Kevin Hopp is an outbound sales trainer and consultant that specializes at helping B2B companies build phone-focused outbound motions. He joins us for this episode to talk all about the world of modern cold calling. We debunk the myth that cold calling is obsolete and explore how generational differences shape sales strategies. Through live experiments and practical advice, Kevin and I demonstrate how even the most hesitant sales reps can transform cold calls into meaningful conversations. Also, we'll emphasize the importance of building trust and using technology, such as dialers, to enhance productivity.
Topics covered during this episode include:
- How generational differences impact cold calling strategies in B2B sales.
- Why younger sales reps face psychological barriers with direct phone interactions.
- A cold call experiment to demonstrate the effectiveness of modern techniques.
- How building genuine trust is crucial in cold calling and sales.
- Why moving beyond scripts and sales jargon fosters better communication with prospects.
- How pre-established contacts can give an edge in competitive bidding scenarios.
- Why maintaining a monosystematic list of callable numbers enhances cold calling efficiency.
- Why key metrics like connect rates and conversion rates are essential for success.
- How having a script helps maintain a linear progression during calls.
- Why asking specific questions about a prospect's business can reduce cold call anxiety.
- How engaging in purpose-driven, business-centric conversations can improve call effectiveness.
- Why following up and maintaining communication builds long-term trust.
- How modern technology can aid in making cold calling less daunting and more productive.
- Why shifting from an impersonal advertising approach to a business conversation is effective.
- How reducing pressure and focusing on booking follow-up conversations can lead to better outcomes.
- Why organizing contacts and using technology are critical steps in a structured cold calling process.
Kevin Hopp on LinkedIn: https://www.linkedin.com/in/khopp/
