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30% of sales professionals believe that Sales Engagement Platforms (SEPs) such as Outreach and Salesloft ruin prospecting (according to a LinkedIn poll on the topic).

The first thing you say on a cold call sets the tone for the rest of the conversation. Delivering this well can literally be the difference between a hang-up and successful next steps.

You're on a cold call and you think you've got an opportunity to set the meeting / next steps. What question do you ask to get this person to commit?

Want access to a 19 page guide covering this topic in detail? email me at matt@salesscience.co.nz

Most people are familiar with the concept of time blocking.

The first stage of a new sales development program is to map your market. That means three things:

There is a war raging on LinkedIn. Sales Gurus can’t seem to agree on whether or not cold email needs to be personalized. One camp believes if it’s not personalised no one will read it. The other camp believes personalization is a waste of time and you should instead get really good at describing business problems and how you solve them.

One of the reasons people hate cold calling is that they don’t know what to say.

Companies spend shit loads of money trying to make SDRs more efficient. They buy Sales Engagement Platforms, Parallel Assisted Dialers and Linkedin Automation systems.