Cold-Calling Training #1: Cognism
Tito Bohrt ???? - Sales Mad Scientist
Hiring 6 SDRs March 2025 | SDR/BDR Advocate | Data-Driven GTM
Welcome to the Cold-calling series!
During these 20-30 minute sessions, I meet with SDRs from all over the world (we're starting in England) and have them mock call me and pitch me their product. After that call, we turn it around and role-play the opposite way, I learn a bit about their product and I pitch them their own solution.
Our first guest on the show is Hector Forwood from Cognism!
PS. If you're bored, scroll down to the index and jump directly to the specific sections that are most useful to you. I've highlighted the ones that I think you'll benefit the most from.
Bonus! Hector, and a few others used the training to already book more meetings!!
Index:
0:40: Call context
1:28: The cold call from Hector
5:10: Hector's thoughts on the call and more context on Cognism
6:20: Tito's Analysis of Hector's call
7:00: Tito Learning more about Cognism to prepare for the call
12:20: Tito Cold Calls Hector
15:50 Hector Analyzing Tito's Call
17:20 Tito Explains how he thinks about cold-calls and what he did
Senior Sales Development Manager at Andela
4 年Well done. Both gentlemen had excellent phone presence and a clear objective for the call while empathizing with the challenges of the "CMO" role. Constructive feedback: The calls could be even stronger with LESS talk about product features and discovery questions about the CMO's current tools (Tito explains the curse of too much product knowledge for SDRs in another article). Assuming this is a CMO at a Tier 1 or Tier 2 account, the SDR shouldn't worry too much about establishing BANT/ANUM to qualify the meeting. Give an immediate clear high level product benefit to CMOs right away...example: we help CMOs increase their companies' marketing-attributed revenue to ensure they hit their annual KPIs. Then get right to the point of asking if the busy CMO is open to learning if this is a fit at a more convenient time. Again both of you did an excellent job with this! Having done tons of these, I know how difficult and awkward it is to role play a successful call with a fake prospect.
Account Executive, Data Protection & Cyber Resilience Solutions at Dell EMC
7 年Tim Tognacci this one is good
Account Executive, Data Protection & Cyber Resilience Solutions at Dell EMC
7 年☆Trish Kendall☆
Sales | Business Development | Presales | Cloud Services | Cloud ERP & CRM | Long Distance Runner
7 年Excellent Tito and Hector. Tito could be keen to do one of these cold calling session from Bangalore, India to North American client?