Cold Calling Coaching Tips
- by Elay Cohen
- October 2, 2019
- Sales Coaching
SalesHood - Sales Enablement Platform
Picking up the phone and cold calling prospects you’re trying to sell to and build relationships with works like magic. As an executive buyer, I don’t always pick up the phone, but when I do I love it when the person calling me is prepared, articulate and respectful of my time.
A few mornings ago, on my walk to work, I got a cold call from a sales development representative. I didn’t know the number but I looked on my phone and decided to answer it.
Hello. In one sentence the salesperson introduced herself and her company to me and asked for a few minutes of my time. The call started off well. I was still walking and now listening and engaged.
Since I love hearing company and product pitches, I asked the salesperson to give me her pitch. She did without hesitation. The pitch was tight. I asked a few clarifying questions. Looking back, I’m sure the questions I asked were frequently asked questions.
I asked: Does your product it integrate with…? She answered it well.
Then I asked: How would I use it as CEO? She gave me another good answer.
Then I asked: How much does it cost? She explained the pricing simply and clearly.
She got my attention and I was impressed. She moved the needle on the deal and the relationship. This gives hope to all cold callers out there that they can reach decision makers over the phone.
Calling works. Picking up the phone and calling executives at all levels works. Be respectful of their time. Be ready to answer questions. Practice your pitch. Know it cold. Know your frequently asked questions. Get comfortable and confident with your pitch and answers to common questions.
Cold calling is hard. The truth is, salespeople who make cold calls are interrupting their prospects and their calls are not immediately welcome.
Here are some ways to motivate your teams and coach your teams pick up the phone and call prospects. We have based this list on what we see in the industry and what’s worked well for us at SalesHood too.
Do cold call coaching at scale with SalesHood. You can request a demonstration and start sharing your content and coaching tips to your teams today. Click to request a demonstration.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.