the new IOS update and you're calling from a unknown number, you need to change your approach. A lot of folks are trying to claim that this is the death of cold calling. I disagree. I see at as an opportunity to connect with MORE prospects and to have better overall engagement in your sequences. IF you are already following my Strategic Guide to Voicemails, this will be an easy pivot. If you aren't, comment VOICEMAIL and I'll send it over - my treat. 📲 Your new call screening script "Hi [Prospect Name] - I work with [insert relevant social proof] on [insert relevant topic]. Calling you because [relevant reason for the call so just reuse what your call opener would have been unless it was a PBO]. By the way it Leslie from Sales-Led GTM if you have a moment to speak now. From the calls I've listened to & based on what I've read, you have 20 seconds of transcription for incoming call screening so you need to make each second count. NOTE: This script does not include your name or company There is some variety in how callers can set up call screenings so sometimes after 20 seconds the phone started ringing through and sometimes it was sent to voicemail. If you're sent to voicemail, you have your VM script dialed in and know what to do. If you don't, comment VOICEMAIL and I will send you my Strategic Guide to Voicemail. It will be interesting to see how this technology evolves but here is what you need to do now: 1. PREPARE - Script out your 2 sentence "calling screening script" 2. Understand that connecting on a cold call isn't the only way to add value to your sequence. The call screening transcript is another touchpoint and, like voicemail, it is a chance to build familiarity and trust. 3. Mindset matters - if you are cold calling from a place of fear and avoidance, be prepared to have a low success rate. If you view call screening as a new, exciting way to add lead with relevance and connect with prospects on their terms - you'll have a lot more fun. Don't forget to comment VOICEMAIL if you want to join over 1000 other sellers in taking a more strategic approach to cold calling.

Here are two ways you can cold call: Pitching and poking. Pitching sounds like this: “We’ve developed a breakthrough that helps executives land six-figure jobs in 5 days. The reason for my call is to schedule a 15-minute meeting to show you how we do it. Do you have your calendar handy?” Poking sounds like this: “I often speak with executives who’ve lost their job and hit a wall—expecting opportunities, but finding a ghost town. Calls go unanswered. Networks dry up. How does that compare to your experience?” It’s not a pitch. It’s a question that makes people pause, reflect, and engage. You’re poking the bear. Here’s the psychology behind poking the bear: ✔ The Contrast Principle – Highlights the gap between past success and present struggle, making the pain feel more real. ✔ The Zeigarnik Effect – Creates an unfinished story that the brain wants to resolve, piquing curiosity. ✔ Social Proof & Normalization – Signals that others are experiencing the same challenge, making them more likely to open up. ✔ Loss Aversion – People are more motivated to escape a loss than to chase a gain. ✔ The Reflection Trigger – Ending with “How does that compare to what you’re experiencing?” prompts self-assessment, making the conversation feel more personal. There’s no convincing, pushing, or begging. Pitching or poking? Which way do you prefer?

Kevin "KD" Dorsey is the world's expert on cold calling. He's scaled three companies from $0 to $100M. 10 lessons I learned from his pclub.io course: 1. Don't pitch benefits. Cold buyers can't relate to benefits. They are problem-aware. Not benefit-aware. Sell the problem first. Get to the solution later. 2. Interview your customers. - Why did you buy? - What was your problem? - What were you afraid of before buying? - What's changed the most since using it? If you build a script without knowing these? Fail. If you build a script and you DO know these? You have a flame-thrower in a stick fight. 3. Use the "3 C's" of cold call tonality. Avoid being too formal. Avoid being too professional. Talk to your buyer like you'd talk to a friend. Shoot for the three C's of great tonality - calm - confident - curious 4. Use a script. Scripts get a bad rap. Most people read them like a robot. But guess what? If you repeat the same talk track from call to call? You're using a script whether you admit it or not. So get intentional about it. Master it. Cold calls are predicable. Take advantage of that. 5. "Hey [Name], this is [your name] from [your company]." Start your cold calls with that sentence. If you don't? Buyers will ask: - who are you - what company are you with You've lost control. 6. Give a reason for the call. If you don't state the reason at the beginning? You'll hear "why are you calling me?" Humans crave reasons. So give them one. 7. State the problem in three buckets. Fill in the blanks: "I talk to [CMOs] all day. They all seam to be struggling with [content creation], [lead generation], or [conversion rates]. Does that sound like your world at all, or are you drowning in pipeline?" Here's the point: Pick the top three problems you solve. Fill in the blanks. Then ask your prospect about them. Get them to bucket their pain. 8. Follow up with an impact question "How are you [optimizing your landing pages] so that you aren't [losing leads]?" Fill in the blanks for your product and problem. "How are you [accomplishing a task your product does] so that you aren't [negative impact of the problem]?" 9. Book the meeting with "it might make sense" Try this talk track: "I think this might make sense. You're dealing with [bucket problem] which is causing [negative impact] and you don't have a way to [product task]. It might make sense to have a conversation. How do Thur or Fri look?" Melts sales resistance. 10. Confirm the invite. Get them to accept the invite. If you don't? They're less likely to show up. "Great. I’m going to send you a calendar invite. Can you accept that for me so we don’t get double booked?" The 2026 State of SDR Skills Report goes LIVE in 2 weeks. • 9 world-renowned SDR industry experts weigh in • 10 modern SDR skills defined and analyzed • benchmark guidance to see how you stack Get on the launch list here: https://lnkd.in/efnFjnN2

Since 01/01/24, we’ve generated 23 meetings for a client (Serie A Fintech) 5 steps we followed 👇 My client's top 3 challenges: 1. They struggled with writing emails/messages that generated emotion 2. Thought cold calling was dead 3. The MQLs generated by marketing were often not qualitative enough #Step 1: Got clear on their ICP (Ideal Customer Profile): → Demographic / Psychographic information → Pain points and challenges → Goals and aspirations → Buying behaviour → Communication preferences → Value proposition alignment #Step 2: Mapped their ICP/Persona: → Know your ICP/Persona → Reflect that ICP/Persona into LinkedIn Sales Navigator / Apollo etc... → Extract it with valid emails/phone numbers #Step 3: Wrote Prospects’ centric cold emailing campaigns: Cold email framework that works: 1. Start with an observation. 2. Share a problem/insight you derive from the observation. 3. Add credibility to speak to them about that problem. 4. How do you solve that problem? 5. Interest-based CTA #Step 4: Got ready to take the phone: In cold call, you’ve 3-5 sec to make the best first impression and generate emotions 1. Understand the needs our client’s ICP have 2. Catch how our client’s solution can specifically solve that need (specificities of it etc…) 3. Grasp the FAQ (Frequently asked questions) 4. Write a few different scripts to help you catch the prospects’ attention (avoid stuttering, sounding hesitant) 5. Work on your ton of voice, speaking energetically with a smile #Step 5: Stated 14 days of outbound sprints: → Start sending out initial cold emails and messages. → Monitor metrics (The most important metric is the interest rate) → Monitor the sales-intent → Experiment with different subject lines, email copy variations, and call scripts. → Use this data to refine your approach. → Analyze what works best and optimize accordingly. 3 weeks performance: → 244 emails sent → 134 emails opened (Open Rate) → 15 meetings scheduled via messages → 8 meetings scheduled via cold calling All within trusting the process of outbound. Pretty nice, because in 2023, it was 0. TL;DR: #Step 1: Got clear on their ICP (Ideal Customer Profile) #Step 2: Mapped his ICP/Persona #Step 3: Wrote Prospects’ centric cold email/LinkedIn campaigns #Step 4: Got ready to take the phone #Step 5: Stated 14 days of outbound sprints This exact process is what we have used with every new client we started working with since May 2020 There’s no magic in it. Pure execution and iteration. -- PS: If you want similar start of the year results running multichannel campaigns (cold email/Linkedin/cold calling) in 2024 DM me “multichannel”. We'll have a quick chat and I'll get you details. Happy Friday. 🙂 Arnaud!

They put me on the spot. Cold calling for a product I don't sell. 5 minutes to build a script. And only 5 connects to book a meeting. There's nothing worse than a "sales trainer" teaching cold calls who doesn't know how to do it themselves, am I right? 30 Minutes to President's Club put me to the test. Here was my approach: ✅ The opener: nailing the first 30 seconds I need to grab the buyer's attention in a unique way. Every great opener has a strong Reason To Meet (RTM): - Trigger: Why should I engage now? - Tension: Why should I consider change? - Trust: Why should I continue talking with you? Not necessarily in that order. And not all at once. I like the initial opener to have the trigger. It might sound like this: "Hi Dave, saw you're hiring AEs right now. It's Jason with Outbound Squad. Can I share why I'm calling you specifically?" Bonus points if you can include more than one of the Ts in the opener like this: "Hi Dave, saw you're hiring AEs right now. It's Jason with Outbound Squad. Our clients like Shopify are very focused on making sure those AEs can self-source their own pipeline right out of onboarding, which we help support. Have a minute for me to share more about why I'm calling?" Trigger, tension, trust...the entire RTM all in the opener there. ✅ The tension Next, I need to really understand the buyer's problem. The tension they're feeling on a daily basis that makes them take action. My approach here is always to "chunk up" We have two types of tension: - Strategic tension: problems that affect the business (execs care more about this) - Surface tension: problems that affect the day-to-day for those executing the work If I'm calling execs, I want to focus on strategic tension and how problems affect revenue and profit ~~~ Spoiler: I had a 20% conversion rate into a meeting for a product I do not sell. This was a fun one. I'd highly recommend the full breakdown, where you can listen to me get rejected and analyze what happened. Check it out here: https://lnkd.in/gx9zUfQx