Cold Calling Masterclass Featuring Sara Plowman

FOUR ACTIONABLE TAKEAWAYS

Use "That's exactly why I called." When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.

Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.

After your opener, go through the parts of your pitch, but end with an open-ended question.

You can either go into "That's why we should meet" if they give you those three priorities or roll with the objection - "Let me tell you how we work alongside and supplement a recruiter."

In this episode of The Social Selling Podcast, host Daniel Disney breaks down his top four social selling tools for 2025. From AI-driven transcription to LinkedIn scheduling and CRM insights, these tools are designed to enhance your social selling efforts and improve overall sales performance.

Account Executive Frameworks 2.0 is a sales training program designed to help sales professionals adapt to modern buyer behaviors and enhance their sales techniques. The program addresses challenges such as rigid sales processes, ineffective prospecting, and stale presentations by introducing updated frameworks in four key areas:

- Territory Planning & Prospecting: Emphasizes strategic account organization and value-based messaging to engage prospects effectively.
- Discovery: Focuses on conducting engaging conversations to uncover genuine buyer motivations, moving away from scripted, interrogation-like questioning.
- Solution Presentation: Advocates for tailored presentations that clearly demonstrate how a solution addresses a buyer's specific problems, enhancing engagement and understanding.
- Art of the Close: Aims to shorten deal cycles and increase deal sizes by preparing buyers to advocate internally, reducing reliance on steep discounting.

The program has been utilized by over 4,455 sellers seeking to improve their sales performance and advance their careers.

In todays episode our host Armand Farrokh welcomes Sara Plowman and they have a candid discussion on how to roll with any objection in a cold call

One of my three priorities for Q3 is to improve my organization's discovery conversion rate.

To help move this priority forward, I've spent several hours working with our enablement, marketing, and operations teams to create a "First Meeting Deck" to drive meaningful, value-based conversations early in the sales process.

This exercise has forced me to consider how discovery can be taught and executed at scale.

This is the third email of a series where I'll walk you through the outcomes (and example questions) that may help you improve your ability to quickly engage in deep discovery.

If you missed the first email (point-of-view and priorities), you can read it here.

If you missed the second email (current state and blockers) you can read it here.

​Today, we'll cover negative consequences.

78% of reps are single-threaded on deals (LinkedIn). It's the #1 reason why most sellers lose big deals.

When you engage five or more stakeholders in the deal, your chances of closed/won increases by 25% (UserGems). Multi-threading is THE key to winning larger deals faster, but these conversations are awkward. Buyers are reluctant to introduce you to power.

Here's the key: Show your buyer why it's in their best interest to involve others-they'll get a much better outcome from your solution. Learn how to do it in this session.

Sales trainer Jason Bay, account executive Krysten Conner, and sales explorer Chris van Praag host this dynamic discussion on how to multi-thread. Learn how to make sure you're never single-threaded or stuck below the power line in a deal ever again.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

UserGems' Job Change Sequence

FOUR ACTIONABLE TAKEAWAYS

Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, "What's prompting that need?".
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

In this episode of The Social Selling Podcast, host Daniel Disney uncovers the untapped potential of LinkedIn video messages. He provides a step-by-step guide on how to use this powerful tool to stand out, engage prospects, and build stronger connections in a world dominated by text-based communication.