31 min listen
1103: Breaking Down the Basics of Cold Outreach with Michael Pedone
1103: Breaking Down the Basics of Cold Outreach with Michael Pedone
ratings:
Length:
39 minutes
Released:
Oct 20, 2022
Format:
Podcast episode
Description
Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps of a first-time sales call that leads to deeper conversations.
In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sales development managers should be focusing on.
HIGHLIGHTS
Breaking down the first-time call
60 dials a day and/or 3 hours of talk time
Learn the basics: Selling is selling regardless of industry
Become great by investing in yourself
QUOTES
Selling to human beings is the same regardless of industry - Michael: "Even though the problems that your solution solves might be unique to that individual, the way they buy and make decisions is the same across the board, no matter what it is."
The goal of a first-time call is to get the prospect interested - Michael: "First-time call, step one, you have to pique their interest. If you can't pique their interest in the first 15 to 30 seconds of the call, nothing else matters because then, if you don't pique their interest, you're going to get 'no thanks, I understood, we're all set.'"
Research your prospects and qualify or disqualify them - Michael: "Your job as a sales rep is not to close every lead you contact. Your job is to close as many qualified prospects as fast as possible."
Find out more about Michael in the links below:
LinkedIn: https://www.linkedin.com/in/michaelpedone/
Website: https://www.salesbuzz.com/
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast
In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sales development managers should be focusing on.
HIGHLIGHTS
Breaking down the first-time call
60 dials a day and/or 3 hours of talk time
Learn the basics: Selling is selling regardless of industry
Become great by investing in yourself
QUOTES
Selling to human beings is the same regardless of industry - Michael: "Even though the problems that your solution solves might be unique to that individual, the way they buy and make decisions is the same across the board, no matter what it is."
The goal of a first-time call is to get the prospect interested - Michael: "First-time call, step one, you have to pique their interest. If you can't pique their interest in the first 15 to 30 seconds of the call, nothing else matters because then, if you don't pique their interest, you're going to get 'no thanks, I understood, we're all set.'"
Research your prospects and qualify or disqualify them - Michael: "Your job as a sales rep is not to close every lead you contact. Your job is to close as many qualified prospects as fast as possible."
Find out more about Michael in the links below:
LinkedIn: https://www.linkedin.com/in/michaelpedone/
Website: https://www.salesbuzz.com/
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast
Released:
Oct 20, 2022
Format:
Podcast episode
Titles in the series (100)
Episode 7: Sales Differentiation, with Leanne Hoagland-Smith: In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. by Sales Strategy & Enablement by Revenue.io