What's the best way to create a cold calling plan for your goals and industry?

Creating your plan in advance is pivotal! I heard someone use the analogy this week: planning before starting is like a pushing a big snow ball up a hill, as you push it up it gets bigger (yes it’s hard work) when the hard work is done, it’ll just roll down the hill the other side and get bigger and bigger with little input. Understanding your ICP is how to get that ball started!

Once the list of companies to profile has been selected, it's time to contact the leads in the companies. In this case, it's crucial to understand which departments to contact and which job titles are the most suitable. Typically, there is already a list to start from, but it's up to the SDR to determine which ones are crucial to contact. Relying on LinkedIn profiles is already an excellent starting point (published articles, posts, job title descriptions, studies, and interests). Before contacting the leads, it's important to understand the best pain points to include in the pitch and, at the same time, which benefits may be of more interest to them.

Defining the size and seniority of your ideal audience is crucial. It will define how personalised the approach should be and even the tech stack to implement. For example if your TAM is very big and not very senior you can get a parallel dialler and more generic pitch. If your TAM is small and very senior you'll need a much more target approach.

To optimize outcomes in cold calling, a heightened emphasis on strategic concentration is crucial. Often, individuals find themselves grappling with heightened stress levels, pondering whether their pitch resonates with the prospect. Establishing clear guidelines and diligently honing these practices will significantly elevate the probability of successfully engaging and securing substantial clientele. -Define Objectives and Targets -Focus on Value Proposition -Practice and Role-playing -Prepare for Objections -Set Realistic Call Goals and Metrics -Time Management and Scheduling -Research and Segmentation -Craft a Compelling Scrip -Dashboard or Visuals

Yes, ICP is huge! We also created "battlecards” so the new SDRs understand pain points/value by each of our services. I get them calling sooner than later and I still make calls too (we're in a community office so we all hear each other) which is part of our training... I'm not asking anything of new SDRs that I don't do. How do you become good? Make. The. Calls.

I believe it's important to always start with a target and then plan the rest accordingly. Daily activities (calls, emails, Inmails) should be reported against meaningful conversations. From these meaningful conversations, the conversion into meetings should be calculated. Based on these elements, weekly activities can be outlined. Having a CRM makes everything easier. However, I recommend conducting good profiling every day to ensure that data is always available. Set activities for calls and emails during the best times when the pick-up rate or answer rate is highest. It's important to define weekly goals so that plans can be adjusted from week to week if things don't go as expected.

CRMs are great for this, truth is-- people don't know their numbers and hope for the best. I would recommend reviewing your previous month/quarter's results and break them down backwards. What is my quota/personal goal? What is my contract average? What is my closing rate? How many of my appointments show/hold? How many connects average an appointment? How many calls average a connect? Figure it out once and throw a quick excel formula sheet together for your team. Adjust the numbers (because things vary with holidays, sick days, industry) as needed. This is a great starting point in knowing your numbers and giving your team a tool to know it :)

It is all in the delivery. Know your talking points and your goal of the call. I would highly recommend listening to Jordan Belfort's material on tonality and the straight line method.

Introduction: Start by introducing yourself and your company. Purpose: State the reason for your call and what you can offer the prospect. Ask the permission to talk Value Proposition: Highlight the key benefits your product or service provides. Focus on how it addresses the prospect's pain points or challenges. Differentiation: Explain what sets your offering apart from competitors. Call to Action: Clearly define the next steps you want the prospect to take. Handling Objections: Anticipate potential objections and have responses prepared to address them confidently. Close: Call to action and try to save some time for the prospect to ask or answer any questions they or you may have.

Researching is key! You want to be the expert and know how to tailor each call -- but don't get so hung up that you waste time NOT calling. What I found helpful is having a plan for old inherited leads that don't have notes in the CRM-- keep it a little more generic and remember -- no matter what the status is with that lead, remember you are there to solve their problems.

With regard to the use of new media and technologies, there is clearly a generational divide difference. Young people who are looking for a new product are increasingly turning to the set of newer technologies. CRM systems are referred to in the literature as also in practice often referred to as “the single source of truth” designated. In fact, salespeople should see their CRM system as the happy medium of their activities. CRM as a holistic corporate approach, we strive for absolute customer focus. The optimal developing sales processes is an iterative challenge (Adriano Ropeter, 2023). This requires excellent coordination of individual functional areas in order to reduce friction to minimize pleasure

I slightly disagree with the times here. Industry is a huge factor but typically I’ve found cold calling works between 8-12 and 2-5 best so pretty much most of the day. Unless you are calling schools for example! Industry does play a big part I will add so there isn’t a one size fits all really.

Reality is, your day can get crazy fast. So set your times and do your best to make them efficient. But don't stress about adjusting them to prioritize something closer to the money. As a manager, for an in office setting maybe schedule different calling hours for your people for walk-in coverage and rotate throughout the week for fairness.

Here’s where the science of of sales comes in. Analyzing and understanding what is working and is not working in your efforts. What resonates and what solutions seem to be interesting to your prospects? Aggregate the data based on specific groupings titles, size of company, revenue, etc. Now you have a streamlined plan when targeting vs shooting from the hip every time.

I have found in my industry (Foodservice Beverage), the most important part of cold calling is the preparation. Before I make a cold call, I do a site survey to see exactly where my products fit a customer’s need. I never try to fit square peg in a round hole. If there is not a need for my product, I won’t waste my time or the operator’s. Once I establish a need, I make sure I have a plan and only then will I start my long climb to the decision maker.

This one is easy. Counterintuitive, but easy... Set your outbound cold calling strategy to DRIVE INBOUND. Instead of obsessing on meeting, use every interaction to share ideas, new innovations, and to get the word out. Help prospects spark digital journey with your brand. Keep track of who answers the phone and at them to a 90 day persistence follow-up call campaign. The blue birds, the folks where your timing is impeccable will let you know. They'll say, "Look at you. Your timing is perfect. We're researching and looking for this solution/service now." Follow that process, abandon the obsession with meetings, and drive inbound via outbound.

The best way to create a cold calling plan for your goals and industry is to start with research on your target industry, understand their expectations, and prepare a tailored script. Consider time zones for optimal outreach timing. Maintain a weekly plan with set goals and continuous adaptation for success. there is no right or wrong way, cold calling will never go out of fashion. If you can show persistence and show up every day to talk to the list you shortlisted and can take enough no before you hear your yes, then Cold calling is going to reward you in its magical ways :) #ColdCalling #TipsandTricks #KK

Need analysis is off course a must have quality before cold calling. Same time need creation is yet another tool to dig new markets or avenues. Selling to people who need our product is easy where as selling to those who never heard about our product is easier in my view. Those who use it have more knowledge than those who haven't yet.

If this is the first territory plan... Work backwards to determine -How many calls you need to have a conversation -How many convos to book a meeting -How many meetings to qualified opp -How many qualified opps to get a customer From there you can determine metrics needed to hit pipeline and ARR goals. Outside of KPI's you also need to - Create Talk track / scripts -Value props that resonate -Define and refine your ICP