Hopp On Calls

S3 Ep25 - Turning Disinterest into Engagement with the Founder, Principal & Author of The H2H Method™️, Ryan Pereus

In this episode, Ryan concentrates on executing two distinct campaigns for Superhuman, while Kevin focuses on reaching out to sales leaders. One campaign centers around standard outbound call services, while the other is geared toward closed lost leads within the automation and robotics sector. During one of their conversations, Kevin manages to obtain two additional phone numbers, prompting discussions on the best approach for subsequent contact. In another scenario, Ryan follows up with a lead who had previously shown disinterest and was preparing for a flight. He initiates the conversation by inquiring about the trip and transitions into discussing the prospect's business needs. Meanwhile, in another call, Ryan successfully reaches the company's accountant and secures a lead to the sales department. Kevin underscores the importance of waiting on hold only when it leads to a connection with a more relevant contact if the prospect is well-informed about their schedule. Ryan then engages with a client facing overcapacity issues. He inquires about the client's market and client type, although it remains undisclosed. Despite this, Ryan receives positive feedback yet regrets forgetting to request referrals. Both Kevin and Ryan observe the evolving landscape of cold calls, noting a shift towards cold connections via LinkedIn and email in the current B2B landscape. Kevin adopts a double-tap approach in one of the calls. He underscores the importance of avoiding assumptions about negative reasons for missed calls and emphasizes the need to put oneself in the prospect's shoes. At the same time, he advises against excessive follow-ups, which can become counterproductive. In one of his attempts, Ryan encounters voicemail but remains persistent, continuing with his pitch and attempting to schedule a callback. Kevin recommends placing greater emphasis on live calls and mentions the uncertain legality of ringless voicemails, which should be verified before use. Additionally, they highlight the importance of avoiding text messaging when reaching out to B2B contacts. Throughout these cold call scenarios, Kevin and Ryan offer insights into various engagement strategies. They emphasize the need for thoughtful and professional interactions, persistence, adaptability, and the significance of building rapport to understand how to provide value to prospects by navigating their company structure to find the correct contacts. Ryan: "I did not ask for a referral as the prospect was a gate-keeper. I still kept going on with the call because the prospect did ask some questions and usually that is an indication. If the seemingly gate-keeper is asking questions, you should consider: what does that typically say about their knowledge or insight of what is going on in the business? You should figure out their competence even if they are in a receptionist or secretary position, you must understand if they have an insight of where the problems lie within the business." Timestamps: [00:00:52] Introduction about Ryan [00:18:24] Generating leads from empty prospects [00:21:39] Adjusting to the prospect’s needs and pivoting [00:30:03] Turning rejection into referrals [00:37:37] Reading and understanding gate-keepers [00:44:25] Adapting and building on unresponsive prospects [00:44:50] Remain prepared to be called back [00:49:00] The use of double taps and triple taps Connect and learn more about Ryan through this link: LinkedIn: https://www.linkedin.com/in/ryanpereus Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ [https://connectandsell.com/]

S3 Ep24 - Rapport Building and Value Delivery with James Buckley from Sell Better

Today's episode of Hopp on Calls welcomes James Buckley. James is a dedicated professional in the field of sales, known for hosting shows as well as public and private events with Sell Better. He is focused on creating content that enhances the sales profession, with the goal to empower salespeople worldwide in order to help them excel and exceed their quotas. With a community of thousands of members, James and his team provide valuable insights and tactics to help sales reps navigate challenges and bring their sales game to the next level. In this episode of Hopp on Calls, James and Kevin explore different approaches to cold calling and engaging with leads. James shifts his focus from sales leaders to demand professionals, adopting a unique technique called "the survey script" for his calls. Kevin, on the other hand, continues to engage with sales personas. Kevin's first call leads to an unexpected but engaging conversation with someone on maternity leave. He takes the opportunity to build rapport by discussing their shared experiences as parents and plans to follow up in two months. James, in his first call, delves into questions about lead scoring, lead follow-up, and the focus of the sales team. He successfully sets up a follow-up meeting using the survey script technique. Kevin's second call takes an empathetic turn when he discovers that the lead has been laid off. He offers to connect on LinkedIn and provide value beyond his services by connecting the prospect to potential employers. James suggests using social media, like LinkedIn, to follow up with unresponsive leads, while Kevin believes in persistently following up with cold calls. The conversation also touches on the importance of tonality and adaptability in cold calling. Kevin mentions an SDR with a flat tone but excellent personal alignment, highlighting the importance of understanding the target audience. James: "We have something new to offer for demand individuals. I am going to be calling a marketing persona, it is going to be primarily demand folks. The whole idea is going to be that I am going to try a new technique that I learned from Ryan Perris, and he talked to me about the survey script. The idea is that I am going to call demand folks and open up by asking if they have a moment for a quick survey. I will ask them a few questions that lead them down a path where we talk about what we are doing and why we are doing it. I will then attempt to set up a call with our sponsorship director for the next week or the week after, and I am using this language so that they feel no pressure for a follow up call during the next few days." Timestamps: [00:03:15] Introduction to the survey script technique. [00:10:24] The survey script technique in action. [00:17:45] Providing value beyond the close. [00:23:08] Handling soft brush-offs. [00:29:30] How to keep engaging leads that are unresponsive to cold calls. [00:36:05] Every buyer has an ideal seller. [00:41:15] Calling before and after hours. [00:44:50] Remain prepared to be called back. [00:50:58] The importance of local presence. Connect and learn more about James: LinkedIn: https://www.linkedin.com/in/jamessaywhatsalesbuckley/ |Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

S3 Ep23 - Navigating Guidelines and Authenticity with the VP of Business Development of The Sales Collective, Eric Iannello

Today's episode of Hopp on Calls welcomes Eric Iannello. Eric is an experienced mentor and practitioner of sales, currently most focused on business development and coaching for GTM positions as well as providing SaaS implementation services. Eric kicked off his sales career working as an outbound agent selling gym memberships. Before he embraced sales for the first time, he would gain his first coaching experience by mentoring clients in rehabilitation and personal training for almost 10 years. Currently Eric is focusing on providing private training and coaching for all GTM positions. Eric's current position is VP of Business Development at The Sales Collective and he is also an involved member of RevGenius. The conversation underscores the significance of having a structured approach to cold calls, leveraging personal connections, and adapting to different situations to achieve successful outcomes in sales. In this sales conversation the difference between the art and science of cold calling is touched upon. Kevin emphasizes the need for a structured approach to cold calls and suggests using a script as a handrail to guide the conversation. The metaphor of a handrail on stairs helps illustrate the importance of having a process to get from the beginning of a call to its desired outcome. Eric is more partial to the adaptive conversation style during cold calling. While he values the use of guidelines and scripts, he believes these are more fit for newcomers in cold calling. The different perception of the cold calling approach leads to valuable insights from both participant’s perspectives. Eric leads his calls by emphasizing his expertise in assisting companies with improving their outbound sales processes and generating leads. He mentions his specialization in implementing processes rather than just coaching, and his selling point is the ability to refine outbound structures, inbound processes, and the top-of-funnel approach. Eric: "The necessity of using a script for an outbound agent depends on comfort level and their ability to have a conversation. If they are able to spark up a conversation at a bar with a total stranger, I guarantee that they can rinse and repeat the same process on a phone call. If they are a bit gun shy and need a bit of assistance, then they might need guidelines. I find better success when I don't have guidelines, expectations and lined up processes. I get better conversations and deal structures this way." Timestamps: [00:04:48] The false negative impression. [00:11:17] Letting go of the ego. [00:19:25] Raw cold calling experience. [00:24:00] The way of the dialler. [00:26:35] Setting up a demo call live. [00:41:39] The magic line of conversation flows. [00:44:40] Using a handrail to close calls. [00:50:00] Science of sales. [00:57:06] Becoming a SaaS killer on the phone. Connect and learn more about Eric through this link: LinkedIn: https://www.linkedin.com/in/eric-iannello/ Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

S3 Ep22 - Context is King with the Founder of OutboundWorx, Antoine Marsden

Today's episode of Hopp on Calls welcomes Antoine Marsden. Antoine is a seasoned practitioner within the world of sales with an extensive background in outbound sales. Having started off his career as a sales rep, Antoine has amassed experience spanning over 18 years in various sectors. The guest is the founder of OutboundWorx, an agency focused on outbound sales betterment and improving GTM strategies. In this episode, the trifecta of success is emphasized: people, process, and technology. The cornerstones of this approach are effective training, well-defined processes, and technology integrations. Technology, in particular, is highlighted as a crucial tool to enhance productivity, likening outbound sales without integrated tools to manually pushing stones compared to an automation-assisted approach. The significance of contextual conversations and building rapport is also underlined in this episode. Conversations that resonate with prospects should be reactive, yet they should still be crafted with the aid of contextual scripts. The goal of this approach is to build genuine conversations in which the SDR is able to adapt to objections. This episode's conversation also stresses the importance of gaining experience through countless calls as the key to mastering cold calling. Additionally, the concept of "false negatives" is also introduced, diving deeper into how to pitch prospects that aren't prepared for a full on conversation. Kevin: "Learn to cold call in a way that you would like to be called and approach your leads in a manner that you would actually respond to as well. If most outbound SDRs would adopt this approach to all of their outbound communication, it would impact the way that most people are communicating via direct messages, emails and even larger scale campaigns." Timestamps: [00:06:55] The golden rule of outbound. [00:15:25] Building rapport through callbacks. [00:22:50] Getting at-ease in cold calling. [00:28:35] Everyone has your number. [00:34:10] Acknowledge when to stop speaking. [00:39:20] Call early and call often. [00:49:10] Outbound conversation flow. [00:52:07] The "false negative pitch approach. [00:54:25] Process structure for the follow-up strategy. Connect and learn more about Antoine through this link: LinkedIn: https://www.linkedin.com/in/antoinemarsden/ Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

S3 Ep21 - Target Pain, not Persona with the Founder of Blueprint, Jordan Crawford

Todays episode of Hopp on Calls welcomes Jordan Crawford, Founder of Blueprint. Jordan and Kevin discuss the importance of a strong intro and how it can set the tone for a successful cold call. Jordan shares his idea of incorporating hype videos into cold calling to make it more engaging. Jordan talks about the mission of Blueprint, which aims to solve the challenge of accessing the same data in sales. A big theme discussed in this episode is how to correctly measure the efforts of your outbound sales team. While it's easy to rely on activity metrics to gauge the productivity of your team, it's really not an effective way to look at your teams performance. Instead, focus on the metrics that matter - like connection rates, elaborate conversation, and of course - high quality meetings booked. HIGHLIGHTS: [00:02:03] Blueprint's approach to outbound. [00:04:30] Sorting market by more pain. [00:08:01] Putting people in better positions. [00:13:05] Kevin's name popularity. [00:16:47] The importance of warm leads. [00:18:33] Mindset of abundance in sales. [00:22:00] Automating go-to-market strategy. [00:26:43] Phone call engagement strategies. [00:30:08] Blocked phone numbers. [00:33:27] Metricizing cold call success. [00:36:00] Completions and productivity. [00:40:59] Sales development and outbound strategies. [00:43:07] Cold calling in job descriptions. [00:46:34] Three types of target audiences. [00:49:10] Everyone loves to buy. [00:52:09] Cold calling and niche markets. [00:57:27] Why them? Why now? Connect and learn more about Jordan through this link: LinkedIn: https://www.linkedin.com/in/jordancrawford/ Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/