30 Minutes to President's Club | No-Nonsense Sales #156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
22 snips
Mar 1, 2023 AI Snips
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Episode notes
Cold Call: Permission + Problem + Validate
- On cold calls get permission, state a concise problem and its negative consequences, then ask how they handle it today.
- If they validate the problem, move to schedule a short meeting immediately.
Short Cold Calls Protect Interest
- Keep successful cold calls between seven and nine minutes and stop before you start feature-dumping.
- Use verbalized problems and consequences from the call to sell the meeting and increase show rates.
Immediate Follow-Up To Prevent No-Shows
- Send a mini discovery follow-up email immediately after the call summarizing the problem and consequences they voiced.
- Bump it the day before the meeting to remind them why the meeting matters and increase show rates.