Cold-Calling Training #2: PiinPoint
Tito Bohrt ???? - Sales Mad Scientist
Hiring 6 SDRs March 2025 | SDR/BDR Advocate | Data-Driven GTM
Welcome to the Cold-calling Training series!
During these 20-30 minute sessions, I meet with SDRs from all over the world (our guest today is from Canada!) and have them mock call me and pitch me their product. After that call, I learn a bit about their product and cold-call them to pitch them their own solution.
Our guest on the show today is Darian Waite from PiinPoint!
At the end of the call I mention that I'll write additional feedback. It's all at the bottom of this blog post. If you need to improve at cold calling and want to join a training, add me on LinkedIn and send me a message. I have a different series for top performers called SDR Superstars, training is for beginners, so that much of the audience that is new to SDR work can learn from the same mistakes =)
PS. If you're bored, scroll down to the index and jump directly to the specific sections that are most useful to you.
Index:
0:35: Call context
1:35: The first cold call from Darian
2:25: Quick explanation of why Tito is so tough on cold-calling training
3:40: Darian's second try
4:20: Tito explains why he gives 1-2 pieces of feedback per week and no more
5:35: Darian's 3rd try
12:35 Darin talks about his background and training
13:45: Tito's thoughts on the call
16:00: Tito cold-calls Darian
20:20: Darian Analyzes Tito's call
21:00: Tito Explains what he did on the call.
22:00: How Tito as an SDR helps close accounts!
If you enjoyed this training, check out our previous session with Hector Forwood from Cognism.
Additonal thoughts and comments for the audience:
First of all, I want to congratulate Darian and thank him so much for putting himself out there. Most people who sign up for this type of training are already good at it (Hector for example, and a few others that are coming soon). A person has to have huge courage, and a growth mindset, to be able to jump on these calls and get recorded while trying to do a call. Darian's willingness to learn is admirable and sets him up for success in the future.
If anyone publicly criticizes Darian in the comments, you will be blocked by me on Linkedin and unable to see any future content. I take this seriously. To be able to help each other, we need to expose our weaknesses, so any form of online bullying is NOT TOLERATED. Having said that, I do want to give constructive feedback and help the audience think about the different areas where Darian could have improved and therefore learn from his mistakes as well.
- Darian could do a better job of quickly explain the value proposition. Every SDR must know their "2 sentence pitch"
- Asking questions as "does that sound correct?", "does that make sense?" or "Is that something you might find some value in?" or "does that sounds like something you do currently?" sounds very unconfident and disturbs the power dynamics of the call giving the prospect too much power. This will get the prospect to hang up after saying "we're not interested". It's an easy way out for them. The better way to do it is to ask the prospect a relevant question such as "how are you finding all your competitive information data?" or "What data do you wish you had, but you've had trouble finding?"
- A few times the prospect gets cut off while asking a question or speaking, this could be seen as rude and get prospects to hang up. Always listen first and stay quiet until the prospects finished his thoughts.
- Also, as an SDR, you must be able to ask questions that create a good conversation. In this case Darian sometimes answered my questions but did not ask something else back, or propose a meeting. It created some awkward silence.
You should also watch the first episode of this series with Hector Forwood from Cognism!
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Feel free to ask questions in the comments below and tag me. I will respond. Do you work as an SDR? Do you want to get better at cold-calling? Add me on LinkedIn, I want to feature you in the Cold-Calling Training series.
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Account Executive, Data Protection & Cyber Resilience Solutions at Dell EMC
7 年☆Trish Kendall☆
Helping VC/PE-backed Companies Architect their GTM Strategy & Revenue Growth | Angel Investor | 2x Tech Founder
7 年Darian Waite it is really hard to do what you did, putting yourself out there to receive feedback, that is really admirable and already tells a good story about you. Probably my advice would be that you need to structure better your call, not necessarily with a script that your are going to read from, but more with some milestones that will get you from "Hello" to "let's book a meeting next week", that will help you focus and decrease stress/tension. A good framework is: 1. Get their attention 2. Identify yourself 3. Tell them why you are calling ("the reason for the call today") 4. Bridge the reason with a because 5. Ask for what you want (schedule a meeting, ask some qualifying questions, etc...) Tito Bohrt great work, these posts are definitely proving to be really valuable. BTW, I don't why the SDRs should BAD to get in touch with you... They can also be top performers that want to improve further.
B2B Influencer Marketing to grow pipeline. CEO @ Flooencer. Obsessed with business influencer marketing. GP @ Revenue Syndicate l Angel Investor l Startup Advisor l Board Member
7 年Entertaining!
Hiring 6 SDRs March 2025 | SDR/BDR Advocate | Data-Driven GTM
7 年Darian Waite, we are live! Enjoy!