The Sales Career Podcast

In this episode, Ryan concentrates on executing two distinct campaigns for Superhuman, while Kevin focuses on reaching out to sales leaders. One campaign centers around standard outbound call services, while the other is geared toward closed lost leads within the automation and robotics sector.During one of their conversations, Kevin manages to obtain two additional phone numbers, prompting discussions on the best approach for subsequent contact. In another scenario, Ryan follows up with a lead who had previously shown disinterest and was preparing for a flight. He initiates the conversation by inquiring about the trip and transitions into discussing the prospect's business needs. Meanwhile, in another call, Ryan successfully reaches the company's accountant and secures a lead to the sales department. Kevin underscores the importance of waiting on hold only when it leads to a connection with a more relevant contact if the prospect is well-informed about their schedule.Ryan then engages with a client facing overcapacity issues. He inquires about the client's market and client type, although it remains undisclosed. Despite this, Ryan receives positive feedback yet regrets forgetting to request referrals. Both Kevin and Ryan observe the evolving landscape of cold calls, noting a shift towards cold connections via LinkedIn and email in the current B2B landscape. Kevin adopts a double-tap approach in one of the calls. He underscores the importance of avoiding assumptions about negative reasons for missed calls and emphasizes the need to put oneself in the prospect's shoes. At the same time, he advises against excessive follow-ups, which can become counterproductive.In one of his attempts, Ryan encounters voicemail but remains persistent, continuing with his pitch and attempting to schedule a callback. Kevin recommends placing greater emphasis on live calls and mentions the uncertain legality of ringless voicemails, which should be verified before use. Additionally, they highlight the importance of avoiding text messaging when reaching out to B2B contacts.Throughout these cold call scenarios, Kevin and Ryan offer insights into various engagement strategies. They emphasize the need for thoughtful and professional interactions, persistence, adaptability, and the significance of building rapport to understand how to provide value to prospects by navigating their company structure to find the correct contacts. Ryan: "I did not ask for a referral as the prospect was a gate-keeper. I still kept going on with the call because the prospect did ask some questions and usually that is an indication. If the seemingly gate-keeper is asking questions, you should consider: what does that typically say about their knowledge or insight of what is going on in the business? You should figure out their competence even if they are in a receptionist or secretary position, you must understand if they have an insight of where the problems lie within the business."Timestamps: [00:00:52] Introduction about Ryan[00:18:24] Generating leads from empty prospects[00:21:39] Adjusting to the prospect's needs and pivoting[00:30:03] Turning rejection into referrals [00:37:37] Reading and understanding gate-keepers[00:44:25] Adapting and building on unresponsive prospects [00:44:50] Remain prepared to be called back[00:49:00] The use of double taps and triple tapsConnect and learn more about Ryan through this link:LinkedIn: https://www.linkedin.com/in/ryanpereusConnect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Today's episode of Hopp on Calls welcomes James Buckley. James is a dedicated professional in the field of sales, known for hosting shows as well as public and private events with Sell Better. He is focused on creating content that enhances the sales profession, with the goal to empower salespeople worldwide in order to help them excel and exceed their quotas. With a community of thousands of members, James and his team provide valuable insights and tactics to help sales reps navigate challenges and bring their sales game to the next level.  In this episode of Hopp on Calls, James and Kevin explore different approaches to cold calling and engaging with leads. James shifts his focus from sales leaders to demand professionals, adopting a unique technique called "the survey script" for his calls. Kevin, on the other hand, continues to engage with sales personas. Kevin's first call leads to an unexpected but engaging conversation with someone on maternity leave. He takes the opportunity to build rapport by discussing their shared experiences as parents and plans to follow up in two months. James, in his first call, delves into questions about lead scoring, lead follow-up, and the focus of the sales team. He successfully sets up a follow-up meeting using the survey script technique. Kevin's second call takes an empathetic turn when he discovers that the lead has been laid off. He offers to connect on LinkedIn and provide value beyond his services by connecting the prospect to potential employers.James suggests using social media, like LinkedIn, to follow up with unresponsive leads, while Kevin believes in persistently following up with cold calls. The conversation also touches on the importance of tonality and adaptability in cold calling. Kevin mentions an SDR with a flat tone but excellent personal alignment, highlighting the importance of understanding the target audience. James: "We have something new to offer for demand individuals. I am going to be calling a marketing persona, it is going to be primarily demand folks. The whole idea is going to be that I am going to try a new technique that I learned from Ryan Perris, and he talked to me about the survey script. The idea is that I am going to call demand folks and open up by asking if they have a moment for a quick survey. I will ask them a few questions that lead them down a path where we talk about what we are doing and why we are doing it. I will then attempt to set up a call with our sponsorship director for the next week or the week after, and I am using this language so that they feel no pressure for a follow up call during the next few days." Timestamps: [00:03:15] Introduction to the survey script technique. [00:10:24] The survey script technique in action. [00:17:45] Providing value beyond the close. [00:23:08] Handling soft brush-offs. [00:29:30] How to keep engaging leads that are unresponsive to cold calls. [00:36:05] Every buyer has an ideal seller. [00:41:15] Calling before and after hours. [00:44:50] Remain prepared to be called back. [00:50:58] The importance of local presence. Connect and learn more about James: LinkedIn: https://www.linkedin.com/in/jamessaywhatsalesbuckley/ |Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Today's episode of Hopp on Calls welcomes Eric Iannello. Eric is an experienced mentor and practitioner of sales, currently most focused on business development and coaching for GTM positions as well as providing SaaS implementation services.Eric kicked off his sales career working as an outbound agent selling gym memberships. Before he embraced sales for the first time, he would gain his first coaching experience by mentoring clients in rehabilitation and personal training for almost 10 years. Currently Eric is focusing on providing private training and coaching for all GTM positions. Eric's current position is VP of Business Development at The Sales Collective and he is also an involved member of RevGenius.The conversation underscores the significance of having a structured approach to cold calls, leveraging personal connections, and adapting to different situations to achieve successful outcomes in sales.In this sales conversation the difference between the art and science of cold calling is touched upon. Kevin emphasizes the need for a structured approach to cold calls and suggests using a script as a handrail to guide the conversation. The metaphor of a handrail on stairs helps illustrate the importance of having a process to get from the beginning of a call to its desired outcome. Eric is more partial to the adaptive conversation style during cold calling. While he values the use of guidelines and scripts, he believes these are more fit for newcomers in cold calling. The different perception of the cold calling approach leads to valuable insights from both participant's perspectives.Eric leads his calls by emphasizing his expertise in assisting companies with improving their outbound sales processes and generating leads. He mentions his specialization in implementing processes rather than just coaching, and his selling point is the ability to refine outbound structures, inbound processes, and the top-of-funnel approach.Eric: "The necessity of using a script for an outbound agent depends on comfort level and their ability to have a conversation. If they are able to spark up a conversation at a bar with a total stranger, I guarantee that they can rinse and repeat the same process on a phone call. If they are a bit gun shy and need a bit of assistance, then they might need guidelines. I find better success when I don't have guidelines, expectations and lined up processes. I get better conversations and deal structures this way." Timestamps: [00:04:48] The false negative impression.[00:11:17] Letting go of the ego.[00:19:25] Raw cold calling experience.[00:24:00] The way of the dialler.  [00:26:35] Setting up a demo call live.[00:41:39] The magic line of conversation flows.[00:44:40] Using a handrail to close calls.[00:50:00] Science of sales.[00:57:06] Becoming a SaaS killer on the phone.Connect and learn more about Eric through this link:LinkedIn: https://www.linkedin.com/in/eric-iannello/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Today's episode of Hopp on Calls welcomes Antoine Marsden. Antoine is a seasoned practitioner within the world of sales with an extensive background in outbound sales. Having started off his career as a sales rep, Antoine has amassed experience spanning over 18 years in various sectors. The guest is the founder of OutboundWorx, an agency focused on outbound sales betterment and improving GTM strategies.In this episode, the trifecta of success is emphasized: people, process, and technology. The cornerstones of this approach are effective training, well-defined processes, and technology integrations. Technology, in particular, is highlighted as a crucial tool to enhance productivity, likening outbound sales without integrated tools to manually pushing stones compared to an automation-assisted approach. The significance of contextual conversations and building rapport is also underlined in this episode. Conversations that resonate with prospects should be reactive, yet they should still be crafted with the aid of contextual scripts. The goal of this approach is to build genuine conversations in which the SDR is able to adapt to objections.This episode's conversation also stresses the importance of gaining experience through countless calls as the key to mastering cold calling. Additionally, the concept of "false negatives" is also introduced, diving deeper into how to pitch prospects that aren't prepared for a full on conversation. Kevin: "Learn to cold call in a way that you would like to be called and approach your leads in a manner that you would actually respond to as well. If most outbound SDRs would adopt this approach to all of their outbound communication, it would impact the way that most people are communicating via direct messages, emails and even larger scale campaigns."Timestamps:[00:06:55] The golden rule of outbound.[00:15:25] Building rapport through callbacks.[00:22:50] Getting at-ease in cold calling.[00:28:35] Everyone has your number.[00:34:10] Acknowledge when to stop speaking.[00:39:20] Call early and call often. [00:49:10] Outbound conversation flow.[00:52:07] The "false negative pitch approach.[00:54:25] Process structure for the follow-up strategy.Connect and learn more about Antoine through this link:LinkedIn: https://www.linkedin.com/in/antoinemarsden/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Todays episode of Hopp on Calls welcomes Jordan Crawford, Founder of Blueprint. Jordan and Kevin discuss the importance of a strong intro and how it can set the tone for a successful cold call. Jordan shares his idea of incorporating hype videos into cold calling to make it more engaging. Jordan talks about the mission of Blueprint, which aims to solve the challenge of accessing the same data in sales. A big theme discussed in this episode is how to correctly measure the efforts of your outbound sales team. While it's easy to rely on activity metrics to gauge the productivity of your team, it's really not an effective way to look at your teams performance. Instead, focus on the metrics that matter - like connection rates, elaborate conversation, and of course - high quality meetings booked.HIGHLIGHTS:[00:02:03] Blueprint's approach to outbound.[00:04:30] Sorting market by more pain.[00:08:01] Putting people in better positions.[00:13:05] Kevin's name popularity.[00:16:47] The importance of warm leads.[00:18:33] Mindset of abundance in sales.[00:22:00] Automating go-to-market strategy.[00:26:43] Phone call engagement strategies.[00:30:08] Blocked phone numbers.[00:33:27] Metricizing cold call success.[00:36:00] Completions and productivity.[00:40:59] Sales development and outbound strategies.[00:43:07] Cold calling in job descriptions.[00:46:34] Three types of target audiences.[00:49:10] Everyone loves to buy.[00:52:09] Cold calling and niche markets.[00:57:27] Why them? Why now?Connect and learn more about Jordan through this link:LinkedIn: https://www.linkedin.com/in/jordancrawford/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

In this episode of The Call Guys Podcast, Jacob Tuwiner, a sales development representative at ServiceBell, discusses his cold calling experiences and strategies. Jacob shares his insights on the importance of having a strong sales process. They also share the benefits of using tools like Connect and Sell for live conversations. He also provides tips on how to handle objections and navigate challenging sales calls. Throughout the episode, Jacob demonstrates his cold calling skills by making live calls and booking meetings with potential clients.Key Takeaways:Having a strong sales process is crucial for building a high-performing outbound sales team.Using tools like Connect and Sell can significantly increase the number of live conversations with prospects.Asking a prequalification question early in the call can help filter out prospects who are not a good fit.Being biased towards action and not getting too caught up in the research can lead to more productive cold calls.It's important to be adaptable and willing to pivot the conversation based on the prospect's responses.Quotes:"Teams that use Connect and Sell average five to ten times more live conversations every day with their prospects." - Kevin Hopp"The more time you put into your process, you will see it net out in your conversion rate." - Kevin Hopp"If they say no and you do absolutely no work with folks who don't use HubSpot, then throw it in there." - Ronen Pessar"I'm a cold call trainer. I take teams and transform them into cold call ninjas." - Ronen PessarConnect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101:

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar are joined by Jacob Tuwiner, a sales development representative at ServiceBell, to discuss the art of cold calling and share their experiences and strategies for successful sales development. They emphasize the importance of tonality, friendliness, and confidence in cold calling. Jacob shares his approach to cold calling sales leaders and highlights the importance of having a good list. The hosts also discuss the different types of objections and how to handle them effectively. They provide insights into the mindset and techniques of successful cold callers.KEY TAKEAWAYS:Confidence and tonality are key factors in successful cold calling.Having a good list is crucial for effective cold calling.Brush-off objections should be addressed differently from real business objections.Having fun with cold calls and maintaining a positive attitude can lead to better results.HIGHLIGHT QUOTES"Your list is your strategy." - Jacob Tuwiner"Most communication is vocal, meaning tonality, not verbal." - Jacob Tuwiner"The number one limiting factor of cold call success is you and your mind." - Jacob Tuwiner"Brush-off objections are objections to the fact that you called, not what you said." - Ronen Pessar"Confidence comes from being in a good headspace and having fun with the calls." - Jacob Tuwiner Connect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:

Trent Dressel is a sales professional and YouTuber known for his expertise in cold calling and sales development. He started his tech sales career in 2018 and quickly rose through the ranks, eventually generating $1.54 million in recurring revenue in his first nine quarters as an account executive. Trent now shares his knowledge and experience through his YouTube channel, where he provides valuable insights and tips for sales professionals.In this episode of The Call Guys, hosts Kevin Hopp and Ronen Pessar are joined by Trent to share his journey from being a low-performing sales development representative (SDR) to becoming a successful account executive. He emphasizes the importance of volume in sales and the need to make a high number of outbound calls to achieve success. Trent also discusses the benefits of working at a larger, more established company and the value of loyalty in one's career. He provides practical advice on how to approach cold calling, including the importance of understanding your ideal customer profile and buyer personas. Trent also challenges the common belief that extensive research is necessary before making a call and shares his strategy for maximizing productivity and results. HIGHLIGHTS QUOTES“If you can get in close to 7:30 and start calling right around that 7:45-ish time frame, you just gotta come in and not look at your email, pull up your outreach and start making calls to start your day.” - Trent Dressel“Not all objections are worth overcoming, but we're not here to sell you anything. We're not trying to change anything. I just want to see if I can help and I can't do that if we don't meet, let's just meet.” - Trent Dressel“You're not just calling to call it, if they say, 'Hey, you got to go generate five meetings a month, X amount of pipeline, make all these calls,' you got to make sure those inputs will yield the best results possible.” - Trent DresselFind more about Trent Dressel:LinkedIn: https://www.linkedin.com/in/trentdressel/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101/

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, the focus is on sales development and building high-performing outbound sales teams. The hosts share their expertise and discuss the importance of cold calling, leveraging channel and partner relationships, and the art of sales conversations. They emphasize the significance of social selling and having a strong presence on LinkedIn. The episode concludes with valuable lessons and takeaways for successful cold calls. The podcast is sponsored by Connect And Sell, a sales acceleration platform.HIGHLIGHT QUOTESThe Power of Sales Conversations. “Cold calling is really about sales conversations. It's dynamic and not just about saying, 'Hi, I sell. Do you want to buy?' It's actually about having that conversation and going back and forth, trying to understand people's businesses.” - Kevin HoppStarting with the Warmest Channel. “When it comes to the multi-channel approach, start with the warmest channel possible. If you've got a channel where you know the person engages, answers their phone, and responds to emails, that's where you want to start.” - Ronen PessarConnect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, they discuss sales development and the art and science of building high-performing outbound sales teams. They introduce their sponsor, Connect Sell, a platform that enables teams to have more live conversations with prospects. Kevin and Ronen talk about their upcoming cold calls and the types of individuals they will be reaching out to. They also discuss their cold calling bootcamp, a live training program aimed at improving cold calling skills and generating more conversations. The hosts share their personal experiences and insights from their years of cold calling. HIGHLIGHT QUOTESThe Importance of Follow-up and Consistency - Kevin Hopp: “One of the number one problems in sales is that salespeople forget to follow up. It's the simplest thing. Consistency is key. If you're going to try to really get in touch with somebody and have a conversation with them, you have to follow up. You have to call them multiple times over multiple days.”The Three-Tiered Tech Process for Cold Calling - Ronen Pessar: “The process really comes down to three things. We can whiteboard this out a little bit... So this three-tiered layer cake that we're looking at on the board, the bottom is your CRM... In the middle, we do recommend you have a sales engagement platform, SCP... But then on top of it, you put Connect and Sell, which is our dialing solution to take actions to the people inside of our sales engagement platform.” Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

In this episode of the Call Guys Podcast, Kevin Hopp and Ronan Pissar are joined by Scott Leese, a renowned sales consultant and former VP of sales, CEO & Founder of Scott Leese Consulting. Scott shares his powerful journey, overcoming health challenges and finding success in sales. He emphasizes the importance of perseverance and work ethic, drawing inspiration from his own experiences. Scott advises listeners to take bigger swings, network early on, and diversify income streams for long-term wealth creation. He highlights the need to vet opportunities, considering factors such as the product's necessity, the leader's credibility, and customer feedback. HIGHLIGHTS QUOTESI want to be feeling productive and that production can take a lot of different forms - Scott: “And if I make a dollar today, I want to figure out how to make $2 tomorrow. I'm just kind of wired that way, you know? Um, but I certainly think that all of that got dialed all the way up to 10 because of my health, you know, stuff and the perspective that it gave me.”Learning from Mistakes and Taking Control of Your Career - Scott: “I made a million mistakes... I would have taken a couple of bigger swings... started networking a lot sooner... and started diversifying my income, my streams of income a little sooner.” Find more about Scott Leese:LinkedIn: https://www.linkedin.com/in/scottleese/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101/

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Jack Knight, who leads SDR BDR teams at Fourth and is a founder of CallBlitz.They cover various aspects of sales, including cold calling, objections, understanding prospects' needs, and overcoming pain points in different industries. The hosts provide insights and strategies for effective communication and share real-life examples from cold calls made to cloud bolt and restaurant owners. The importance of consistency, active listening, and continuous improvement is emphasized throughout the episode. The show is sponsored by Connect and Sell, a platform that enables teams to have more live conversations with prospects. HIGHLIGHT QUOTES Slowing down, having a plan, and continuously improving. - Jack:  “I think one of the things that really separates the way that we teach conversations is the ability to keep the conversation going and not just kind of bowing out at the first “no” or the first “I'm not the right person”. I hope that everybody takes that away as something that they can work on. We had a few things we talked about. I think number one was slowing down. Number two is having a plan. Three is probably working on your lists.” More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Find more about Jack Knight:LinkedIn: https://www.linkedin.com/in/dontdialalone/Website: https://callblitz.com/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast, Kevin and Ronen welcomes Jack Knight, who leads SDR BDR teams at Fourth and discusses his project called CallBlitz. They talk about the challenges of cold calling in the hospitality space and highlight the importance of clean data and smart dispositions. They also mention their sponsor, Connect and Sell, and its benefits for increasing live conversations. Throughout the episode, they share insights from live cold calls and emphasize the goal of starting conversations with potential clients. HIGHLIGHT QUOTES Over exaggeration makes them give you a real answer - Jack:  “I like what you said about a hundred percent though, you, you were like, so a hundred percent of your pipeline is coming from these channel partners. I think that over exaggeration resonates really well with the prospect where they'll come back. And because it was an exaggeration, they'll give you the real answer behind that.” More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Find more about Jack Knight:LinkedIn: https://www.linkedin.com/in/dontdialalone/Website: https://callblitz.com/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101: https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Richard Harris, the CRO and Founder of Inside Sales Expert, discusses the tried and true ways to generate pipelines and what "fishing where the fish are" truly means.Richard also discusses the importance and overall impact of having a brand, not just for the company itself but even for each individual sales rep to take hold of their own branding. Even more relevant today, he talks about AI and how it's going to affect sales in the coming years. HIGHLIGHT QUOTESEvery rep needs to have a brand and a presence in sales these days - Richard: " I think that's the challenge that companies don't understand is that you need your reps to have a brand. And they have multiple brands, they have the brand of you as a company, they have the brand of themselves as a rep, the content that they should be writing, if they're writing is content related to their career. Yes, they're gonna get hired away don't pretend like they won't. And maybe some content related to being an expert in the field of what your company does." Find more about Richard Harris:LinkedIn: https://www.linkedin.com/in/rharris415/ Connect with The Call Guys:Kevin Hopp | Ronen Pessarhttps://www.linkedin.com/in/khopp/https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101. 

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Chet Lovegren, the Founder of The Sales Doctor. While waiting for calls to go through, they talk about double dials, when is the best time to cold call, and crafting personalized messages after a call when you have to reach another person from the same company.HIGHLIGHT QUOTESWhy your connect rates are higher at a certain time - Chet: "It's all causation and effect. It's because you're making the most cold calls in that time period. When we had tools that we could look at that, that was exactly the same I go "Wow, we have a 14% connect rate at this time." And then "Oh, look we made 5 times as many cold calls in that hour than we do any time of the day.More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/Find more about Chet Lovegren:LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101 

On today's episode of The Call Guys Podcast, Chet Lovegren, the Founder of The Sales Doctor, joins our host duo to jump on calls. They catch a few prospects and eventually end up at a learning point on what to do during the first 10-15 seconds of the call and you get met with an objection.HIGHLIGHT QUOTESYou can always weave through the first rejection - Ronen: "Sometimes they'll give you a little bit of window to just get in there and just to ask an additional question or pitch a little bit. People are legitimately busy but typically any objection you hear in the first 10-15 seconds is a brush-off objection. Brush-off objections are the kind of objections that we get usually because of how we sound."Find more about Chet Lovegren:LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101 

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Kevin "KG" Gaither, the CRO and Founder of Inside Sales Expert, discusses how the landscape of sales and sales development has been changing over time.Kevin talks about utilizing tools in order to do more with less. He shares how sales development is going to change now that we have more and more access to innovation and tools like AI to enhance the whole sales process. More importantly, he mentions not hiring just anybody thinking that AI tools are going to instantly make them better as well. HIGHLIGHT QUOTESDon't pretend you know everything - KG: "I think one of the biggest learning lessons that young sales leaders need to remember is that you don't have all the answers and one of your main goals should be to try and hire people that are better than yourselves. Hire better salespeople than you and hire better sales leaders."Using tools to make SDRs better - KG: "Did I hire SDRs? Because they're so great at writing emails. The answer is no. Can I use a tool like ChatGPT or AI or Bard, or whatever? Can I use that tool to put an Iron Man super suit, around the SDR as I've talked about that concept on several other platforms? That's how I view AI."Find more about Kevin Gaither:LinkedIn: https://www.linkedin.com/in/kevingaither/Inside Sales Expert: https://www.insidesalesexpert.com/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101 

On this episode of The Call Guys Podcast, Shane Mahi is back on the show to continue his conversation with Kevin and Ronen on conveying authority with one's tone. Shane also explains how you can turn on your confidence before doing calls and understanding that you just have to show up and get the job done. HIGHLIGHT QUOTESRealize that others are not much more important than you so be confidentShane: "Every single opportunity you have on the phone you have to capitalize on it especially if you're getting paid for it. So why let somebody undermine you or treat you any less than what you believe you are? Be the best at what you can be, show up, and get the job done. " Breaking down the tone  Ronen: "People who have authority speak with normal volume. They don't have to have a high pitch like they're nervous or concerned. If you break down what the tones is, slower and the actual volume of it is lower. And the slow and low is a great combo to come off as confident. Slow the pace down and lower the volume" Get in touch with Shane:LinkedIn Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

On this episode of The Call Guys Podcast, we welcome back Shane Mahi, an investor, and advisor to private equity firms who has sold 2 businesses. Today, Kevin and Shane go head-to-head and connect with various prospects, some being more receptive than others. Shane also explains how to recon using a cold call and his game plan after getting a solid referral from the prospect.HIGHLIGHT QUOTESRecon on a cold call and get a referral from a prospect Shane: "I'll hit up David, I'll say I know there's a number of things floating around the organization around expansion, and let's have a chat. Let's have a chat, I think I have some good ideas to help you grow."Data in your lists can be unreliable in a matter of weeks or monthsRonen: "What do they say, there's like 50% drop off in your data after how many months? Like 6 months? There's some crazy statistics. It turns over so fast, and now currently with the climate is turning over faster."Get in touch with Shane:LinkedInConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Jed Mahrle, the Head of Outbound Sales at Mailshake, dives deep into cold emailing. Understanding the persona you are reaching out to is critical so you can "talk the talk" of your prospects.Jed shares their strategy which involves prioritizing the hottest leads who open their emails and messages the most and engaging them in phone outreach after. He also gives quick tips so your emails don't land as spam and other ways to improve overall deliverability.HIGHLIGHT QUOTESA good email focuses on only one problem in a sequence - Kevin: "If you want to have a good sequence, because it's obviously not just about one cold email, nobody really books a meeting off of one singular cold email and no other activities around it.""You have to break it down so that each email only focuses on one specific product or feature. And then that allows you to have a relevant sequence because you can focus on a new problem, a new feature for the rest of the sequence."Tips to increase email deliverability - Jed: "HubSpot has a really good article on this of like 400 words you should remove in your sequences. If you do that, immediately you should see your open rates go up a good amount. Another one is using a domain warming tool, so there's a lot of them out there.""But you can basically increase the engagement going on your email to make it look like to Gmail and Outlook that you have a better reputation, and as a result, you'll land in more inboxes. Removing links from your signature."Find more about Jed:LinkedIn | SubstackConnect with The Call Guys:Kevin Hopp | Ronen PessarHone the craft of outbound sales at Cold Calling 101.

On this episode of The Call Guys Podcast, we welcome back Eddie Cortez, the Sales Development Manager at Limble CMMS. We hit the phones again and talk about researching lists and personas versus researching individuals.Eddie then suggests making the most of a conversation with a prospect with no business problem by asking them for a pocket referral. He also demonstrates why the double tap is so powerful in a buzzer-beater call!HIGHLIGHT QUOTESA prospect with no business challenge may have a referralEddie: "You could always ask for that pocket referral. Hey, would you happen to know anybody who might be looking to ramping up an outbound team? You never know, especially in SaaS, so many people are connected in a small community, you might get a referral and turning something out of nothing."Research personas, their problems, and the metrics they're scored onEddie: "I don't worry about researching person by person. Start with personas. Work with a couple of titles that you sell to and understand their roles to a certain capacity. What are one or two problems that they typically have in their day-to-day that you can solve with your product?" "What are one or two outcomes that they're judged by, that they're scored on, that could be impacted by the problems that they have? And if you know that, then you can have a relevant conversation."Get in touch with Eddie:LinkedIn | TikTokConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101

On this episode of The Call Guys Podcast, we feature Eddie Cortez, the Sales Development Manager at Limble CMMS. We hit the phones and Eddie demonstrates pro moves in turning objections into compliments. He also shows how to lean into a conversation until the very end and uses a simple and scalable 1 to 10 question on how satisfied the prospect is with their current solution to remain top of mind when the business challenge arises. HIGHLIGHT QUOTESAsk 1 to 10 questions on how happy the prospect is with their solutionEddie: "I have a couple of variations like another one could be 'hey, like, would you say there's room for improvement with your system or is it exceeding your expectations? Most people aren't going to say it's exceeding their expectations, or they're going to say, 'oh, there's always room for improvement.' So a simple 1 to 10 question is typically going to be a bit more scalable for SDRs because it's a real easy question."Handling calls that don't have a business challenge you can solveKevin: "We know we're going to talk to people who that we can't help 3 out of 10 times, what you did there was absolutely textbook to say, look, I don't even recommend we take any next steps right now. You got a 10 out of 10 system, I'm not in the business of making 11s, I'm in the business of turning 6s into 9s, I'm in the business of turning 4s into 10s. So without a business challenge, they're not going to have any need to change."Get in touch with Eddie:LinkedIn | TikTokConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

Welcome to The Call Guys Podcast, a show that aims to elevate the profession of sales development with tips, tricks, and tactics for sales leaders and SDRs. We explore the 20 years of combined cold-calling experience between Kevin Hopp and Ronen Pessar, as they share the 2 services you can look forward to:The 6-month consulting service called SDR in a Box and specialty training on conversation-first prospecting that leverages cold calls. The Call Guys will also alternate between educational episodes with industry leaders and actual and unedited live cold-calling where anything can happen! HIGHLIGHT QUOTESGo from no SDRs to fully-functional outbound with SDR in a BoxKevin: "SDR in a Box is consulting where we're going to help you, in 6 months, go from 0 SDR team to fully-running, productive, high-achieving SDR team."Ronen: "We call it SDR in a Box because it's as if you just went shopping and you're at Walmart or Macy's."The Call Guys will bring in brave guests who will cold call live on the showKevin: "Anything can and does happen. Some crazy stuff happens there. Ronen: "And we're bringing our guests for that as well who are going to call with us, some brave souls who are going to go out to the public and make cold calls in front of people." Connect with The Call Guys:Kevin Hopp | Ronen Pessar

Welcome to The Call Guys Podcast! Today, Gavin DeWitt joins Kevin again for live cold calls and a discussion on using LinkedIn to prospect and get lukewarm calls instead of cold calls. They also talk about the importance of networking because the best jobs get referred to you by YOUR network, so building great relationships should always be top of mind if you are a sales rep. HIGHLIGHT QUOTESUse your tech to make lukewarm calls instead of cold calls - Gavin: "My flow is I have all my people in cadence and when it pulls up, like say their name's next step, my Salesloft is linked to my Sales Nav, so I could post up the profile and I saw he posted like 5 hours ago, so that way it's not even a cold call, it's a lukewarm call."Your network is your net worth - Kevin: "There are not good jobs out there is what I'm trying to say. There are good relationships, there are good relationships to have. And guess what? Those relationships that you have with people and the networking that you do thoughtfully and consciously when you're not looking for a job is how you get a job."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Phone: 417-840-3737Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

Welcome to The Call Guys Podcast with Kevin Hopp and Ronen Pessar, a show that mixes live cold calls with informational and topic-driven discussions on sales development.Gavin DeWitt stands in for Ronen today as he calls HR leaders to help them create strategies to develop their people into impactful leaders. Kevin calls founders and also explains the 2 questions every single person has on a cold call: who are you and why are you calling me?HIGHLIGHT QUOTESAnswer your prospect's 2 questions upfront - Kevin: "It sounds silly but if you really focus on starting your calls and having this be the first thing you cover, understanding that when you give them these answers of who you are, my name's Kevin, I'm with The Call Guys, they're going to go, who? I don't know you, I didn't ask for this call. And then, why are you calling me? Dude, it's a sales call."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

On this episode of Hopp on Calls with Kevin Hopp, we welcome back Ronen Pessar, a 4x SDR leader who is now Kevin's Co-Founder for The Call Guys! Today, they continue reaching out to founders who are looking to build consistent pipelines and get a couple of really good calls.Kevin and Ronen discuss humor on a cold call and why busy founders even pick up cold calls in the first place. They dig into how their own messaging fits into their target market's needs and what else you can expect from The Call Guys!HIGHLIGHT QUOTESUnderstand the reasons why founders pick up cold calls - Ronen: "There's all sorts of reasons like if you have kids and they go to school, you see a number you don't know, you're like, are my kids okay? So you have anxiety brain, and then when someone's like, I'm a cold caller, you get angry because you're like, hey, I was just concerned.""Another reason is you're waiting for someone to call you, maybe it's an investor, maybe it's a candidate you're trying to hire in the case of founders and CEOs, they speak with a lot of candidates, especially, when they're growing. Most CEOs want to be the final interview."Find more about Ronen:LinkedIn: https://www.linkedin.com/in/rpessar/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101

On this episode of Hopp on Calls with Kevin Hopp, we welcome back Ronen Pessar, a 4x SDR leader who is now my Co-Founder for The Call Guys! We hit the phones right off the bat and we reach out to founders who are looking to grow a consistent pipeline. Ronen and I discuss the pros and cons of asking prospects about the best time to call them back, as well as, how to "fall on your sword" while prospecting.HIGHLIGHT QUOTESAsk the prospect's best time to call to open a possible pitch - Ronen: "If you go in with that, like, hey, sorry, when might be a better time though? You open the door for the possibility of a five to ten-second pitch, and that's where you if you can hook them with the question, you might actually capture curiosity and have a reason for a good follow-up."Prospects asking you to call back can lead to ego death - Kevin: "The problem is the entry-level reps love when someone says, yeah, call me back this afternoon, and then they get off that call and they go. I'm calling Sean back this afternoon. He's gonna pick it up. And they're like all proud of it, thinking they got this like great interaction and they call Sean back and they have this ego death moment."Find more about Ronen:LinkedIn: https://www.linkedin.com/in/rpessar/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101

This episode of Hopp on Calls with Kevin Hopp is the last part of our session with Cynthia Handal, Head of Global Sales at Simera. Today, Cynthia shares her insights on permission-based openers and how NOT to apologize to prospects for calling them. She discusses her prospecting bingo sheet, a set of 5 criteria that works in every industry. Kevin and Cynthia also talk about the 2 things every prospect wants to know from you: who are you and why are you calling me?HIGHLIGHT QUOTESCynthia's bingo sheet works for every industry - Cynthia: "I think that, especially when you're doing cold calls, everybody has to have certain criteria, which is exactly the same for all of the companies. Are you talking to the decision-maker? Are you talking to the contact, that's the correct information. What is their problem? What is their buying window?""What is their pain point like? What's the main pain point that they have, being in the industry that they have? How is your solution going to help them solve your problem? So it's mainly, basically, I call it the bingo sheet. It's mainly the 5 criteria that work for any industry as long as you know that it fills those 5 criteria."Find out more about Cynthia Handal in the link below:LinkedIn: https://www.linkedin.com/in/cynthia-h-05a2005a/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our session with Cynthia Handal, Head of Global Sales at Simera. Today, she shares her insights into text prospecting in South America and how this can be applied in the US where cold texting is illegal. She shares the instances when texting is permitted and how to utilize text to rebook no-show meetings.HIGHLIGHT QUOTESText prospecting is illegal except in certain situations - Cynthia: "When you actually have a no-show or a reschedule, it means that you can probably text that person back because when somebody already agreed to a meeting and you called them to their phone or they said yes to a meeting via email, you can follow up to rebook that meeting via text because they already said yes to the meeting and they already know that you have their cellphone."Look for the potential for coachability in aspiring SDRs - Cynthia: "I look for 2 types of SDRs, those that have some sales experience and those that have the potential. I think the potential is everything and the energy, the vibes, and they're willing to learn and accept feedback are what you need to be an SDR because I've met some great people that actually have a lot of experience in sales but they're not willing to be coached."Find out more about Cynthia Handal in the link below:LinkedIn: https://www.linkedin.com/in/cynthia-h-05a2005a/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of our cold calling session with Patrick Flynn, a 7-year Army veteran and currently Senior Business Development Representative at SilverSky. They hit the phones again and overcome gatekeepers, wrong dials, and the other usual suspects as Patrick shares his insights on becoming the best SDR you can be with his 3 C's: Creativity, Communication, and Consistency. He also talks about A-B testing your outreach to figure out the messaging that resonates with prospects.HIGHLIGHT QUOTESThe 3 C's of a successful SDR - Patrick: "My 3 C's towards a successful SDR is creativity; you got to be able to A-B split test everything you do, whether it's campaign emails, talk tracks, just got to be creative, find different approaches to reach whoever you need to talk to.""Second one is communication. Got to be about listening, got to be able to collaborate with account managers, AEs, and anybody across the organization. And then the third one would be just consistency. You got to show up every single day doing the same thing. You got to push yourself every single day."Find out more about Patrick Flynn in the link below:LinkedIn: https://www.linkedin.com/in/patrickflynnsales/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Patrick Flynn, a 7-year Army veteran and currently Senior Business Development Representative at SilverSky. Kevin and Patrick hit the phones and reach several prospects for cybersecurity. Some of them can be cadenced as not a phone lead, so Kevin shares the 3 main ways to do outbound in 2023: calls, email, and social.HIGHLIGHT QUOTESReach prospects in 2023 with these 3 channels - Kevin: "There are 3 main ways we can get in touch with somebody. And if you think of your total addressable market, you're just trying to funnel and figure out who's going to be more call-focused who is going to pick up their phone, who's going to be very diligent in answering emails, and who's on social media all day, that's actually a great place to find them."Find out more about Patrick Flynn in the link below:LinkedIn: https://www.linkedin.com/in/patrickflynnsales/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of our cold calling session with Kyle Shannon, an Army veteran and currently an Account Executive at ARMS Cyber. Kevin speaks to several prospects today and while he was able to overcome most objections to engage in meaningful conversation, he also reached others who were the wrong target. Kevin displays how to make the most of this situation and instead of putting down the phone, he digs a bit to find out more about the right person to call next time.HIGHLIGHT QUOTESAsk for a referral for the decision-maker on cybersecurity - Kevin: "If you were me and I'm trying to bark up trees here, I'm just a dog looking for a bone and I bark up the wrong tree calling you, Mary, what tree would you bark up? Is there somebody, is there like a Bob, a Stephanie, a somebody specific that you can point me in the direction of that would want to have a conversation about cybersecurity?" Find out more about Kyle Shannon in the link below:LinkedIn: https://www.linkedin.com/in/k-shannon/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Kyle Shannon, an Army veteran and currently an Account Executive at ARMS Cyber. Kevin reaches a couple of prospects who clearly had the time to talk but did not have a business problem to solve for. Kevin and Kyle also discuss a comment made about working in a high-risk environment and they suggest working at a startup where every action has an impact on the business.HIGHLIGHT QUOTESIf a prospect doesn't have a business problem, explore a valuable solution - Kevin: "The two things you talk about in a cold call are business problems, and if they don't have a business problem, which a lot of businesses, their hair's not on fire, they don't have an actual problem today, then we talk about valuable solutions. This is where we go to our shiny object, hey, but have you thought of this?"Working in a startup is high-risk, high-reward - Kyle:  "I'm all for high risk if my career doesn't tell that so, but I think you have to factor in some things too right, look at what's going on right now within the world. Like I don't know your personal life as well too, so there are so many other variables out there that you got to roll up into, hey, is high-risk the play right now? But if it is, I would say, by all means, go out there and hunt for something that is a lot more early-stage." Find out more about Kyle Shannon in the link below:LinkedIn: https://www.linkedin.com/in/k-shannon/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of our cold calling session with Sean Hurd, the Veteran Coordinator for Shift Group. Kevin reaches several prospects who had classic objections and he teaches firsthand how to listen to them, understand the prospect's needs, and ask questions despite the pushback. Sean also shares how sales organizations can benefit from the unique skills of veterans and the unique opportunity they have with Shift Group.HIGHLIGHT QUOTESVets provide a rich pool of diverse personalities for your sales org - Sean: "We're not all crazy, we don't all have PTSD, we're not all direct, we're not all like hardcore, you're going to get a variety of different people applying that, have that vet tag, and just find the one that kind of matches your organization's culture." Circle back to business challenges and valuable solutions after an objection - Kevin: "He said, 'hey, I'll stop you right there, and here's why.' Just went through a process, we've been working with this vendor called Rapid7 for a while, and we have an internal team that works with them. We don't have any problems, I don't want to talk about it. And then, even then, I didn't take that at face value and just say goodbye. I went back to my script, which was my talk track, which is designed to help me get into conversations about what? This. I need to get back to this, business challenges and valuable solutions." Find out more about Sean and how vets can work with him:LinkedIn: https://www.linkedin.com/in/seanhurd1122/Website: https://www.shiftgroup.io/Connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Sean Hurd, the Veteran Coordinator for Shift Group. Kevin hits the phone and speaks with a couple of prospects, one who displayed a classic example of the False Negative, and another who wasn't the right fit now, but shared valuable information on the industry and their competitors. Sean also talks about the sales mindset and how you must believe that you are not being a bother because otherwise, your prospects will pick up on that too. HIGHLIGHT QUOTESIf you believe your product is great, then show it on the cold call - Sean: "As false negative, I think a lot of reps use that as an excuse to just fold because they believe in their mind that they're bothering somebody. So if you believe you're bothering somebody, then the odds of you having a positive, calm, booking a meeting isn't gonna work because, in your mind, they're gonna know that you don't believe in what you're talking about." Gain confidence knowing you will only talk to people who are ready to talk - Kevin: "If you were to like pull every salesperson out there and say, what stops you from picking up the phone? I think that cold call reluctance comes from the awkward nature of a conversation. But being totally okay with avoiding this and being totally okay with saying, Hey, you're busy, I'm not gonna talk to you right now, I'm going to call you another day, that gives you the confidence to know you're only going to talk to people that are ready to talk."Find out more about Sean in the link below:LinkedIn: https://www.linkedin.com/in/seanhurd1122/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101

This episode of Hopp on Calls with Kevin Hopp is the last part of our cold calling session with Dom Odoguardi, Senior SDR at Cognism. Today, Kevin shares how to use FUD (fear, doubt, uncertainty) appropriately without going full-on about fear and doubt. Kevin and Dom share funny ways they got creative to get meetings, from using Sendoso coupons to recording funny videos and sending voicemails. HIGHLIGHT QUOTESDon't sell FUD but something in the middle - Kevin: "I like the middle of the FUD, the best. Instead of fear and doubt, I want to try and see if I can make someone who's certain about their solution think that they're uncertain about their solution. Just think like, well, huh, I don't have that. What do you do differently? Yeah. That's why I did, I use a lot of feature language."The goal of a salesperson is to ask questions and make processes better - Dom: "As SDRs, BDRs, it's not just the goal to create some demand. It's really just to ask the right questions and see if there is a way there you can make their process better in any way or give them something extra that they don't currently have."Find out more about Dom in the link below:LinkedIn: https://www.linkedin.com/in/odoguardi/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Dom Odoguardi, Senior SDR at Cognism. Dom hits the home run and gets a meeting set after encountering every classic objection from his prospect! He shares how he overcame them, while Kevin discusses how prospects who have just signed up for a long-term deal with a competitor's service are not worth the time.HIGHLIGHT QUOTESMove on when a prospect just signed for a similar service you offer - Kevin: "When someone tells you, like hey, I understand what you want to talk about, I just signed a 3-year deal about that thing that you're talking about. Not worth my time, not worth an account executive's time, moving on."Know what differentiates you from the competition - Kevin: "What's interesting about what you're calling about is everybody has a solution today like you're not calling to introduce the idea that you should be reaching out to prospects. They're doing it today. It's always a question of, okay, what are you doing for this, what's your strategy on that, and how is what Cognism does differently than what they have today?"  Find out more about Dom in the link below:LinkedIn: https://www.linkedin.com/in/odoguardi/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of our cold calling session with Shane Mahi, Founder and CEO of SalesDRIIVN. Shane gets on, by far, the longest call ever recorded on the show. Shane displayed how to create an authentic connection with the prospect and successfully get on his radar to be followed up in about 6 months. Kevin stresses that fat stacks are found in the circle backs and why following up is one of the most important activities a salesperson can do.HIGHLIGHT QUOTESFollowing up will tell you when it's the right time for a prospect to buy - Kevin: "Your job's not to convince people necessarily to move against their time. It's your job to figure out when it's time. So that means you have to follow up with a lot of people just because I call you and I wanna sell you this, I wanna talk to you about this now, does not mean it's a good time for you." Find out more about Shane in the link below:LinkedIn: https://www.linkedin.com/in/driivnceo/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Shane Mahi, Founder and CEO of SalesDRIIVN. They reach out to prospects, with Kevin calling on behalf of his client Silver Sky while Shane calls his list of CROs. As he's selling in cybersecurity, Kevin shares an analogy of selling fire extinguishers not to people with their hair on fire, but to people who anticipate the fires and want to be prepared.HIGHLIGHT QUOTESSell a fire extinguisher to people who want to PREVENT fires - Kevin: "If you only go after people that have problems, if you're only looking for people that have their hair on fire, you're never going to sell a fire extinguisher. Think about the fire extinguisher industry, they don't sell fire extinguishers to people that have fires. They sell to people to prevent fires." Find out more about Shane in the link below:LinkedIn: https://www.linkedin.com/in/driivnceo/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of the cold calling session with Charlotte Lloyd, Global Director of Partnerships at Investment Monitor. Today, Kevin and Charlotte get pushback from prospects, from those asking to be emailed a brochure first to those who are clearly busy. Kevin also gives tips on how to deal with gatekeepers by getting to know them and using a lawyer's curtness.HIGHLIGHT QUOTESInspire change when a prospect has a business challenge - Kevin: "What is sales? Change. What do salespeople get paid to do? Get organizations, people, and money changing from one thing to another in this period of time. That is what sales does. You are a change agent. You are here to change people. Sales is not order taking. Sales is not all of those. Sales is change. You are trying to inspire change. People only change for these two reasons, that's it, because they have business problems they gotta solve and they know you have a solution for it." Find out more about Charlotte in the link below:LinkedIn: https://www.linkedin.com/in/charlottelloydsales/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of the cold calling session with Charlotte Lloyd, Global Director of Partnerships at Investment Monitor. Today, Kevin and Charlotte hit the phones, and Kevin shares how to use cognitive dissonance to overcome quick objections about where you got the prospect's contact details. Kevin also shares how he bridged the gap between the info he knew and didn't know by letting the prospect speak.HIGHLIGHT QUOTESUse cognitive dissonance to your advantage - Kevin: "I like to put them in a bit of cognitive dissonance. Now the cognitive dissonance is by saying hey, I got this off of a public database, I'm sorry I'm calling your cellphone unexpectedly. Is there a better way to have a conversation with you? Now that's cognitive dissonance because what's the answer to that question? No. There is no better way." Find out more about Charlotte in the link below:LinkedIn: https://www.linkedin.com/in/charlottelloydsales/ You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of the session with Morgan J. Ingram, a sales coach who teaches teams to use modern sales techniques that bolster pipelines, leverage social media, and schedule net new accounts. Kevin reaches a super hot lead that wants to know more but is convinced that the conversation has to happen in March. Kevin and Morgan discuss how to send the best follow-ups and what content to send to keep the conversation going.HIGHLIGHT QUOTESTwo questions to ask yourself when following up - Morgan: "There's 2 questions that I always ask when this happens, one is how do I make sure that I'm not an annoying sales rep up until March? And then two is... what exactly can I send to you that's going to be top of mind without me just following up with the information you don't care about."  Find out more about Morgan in the link below:LinkedIn: https://www.linkedin.com/in/morganjingram/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of the session with Morgan J. Ingram, a sales coach who teaches teams to use modern sales techniques that bolster pipelines, leverage social media, and schedule net new accounts. Morgan makes a bold prediction that cold outbound is back on the rise but that its medium is evolving. He shares to go to where your audience is like LinkedIn and reminds everyone that asking for a referral is a valid outbound strategy that still works.HIGHLIGHT QUOTESCalling is no longer a natural skillset of today's generation - Morgan: "Gen Z, millennials, way less likely prone to a call. Most people never use their phones to call anymore. So I'm thinking, you just don't have the skillset to actually make calls because that's not how you grew up. So the amount of people making those calls will be low. Cold call to stand out and be proficient - Morgan: "The key is here that when you're making these calls if you do get someone to pick up and you're proficient, you're going to stand out because I don't think a lot of people are doing them right now." Find out more about Morgan in the link below:LinkedIn: https://www.linkedin.com/in/morganjingram/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of the cold calling session with Topher Evans, Account Executive at CINC Systems. Today, they explore how to use cognitive dissonance to your advantage especially in improving your voicemail strategy. This tactic is also useful in overcoming objections of SaaS founders who have built a solution that is similar to your product. HIGHLIGHT QUOTESThe purpose of the first call and leaving a voicemail - Topher: "The purpose of that first call, if I can get them on the phone, it's to qualify them out as quickly as possible, like find out they've built their own software or competitor that they're using, what bank they're with, different things like that because I can tell within about 5 questions is it worth exploring more or is it just going to be a benefit to either of us."Use cognitive dissonance to overcome initial objections - Kevin: "A thing to try is to go, I totally get you investing in your own tech, all of our best customers had built their own solution before they saw what we can do. So that's another psychological tool called cognitive dissonance. That's when things don't add up. It's not going to add up in their brain. Wait, I just told you something that should make you go away and you just turned around and made that the reason for the call?" Find out more about Topher and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/topher-evans/Website: https://cincsystems.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of the cold calling session with Topher Evans, Account Executive at CINC Systems. Today, they reach out to prospects and discuss how to apply FBI negotiation tactics to outbound sales.Kevin shares how reducing the mental load helps get your prospect to answer you and calls out people's reflexes to correct you when you are wrong about your assumptions. Meanwhile, Topher tests it out immediately with positive results.HIGHLIGHT QUOTESReduce the prospect's mental load to lead them to an answer - Kevin: "The mental load is when people hear things that are incorrect, they can't help but to correct it. So, if you lead with how long have you been with that folio, that's a very pointed, direct question and they can't help but correct you."Find out more about Topher and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/topher-evans/Website: https://cincsystems.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Ronen Pessar, a 4x SDR leader and Chief Growth Officer (SDR) at Stylo. Today, Ronen gets a referral from a major prospect and he provides tips on how he got the referral by name-dropping other people in the prospect's organization.Ronen also shares their strategy of "running the triple" or using phone, email, and social to get a champion's attention. This holistic approach is also useful for "bumps" or short follow-ups that you can do which are extremely short but also extremely effective in reaching targeted accounts.HIGHLIGHT QUOTESMap out the possible leads in an organization - Kevin: "A good SDR that's working target accounts, named accounts, is going to map a bunch of people that they think are possible based on their title. Don't call the head of social media marketing and try to talk about, you know, their email sending solution or whatever it is. Put some thought into that."Put together an email to send to several contacts in an organization - Ronen: "If you call people who are slightly below your champion or your ideal target, start collecting that information to put together an email. And so, I'm going to send this person an email saying, hey, I know you're doing X, Y, and Z. I spoke with someone on your team already and this is what they let me know. Would you be open to hearing about a way that you can do this much easier, save some time, and make it native to your existing solution?"  Find out more about Ronen and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/rpessar/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Ronen Pessar, a 4x SDR leader and Chief Growth Officer (SDR) at Stylo. Today, Ronen breaks down how he handles a cold call, from calling out the prospect's present state to asking about a technical issue, and then finally imagining a future state.Ronen suggests looking for the gap between the present and future states and really digging to see what solutions they have tried. Usually, the conversation skyrockets from here and the prospect will share what has been working and not in their company. You can qualify some more at this point, or you can pivot directly to the ask as well.HIGHLIGHT QUOTES80% meeting show rates are the benchmark - Ronen: "The companies who only book meetings without pitching anything have the highest no-show rates. You can get people to say yes to a meeting on a phone, but are they going to show up? And if you're getting 50, 60, 70% show rates like 30 to 50% no-shows, you're doing something wrong."Open-ended questions aren't always the best on a cold call - Ronen: "You can do this on a cold call. So my first question is something like, hey, are you using Zendesk today for ticketing? If they say yes, that's their present state and I'm going for a yes-no. People always tell you, open-ended questions. Not necessarily. You might want to know, is this the right person to talk to? I don't want to waste my time otherwise. There's no point in booking meetings with people who aren't going to be able to actually buy anything." Find out more about Ronen and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/rpessar/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Julie Smith Nester, BDR at Flosum and Co-Founder at SaaSySalesMoms. Kevin gets a solid warm follow-up after an initial objection as Kevin was able to pique curiosity when he mentioned using a tech stack.Meanwhile, Kevin and Julie break down how to handle someone who requests to be put on a do not call list, and Julie books a buzzer-beater meeting to close out the episode.HIGHLIGHT QUOTESTurning a conversation around after an initial objection - Kevin: "If everything is going hunky-dory and you're hitting all your numbers and everything, you're not going to spend money on a consultant to help you improve things. You only do that when there's a problem. But I was not finding a problem. Then I talked about the technology and he told me about his tech stack, that's where the conversation took a turn because I do have a lot of experience in the tech stack that he uses."How to overcome the 'do not call' objection: Kevin: "You have to separate in their mind, differentiate, hey, I'm not like that at all. Here's why. Then you do it really quickly just by saying, hey, look, I was on your LinkedIn, saw you're involved in Salesforce dev and I do Salesforce dev, it's a one-to-one connection, and let them respond." Find out more about Julie and connect with her at the links below:LinkedIn (Julie): https://www.linkedin.com/in/julienester/LinkedIn (SaaSySalesMoms): https://www.linkedin.com/company/saasy-sales-moms/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Julie Smith Nester, BDR at Flosum and Co-Founder at SaaSySalesMoms. Kevin and Julie refine Julie's pitch and review a call that connected, however to the wrong person. They weigh the pros and cons of opening with "did you get my email?" and discuss Kevin's way of leading with context and then a question.HIGHLIGHT QUOTESThe cons of an opener about an email sent - Kevin: "Leading with the reason for the call is I sent you an email can actually put them, and think about this, it could put them in a state of distrust right away because they don't remember your email. And even if you did send it to them, they opened it and deleted it within 5 seconds."Open with a context that fits your prospect - Kevin: "Context then a question. The context, like for me for instance... is here's who I am, I work for companies like yours doing this."Find out more about Julie and connect with her at the links below:LinkedIn (Julie): https://www.linkedin.com/in/julienester/LinkedIn (SaaSySalesMoms): https://www.linkedin.com/company/saasy-sales-moms/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

Hopp on Calls with Kevin Hopp is proud to present to you part 2 of this season's greatest hits! We feature some of the best cold calls and insights we've gathered along with our esteemed guests. In this episode, Kevin deploys his new strategy of overcoming a common objection about not having time due to an upcoming meeting, as well as how to get around the issue of budgets. Meanwhile, Ryan Pereus utilizes the "digital handshake" to help set a meeting.Featured today are: Chet Lovegren, AKA The Sales DoctorRyan Pereus, CEO and Founder of Superhuman ProspectingHIGHLIGHT QUOTEOvercome the 'I have a meeting objection - Kevin: "This is a new technique that I actually have been teaching the teams that I coach for only about two weeks. When we get close to the half-hour, when do people have meetings, Chet? On the hour and on the half-hour. A very common objection, when you catch somebody near the half hour or the hour, super common is, oh, I'm about to step into a meeting, I can't talk right now. So what did I do there? Did you catch it? It was subtle. I said, hey, I have a meeting in 4 minutes, so let's get this done before then. So we had this unspoken contract."  Connect with our guests in the links below:Chet Lovegren: https://www.linkedin.com/in/chetlovegren/Ryan Pereus: https://www.linkedin.com/in/ryanpereus/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

Hopp on Calls with Kevin Hopp is proud to present to you part 1 of this season's greatest hits! We feature some of the best cold calls and insights we've gathered along with our esteemed guests. Kevin and his guests also touch on actionable tips for your own cold call strategy, like leveraging the fact that your prospect is driving when you called them and using a founder-to-founder approach, as well as educational content on what a false negative is and why you shouldn't be put off by initial objections.Featured today are: Collin Mitchell, Chief Evangelist of Humantic AIJunior Lartey, Senior Account Executive at pickle.aiTom Slocum, Founder of the SD Lab.HIGHLIGHT QUOTELearn to spot when an objection is a false negative - Kevin: "One of the things that I always advise people to guard against is this idea of the false negative. A false positive is when something says that it's good when it's actually bad. A false negative is when something you think is bad is actually good. So a false negative would be jumping right into your pitch while he's driving and then, as he hears you going and going and going, what's he going to say, Collin? I'm not interested. Is he really not interested? Or is he driving right now?"  Connect with our guests in the links below:Collin Mitchell: https://www.linkedin.com/in/collincmitchell/Junior Lartey: https://www.linkedin.com/in/juniorlartey/Tom Slocum: https://www.linkedin.com/in/tomslocum/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.