Hey Connor. I just used this video along with a couple of your other videos and made my first cold calls today. I only made 15 dials, and I booked my first appointment. Actually, only two people picked up the phone and answered. Also, i'm using this for my own business to get clients. Seems like your content is geared towards SDRs, .But I think it could apply to anyone cold calling. The call where I booked the appointment.Only lasted about four minutes, i was very direct.And didn't take much time before asking for the appointment. He agreed right away. Pretty cool stuff, and I can't wait to continue calling. I'm actually excited about it now. Thank you, and please continue putting out this awesome content.
At some companies, SDR Attainment is based on meetings booked. At others, Attainment is based on the prospect being qualified to advance pass the meeting (demo meeting).
Mate, you’re so good. I’ve been using your structure and then drift away and my calls fall apart. I’ve noticed using this framework is resulting in interest, I usually need to add a bit more Context but can get a meeting.
Great to hear! Yes, when I coach reps, usually I can tell they need to add a little more value in the “why” part of the framework. All it takes is an extra sentence or two sometimes. Aim for 30-35 seconds and time yourself
This is great! Subbed! Do you have videos on what comes next? That is, I booked the meeting, now what? (I’m not an SDR but I’m looking to book the meeting and sell my own product)
Connor we need a video with those five hesitations that people face with the opening script. You mention in one of your videos about making note cards and gave the example “I already work with x,y,x competition.” Thank in advance
Really enjoying your content. Started a solutions consultancy about a year ago and we have a handful of historical solution engineers (including myself) and this half of the sales cycle is new for all of us. Most of the things I keep thinking might work are getting shot down in these videos and I’m excited to do this stuff. How do you manage when people don’t pick up? Do you leave a voicemail or just hang up and call again tomorrow?
I prefer to just call again and/or try and reach them through email. My theory is that voicemails actually do more harm than good a lot of the time. It makes them less likely to pick up a future call or respond to an email.
I’m currently in the final round of an interview with a company that includes a cold email presentation and a mock role play-one warm scenario and one with a challenge. Should I focus on a typical discovery-based cold call, or should I use a framework aimed at booking the meeting early?”
Hey Conor, Just wondering that you emphasize assumptive language. I have just finish the straight line system by JB. He uses a lot more tonality types such as state with questions, or the reasonable man tone. Do you think it is worthwhile to use those as well in your script?
You can try it. What's most important is that you are comfortable and sound confident. Confident is the key word. I think the easiest way to do that for most reps is to use the assumptive tone + language.
Any suggestions for SDR at a resell vendor that offers security assessments? Having a hard time having a strong pitch given we don’t sell one specific thing but instead have a plethora of vendors and assessments
I find that out of 100 calls 97 are to voicemail and I am calling both office lines + cell phones. Is that normal, I cannot even know if I am bad at this if nobody even picks up to hang up on me. Would like your suggestions to get people to answer my calls
Cell phones are better than office lines. Try and take time zones into account if you can. Early morning (8am-930am) and end of day (4pm-5pm and even after) have higher answer rates. Calling twice in the same day can increase answer rates too. You obviously can't do that for everyone, but for specific contacts it works. I don't leave voicemails either, it lowers the chance they answer one of your future calls in my experience.
What do you guys think about the assumptive vs. consultative approach? I know that we are trying to set meetings, but wouldn't the consultative approach at least help the prospect show up to the meeting when the time comes?
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Thank you sir 🤝
Hey Connor. I just used this video along with a couple of your other videos and made my first cold calls today. I only made 15 dials, and I booked my first appointment. Actually, only two people picked up the phone and answered. Also, i'm using this for my own business to get clients. Seems like your content is geared towards SDRs, .But I think it could apply to anyone cold calling. The call where I booked the appointment.Only lasted about four minutes, i was very direct.And didn't take much time before asking for the appointment. He agreed right away. Pretty cool stuff, and I can't wait to continue calling. I'm actually excited about it now. Thank you, and please continue putting out this awesome content.
That’s awesome!! You are correct these techniques work for more than just SDRs. Nice job putting them to good use 👍
Great, practical stuff!!
Glad to hear!
Phenominal video bro! Thank you 🙏
Thanks man!
At some companies, SDR Attainment is based on meetings booked. At others, Attainment is based on the prospect being qualified to advance pass the meeting (demo meeting).
Mate, you’re so good. I’ve been using your structure and then drift away and my calls fall apart.
I’ve noticed using this framework is resulting in interest, I usually need to add a bit more
Context but can get a meeting.
Great to hear! Yes, when I coach reps, usually I can tell they need to add a little more value in the “why” part of the framework. All it takes is an extra sentence or two sometimes. Aim for 30-35 seconds and time yourself
This is great! Subbed!
Do you have videos on what comes next? That is, I booked the meeting, now what?
(I’m not an SDR but I’m looking to book the meeting and sell my own product)
Do you mean how to actually run the meetings effectively?
Connor we need a video with those five hesitations that people face with the opening script. You mention in one of your videos about making note cards and gave the example “I already work with x,y,x competition.”
Thank in advance
I’m on it
Really enjoying your content. Started a solutions consultancy about a year ago and we have a handful of historical solution engineers (including myself) and this half of the sales cycle is new for all of us. Most of the things I keep thinking might work are getting shot down in these videos and I’m excited to do this stuff.
How do you manage when people don’t pick up? Do you leave a voicemail or just hang up and call again tomorrow?
I prefer to just call again and/or try and reach them through email. My theory is that voicemails actually do more harm than good a lot of the time. It makes them less likely to pick up a future call or respond to an email.
I’m currently in the final round of an interview with a company that includes a cold email presentation and a mock role play-one warm scenario and one with a challenge. Should I focus on a typical discovery-based cold call, or should I use a framework aimed at booking the meeting early?”
I’d do typical discovery based cold call for interviews. Use this once you’re in the door
Hey Conor,
Just wondering that you emphasize assumptive language. I have just finish the straight line system by JB. He uses a lot more tonality types such as state with questions, or the reasonable man tone. Do you think it is worthwhile to use those as well in your script?
You can try it. What's most important is that you are comfortable and sound confident. Confident is the key word. I think the easiest way to do that for most reps is to use the assumptive tone + language.
Any suggestions for SDR at a resell vendor that offers security assessments? Having a hard time having a strong pitch given we don’t sell one specific thing but instead have a plethora of vendors and assessments
What is the value of a security assessment? What business outcomes does it drive, and what challenges/pain points does it solve?
I find that out of 100 calls 97 are to voicemail and I am calling both office lines + cell phones. Is that normal, I cannot even know if I am bad at this if nobody even picks up to hang up on me. Would like your suggestions to get people to answer my calls
Cell phones are better than office lines. Try and take time zones into account if you can. Early morning (8am-930am) and end of day (4pm-5pm and even after) have higher answer rates.
Calling twice in the same day can increase answer rates too. You obviously can't do that for everyone, but for specific contacts it works. I don't leave voicemails either, it lowers the chance they answer one of your future calls in my experience.
What do you guys think about the assumptive vs. consultative approach? I know that we are trying to set meetings, but wouldn't the consultative approach at least help the prospect show up to the meeting when the time comes?
You should be both
What personas have you’ve seen this work on the most? Above the line people? Below the line? Which executives?
All the above