The Jonathan Darling Podcast

In this episode of What The Sell?, we dive deep into the world of cold calling, uncovering the reasons why it's still relevant in today's sales landscape—and why most people are doing it wrong. Here's what you can expect in this episode: Cold Calling Isn't Dead: Contrary to popular belief, cold calling is still a viable strategy in B2B sales. Studies show that 69% of B2B buyers accept cold calls, and 82% of meetings can result after a series of interactions starting with cold outreach. The problem isn't cold calling itself—it's how it's being executed. The Bad: Low Success Rates Are Due to Poor Execution: Only 2% of cold calls result in meetings. This low number is attributed to sales reps not being adequately prepared, using outdated scripts, and failing to personalize their outreach. Most sales reps are unaware of optimal calling times and pitch personalization, contributing to the poor success rates. The Ugly: Why Traditional Cold Calling Processes Fail: Over 41% of sales reps still follow rigid, generic scripts that don't connect with prospects. This outdated approach frustrates potential buyers and leads to missed opportunities. Another reason for failure is the lack of persistence. Most sales reps don't follow up enough, even though most sales happen after the fifth contact. The Solution: How to Make Cold Calling Work Today: Timing Matters: The best times to cold call are between 10-11 a.m. or 4-5 p.m., especially on Wednesdays and Thursdays. Personalization is Key: Tailoring your pitch to address specific pain points of the prospect is crucial for making a real connection. Training and Adaptability: Modern sales training should focus on active listening, asking the right questions, and engaging in genuine conversations—not just closing the sale. Actionable Takeaways: Sales teams need to revamp their cold calling strategies by focusing on personalization, persistence, and creating value in every interaction. Train your team to understand customer pain points, research before reaching out, and avoid relying on scripted pitches. Studies on cold calling effectiveness Research on optimal cold calling times Join us as we explore how to take cold calling from an outdated practice to a modern, effective sales technique that drives real results. Tune in now! Key Points Covered:Resources Mentioned: --- Support this podcast: https://podcasters.spotify.com/pod/show/whatthesell/support

The sales landscape is constantly changing, but one thing will always remain the same... the need to acquire new customers. In this episode, I give you 4 tips on how to use text messages, snail mail and more. These tips will help you elevate the experience you're creating for your prospects, build familiarity and help create meaningful conversations. Happy Selling! --- Support this podcast: https://podcasters.spotify.com/pod/show/whatthesell/support

Curiosity didn't kill the sales professional...the lack of curiosity did. In this episode I talk about the power of curiosity and the importance of asking great questions. You'll learn why asking questions is so important, how to ask better questions and get some tips to help you continue to move your potential customers through the selling process. --- Support this podcast: https://podcasters.spotify.com/pod/show/whatthesell/support

In this eye-opening episode of "What The Sell," we delve into one of the most contentious aspects of sales— cold calling. Join us as we explore whether cold calling is a necessary sales tool or an unwelcome intrusion. We'll discuss how to balance effectiveness with respect for privacy, share modern strategies to make cold calling more palatable, and provide actionable steps to refine your approach. Whether you're a seasoned sales professional or new to the field, this episode will equip you with the insights to cold call more effectively and successfully, ensuring you respect your prospects while also driving results. Tune in to transform your sales technique and build better customer relationships! --- Support this podcast: https://podcasters.spotify.com/pod/show/whatthesell/support

This episode is a re-publication from The Good News Podcast where I interview Dave Sanderson. Dave Sanderson is one of the top 100 leadership speakers in the country and a survivor of The Miracle on the Hudson. I hope you enjoy!!! --- Support this podcast: https://podcasters.spotify.com/pod/show/jonathan-darling9/support

Part 2. Thom retired after 23 years as a Navy SEAL where he served with distinguished valor earning the Silver Star, Bronze Star with Valor, Army Commendation with Valor and 2 Combat Action Medals. He was also hand selected to serve as Officer In Charge of the famed SEAL Sniper course. After his career, Thom wrote the bestselling book, “Unbreakable: A Navy Seal's Way of Life” and his latest release, “Three Simple Things: Leading During Chaos.” I met Thom after reading "Unbreakable" and deciding to take Thom's 24hr Challenge and going to walk with him for 24 straight hours. I wasn't honoring my word. I was a quitter. I never followed through. During the 24hr hour challenge, my life changed. I hope you enjoy. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Thom retired after 23 years as a Navy SEAL where he served with distinguished valor earning the Silver Star, Bronze Star with Valor, Army Commendation with Valor and 2 Combat Action Medals. He was also hand selected to serve as Officer In Charge of the famed SEAL Sniper course. After his career, Thom wrote the bestselling book, “Unbreakable: A Navy Seal's Way of Life” and his latest release, “Three Simple Things: Leading During Chaos.” I met Thom after reading "Unbreakable" and deciding to take Thom's 24hr Challenge and going to walk with him for 24 straight hours. I wasn't honoring my word. I was a quitter. I never followed through. During the 24hr hour challenge, my life changed. You'll get to hear the conversation tomorrow along with so much wisdom from Thom. I hope you enjoy. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Sitting on a park bench in New York City, saying the exact same sentence I had been saying the last 5 years, I realized something. "One day Derring and I will have a place of our own here." I don't have what I want because I'm not making the investments needed to get the returns I'm looking for. It was right then, in that moment, I realized that it was all up to me. Getting what I want out of life is really that simple. I didn't say easy.... but it really is that simple. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

I was sitting in the sauna and felt this pill from God telling me I needed to pray for this guy who was sitting in there with me. I was terrified. I tried leaving and walked out of the sauna. But then I couldn't leave. I knew what I needed to do. What God wanted me to do. So I sucked it up and walked back in. God will always put you in a position to Be Love. Are you willing to overcome the fear of being weird, or being reject or feeling like you aren't good enough to Be Love to his children? The world needs you to Be Love. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Welcome to the Re-Launch!!!! Today we get so paralyzed by perfection. We fear making mistakes. This fear keeps us anchored in place. Mistakes happen! That's how you learn and move forward! Let's not worry about perfection! Let's focus on our EFFORT! --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Listening to the Rich Roll podcast with special guest, James "The Iron Cowboy" Lawrence, I was inspired by a story of a young man who wanted to run with James.   Jacob, a five year old boy, really wanted to run a 5k with James.  So they gave him an opportunity.  After the 5k was done however, the little boy stated that if James isn't done, I'm not done.  This kid ended up making it 20 miles.   I was inspired. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Having a great day is a choice. It really is. In this super short episode, I give you the 3 tips that I use to ensure that I'm going to have a great day. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Have you ever made a decision..... that in the moment seemed like an incredible idea, but in reality was the absolute worst? We often have these moments during times we are only thinking about what we want most in a moment and not considering if it's great for us, or the people around us long term. When I was 3 years old..... I made a decision that stunk. Literally. Yesterday... I made another one. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Some days are harder than others. If we are honest, some days completely and totally suck. There are days where we feel like we aren't going to make it. That there isn't a light at the end of the tunnel and we are forever stuck. We've all felt that. Experienced it. Do you want to know something? You're still here. You made it. You survived. And you will again. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

What do Mother Teresa and Sir Isaac Newton have in common? Well, Mother Teresa understood the importance of Newton's law, not just in the realm of moving an object, but moving people. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Motivation is a liar. It is. It will come and go, just like the waves of the sea. Motivation is based on feelings. And the truth is that our feelings can sometimes lie. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Have you ever made a snap judgement about someone? Has that snap judgement ever been wrong? What if what we initially thought about someone, or something, or even a situation was completely and totally wrong? --- Support this podcast: https://anchor.fm/jonathan-darling9/support

In this episode, I'm going to share with you a story from when I was cold calling a wood flooring manufacturer and how Jeff the security guard would always stand in my way.... until he didn't. Have you ever wanted to pick up a new customer but constantly hit roadblocks? Well.... That was me and Jeff, well Jeff was the roadblock. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

My heart breaks for Uvalde, Texas. I got to take my daughter out of school yesterday, taking her on a Daddy/Daughter date. We ate burgers, played video games and had incredible conversations. Little did I know that in Texas, there are dads who were experiencing a tragedy that would never allow them to do that with their kids ever again. I'm frustrated. I'm angry. I had to share my thoughts. The main take-away.... We need to stop fighting so hard to be right. We need to fight to be relational. It's not our ideas or differences that separate and create division among us. It's our inability to deploy empathy. To truly want to listen and understand the views of others. How their lives, experiences and upbringing have shaped their thoughts and views. James 1:19-21 "Lead with your ears, follow up with your tongue." (The Message Translation) --- Support this podcast: https://anchor.fm/jonathan-darling9/support

How do I know that LEADERSHIP IS LOVE? If you replaced the word love with leadership…., would this passage still hold true? “Love is patient and kind. It refuses to be jealous when blessing comes to someone else. Love does not brag about one's achievements nor inflate its own importance. Love does not selfishly seek its own honor. Love is not easily irritated or quick to take offense. Love joyfully celebrates honesty and finds no delight in what is wrong. Love bears all things, believes all things, hopes all things. Love never gives up.” ‭‭1 Corinthians‬ ‭13:4-7‬ ‭ ___________________________ A few years ago, I wrote an article stating that leadership is love and wow, I had a lot of pushback. But I still believe it with my whole heart! The Bible verse above is the definition of love. True love, the action of love, not the “feeling” or “emotion” of love. If you can read the above and for you, it still rings true then you understand.., ❤️ LEADERSHIP IS LOVE ❤️ --- Support this podcast: https://anchor.fm/jonathan-darling9/support

3 months ago I received a text message from a stranger. He told me that my post on Linkedin saved his life. A few days ago, I got a text message from this same man saying he was sorry he disappointed me. What happened? --- Support this podcast: https://anchor.fm/jonathan-darling9/support

I have received a lot of questions as to why I decided to stop drinking. Questions ranging from, "Did I have a problem?", "What happened to make me want to stop?", "Did you decide to be boring?" lol, so I decided to take a moment and just share with you all why I decided that drinking alcohol didn't need to be a part of my life at the moment. "If you don't like the fruit your harvesting....then it's time you plant some different seeds." Dr. Nick Castellano. Dr. Nick spoke these words at the 3rd WarriorOne3 Freedom Weekend which was held in Tennessee, and I knew he was speaking right to me. I didn't like the fruit I was harvesting in certain areas of my life, so I knew it was time to plant some new seeds. Shout out to Nature's CBD Box and the incredible product you have! I have been taking the serum for two weeks now and haven't slept this good in years!! Seriously! I was extremely skeptical of CBD products, but after Nature's CBD Box gifted Will Davis a care box to share with the leaders of WarriorOne3, I tried it for the first time and was blown away. Amazing product. Amazing Company and I look forward to using it as a standard in my personal care moving forward. You can check them out at www.naturescbdbox.com or their IG: @naturescbdbox --- Support this podcast: https://anchor.fm/jonathan-darling9/support

How do you go from a collegiate swimmer, to bodybuilder, to the most photographed fitness model and now entrepreneur? Jeramy shares his journey with us on the podcast. This was such an amazing conversation with so many take aways. I hope you enjoy. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

In 2009 a Craigslist ad absolutely changed his life. From learning how to sell, to developing the Social Dynamic Selling System, Rylee Meek was on his way to living the good life. But still, something was missing. It wasn't until he met his friend and now partner, Steve Weatherford, that Rylee knew what his true calling was. Now Co-Founder of the King's Counsel, Rylee is dedicated to helping people achieve the goals and dreams that were put in their hearts. Join me as I speak with Rylee Meek about sales, truly caring for your customers, chasing your dreams and leveling up your life so that you can leave a true legacy for his children. You can learn more or follow Rylee here: Website: www.ryleemeek.com IG: @theryleemeek Facebook: www.facebook.com/rylee.meek --- Support this podcast: https://anchor.fm/jonathan-darling9/support

At 42 years old, and not playing golf for over a decade, he knew what he was called to do.... chase his dream of becoming a professional golfer. So.... he began. Join me as I talk with my good friend Carlo Navarro about his journey from shooting a 50 his first time out in 8th grade, using only a 3 iron and a putter, to navigating the world of The Startup Life, to now following his heart and chasing his dream to become a professional golfer while sharing the love of the game with his kids. We talk about God's plan, chasing lions and becoming who you were ultimately created to be. Instagram: https://www.instagram.com/carlo.golf/ website: https://carlonavarro.com/ --- Support this podcast: https://anchor.fm/jonathan-darling9/support

Greatness is not just about talent, gifts, skills and knowledge. Greatness takes something a little bit more. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

What can marriage coaching teach you about how to connect with your team? I'll tell you! --- Support this podcast: https://anchor.fm/jonathan-darling9/support

What type of experience are you creating for your customers? Even more, what type of experience are you creating for your employees? --- Support this podcast: https://anchor.fm/jonathan-darling9/support

There are times that I believe we are being tested. We are seeing if what our mouths speak, are backed up by our actions. The question is, when that time comes.... are we going to do the minimum..... or are we willing to go all out? --- Support this podcast: https://anchor.fm/jonathan-darling9/support

This is a story of when my life changed. This is a story of when I went and walked for 24hrs with a Navy Seal. --- Support this podcast: https://anchor.fm/jonathan-darling9/support

I've wanted to start a podcast for quite some time, but I have always convinced myself that I wasn't ready, I wasn't good enough, I didn't know what I was doing. It kept me from starting. I could write, make videos, post inspirational sayings, but for some reason, recording my thoughts podcast style paralyzed me with fear. I wanted to be at a certain level first, then I would start. All that was doing was keeping me from doing what I love most... inspiring and impacting the lives of others by sharing who I truly am. Through the support of some good friends, today we begin. It's not perfect, but the journey of a thousand miles begins with a single step. I look forward to sharing my heart with you. I look forward to having incredible conversations with amazing people, who are impacting their families, communities, companies and world. I can't wait to share inspiring stories of people stepping out and chasing their dreams. But first..... Let me take my first step. --- Support this podcast: https://anchor.fm/jonathan-darling9/support