Do you need to up your cold calling game? This episode is for you.
Believe it or not, cold calling is alive and well. It's not a failure to generate enough inbound leads; it's how most companies grow.
When reps reach out to prospects, they encounter 3 scenarios:
Easy calls - these are what sales dreams are made of. Reps land on someone who knows they have a problem, haven't solved it yet and are willing to speak with them to see if they can help
Medium calls - the prospect isn't welcoming, but they aren't hostile either. They don't open up about their problems, but with a little persistence, reps can book a meeting.
Difficult calls - these are the calls that make reps fear and avoid cold calls. Not every first conversation will turn into a discovery session, but everyone is a learning opportunity.
In this episode, Paul coaches Fab through the three types of calls with a series of role-plays.
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