Cold Calling Best Practices for New Reps

The answer to your outbound problems isn't: ⛔️ AI ⛔️ More volume ⛔️ SDR agents ⛔️ More relevance ⛔️ Dialers It's your OFFER. Let me explain... Most reps reach out with something like: “Just want to introduce myself and our company…” “Let’s do a quick call so you know your options when budgeting season comes around...” The problem? You have NOTHING to offer. If there’s no immediate need, there's zero reason to take a meeting with you. So you need a way to entice buyers to meet when they have a problem, but are not actively shopping. Here are three types of offers you can use to entice buyers to meet with you: ✅ Offer #1: Good - Pitch The Blind Date Position who the buyer will be meeting with. Hype up the AE, sales engineer, or yourself. Show them that meeting with you will be worth their while. Example: A client of ours sells an automated welding solution. The manufacturing industry is facing a massive shortage of welding talent. Their SDRs pitched it like this: “I’d love to introduce you to Eric. He’s worked with a dozen manufacturers like Caterpillar, Karavan, and more, who are all facing similar challenges. He’ll walk you through how they’re automating the most difficult welds and dealing with the labor shortage. Even if nothing comes of it, you’ll walk away with a better understanding of how the industry is solving this.” Even if the buyer isn’t shopping, they gain value from the conversation itself. ✅ Offer #2: Better - 1:Many Offers These are high-quality, reusable insights that still feel tailored. Think: competitive benchmarks, industry research, or best practice guides. Example: We have a client that sells to ecomm brands. They conducted a mystery shop of 400 competitors to analyze response times, customer service channels, etc. Their reps used those insights to open cold calls with: “Hey Katie, I submitted a ticket on your site, and it took about 48 hours to get a response. It was about 3x longer than folks like Patagonia and the North Face. Again, it’s Jason. Mind if I share more about why I’m calling?” That’s an offer that feels immediately relevant and valuable. It gets a conversation started immediately. ✅ Offer #3: Best - 1:1 Offers These are custom-tailored experiences or resources created specifically for the prospect. It’s you and your organization putting in serious effort to customize the offer. This works best at the enterprise & strategic levels. Examples: - A cyber risk analysis - A benchmarking analysis - A workshop - A personalized audit of a website checkout flow. - Visiting and experiencing the brand firsthand, then sharing insights. - Offering free data, licenses, or pilots. These take more work, but they convert like crazy. ~~~ Which one's most applicable for you?

Most reps start cold outreach with: "I saw your company..." Then wonder why they get ignored. I’ve reviewed 1000+ cold outreach messages. The ones that worked all followed the same pattern: INSIGHT → PAIN → QUESTION Most cold outreach fails because you lead with YOUR agenda: "I'd love to show you our solution..." "I think we could help you with..." Prospects immediately think: "Another sales pitch." Delete. The framework that gets 15-20% response rates: Step 1: INSIGHT Lead with something they don't know about their situation. Share an industry trend or benchmark. "Most VPs we work with don't realize that 60% of their pipeline stalls because..." Why insights work: They position you as an expert, not a salesperson. They create curiosity instead of resistance. Step 2: PAIN Connect that insight to a potential problem they might be experiencing. "...which means you're probably dealing with longer sales cycles and more 'no decisions'..." The key word is "probably." This feels consultative, not presumptuous. Step 3: QUESTION Ask if they're seeing something similar. Not if they want a demo. "Are you seeing similar patterns in your pipeline?" Why questions work better: Questions start conversations. Asks trigger resistance. Full example: "Hi [Name], Most sales VPs don't realize that 73% of deals stall because reps are selling to champions instead of decision makers. This usually shows up as lots of 'positive feedback' but deals dying in committee. Are you seeing similar patterns where reps have great conversations but struggle to get deals across the finish line? Best, [Your name]" What this accomplishes: ✅You sound different from every other rep ✅You lead with value instead of ask ✅You focus on their problem, not your solution The psychological shift: Instead of "This rep wants something from me," they think "This person might understand my situation." Common mistakes to avoid: ✅Don't make the insight too generic ✅Don't make the pain too assumptive ✅Don't end with a meeting ask The result: 15-20% response rates because you sound like a consultant, not a vendor. Stop pitching. Start consulting. — AEs! Check out the 3 questions that break through price objections here: https://lnkd.in/gbBjgxxS Sales Leaders: Want to install a revenue system that your reps can follow? DM me.

After making over half a million cold calls (yeah I counted) across SMB, Mid Market and Enterprise in almost two decades I've learned a few things about this wild world of dialing I’m talking about the good, the bad and the “did they just put me on hold while they went to lunch?” moments Here are 5 lessons I’ve picked up along the way that are non negotiable if you’re out there in the trenches 1. 𝗔𝗹𝘄𝗮𝘆𝘀 𝗸𝗻𝗼𝘄 𝘆𝗼𝘂𝗿 𝗮𝘂𝗱𝗶𝗲𝗻𝗰𝗲 (𝗯𝘂𝘁 𝗱𝗼𝗻’𝘁 𝗯𝗲 𝗰𝗿𝗲𝗲𝗽𝘆) Look research is key. I’m not saying deep dive into their high school yearbook but know enough to be relevant. “Hey I saw you recently… exist” isnt going to cut it. Find a hook that resonates     2. 𝗥𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻? 𝗜𝘁’𝘀 𝗻𝗼𝘁 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹, 𝗶𝘁’𝘀 𝗱𝗮𝘁𝗮 For every hundred “not interested” responses there’s a gem hidden somewhere. The trick is to see rejection as feedback. Tweak the message, adjust your approach and get back in the game. It’s all just part of the process     3. 𝗕𝗲 𝗵𝘂𝗺𝗮𝗻 𝗳𝗶𝗿𝘀𝘁, 𝘀𝗲𝗹𝗹𝗲𝗿 𝘀𝗲𝗰𝗼𝗻𝗱 Nobody and I mean nobody wants to talk to a sales robot. Treat your prospects like people (because spoiler: they are). Crack a joke, share a story ask how they’re really doing. People remember conversations that feel real     4. 𝗧𝗵𝗲 “𝗽𝗲𝗿𝗳𝗲𝗰𝘁” 𝗰𝗮𝗹𝗹 𝗼𝗽𝗲𝗻𝗲𝗿 𝗱𝗼𝗲𝘀𝗻’𝘁 𝗲𝘅𝗶𝘀𝘁 There’s no magic phrase that’ll open every door. But you know what helps? Being confident and adaptable. Some days your go to line lands like a charm. Other days you pivot and that’s okay. Just don’t sound like you’re reading off a script     5. 𝗣𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝗲 𝗶𝘀 𝗸𝗶𝗻𝗴, 𝗯𝘂𝘁 𝘀𝗼 𝗶𝘀 𝘁𝗶𝗺𝗶𝗻𝗴 You can have the most fire pitch but if your timing is off it’s a no-go. Space out your follow ups, keep the value front and center and don’t be that rep calling 5 times in one day (yes we’ve all been there). Play it smart and patient Theres a reason they call cold calling an art and a science. It takes resilience, a sense of humor and a whole lot of patience So if you’re out there dialing today remember: it’s a numbers game but it’s also a people game Lets keep grinding 🤘 P.S. If you’ve ever been hung up on mid sentence… I feel you Drop your funniest cold call story in the comments let’s laugh about it together

It’s pretty demoralizing to call 40 people and have 0 conversations. Leaving voicemails for an hour straight isn't effective or fun. Here's 4 ways to maximize your cold call connect rate:  𝟏. 𝐏𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐳𝐞 𝐦𝐨𝐛𝐢𝐥𝐞 𝐚𝐧𝐝 𝐝𝐢𝐫𝐞𝐜𝐭 𝐥𝐢𝐧𝐞𝐬: These numbers have a higher connect rate and allow you to skip gatekeepers and phone trees. For every one prospect who gets upset you called their cell, you’ll have twenty others that 𝑜𝑛𝑙𝑦 answered because you called their cell. ___ 𝟐. 𝐌𝐚𝐫𝐤 𝐲𝐨𝐮𝐫 𝐭𝐫𝐚𝐜𝐤𝐬: Your first set of dials through a new list of numbers should be the last time you sit through a long phone tree or call a screeching fax machine. As you dial, mark the quality of each number R/Y/G so you remember which ones are good or bad: 🟢 Rings multiple times and VM greeting confirms it’s them.  - 🟡 Smells fishy. Ex: Busy lines or one-ring-straight-to-voicemail. If it happens again on the next dial, move it to 🛑 - 🛑 Repeated busy lines, fax lines, wrong numbers. Once you’ve marked a number as red, never waste a dial on it again. From there, mark down "obstacles" you encounter when calling so you can more easily navigate them on the next dial blitz: Phone tree paths, gatekeepers (so you can be prepared for them), dead-end corporate lines, etc. ___ 𝟑. 𝐅𝐨𝐥𝐥𝐨𝐰 𝐭𝐡𝐞 𝐥𝐚𝐰 𝐨𝐟 𝐝𝐢𝐦𝐢𝐧𝐢𝐬𝐡𝐢𝐧𝐠 𝐫𝐞𝐭𝐮𝐫𝐧𝐬: 5 dials in 4 weeks: When you’ve literally called someone every week for a month straight, give 'em a rest for a month and try other prospects for now. Stop after 2 voicemails: 2 VMs is enough to reap the benefits of increasing your email replies. Don’t waste time leaving a 3rd. Avoid impassable gatekeepers: If they keep shutting you down, avoid them by calling your prospect’s cell, contacting them on other channels, or dialing at off-hours. ___ 𝟒. 𝐏𝐫𝐞𝐯𝐞𝐧𝐭 𝐲𝐨𝐮𝐫𝐬𝐞𝐥𝐟 𝐟𝐫𝐨𝐦 𝐠𝐞𝐭𝐭𝐢𝐧𝐠 𝐬𝐩𝐚𝐦-𝐭𝐚𝐠𝐠𝐞𝐝: Rotate your phone numbers: Wireless carriers monitor unusual spikes in call volumes, so many SEPs and VOIP providers let you buy and rotate additional lines to call from so that you don’t tarnish your number. Test your number regularly: Many purchased numbers are recycled, so call your personal line from any new number first to confirm that it’s not already marked as spam. Call during business hours: FTC considers business hours between 8 AM - 9 PM. Don’t repeatedly call bad numbers: Carriers will flag you if you repeatedly call bad numbers (yet another reason to mark your tracks). ___ Contrary to popular belief, prospects DO still pick up the phone. In writing "Cold Calling Sucks (And That's Why It Works), we analyzed over 300M cold calls with Gong: Average rep's connect rate = 5.4% Top Quartile rep's connect rate = 13.3%

Heard a sales trainer call this “the best” cold call opener: “Hi, this is Matt with X. You and I are connected on LinkedIn.” Not sure about you, but I don’t know 99% of the people I’m connected with on LinkedIn. I get the intent. Show a social connection to build credibility. But here’s the truth: They have no idea who you are. You don’t know them. You’re complete strangers. Faking familiarity doesn’t build trust. It chips away at it. Instead, try relevance: Example for Jellyvision (former employer): “Kim?” “Yes.” “Cool . Was on your LinkedIn. You still handling benefits communication over there?” “I am. Why do you ask?” “Have a question for you. I’ve heard from some Global Benefit Managers that answering benefits questions like ‘Can I cover my spouse?’ or ‘What’s my copay?’ can eat up 40% of their week during open enrollment. How does that compare to what you’re experiencing?” Then shut the front door and listen. Some people will open up and relate to the problem. Some won’t. That’s cold calling. Even elite cold callers miss when they swing the bat 80% of the time. That’s how cold calling (and baseball)is. The lesson? Trust isn’t built by pretending you know someone. It’s built by proving you understand someone.

4 tactical steps to better cold calls that convert. Drawing on strategies from Earn The Right: A Buyer-Centric Guide to Pipeline Creation (working title for my book that's dropping so soon - EEEEEKKK), here’s a streamlined approach to making every call count. 👇 1. Call Opener: Establish relevance immediately. Kick-off each call by directly tying your reason for calling to a potential need or opportunity relevant to their business. Avoid personal introductions and focus immediately on delivering value. This sets a professional tone and aligns the conversation with their business objectives from the start. 2. Impact Statement Utilize the first 30-60 seconds to share compelling information that captures their interest. Highlight how your product or service can solve a specific problem or enhance their operations, making it clear why continuing the conversation is in their best interest. 3. Foster Conversation Transform the call from a pitch to a conversation by asking open-ended questions that encourage a dialogue. This isn’t about talking AT the prospect but engaging WITH them through active listening and adapting your responses to their needs and feedback. 4. Close with Intent Employ a trial close to unearth any lingering objections, addressing them as they arise. Once these are cleared, confidently move towards securing the next step like scheduling a demo, ensuring the call progresses towards a tangible outcome. ✨ Effective cold calling is about creating meaningful interactions that respect the prospect’s time and intelligence. Focus on making each call informative and directly relevant to their business needs. ✨ If your team is cold calling, download this free bonus resource or book an interactive objection workshop to help them respond with confidence to convert more calls in Q4. Join 1612 sellers & download a free copy of the 3C Objection Handling Framework + 40 sample scripts. https://lnkd.in/ghTryZhb #ColdCalling #OutboundSales #SalesTraining #ObjectionHandling

If you’re in B2B sales and struggling to book meetings, this post will show you exactly why—and how to fix it. In the next 90 seconds, you’ll learn: ✅ Why your outreach is being ignored ✅ The cold call script that worked—until it didn’t ✅ One rule that flipped my results and rebuilt my pipeline ✅ How to trade value for access and stop sounding like every other rep This is field-tested and Fortune 500-proven. No fluff. Just what works. Let’s be honest: most salespeople are asking for time like amateurs. They’re dialing, interrupting, and begging—without offering anything worth trading for the meeting. I used to say: “Hi, this is Anthony Iannarino with [Company]. I’d like to introduce myself and my company. Would 11:30 Tuesday work for you?” That line booked hundreds of meetings. Until it didn’t. Because once every salesperson starts saying the same thing, it becomes noise. Then I made a shift.I stopped asking for time. I started trading value. I created something I called an executive briefing—a strategic, high-level conversation offering insight on market trends, industry risks, and the shifts leaders needed to prepare for. I wasn’t pitching. I was delivering perspective. That single shift changed everything. Executives started saying yes again. Not because I asked better—because I offered better. I call this the Trading Value Rule: Never ask for a meeting without offering something worth more than the time you're requesting. It flips the script. You go from salesperson to strategic partner—before the meeting even happens. This isn’t just how I prospect. It’s how I sell. It’s why The Lost Art of Closing works. If your meetings are down, your value isn’t visible. Fix the offer—and the doors open. Want the cold call script I used? Drop a in the comments and I’ll DM it to you. #B2BSales #ColdCalling #SalesStrategy #ValueBasedSelling