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3 things you'll learn from the playbook of a top cold caller in 2024
How to meet your prospects in the buyer's pyramid
Sam's favorite cold-calling opener
How to engage prospects and encourage them to ask questions.
Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer.
Sam Byassee was a cold caller at Apex Revenue and is now an Account Executive at TitanX (formerly Phone Ready Leads®).
In the past 6 months at Apex Revenue, Sam:
100% 1:1 convos over the phone
Booked 200 Meetings
870 Activated Leads: The prospect requested more info and a follow-up
3,200 completed Conversations: confirm the right person, get through a pitch, and place the prospect into the proper bucket
Connect with Sam on LinkedIn:
https://www.linkedin.com/in/sam-byassee-72b009152/
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📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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Chapters
(00:00) Cold Caller
(01:24) Learning from Apex Revenue
(03:43) Detaching from the Outcome
(06:07) Segmenting the List
(08:05) Account Segmentation
(09:58) The Role of Apex Revenue
(13:46) The Cold Calling Opener
(15:39) Dissecting a Cold Call
(21:20) Engaging Familiar Prospects
(21:49) Building Genuine Interest
(22:16) Adapting to Engage the Prospect
(23:14) Skipping Parts of the Script
(24:09) Handling Objections
(24:39) Tracking Call Dispositions
(25:06) Updating Call Results
(25:36) Follow-up Strategies
(26:04) Common Objections
(26:28) Understanding the Prospect's Needs
(27:27) Keeping the Prospect Talking
(27:55) Boosting the Prospect's Confidence
(28:52) Listening to Calls for Improvement
(29:21) Flipping 'Not Interested' to 'Not Now'
(30:19) Tracking Conversations and Activated Leads
(31:17) The Four I's: Info, Intrigue, Intent, Interest
(32:14) Improving the 'Not Interested' Metric
(32:43) Asking Better Questions
(33:10) Working on Openers and Delivery
(34:06) Listening to Calls for Breakdowns
(35:34) Understanding the Prospect's Needs
(37:29) Avoiding Pitch Slapping and Feature Dumping
(39:21) Trusting the Prospect's Timing
(40:19) Focusing on Problems, Not Features
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