How can you stay ahead with the latest cold calling tools?

Choosing a CRM for your cold calling is very different to choosing a CRM for you sales and pipeline. Often with sales, you want customer journeys captured, loads of info on the business and individual, with cold calling you want a CRM that enables you to make that call, record your outcome and shoot straight to the next call. Speed, reporting, integration and flexibility are key, some have built in functions such as email and SMS tools that can be really useful.

In the modern world, especially in SaaS, the Sales department is divided into SDRs, who reach out to potential buyers (cold-calling included), and AEs who close deals. SDRs and AEs do different things, have different pipelines, and need different tools. While AEs use CRM to store all the information about their potential and existing clients, SDRs use CET - Customer Engagement Tools. CET stores the prospect's data and allows SDRs to create sequences, and templates, send emails, texts, LinkedIn messages, make calls, and even book meetings. Some of the most popular CETs are Outreach, Salesloft, and Klenty. There are also tools like Lemlist, Apollo, and Infotelligent. The latter has a built-in auto-dialer and AI personalization feature.

The best way is being part of any Sales Association, group, workshop or academy. When you get older and you're more far from studies and university, new tools come to the market and you're not aware of them. Being part of a Sales collective is always a very very good idea to share knowledge and new technology tools. Reading books, newsletters, blogs and specialized press is key to success.

Une bonne gestion du CRM est essentielle pour un SDR. En prenant l'exemple d'hubspot, le pipe SDR doit être différent du pipe AE comme les process ne sont pas les mêmes. Mon conseil est de ne pas forcément créer de pipe SDR mais d'avoir un filtre prospection sur chaque entreprise. Une fois le rendez-vous pris : création de la transaction dans le pipe AE. Aujourd'hui il est essentiel d'avoir le nom, prénom, entreprise et numéro de téléphone 06/07 pour être efficace dans le CRM.

Dialer is usually a part of a CET. A good dialer has to allow you to: - record calls - get transcripts - assign multiple phone numbers to your license - ensure a high connection rate - make a lot of dials within a short period of time. The best dialers in the market are Orum and Infotelligent. Both have such rare features as multiple phone numbers, an auto-dialer that helps make over 250 calls per day, and auto phone number rotation that ensures a high pickup rate preventing the numbers from being marked as spam. Orum has a parallel dialer allowing to call up to 5 prospects simultaneously and costs start from $450/month per rep. Infotelligent has a database with 75+m mobile numbers, built-in CET and starts from $129/month per rep.

You need a good dialer to ramp up quickly. The more people your team can talk to, the faster they will learn. Either go for PAD (Parallel Assisted Dialer) Or a Power Dialer. If your people are dialing one by one it's like teaching someone to run a marathon by doing some light walking.

Il existe aujourd'hui des outils comme Aircall qui permettent d'avoir cette fonctionnalité Dialer. ?a permet de rassembler une liste de 50 prospects et d'encha?ner les appels sans interruption. Plus on contacte de prospects plus on a des chances de prendre de rendez-vous. L'efficacité.

If you want more revenue / rep / hour from calling, then a basic dialer will not help much. Ringcentral is a leading dialer BUT their own sales team use ConnectAndSell because it enables them to not just make more dials, but actually have the conversations that matter with 100% of the named decision makers on their list. A basic dialer only helps you do the easiest dials (directs / mobiles) a little faster that you can only source for 20% of your addressable market - the same people everyone else is calling. Only a human assisted dialer will enable you to 1) speak to 100% of people on your list 2) remove the most time consuming part of calling: everything AFTER the dial but before the prospect picks up: phone trees, gatekeepers...

I would avoid using script software. I suggest investing in learning from the best sales leaders like Josh Braun, Kyle Coleman, Kevin Dorsey, and others to get the best practices, understand the psychology of cold-calling, and create your own script based on what you learned. No robot can understand a human better than a human. At least today

Most scripts are already rubbish; I'm yet to find great people who can write scripts, let alone software. Focus on giving your team a solid framework and don't focus so much on a rigid script.

Le monde de la prospection est aujourd'hui bourré d'automatisation. Chaque personne est différente et chaque Cold Caller à son propre style. Je vous conseille de prendre un script de base et de le modifier jusqu'à être à l'aise. Ensuite exercez-vous sur le terrain avec votre seule script. Un logiciel ne remplacera pas l'humain à ce niveau.

I’m going to assume LI means cold email here. Here are a few ideas on how to get your emails noticed, opened, and responded to: Aim to minimise by automation. The market has been oversaturated with a 'spray and pray' approach, making it harder than ever for you to cut through the noise. Focus on relevance over personalisation. Who cares if we support the same team or if we both have a gluten intolerance. What prospects care about is how you can solve their problems, what the consequences are if they don't, social proof that we have resolved similar issues for others, and a gentle call to action. Always check for spam-triggering words. You’d be surprised by how many there are. Remove any links, numbers, percentages, and pictures as well.

Making calls is the best way to learn, BUT. There are some great tools you can use. I use SecondBody to warm myself up before a session and Trellus to help me while I'm calling. If you can make your reps' life easier, you should.

Before using any tool, know your ICP. Then, you can build any approach from there. I have been using ChatGPT for prompt roleplaying on my cellphone. You can have all level of communication and objections with a perspective response. This can also help you know your best essence or some cons that are not working for you. Give it a try.