Cold calling can still be a great strategy in your toolbox for generating leads, booking appointments, and initiating sales conversations. But whether a prospect picks up the phone often depends on what’s showing on the caller ID area code. When people receive calls from unknown numbers, they make a quick judgment about whether the call […]

A gatekeeper’s no is an instinct, not a real no. With the right words, you can turn that wall into a transfer. You say, “Hi, I am calling from…” and the receptionist cuts in with, “What is this call about?” The call is already on a knife’s edge. Most reps respond in a way that […]

You dial. They pick up. You get ten seconds before they say: “We already use someone for that.” This is something I have faced plenty of times as an SDR. For a lot of you out there, it’s the end of the call. But, when you get a competition objection, it’s not a door slamming […]