In this episode of Enterprise Sales Development podcast, we speak with Chris Beall, CEO at ConnectAndSell. Chris draws from his 10-year career to share his tips and tricks to sell authenticity and transfer confidence in a cold call. He breaks down every word of a cold call intro that he has seen successful and how to architect and structure conversations. He also talks about how he got involved in ConnectAndSell and how the company differentiates themselves from other sales companies.
WHAT YOU’LL LEARN
How he got involved with ConnectAndSell
How ConnectAndSell differentiate themselves from other sales companies
The biggest lessons Chris has learned in his 10-year journey in building the hybrid-category company
Tips and tricks to get senior executives to invest the time to learn and trust the process to move forward with more effective cold calling
Two things to accomplish in sales and where cold calling works in two areas
The craft behind the first seven seconds
The Market Dominance Guys podcast
QUOTES
“The way we differentiated ourselves was simple. We used our own technology to cut through all the noise and talk to people.” -Chris Beall [07:55]
“You’ve got to recognize that when you’re solving a real problem, it’s going to take years. It takes years to understand the deep nature of any problem.” -Chris Beall [13:03]
“The beauty of cold calling, which most people don’t get, is if your goal is trust, you succeed 100% of the time. If your goal is a meeting, you succeed some other amount at a time.” -Chris Beall [18:42]
“You need an audience. You need to have that feel for your audience, which means you need to practice live.” -Chris Beall [47:46]
“The emotional path you want to take them on is from fear, their fear, not yours, to trust to curiosity, not value, to commitment and eventually to action.” -Chris Beall [55:26]
TIMESTAMPS
[00:00] Intro
[00:31] Meet Chris Beall
[02:43] How he got involved with ConnectAndSell
[06:06] Differentiating themselves from others
[11:57] The biggest lessons he’s learned in his journey
[17:39] Seven seconds of a cold call
[20:12] Getting the senior executives to trust the process
[26:14] Two things to accomplish in sales
[31:09] Where he thinks SDRs and AEs fail
[37:30] Things to read to grasp everything about sales
[41:38] Where cold calling works
[47:17] The craft behind the first seven seconds
[55:06] The emotional path
[1:03:21] Market Dominance Guys podcast
RESOURCES
Shawn McLaren
Chris Voss
Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff
Out of the Crisis by W. Edwards Deming
Us Weekly
The Royal Family
Downton Abbey
CONNECT
Chris Beall on LinkedIn
ConnectAndSell website
Market Dominance Guys podcast
CIENCE website
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