Outbound Operators

If you need a pep talk to cold call... You need to find a new job. This job isn’t for “when you feel like it.” It’s for people who do it when they don’t. Discipline beats mindset. Everyday. PS: 44 dials per day is the avg. for SDRs… what do you think, too low? Just right?

Just wrapped weekly coaching session with The Brophinator Tony Brophy on Friday... He is on track for his first $30K month running his fractional cold calling service business... Want to be like Tony? Ronen R. Pessar, Andrew Peck and I are launching a new program at the Outbound Operators Aimed at helping individuals who want to break away from a w2 and start their own fractional cold calling services business. For the right person, this is an opportunity to 2, 3 maybe even 4x your monthly income ... $15K to $30K/month If you have ever wanted to break out on your own, this program might be for you Learn more here ---> https://lnkd.in/ga4PEA7Y

I don't know how the hell this is controversial anymore 🤦♂️ But a C+ rep with an A+ list of prospects will outperform an A+ rep with shitty data Every single time. Sales isn't about convincing someone to take a meeting, or even convincing them to buy your shit. It's a sales leaders job to heavily curate a list of accounts for sales reps to call If you're providing your reps shitty data, you're not doing your job as a leader. If you’re talking to the right accounts, with the right problems, at the right time The game is already won. So before you obsess over hiring the "perfect rep", ask yourself: ➡️ Are we even talking to the right people? ➡️ Do we know which accounts are worth our time? ➡️ Have we invested in building and enriching the list? The list is the strategy. Everything else is just execution.

"Mommy, how'd we get so poor?" "Well son, Dad thought it'd be a good idea to comment 'script' on a post that promised to deliver the 1 cold calling script that was going to 'book 12 meetings in 20 dials' Dad followed the script. They told him to always ask for 30 minutes. They told him to push past every objection. They told him to ‘just smile while dialing.’ So he did. He smiled. He dialed. He begged strangers for calendar invites. To his surprise, 10 people said yes. Those 10 people were all interns who have the authority to run a coffee order and thats about it And the coffee tasted like shit

I don't mean to get political on here... But when a prospect says "send me an email" You should ACTUALLY send them an email And here's why ⬇️ 1 - People don't have time to be on the phone all day Shocking news: people are busy. A lot of times, you actually did catch someone at a bad time. 2 - Timing is a b*tch. A lot of deals don't close because of things you can't control: e.g. timing I've had 20+ people send me an email 3 months after a conversation saying now is the right time to chat. And the only reason they were able to find me was because they had an email from me 3 months earlier 3 - Follow up Again, people are busy. And when people don't buy, a lot of times its a timing issue. When you follow up without being a complete pest, you stay top of mind. There are fat stacks in the circle backs Moral of the story: do what you say you're gonna do, and send that email

My favorite way to get rejected on a cold-call? Prospect says: "Is this AI?" I've heard reps during CallBlitz sessions get asked this more than once. Sometimes people forget the most basic thing when it comes to having conversations: 𝘛𝘩𝘢𝘵 𝘵𝘩𝘦𝘳𝘦 𝘪𝘴 𝘢𝘯 𝘢𝘤𝘵𝘶𝘢𝘭 𝘭𝘪𝘷𝘪𝘯𝘨, 𝘣𝘳𝘦𝘢𝘵𝘩𝘪𝘯𝘨 𝘩𝘶𝘮𝘢𝘯 𝘣𝘦𝘪𝘯𝘨 𝘰𝘯 𝘵𝘩𝘦 𝘰𝘵𝘩𝘦𝘳 𝘭𝘪𝘯𝘦. You're not a robot, so stop acting like one when you call people. Instead of any crazy tricks you might've heard from watching the Wolf Of Wall Street, try this: have a conversation with a human. You do it everyday, and cold calling at its core is no different. At the end of the day, your job is to have a conversation with a human. And if what you're selling happens to fit with what they need, that'll become apparent very quickly. Lower the pressure. Focus on curiosity, not commitment. Don't forget the basics here.

If you were to end up in prison, what would it be for? . . . I'll go first: cold-calling someone on the Do Not Call List. Your turn ⬇️

Underrated cold calling tip? Stop being a f****** weirdo I'm dead serious. 99% of cold calls i've ever received have been from people that genuinely don't sound like people Either like they're reading from a script, or like they're dead inside The best cold calls I've ever heard? Sound like one person talking to another. Because when you treat a prospect like you know them, they're more likely to give you the time of day Throw every guru tip out the window, and act like a real person

After hiring 100+ sales reps in my career... I couldn't care less if a rep is "gritty" or not. Being "gritty" is super overrated - it worked well in the spray and pray era, when all that was required to close deals was sheer volume and persistence. But i'd be beating a dead horse by saying that spray and pray doesn't work anymore... So when the leaders are mapping the right accounts, protecting the list, scoring for phone intent, it doesn't really matter if your reps are gritty. Doesn't mean they shouldn't work hard, but grit isn’t what separates top performers anymore. Only 2 thing top performers have: 1- Consistent on-target activity 2- Skilled OR open to coaching (to become skilled) Hire reps who are committed, not just grind.

I once had a rep call a prospect 68 times. On the 69th try… they finally picked up 👏 [and set the meeting] And here’s why that’s actually a REALLY bad thing: Sure, you could spin it as “persistence pays off.” But let’s do the math... 68 dials = 100% wasted effort 68 dials = looks like I'm busy dialing 68 dials = time lost chasing nothing By the time that person finally answered, we’d sunk hundreds of dollars and hours into a single conversation, that ended up going absolutely nowhere. That’s not persistence it's just bad business! That's time and effort your reps can be spending calling prospects that are 1) actually interested in talking to you 2) actually a fit for your business If someone doesn't pick up the phone after 10 tries (let alone 68 times) they're not a fit for your list. Persistence is not key. Focus your efforts on where they'll actually pay dividends Not where it turns into total waste. This is a core problem using parallel/multi-line dialers. P-dialers scale waste. Instead... - Build the list - Score the list for intent - Call people who will answer And when they don't Move on. PS: if you're using a P-dialer and have seen dtc rates drop below 2%, this is probably why... or your caller ID shows as "SPAM"... possibly both.