Listen to a cold call that failed and learn how to improve it (AUDIO)

May 2014.  I was in the market for a tool that would help the SDR team increase call volume and convert more conversations into meetings. A quick Google search led me to vendor that had killer content.  So I submitted my contact details in exchange for an e-book. 20 minutes later I got a cold call from an SDR. Here’s the call: Marketing …

How to Schedule Demos at Conferences Without a Booth or Badge Scanner

Setting up a booth at a conference, handing out swag and scanning business cards is easy; scheduling demos with strangers that turn into revenue is hard. As a VP of Sales and a self-proclaimed sales junkie, I love attending sales conferences. Sure, the speakers are interesting, but I learn even more by observing HOW vendors sell. I often play guinea …

Do This One Thing and You’ll Persuade More People

I was recently in the market for a CRM so I signed up for a 30 day trial.  After kicking the tires for a few weeks I received a call from “Mike”.  Here’s Mike: “Hi Josh, this is Mike with ACME CRM.  How are you doing today?” Me: “Great Mike.  How are you?” Mike: “Doing well Josh. The reason I’m calling is to see if …

Pricing Page: How to nudge people into selecting your higher-priced option

I recently spent some time on growthhacker.tv listening to experts on startup growth reveal their secrets. (Very original and thought provoking content btw.)  You get to listen to 3 episodes for free before being prompted with the sign up page below. Typically pricing pages have two options.  You can either choose the less expensive option with less features or the more expensive option with more features. Sometimes this …

How to Diffuse “Can you give me a better price?”

“Good news.  We’re in!  But I need you to give me a better price.  What can you do?” Look, I get it.  You’re anxious.  You’ve been working this deal for 3 months.  You can taste the sale.  You just want to ask your VP for a 10% discount and close it. But offering a discount can actually work against you and your …

A Non-Salesy Technique to Start a Conversation With Your Dream Customers

Love this tactic from Robert Graham that starts a conversation by offering something of value rather than asking for 15 minutes on someone’s calendar (which can feel a bit sales-y and common).  His outreach feels genuine, friendly and human. I was so inspired by Robert’s approach that I wrote a cold call script and email template for my friends at Skill Scout. An Example: Cold Call Script for Skill Scout Open …

How To Reach Your Prospects By Leveraging a Shared Audience

The Big Idea Identify podcasts that have an audience similar to your target audience. Identify 2-3 topics you can speak about that would help their audience kick more ass. Use the email template below to reach out. Follow up 4 times with rebump.cc Rinse and repeat Example: Email Template Subject: Your interview with Jeremy Reeves Hi Matt, I’m a big fan …

How to Persuade Prospects to “Lean Forward” Using Cold Email

Most cold emails I receive include a call to action that sounds something like this: “Josh, let’s schedule a 30 minute call so I can share these ideas with you.  What day next week works best for you?” The problem?   Asking for someone’s time is a pretty big ask.  Especially if it’s the first date.  So here are a few cold …

cold calling

How to Get Your Heart Rate Below 75 bpm When Cold Calling

Few things get the heart racing more than cold calling.  Here are 6 ideas you can try to slow your heart rate below 75 bpm when dialing. Idea #1: Detach From “Getting” If you have a getting mentally such as “I need this call to result in a meeting” you’re going to have a soul crushing experience cold calling.  Why?  Because your prospects will “smell” your intent …

Why your opportunities don’t close (and what you can do about it)

My grandma’s 11 year old two-sided toaster had only one side that worked.  So technically it was a one-sided toaster.  Oh and the darkness dial didn’t work.  So granny had to go through three toasting cycles every time she wanted a bagel. Why didn’t my grandma just get a new toaster?  Because switching was scary.  It would mean that she’d need learn a new toaster interface.   One …