ABOUT THE GUEST: JENNIFER HASAN, PRINCIPAL AT PROSPECTING WORKS
From Jenn’s website:
“I’m on a mission to change how we go about setting appointments that benefits everyone involved, even the gatekeeper. I help B2B companies schedule more qualified appointments by building a customized prospecting process that is perfectly executed and accurately measured.”
You can reach Jenn on LinkedIn here:
https://www.linkedin.com/in/jenniferhasan/
Or here at her website:
https://www.prospecting-works.com/
Or just give her a call here:
845-831-2831
ABOUT THE EPISODE:
Call reluctance. Just hearing the phrase is like a punch in the gut. If you are a rep and you suffer from it, that’s bad news. If you are a sales leader and your reps suffer from it that’s pretty bad too. It’s a huge problem and it isn’t talked about enough, but in this episode, Jennifer Hasan takes it on front and center and gets into what it is, how big of a problem it is, where it comes from, and most importantly - what you can do to get past it.
0:21 - What’s the best sales advice that Jennifer has ever received - it’s about showing up every day
1:12 - What’s some of the worst advice that Jennifer ever received - that cold calling is dead
1:31 - Jennifer addresses the size and scope of call reluctance among salespeople
5:15 - Jennifer and David discuss the idea about how the fear of cold calling can express itself physically as well as emotionally
6:36 - Jennifer discusses how traditional cold call training can actually make learning cold calling harder for many salespeople
8:42 - Jennifer and David discuss what is at least as important as the words you use when you are engaged in sales communications
11:05 - How cold calling can be made even more intimidating by the environment you are calling from and the degree to which you can be present with a call?
13:17 - How the ever-popular volume and velocity model without a lot of sales coaching and support can be exactly the wrong way to be successful with cold calling and reaching your business objectives?
15:15 - Jennifer talks about how cold calling problems extend to the prospects end of the deal as well
18:08 - Jennifer talks about the importance of not being part of the noise or the bad behaviors so often associated with cold callers
19:35 - What can callers do to try to be more successful when there is a “gatekeeper” sitting in between them and the person they are trying to reach?
21:20 - Jennifer talks about the power of combining voice mails with emails as a way to connect with a person you are trying to reach for the first time
22:16 - What kind of attitude or philosophy or attitude or internal positioning should a cold caller embrace to make themselves as effective as possible when making cold outreach?
23:42 - Jennifer talks about her outbound oriented motivational flip book called “You’ve Got This. I Promise.”
25:47 - Jennifer closes the interview by reminding listeners to challenge their thoughts about cold calling, and to embrace it for the potential it has when you do it properly
27:15 - Where is the best place to reach Jennifer
