Outbound Squad Founder & CEO of Orum, Jason Dorfman
13 snips
May 13, 2025 Jason Dorfman, Founder and CEO of Orum, shares insights from his journey as a sales leader. He discusses a solid cold calling framework and proven tactics to enhance those crucial first 30 seconds. With a focus on building trust and credibility, he offers strategies for effective communication while highlighting the need for product knowledge. Jason also tackles productivity challenges faced by remote sales teams, advocating for calendar blocking. He emphasizes the importance of resilience in sales leadership and highlights robust hiring practices to strengthen teams.
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Build Resilience in Cold Calling
- Managing rejection in sales requires mental toughness and resetting after bad calls.
- Use successful calls to build positive momentum and maintain confident tonality.
Match Dialing Speed and Know Your Industry
- Auto dialing speed should match the rep’s skill and context for better connect rates.
- Deep product and industry knowledge impress prospects and improve call outcomes more than superficial pre-call research.
Build Trust Through Tone and Framework
- Good sales tone and mindset start with pride in your role and building likability and trust.
- Use a conversational framework: hinge, bridge, needs discovery, objections, and next step.