Articles
Field-tested sales,
one question at a time.
Each article answers one question I've heard most in 23 years of selling. No theory, just what works on the phone.
Cold calling · 4 min
Cold Calling Tips: 13 Lessons From 23 Years on the Phone
Practical cold calling tips from a Head of Sales with 23 years and 200,000+ calls: what to say in the first 10 seconds, objections, gatekeepers and follow-up.
Read →Cold calling · 2 minHow to Get Past the Gatekeeper on a Cold Call (No Tricks)
How to get past the gatekeeper on a cold call without lying: be honest, ask for help, get the first name and call back. A Head of Sales explains what works.
Read →Objections · 2 minWhat to Say When a Prospect Says "Not Interested"
How to handle "not interested", "send me an email" and "we already have a supplier" on a cold call, with the exact lines a Head of Sales uses.
Read →Follow-up · 2 minHow Many Times Should You Call a Prospect? (The Data Says 5)
How many times to call a prospect who doesn't pick up, how to spread the calls, why to combine calls with email and when to call. Data from 300M+ cold calls.
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