How to Excel at Cold Calling as a New Sales Rep

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

I've closed 94 new logos and held a 30%+ win rate, over my last 3 years. Every 1st call starts with my exact same, 3-step discovery flow. 1. Ultra-prepared and scripted point of view Your prospect has been on sales calls before with reps that don’t understand the first thing about their business. Set yourself apart from those poor experiences as quickly as possible. All done by establishing credibility in the first question you ask. Example: “I did my homework and it seems like an extremely exciting time to be at ACME. Your CEO Karen just started last week and you also released your new product, ACME Cloud. Is generating new customers for ACME Cloud you and your CEO Karen’s #1 priority over the coming months?” 2. Summarize more concisely and confirm understanding. My go-to 2nd question: summarizing what they just said, in a more concise way. It’s a great way to practice active listening from the get-go and show them you are listening, not going down a checklist of qualification questions. Example: “Thanks for sharing - to make sure I have that right, you all are at 15 customers for ACME, The main focus is around getting folks into pilot to collect feedback. Is that right?” 3. Confirm if that’s #1 priority or what might trump it? You have to give them a chance to share what's more important than the research you presumed, before you go down that entire path. Without confirming, you could spend the entire call talking about something very important to them but not the top priority, #3 example: “It seems like ACME Cloud is a really, huge initiative. Does anything trump that as an even larger initiative this year?” Coming with a strong POV and great research will never go out of style. This will immediately differentiate you from 99% of other sellers. Great questions will get you great answers. - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - 🦙 Yesterday, I launched my new discovery playbook - from 1st call to close. 45+ pages, frameworks, videos, exact questions to close bigger deals, faster. To celebrate 6 months of building, I’m offering $50 off today-Friday. See here: https://lnkd.in/dmYbzPGi Receipt generated for company L&D :)

In the beginning, I sounded like a robot on cold calls. I used words like “optimize,” “synergize,” “solutions,” and “leverage.” It was like I was reading from a corporate dictionary. I had my “sales voice” on. The one that’s supposed to sound polished and professional. It was like showing up to a barbecue in a tuxedo. Sure, you look sharp, but you don’t exactly fit in. The way out? Ditch the jargon. Keep it simple. Talk like you’re having coffee with a friend, not trying to impress a boss. Instead of corporate gobbledygook: “I wanted to discuss how we can help you optimize visibility into your rental workflow,” Try being relaxed and chill: “How are you guys tracking your rentals - are you using a custom-built system, Excel, or is it something more automated that shows what’s available?” It’s casual. It’s real. It illuminates a potential problem. And it’s way more likely to get the conversation going.

I Made Over $15 Million In Sales From Cold Calls. Here Are My 9 Non-Negotiable Rules For Phone Success. Picture yourself sitting in a cubicle, phone to your ear, dialing number after number. Most don’t pick up. Some hang up abruptly. Others unleash on you. Cold calling is a grind. But stick with me, because it can also be incredibly lucrative if done right. I went from dreading those soul-crushing rejections to looking forward to making 50, 100, even 200 dials a day. How did I do it? By following 9 non-negotiable rules of phone success: #1 Detach From the Outcome  Going into calls with any expectations is a recipe for misery. You have no clue what the person on the other end is dealing with. Maybe their dog just died. Or their coffee order got botched. You catch them on the wrong day, so accept the randomness and keep moving. #2 You’re The Pro, Not Them The people you call don’t do this for a living. You do. Embrace your role as the phone selling expert. Be steady. Be consistent. Let rejection roll off your back. You’ve got this. #3 Obsess Over Your List  Random dials get random results. To increase your odds, meticulously build your call list. Vet companies. Confirm titles. Double check direct dials. Even with a perfect list, some calls will be duds. But you’ll connect with the right people way more often. #4 Have Fun With It Ever had a call where you were smiling and energetic, and the prospect matched your friendly tone? What we project through the phone is powerful. Stand up, smile, and bring some lighthearted energy. You’ll be amazed how it impacts results. #5 Get Them Talking This isn't a monologue. Your goal is to facilitate a conversation where you ask questions, listen, and get them engaged. The more you get people talking about themselves early on, the more likely you are to connect. #6 Don't Tolerate Rudeness Sure, you interrupted their day. But that doesn't give people a right to insult you. The second someone gets abusive, hang up. You don't deserve to be someone's punching bag. Ever. #7 Accept It's A Numbers Game Not every call will connect. That's just the reality. Control what you can control - your list, your tone, your effort. Do the dials, and the odds shift in your favor. #8 Don't Overstay Your Welcome Once you've booked the meeting, confirm next steps quickly and move on. You're an uninvited guest. At a certain point, you risk over-speaking. Don't press your luck. #9 Strike While The Iron Is Hot Ideally book meetings within a few days max. Momentum is everything. Follow up fast while your outreach is top of mind. Otherwise, they'll get distracted by other priorities. Cold calling isn't easy. But master these 9 rules, and you can generate massive revenue too. Now get dialing! --- Need some more direction? See why +6,000 sellers have used the Mic Drop Method to turn cold calling into a superpower. Get the phone working for you at: learntosell.io

Just got off the phone with a VP of Sales who missed a $300K deal because his team's show rate on cold calls is a lowly 30%... Let me ask you a question… Have you ever worked your tail off to book a meeting with a dream prospect, only to have them ghost you when it's time to show up? Well, one of my clients (the VP of Sales) just told me a horror story that probably sounds painfully familiar... Their SDR landed a meeting with a Fortune 500 decision maker after MONTHS of trying, but when meeting day came … CRICKETS. The prospect didn't show. They didn't reschedule. They went completely dark. That estimated $300K+ deal? GONE. And here's the salt in the wound. That VP discovered their COMPETITOR closed the deal 3 weeks later! Most reps are doing 2 things completely wrong: 1. They're booking meetings TOO FAR OUT (anything beyond 72 hours is a recipe for disaster without reminders and further confirmation) 2. They're sending calendar invites AFTER the call and just HOPING people show up (that's literally leaving money on the table) I've tested this with hundreds of clients and found a better way... 1. Get them to ACCEPT the calendar invite WHILE STILL ON THE PHONE: "I'm sending the invite now. Before we hang up, can you accept it so I know we're good for Thursday at 9 AM?" 2. Have them physically write your number down. “Just in case something pops up before Thursday at 9, let me give you my cell number. Have a pen handy?” When they physically write or type it down, it gives them another micro commitment. 3. Send a RESOURCE related to their specific challenges RIGHT AFTER the call. This proves you listened and gives them immediate value. BONUS points if you record a video message to humanize it even more. The hardest territory to manage is the one between your ears. Most reps are too afraid to ask for confirmation on the call. Be a bulldog. Get that confirmation. Your quota will thank you.

Your first 60 seconds on a sales call can make or break the close. Most reps open calls like this: “How’s your day going?” “Crazy weather lately, huh?” Harmless? Sure. But it wastes valuable time and sets the wrong tone. Your prospect didn’t book a call to talk about the weather. They booked because they’re curious if you can solve their problem. The best reps know this and they build trust from the get go. Here are 3 call openers I’ve used to instantly establish authority & connection on sales calls 👇 1. “Just so I understand where you’re coming from—what made you take the call today?” This one flips the dynamic. You’re not chasing. You’re curious. It invites the prospect to open up and gives you gold: context, motivation, and urgency all in one question. No small talk. Straight to the signal. 2. “Out of curiosity—why now?” Timing is everything in sales. If someone booked a call, something triggered it. Your job is to find out what. This question helps surface pain points fast, without sounding pushy or scripted. You’ll learn what’s happening in their world right now—and that’s where the real sale lives. 3. “Before we dive in—mind giving me the 60-second recap of where you’re at?” This one does 2 things at once: ✅ Puts the prospect in the driver’s seat ✅ Shows them you value their time and context It feels casual, but it gives you everything you need to tailor the rest of the conversation. These 3 openers have shortened my sales cycles, reduced objections, and made calls feel more like collaborations than interrogations. In remote sales, trust isn’t built at the end of the call. It’s built in the first few minutes. Set the tone. Lead with intention. Ask better questions.

My advice to new SDRs (after hiring 100+ of you) 𝟭. 𝗝𝘂𝗺𝗽 𝗿𝗶𝗴𝗵𝘁 𝗶𝗻 Is cold calling scary? Yes. Do you lack credibility? Yes. Will you feel imposter syndrome? Absolutely. But don’t let that hold you back. You need to loosen up fast. If you don’t, you may never. The most successful SDRs conquer cold-callaphobia early. 𝟮. 𝗕𝗲 𝗮 𝗰𝗼𝗽𝘆𝗰𝗮𝘁 The fastest way to ramp? Copy what works: → Shadow top performers → Learn their tactics → Study how they manage time → Listen to successful calls → Use their proven resources Copying isn’t cheating—it’s smart. 𝟯. 𝗚𝗲𝘁 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗲𝗱 Time management is everything—and easiest to master early on. (bad habits are hard to break) Start strong: → Stick to a calendar → Bookmark key resources → Pin frequently used tabs → Organize your notes Good organization builds good results. 𝟰. 𝗚𝗲𝘁 𝗹𝗮𝘀𝗲𝗿-𝗳𝗼𝗰𝘂𝘀𝗲𝗱 Focus on the right targets from day one: → Which accounts fit your ICP? → Which titles fit your IBP? Build lists around this. Master your messaging over time, but start with the right targets. 𝟱. 𝗕𝘂𝗶𝗹𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 Your success isn’t just about you—it’s a team effort. Invest in the people around you: → SDRs, SDR managers, AEs, VPs, marketing. Learn how to collaborate and add value: → How do they work? → How can they help you? → How can you help them? Strong relationships drive better results. A strong internal brand drives faster growth. Your first 3 months are critical. Use them wisely. P.S. If you found this helpful, follow me—I share tips like this regularly.

Over the last week, I've broken down how to have a successful cold call. I've talked about what to say, and how to say it. I've shared stories from the field, both good and bad, to be used as learning opportunities. The biggest things I've left unanswered? WHO to call, And how to PRIORITIZE your calls. These are just as important as the actual call itself. If you're not calling and prioritizing the right prospects, You're going to leave a lot of wins on the table. Let's start with what I call the number 1 rule of cold calling: Optimize for conversations. Call quantity doesn't matter if you're not talking to anyone. And not just any prospect you can find, But the RIGHT prospects. This starts with proper list building, which is the most underrated prospecting activity imo. If your list is bad, All your prospecting activities will go to waste. This is why you need to really understand your ICP and make sure you have a reason why you'd want to talk to that person before you add them to your list. Please, DO NOT rush your list building. Really make sure your list is solid before calling upon the people on that list. It'll save you a ton of time later. So now that you have a good list, You need to start calling on that list. But how many calls do you make? I like to drop most of my leads into a sequence that includes 5 calls. This is because of the people that will actually pickup, 80% will do so within the first 5 calls. This is essentially an application of the 80/20 rule to prevent wasted calls to people who will never pickup. I also document what I find out about the phone numbers I call. This is incredibly important. You need to be bucketing your leads so you know which ones to prioritize in future calls. Here are the buckets I use: 1️⃣ Connect Validated Number - any number where you've reached the contact 2️⃣ Validated Number - any number where you know it's the right contact but you haven't reached them yet 3️⃣ Questionable Number - any number that you're unsure about 4️⃣ Invalid Number - any number that you know is a bad number I prioritize these in order from 1-4, because people who you've talked to in the past are more likely to pick up again, And people whose numbers you know are good are more likely to pick up than those you don't, etc. etc. I've found that if you put a process like this in place, You set yourself up to have WAY more conversations than other people on your team, Which will then naturally lead to more meetings, and then more closed business at the end of the day. Okay, that concludes my cold calling series! Been so fun putting this together. I hope that you all learned at least one new nugget that you can use to improve at this essential sales activity. Happy calling ya'll!

Most Americans do not understand the difference between telemarketers and B2B sellers. To them, we are all just salespeople who want something from them. What we need to remember, is that our prospects have their guard up. The default assumption is we are dishonest. The default assumption is that we are unethical. You and I know that's not true. But that doesn't mean our prospects, at least subconsciously, aren't starting their interactions with us from a place of mistrust. Here are 3 easy ways to #EarnTheRight to your buyer's trust. 1. Reciprocity Before asking your buyer for something like their time. Give them something of value. The key is that it has to be of value TO THEM. This means sending a 72-page White Paper about a topic they may or may not be interested in and expecting them to weed through all 72 pages to find something of value is NOT IT. Make it matter to THEM & make it EASY to get the value you are trying to deliver. 2. Active Listening It feels good to be heard. It feels good when you can talk without somebody interrupting you. I follow an #ActiveListening framework called the 4R approach. The most important R is RESIST. Resist the temptation to make it about yourself. Instead, keep the spotlight fully on your prospect. Until you are sure you really understand what they are communicating and just to make sure you got it write RESTATE it back to them. And only then, should you talk because you have something to share that you're sure is RELEVANT to them. 3. Ask questions Which you can't do well if you've not actively listened so see # 2 if you're struggling to ask great questions. When I first started selling, I literally kept a post-it note on my desk that said, WHO WHAT WHEN WHERE WHY WHICH HOW It reminded me to replace, what was then my default language, phrases like "I'd recommend" OR "I think" with questions. The more open-ended questions I asked and the better I listened, the more I mastered #NeedsAnalysis. Now it's one of the things I do best and certainly core to my success with closing millions in revenue with some of the sexiest Fortune 500 brands out there! What is one way you are going to #EarnTheRight to your buyer's trust today? ---- If you appreciated this post, please hit follow and ring my 🔔

Bad news for you... there is no silver bullet when it comes to making cold calls. There is no magic opening line, or fool-proof structure that will guarantee you success on the phone. That being said there are a few things that I consider to be pillars of a good cold call. Incorporate these things and your chances will improve, that isn't to say they will guarantee success, it's also not to say that not doing these things guarantees failure. These are just things that as someone who cold calls every single day seem to be highly effective. 1. Pick up the phone and call ↳ There is no amount of research, courses, or mock calls that can replace actually having to pick up that phone and call. No meeting has ever been booked from a cold call that wasn't made... 2. Open the call with confidence and conviction ↳ If you don't sound like you want to be making that call how on earth do you expect your prospect to want to take that call. Bring a little swagger to your calls. Sound like you want to be there. 3. Incorporate a 3YU ↳ Give the prospect 3 distinct reasons that you are calling them specifically. The vast vast vast majority of reps are not doing this... this is where you can really stand out from the noise. 4. Have a PROBLEM based pitch ↳ Don't spend 5 minutes telling your prospect how amazing your product or service is. No one cares. What people care about are the problems they have, and how they can solved them. Your pitch should be problem-oriented, and then it should BRIEFLY outline how your offering can help solve that pain. 4. Ask ask ask ↳ Ask questions, not because you are supposed to or because your boss told you to. Ask questions because you genuinely want to understand your prospect. You truly want to get to know their world. If you go into a cold call with your main objective being to deeply understand your prospect as opposed to booking a meeting the entire tone of your calls will change... and it will resonate... and you will book more meetings... crazy how that works. 5. Customer-Centric Closing ↳ Too often we close a cold call in a selfish way, because WE want the meeting. Whats in it for them? You should always be closing a call in a way that outlines why the prospect would care about taking a meeting. Lead with the value of their time in mind. This isn't for you, its for them. There are a ton of other insights and tips I could mention (one big thing I left out is objection handling but that's a whole other topic) but to me this felt like the 5 most important pillars. If you want to learn more about how I approach cold calls I am hosting an 8STR8 session this Tuesday at 5:00 CT. We are opening it up to 25 people from the public, fill out the form in the comments if you are interested. PS: I am by no means an expert on anything, I still mess up calls every day... but I do think I have learned some things that a lot of people can benefit from, so that's why I want to share :)