Stephen Wilcox’s Post

I received a phone call today that highlighted the importance of effective cold calling techniques in sales. In just 30 seconds, the caller failed to establish a connection, provide a reason for the call, or disclose their identity and location. Cold calling remains a valuable tool in sales, but it's crucial to approach it strategically. I believe in introducing oneself clearly, stating the purpose of the call, and establishing a connection early on. A brief pause can also enhance communication. Avoiding time constraints like "If you have 23 or 30 seconds" is key for a more engaging conversation. Interested to learn from others about successful cold calling strategies and how they train sales teams on effective scripts. Share your thoughts on what works best in your experience!

10 unfair advantages cold callers have in sales: 1. They can tailor their pitch to what the prospect says. 2. They can find pain points that are non obvious. 3. They can build instant rapport with prospects. 4. They can handle objections right on the call. 5. They can communicate through voice & tone. 6. They can ask discovery questions to qualify. 7. They can get important intel on the account. 8. They can use humour at their advantage. 9. They can directly book a meeting slot. 10. They can stand out from the rest. You might think: cold calling is super hard. ↳ That's because it is. It's a brutal rejection game. BUT: it's still the number 1 weapon in sales to book meetings. Mastering it will give you an unfair advantage... ↳ over your peers who hide behind email and social. Repost ♻️ if you agree: cold calling is a sales superpower. What's your best cold calling tip?👇 PS: Get my entire Prospecting Blueprint (2h video course) for FREE: https://lnkd.in/gTbPiShP

Handling objections from cold leads is crucial for successful sales calls. Here are some effective strategies: - **Listen Actively**: Pay close attention to what the prospect says. Understand their concerns before responding. - **Acknowledge and Stay Calm**: Don't dismiss objections. Acknowledge them without taking it personally. Maintain a calm demeanor. - **Understand Intent**: Not all objections are equal. Some are surface-level, while others reveal deeper concerns. Craft your responses accordingly. - **Provide Relevance**: Explain how your offerings can solve their problems. Focus on value and benefits. Remember, preparation, confidence, and empathy are key when handling objections during cold calls. 📞🤝

When a prospect replies, it's only the start 🤔 I feel like some people think that if someone replies to you with interest, that's it; you can see the fancy metrics and just wait until they get back to you. No, the work is not done when they reply. Basically, the work has just begun. People can be busy, forget, or be half-convinced. The 3% reply rate is good, but there is still work to do. You need to follow up with these people. You need to guide them to the next step in your sales process (e.g., sending them something for free, recording a loom video with analysis, or bringing them to a demo).  Remember, your final goal is to close the contract.

Cold calling should be extinct. I cant think of a better way to burn your sales reps out and deflate their confidence. Don’t be that company in 2024 that doesn’t give resources to your sales rep’s.

You're not selling. You're serving. The moment you step into this mindset shift, everything changes. You're not just offering a product or service—you're delivering real transformation, clarity, and results that your clients deeply desire. When you’re showing up from a place of service, your confidence grows, your message becomes magnetic, and your clients can feel that difference. It's why we kicked off Sales Surge today with an unstoppable energy. The goal? To make sure every woman in this room feels the confidence and clarity she needs to make sales that don’t just feel easy—they feel right. Inside Sales Surge, we're not just talking about sales tactics and the AI tools to help you; we're diving into strategies that make selling feel aligned, abundant, and authentic. If you're ready to tap into this energy, make your next move the best one yet—step into Sales Surge with us. This invitation is for you if you’re ready to serve on a whole new level. Ready to join? The link to step into Sales Surge is here 👇

In all my years of selling, I was never at the top of the activity board. Never made the most calls. Never automated my cadence. But was always top of the sales board. Here's why... Because I focused on 3 things: 1. High-quality personal outreach. 2. Multi-channel, consistent follow-up. 3. Solving one problem at a time. The two biggest mistakes I see reps make: 1. They misunderstand personal outreach. Think about it this way, would you send a real friend a templated email? Of course not. The only tip I can give is to do your homework and do what works. Outreach isn't one-size fits all. Being able to interrupt a prospect's day and get their attention, is a highly valuable skill to learn in sales. It's also the hardest skill to learn. 2. They focus on activity and volume. Sales isn't a numbers game. If your sales manager is preaching that, he's old school. Chasing numbers is easy, but quality trumps quantity. Focus on making valuable connections, not just hitting a call quota. Sales isn’t about how many times you dial—it’s about how well you engage. So focus on: 1.) Why the prospect needs your solution, not the volume of outreach. 2.) Implication for the prospect and their company if they doing nothing. What did I miss?

This is a great read! The author makes the case that proactive phone calls are the best way to communicate with prospects. Do you agree? These are not cold calls, his approach is to call warm leads and offer to help first which will lead to a sale. He also describes the best use for text, email and LinkedIn DMs in support of the phone. The book also has some great tools to plan your proactive calling strategy, tracking progress and scripts to follow if you are unsure what to say. Lots of this will be a review for seasoned sales professionals, but there are also some great tips for new sales reps or those of us who are shy about using the phone. Have you read it or listened to the book? What are your thoughts on proactive calling as a sales tool? Happy Friday.

You're sending cold emails with the wrong purpose. That's why they're underperforming. Let me explain: The purpose of a cold email is to start a conversation. That's it. It's obviously a sales conversation, but the more subtle you are about it, the better. As long as you're: 👉 Overexplaining your product/service 👉 Focusing on its features 👉 Talking about its price You won't be happy with your results. Because you want an instant sale. On the other hand, if you're: 👉 Opening with an observation about their company or role 👉 Showing you're familiar with their challenges 👉 Educating them on how to solve those challenges You'll be very happy with your results. Because sales will come naturally. ✨ Need more meetings from your cold emails? 💌 DM me to find the best approach for your prospects!

Calling all sales reps! Did you know that a whopping 63% of sales reps agree that cold calls are the worst part of the job? We feel your pain! Cold calling can be intimidating, time-consuming, and often yields little results. But fret not, because we have a solution for you! Introducing our revolutionary sales techniques that will help you overcome the dread of cold calls. Our proven strategies are designed to make selling easier and more effective, allowing you to achieve greater success in less time. Say goodbye to the days of endless rejection and hello to meaningful conversations with potential clients. With our expert guidance, you'll learn how to approach cold calls with confidence and convert them into valuable opportunities. #salesreps #coldcall #selling