Want to book more meetings via cold call?

Then put the effort in.

I recently started working with a new client here in Sydney who was struggling to get traction.

When they approached me their situation was typical of many businesses trying to scale.

  • They were looking to sell into a new Ideal Customer Profile (ICP).
  • They tried cold email and failed.
  • They tried LinkedIn messaging and got no results.
  • They had little experience with cold calling.
  • They had a broken data list.
  • They had no cold calling framework.
  • They didn't know what metrics to measure.

They were doing everything except the one thing that actually works. They were relying on passive channels because they didn't know how to pick up the phone.

The Transformation Process

We have been working together fortnightly since November.

We stripped everything back to basics.

First we fixed the data. You cannot sell if you are calling the wrong numbers.

Then we worked on the framework. We moved away from the robotic scripts and built a conversation structure that actually engages prospects. This is the foundation of our SDR Sales Training.

We also focused heavily on questioning. As we discuss in The Sales Translator, if you ask the wrong questions you get the wrong answers.

The Results

At the start of January we mapped out exactly how many meetings we needed per month to hit his goals.

We defined the metrics that mattered. We ignored the vanity metrics like "emails sent" and focused on conversations held. We detailed why this distinction is vital in Stop Chasing Vanity Metrics.

The January target was hit.

They went from zero traction to a predictable pipeline in just a few months.

Sales is a Gym

Sales is a profession. It cannot be solved in a "feel good" workshop where everyone gets a high five and goes back to their old habits.

It is no different from the gym. You need to put the reps in.

You need to learn from those that actually cold call now not 20 years ago.

You need consistent coaching and accountability. This is why we structure our Account Executive Training around long-term implementation rather than one-off events.

Results Over Engagement

Think cold calling is dead?

This client tried the "modern" methods of email and LinkedIn. They failed.

They picked up the phone and they won.

You can enjoy all the engagements on your LinkedIn posts while me and my clients continue to succeed.

If you are tired of failing with email and want to build a real outbound engine get in touch.

Let's put the reps in.