outbound sales

Todays episode of Hopp on Calls welcomes Jordan Crawford, Founder of Blueprint. 

Jordan and Kevin discuss the importance of a strong intro and how it can set the tone for a successful cold call. Jordan shares his idea of incorporating hype videos into cold calling to make it more engaging. Jordan talks about the mission of Blueprint, which aims to solve the challenge of accessing the same data in sales. 

A big theme discussed in this episode is how to correctly measure the efforts of your outbound sales team. While it's easy to rely on activity metrics to gauge the productivity of your team, it's really not an effective way to look at your teams performance. Instead, focus on the metrics that matter - like connection rates, elaborate conversation, and of course - high quality meetings booked.

HIGHLIGHTS:
[00:02:03] Blueprint's approach to outbound.

[00:04:30] Sorting market by more pain.

[00:08:01] Putting people in better positions.

[00:13:05] Kevin's name popularity.

[00:16:47] The importance of warm leads.

[00:18:33] Mindset of abundance in sales.

[00:22:00] Automating go-to-market strategy.

[00:26:43] Phone call engagement strategies.

[00:30:08] Blocked phone numbers.

[00:33:27] Metricizing cold call success.

[00:36:00] Completions and productivity.

[00:40:59] Sales development and outbound strategies.

[00:43:07] Cold calling in job descriptions.

[00:46:34] Three types of target audiences.

[00:49:10] Everyone loves to buy.

[00:52:09] Cold calling and niche markets.

[00:57:27] Why them? Why now?

Connect and learn more about Jordan through this link:

LinkedIn: https://www.linkedin.com/in/jordancrawford/

Connect with Kevin:

Kevin Hopp: https://www.linkedin.com/in/khopp/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

Welcome to The Call Guys Podcast, a show that aims to elevate the profession of sales development with tips, tricks, and tactics for sales leaders and SDRs. We explore the 20 years of combined cold-calling experience between Kevin Hopp and Ronen Pessar, as they share the 2 services you can look forward to:

The 6-month consulting service called SDR in a Box and specialty training on conversation-first prospecting that leverages cold calls. The Call Guys will also alternate between educational episodes with industry leaders and actual and unedited live cold-calling where anything can happen! 

HIGHLIGHT QUOTES

Go from no SDRs to fully-functional outbound with SDR in a Box

Kevin: "SDR in a Box is consulting where we're going to help you, in 6 months, go from 0 SDR team to fully-running, productive, high-achieving SDR team."

Ronen: "We call it SDR in a Box because it's as if you just went shopping and you're at Walmart or Macy's."

The Call Guys will bring in brave guests who will cold call live on the show

Kevin: "Anything can and does happen. Some crazy stuff happens there. 

Ronen: "And we're bringing our guests for that as well who are going to call with us, some brave souls who are going to go out to the public and make cold calls in front of people." 

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

Do you manage a call center or a team of customer service representatives? Learning to write effective outbound scripts is critical to your success. Listen as Clay Clark breaks down the steps you to take to write a powerful outbound phone script.

Knowing when to set a meeting VS when to not set a meeting is a bit of an advanced sales skill. A lot of reps are going to power through almost any objection to get a meeting no matter what, but Kevin goes into what you should be thinking of instead. 

Connect with Chet Lovegren on LinkedIn.

Permission-based openers, good or bad? Find out!

Very different than closing an actual deal, closing for a cold outbound meeting can be challenging. Kevin gives you very specific, actionable advice here that when implemented will increase your meeting show rate, and your overall meeting setting rate.

Not every prospect will 1.) answer their phone or 2.) actually talk on a cold call. 

Kevin shares his best tip about following up a cold call with a targeted email. 

Check out Kevin's Linkedin and Website here:

https://www.linkedin.com/in/khopp/

https://www.hoppconsultinggroup.com/

https://www.youtube.com/channel/UCthQXJkNh0Bhj_8IQOGtiAw

How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group. 

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/tony-lenhart

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