Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there’s an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you’ll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented. 

Outline of This Episode

• [0:45] What is cold-calling? Is it still relevant? 
• [2:31] Is cold-calling an art and a science?
• [4:11] How Tyler prepares for cold-calling
• [5:15] Opening lines and techniques 
• [6:07] How Tyler keeps cold-calling engaging
• [7:57] Indispensable tools and technology 
• [10:03] Tyler’s top cold-calling dos and don’ts
• [12:49] How Tyler handles objections/rejections

Resources & People Mentioned

• Outreach
• Lead IQ
• Phone Ready Leads

Connect with Tyler Hickey

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it’s truer for someone where using the phone is a normal part of their workday. If they’re talking to customers daily, they’re likely still answering unanticipated phone calls. 

That being said, there is a procedure and methodology to cold-calling that can make you more effective. The reality is that most of it can be learned and improved upon. Rex shares some of his expert tips in this episode of Sales Reinvented. 

Outline of This Episode

• [0:52] What is cold-calling? Is it still relevant?
• [2:07] Is cold-calling an art and a science?
• [2:59] How Rex prepares for cold-calling
• [4:30] Rex’s opening lines and techniques
• [6:15] How to keep cold calls engaging
• [8:50] Tools and technology to leverage
• [10:53] How Rex measures effectiveness
• [12:39] The risks of using a parallel dialer
• [14:22] Rex’s top cold-calling dos and don’ts
• [17:10] How Rex faces objections/rejections

Resources & People Mentioned

• Nooks

Connect with Rex Biberston

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter 

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Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You’re a random person—it should be expected that you’ll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things. 

You need to learn more about the prospects than ever before. Knowing their title isn’t enough. You need to be able to offer them something of value. It all starts and ends with research. Learn Dillon’s research-backed cold-calling process in episode #415 of Sales Reinvented. 

Outline of This Episode

• [0:51] What is cold-calling? Is it still relevant today? 
• [1:33] Is cold calling an art and a science?
• [3:05] How Dillon prepares for cold calling
• [4:56] The opening lines Dillon uses
• [6:08] How to keep a cold call engaging 
• [7:23] Tools, technology, and metrics
• [8:52] Dillon’s top cold-calling dos and don’ts
• [11:42] How Dillon handles objections

Resources & People Mentioned

• Outreach.io
• Salesloft
• Apollo

Connect with Dillon Tucker

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
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Cold-calling currently remains the only personal approach to interacting with a prospect that can’t be replicated by AI. That’s why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvented. 

Outline of This Episode

• [0:52] What is cold-calling? Is it still relevant? 
• [2:05] Is cold-calling an art and a science?
• [3:00] How Valentyn prepares for cold-calling
• [6:06] How Valentyn uses permission-based openers
• [8:07] How to keep a cold call engaging 
• [20:05] Tools, technology, and metrics
• [11:53] Valentyn’s top cold-calling dos and don’ts
• [13:35] How Valentyn handles objections

Connect with Valentyn Kokoshko

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
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