How can you easily find and qualify cold call leads?

Having a concise and precise description and parametrization of ICP is comparable to the exercise of finding product market fit. It should therefore be handled in a similar way and doing it well is of high value. One option isthrough a state A - state B analysis: "What is the problem state A, existing and previous customers where in and unhappy with, before buying? What is the is the solution state B, our product or service allowed them to reach and they are happy with now? Look into past records and interview a dozen of customers, then build your ICP search parameter list and criteria.

The list is the HOLY GRAIL of cold calling. 80%+ of the people you call should be facing the issues you face. If they don't, restart. How to: 1. Cognism + data cleanser from Upwork 2. Clay - harder to use but also good 3. SalesNav + FullEnrich. Build your dream list and start calling.

Chamber of Commerce Directories. They list companies by industry and give you the key contact's email and phone number. If you are not a member of that Chamber a good cold strategy is to call the member from their directory and ask them about the chamber. If you say "I am looking to potentially join the Chamber (Don't lie) can ask you some questions about it?" You break the ice and likely they will ask what you do.

There's a few ways to do this and obviously they require investment, some large, some small. 1. Buy a license for a B2B data platform like Cognism or Apollo. You'll have instant access to millions of quality data like mobile numbers and emails which you can easily build into customised lists. 2. Get LI Sales Nav and build lists from in there using some very useful filters. However, this will only be for LI profiles and you won't be able to get numbers and emails unless you have a tool. 3. Go old school and use Google to build lists then call HQs (definitely do not recommend).

There are two parts in building the list - first identifying a company target and then within the company identify the right person and phone number. Given a well defined ICP, ideally verbose plus clear parameter set - AI tool like ChatGPT can help craft Google advanced queries for websites matching certain "trigger content" and you can use web scrapers and scripting tools. Nevertheless specialized tools are probably the most appropriate for quick progress and worth their money if one is not insisting on doing without for whatever reason or "full control" requirement

If you don’t know where to start here, using LinkedIn Sales Navigator is a great way to get a list of target contacts in your ICPs. You can then use Sales Navigator like a CRM to reach out. If you’d like to email the contacts you find, check out hunter.io which is a great free tool that you can use to find email addresses. Just add the domain and it will suggest the most common email formats for that business.

If you can have SDRs assigned to specific industries and then filter the lists so you're only contacting your ICP and calling mobiles. Have targeted messaging/scripts for each industry and make sure you have researched your prospects. You can't really segment on interest as at this point you don't know so get calling!!

If we're talking about qualifying on a cold call then I think using frameworks like BANT, CHAMP and MEDDIC are over kill and you'll probably qualify yourself out too early. Use these frameworks on the 1st discovery call after the initial cold call. Qualifying a cold call lead should be simple: - Decision maker or strong influencer - Do they have a problem you can solve - Are they willing to solve it Simple!

For our agencies (and others like us) qualification of prospects goes further than BANT or other similar frameworks. We provide qualified appointments to our clients and they often have a particular criteria they want, whilst we can get close to this with proper data sourcing, the right questions on the call often turn a cold into a qualified and CONVERSATIONAL call.

On average it takes 8 touches to book a meeting with a prospect! Most people give up after 1-2 and by 5 nearly 90% have stopped. Leaving money on the table for the rest of us! Use an omni-channel approach so you don't come across super desperate and spread out the touches by at least 3 days.