How can you balance cold calling with other sales development activities?

To balance cold calling with other business development activities, create a weekly schedule. Dedicate specific time blocks for cold calling and allocate the rest to networking, marketing, and strategy. Consistency is key!

When you plan you're cold calling schedule, be mindful about your prospects time zone, and schedule. It's not about you're preferred schedule, or when you feel "ready" to call. It's about being mindful about the moment of the call. You're disturbing them anyway, might as well do it properly

Account Tiers + Prospect Tiers = Accurate prioritization. Tier 1 accounts - Great product fit, solves a need, good timing Tier 2 accounts - Good product fit, may not solve an immediate need or be the perfect timing Tier 3 accounts - Poor product fit (or requires a framework shift from the purchasing company to be a fit), no need, poor timing. Tier 1 prospects - Hot lead. Expecting my call from an internal referral. Tier 2 prospects - Warm lead. I was either told they're a purchasing DM, that my offering is relevant to them, or that they have a need my product can solve. Tier 3 prospects - Cold outreach, first touch, etc. Tier 1 prospects at Tier 1 accounts should be immediate pipeline as soon as the call connects!

Depending on your ideal customer, certain triggers can indicate a higher possibility for a prospect to listen. Nobody is ready to buy from the 1st call, but if you have enough insight, you can have their attention. This is the most important part in sales development.

Everyone has difficulty getting a prospect on the phone, and then once they pick up, it's very hard to get them to give you their time. One surefire way I have found to get their attention is to call from his or her spouse's phone. How you do that is up to you, but I have had more conversations that connected on an emotional level with this method than any other.

It's a fact. Everybody is switching communication channels throughout the day. If they don't answer the phone, they are certainly not on social media either. They either work, which means it's a higher chance to see your email, or you might as well call them again in a few moments.

You can't use the same medicine on all people; it will be a disaster. Same in cold calling. Use different use cases, different intros, different tones, but most importantly - be natural. A good way to stand out is be yourself at the phone. Listen and match your prospect's energy.

If you're new to cold calls, you're probably listening how you sound, more than you listen to your prospect. You're not going to sell anything from call no.1, so chill. Listen to your prospect's voice, notice the energy and match it. Speak loud enough, clear, and be concise. Tone and clarity determine your authority from the 1st moment.