Sales Reinvented

Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you’re doing related to cold-calling. In fact, Joe won’t put anyone on a phone until they’ve had 4–7 hours of in-depth strategy, skills, and scripting training.  His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls.  They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of Sales Reinvented.  Outline of This Episode [1:01] What is cold calling? Is it still relevant? [1:30] The strategy and skill of cold calling [2:34] How Joe prepares for cold-calling [4:18] Joe’s most effective opening line [5:43] Why Joe scripts cold calls [7:23] Joe’s favorite tool: a Focus Board [12:11] Joe’s top cold-calling dos and don’ts 

You can give two sellers the same script. One seller sounds like they’re reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality.  You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science. That’s why Arlo believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire. Arlo shares the methods and techniques he uses to master cold-calling in this episode of Sales Reinvented.  Outline of This Episode [1:08] What is cold-calling? Is it still relevant?  [2:07] The art and science of cold-calling  [3:18] How Arlo prepares for a cold-calling session  [6:49] Effective opening lines and techniques  [9:47] Scripting or not scripting? [10:38] Tools, technology, and metrics [11:23] Arlo’s top cold-calling dos

Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science.  There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask the right questions and let the person sell to themselves.  So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented. Outline of This Episode [0:45] What is cold-calling? Is it relevant today? [1:19] The science of cold-calling [2:25] How Giulio prepares for cold-calling [3:34] Giulio’s effective opening techniques  [4:32] How to keep a cold call engaging [6:55] The ideal length of a cold-call  [7:55] Tools and technology to leverage [10:26] Giulio’s top cold-calling dos and don’ts [12:45] How Giulio handles objections/rejections Resources & People Mentioned Trellus Connect with Giulio Segantini Connect on LinkedIn

Cold-calling is the fastest way to build rapport and get answers—if you know what you’re doing. If you’re still struggling with cold-calling and feeling ineffective, Tom Bertrand has some great strategies you can quickly learn to transform your results. Sometimes, it takes doing the unexpected to get the results you’re looking for. Listen to learn more.  Outline of This Episode [1:02] What is cold-calling? Is it still relevant?  [1:16] The art and science of cold-calling  [2:01] How Tom prepares for a cold-calling session  [3:30] What are hooks and triggers? [4:31] Effective opening lines and techniques  [5:34] How to keep the conversation engaging  [7:30] Tools, technology, and metrics [9:27] Tom’s top cold-calling dos and don’ts [12:01] How Tom handles objections/rejections Resources & People Mentioned Art Sobczak Chris Voss ZoomInfo Apollo Cognism Salesloft Connect with Tom Bertrand Connect on LinkedIn Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and

Now, more than ever, there’s an element of authenticity that must be present when you make cold calls. People are beyond frustrated with AI-generated calls. You know the ones—where there’s dead space at the beginning of the call before someone connects. They have to know that you’re genuinely interested in the result of the call and what they need. Lisa shares how she empathizes, connects, and directs the cold-call conversation in this episode of Sales Reinvented.  Outline of This Episode [1:02] What is cold-calling? Is it still relevant?  [2:32] The art and science of cold-calling  [5:04] How to prepare for a cold-calling session  [7:09] Effective opening lines and techniques  [11:31] How to keep the conversation engaging  [15:42] Tools, technology, and metrics [18:51] Lisa’s top cold-calling dos and don’ts [22:01] Empathize, connect, and direct Resources & People Mentioned Gong Connect with Lisa Schnare Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to

Lester Sydney firmly believes that you need a multi-threaded approach when it comes to prospecting. Cold-calling must be a part of your overall prospecting toolkit. So how do you prepare for cold-calling? How do you keep a cold call engaging and reach your objective of scheduling a follow-up? Lester shares his fun strategy in this episode of Sales Reinvented.  Outline of This Episode [0:42] What is cold-calling? Is it still relevant?  [1:58] The art and science of cold-calling [3:02] How Lester prepares for cold-calling [4:32] Lester’s unique opening technique [6:15] How Lester keeps a cold call engaging [7:58] Tools, technology, and metrics [10:24] Lester’s top 3 cold-calling dos and don’ts [14:26] How Lester handles objections and rejections Connect with Lester Sydney Connect on LinkedIn Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

When used correctly and strategically, cold-calling is always relevant. According to Scott Channell, cold-calling is an outbound call to your highest probability group—done methodically—to maximize the odds of an effective conversation. So how does he do it? Scott shares his secrets in this episode of Sales Reinvented.  Outline of This Episode [0:42] What is cold-calling? Is it still relevant?  [1:58] The art and science of cold-calling [5:03] How Scott prepares for cold-calling [9:52] Scott’s opening techniques [13:16] Why Scott scripts cold calls [17:19] Tools, technology, and metrics [19:53] Scott’s top 3 cold-calling dos and don’ts [22:33] How Scott handles objections and rejections Connect with Scott Channell Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social selling activities. They must all work together to prospect for new business. How you approach will vary depending on numerous factors, including your industry. But the key to ultimate effectiveness is that your outreach must be consistent. Nick shares more about his cold outreach process in this episode of Sales Reinvented. Outline of This Episode [1:01] What is cold-calling? Is it still relevant? [1:47] The art and science of cold-calling? [2:42] How Nick prepares for cold-calling [4:03] Nick’s favorite opening lines [5:20] How Nick keeps a cold call engaging [7:01] Tools and technology to leverage [8:40] Nick’s top cold-calling dos and don’ts [11:55] How Nick handles objections/rejections Resources & People Mentioned HubSpot Sales Connect with Nick Kane Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALE

Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication.  So how do you make your cold calls effective? Mary Jane—better known as “The Phone Lady”—shares her strategies in this episode of Sales Reinvented.  Outline of This Episode [0:47] What is cold-calling? Is it still relevant? [2:55] Is cold-calling an art and a science? [4:10] How Mary Jane prepares for cold-calling [5:47] Mary Jane’s effective opening lines [8:14] How to keep the conversation going  [9:27] Indispensable tools, technology, and metrics [12:00] Mary Jane’s top cold-calling dos and don’ts [15:23] How Mary Jane handles objections  Connect with Mary Jane Copps Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK

David Walter doesn’t believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire to want to do the work. He takes a different approach than most, especially when it comes to objection handling. David emphasizes aggressive agreement. Learn his process in this episode of Sales Reinvented. Outline of This Episode [1:07] What is a cold-call? Is cold-calling still relevant?  [2:21] Is there an art and science to cold-calling? [2:43] How David prepares for cold-calling  [4:35] David’s favorite way to capture a prospect’s interest [5:39] How to keep a cold-call conversation engaging [6:56] Indispensable tools and technologies  [8:22] David’s top cold-calling dos and don’ts [10:10] How David handles objections and rejections Resources & People Mentioned Zoom Info LinkedIn Navigator Seamless.ai How to Win Friends & Influence People Connect with David Walter Connect on LinkedIn Connect With Paul Watts  LinkedIn Twitter  Subscribe to SA

According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection point to take a cold conversation and warm it up. Cold-calling is one of the best and highest uses of your time. Learn how to conquer cold-calling in this episode of Sales Reinvented. Outline of This Episode [0:52] Is cold-calling still relevant?  [1:50] Is cold calling an art and a science?  [2:56] How Amy prepares for cold-calling [4:35] Amy’s effective opening lines [6:01] How to keep a cold call engaging [7:22] Indispensable tools & technology [9:26] Amy’s top cold-calling dos and don’ts [12:24] How Amy combats cold-call rejection Connect with Amy Franko Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to Art Sobczak, cold-calling is dead. He has a better way: Smart-calling. A “smart” call is calling people that you know something about and you have customized, tailored, and personalized a message so it’s relevant to them. This leads to a better chance of engaging with them and moving them to a conversation.  Smart-calling is still relevant. It sets you apart from digital messages, which are often ignored. When a good call comes in, it’s refreshing. Art shares how to follow his smart-calling process in this episode of Sales Reinvented! Outline of This Episode [1:02] Why Art believes that “Cold” calling is dead [4:23] The art and science of smart calling [5:24] How Art prepares for a smart calling sessions [7:58] The Smart Calling process [11:48] How to keep a smart call engaging  [14:15] Tools and technology to leverage [16:46] Art’s top smart-calling dos and don’ts [21:35] The difference between objections and resistance Resources & People Mentioned FREE Smart Calling script template Smart

According to Nancy Calabrese, cold-calling is just networking by phone. It’s relevant because many people don’t do it anymore. It will help you stand out. People feel it doesn’t work because they don’t do it enough. If you’re not practicing daily, you’ll get rusty.  It all starts with your mindset. You’re just having a non-salesy conversation with a decision-maker to decide if you’re a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented! Outline of This Episode [1:01] Is cold-calling still relevant?  [1:54] The art and science of cold-calling [3:17] How Nancy prepares for cold-calling  [4:39] How Nancy captures someone’s interest  [6:47] How to keep a cold call engaging  [7:54] Measuring the success of a cold call [9:57] Nancy’s top three cold-calling dos and don’ts [12:00] How to handle an objection Resources & People Mentioned When They Say No Connect with Nancy Calabrese Connect on Lin

The “Science” of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet. Zoya believes that there are best practices that fall between the art and the science. They’re concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product.  The “Art” of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson’s ability to get a prospect to open up. The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling.  Outline of This Episode [1:22] Is cold-calling still relevant?  [3:11] The art and science of cold-calling  [6:06] How

Between people not answering calls from phone numbers they don’t recognize, to spam filters, to people silencing their phones—it’s become harder and harder to connect when making cold calls. What is a salesperson supposed to do?  Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect’s interest—and respects their time. Outline of This Episode [1:17] Is cold-calling still relevant? [3:04] Is cold-calling an art and science? [3:38] How Mark prepares for cold-calling [5:51] How to capture a prospect’s interest [7:58] Why Mark is a fan of using scripts [10:16] Tools and strategies to leverage [12:25] Mark’s top cold-calling dos and don’ts [15:52] The best way to handle objections Connect with Mark Sellers Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series.  Outline of This Episode [0:58] Kristie’s definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling  [5:10] The most effective way to capture interest  [6:26] How to keep a cold call engaging  [8:31] Tools and technology to leverage  [10:20] Kristie’s top cold-calling dos and don’ts [12:00] How Kristie overcomes cold-calling objections Resources & People Mentioned Local Presence Connect with Kristie Jones  Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST F

Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White. Outline of This Episode [1:26] Why a compelling LinkedIn profile is key [2:55] The elements that have the greatest impact [6:02] How to tell your professional story on LinkedIn [7:45] Build “know” and “like” before “trust” [10:31] How often to update your LinkedIn profile  [12:18] Use your customers to build a better LinkedIn profile [14:01] Mark’s top LinkedIn profile dos and don’ts  [16:56] Leverage your LinkedIn profile as a pre-sales tool  Resources & People Mentioned Free Word Cloud Generator  Connect with Mark White Connect on Lin

LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented.  Outline of This Episode [1:35] Why a compelling LinkedIn profile is important [2:27] The elements with the greatest impact on sales [4:14] How to tell your professional story on LinkedIn [6:20] Balancing professionalism and personality  [7:21] How often to update your LinkedIn profile  [10:31] Kevin’s cautionary tale about LinkedIn tools [17:14] Kevin’s top LinkedIn profile dos and don’ts  [23:23] Don’t be afraid to pivot and adjust How to tell your professional story on LinkedIn Resources & People Mentioned The Go-Giver Connect with Kevin Turner Connect on LinkedIn Connect With Paul Watts  LinkedIn Tw

Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented.  Outline of This Episode [1:31] Why a compelling LinkedIn profile is important [3:02] Your headline follows you everywhere—prioritize it [4:15] How to tell your professional story on LinkedIn [5:06] Divide your “about” section into four parts [6:38] How often to update your LinkedIn profile  [8:31] Tools to build a better LinkedIn profile [10:46] Karen’s top LinkedIn profile dos and don’ts  [14:34] How you show up on LinkedIn matters  Connect with Karen Tisdell Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by POD

When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you?  Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented.  Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [3:12] Above-the-fold curb appeal is important [6:29] How to tell your professional story on LinkedIn [7:30] Balancing professionalism and personality  [8:56] How often to update your LinkedIn profile  [10:30] Tools to build a better LinkedIn profile [13:20] Angela’s top LinkedIn profile dos and don’ts  [16:07] Focus on what you’re passionate about Resources & People Mentioned ChatGPT Claude Gemini DALL-E Check Your SSI Score Connect with Angela Dunz LinkedIn Badass Connect o