This episode of Hopp on Calls with Kevin Hopp is the last part of the session with Morgan J. Ingram, a sales coach who teaches teams to use modern sales techniques that bolster pipelines, leverage social media, and schedule net new accounts. Kevin reaches a super hot lead that wants to know more but is convinced that the conversation has to happen in March. Kevin and Morgan discuss how to send the best follow-ups and what content to send to keep the conversation going.HIGHLIGHT QUOTESTwo questions to ask yourself when following up - Morgan: "There's 2 questions that I always ask when this happens, one is how do I make sure that I'm not an annoying sales rep up until March? And then two is... what exactly can I send to you that's going to be top of mind without me just following up with the information you don't care about."  Find out more about Morgan in the link below:LinkedIn: https://www.linkedin.com/in/morganjingram/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of the session with Morgan J. Ingram, a sales coach who teaches teams to use modern sales techniques that bolster pipelines, leverage social media, and schedule net new accounts. Morgan makes a bold prediction that cold outbound is back on the rise but that its medium is evolving. He shares to go to where your audience is like LinkedIn and reminds everyone that asking for a referral is a valid outbound strategy that still works.HIGHLIGHT QUOTESCalling is no longer a natural skillset of today’s generation - Morgan: "Gen Z, millennials, way less likely prone to a call. Most people never use their phones to call anymore. So I'm thinking, you just don't have the skillset to actually make calls because that's not how you grew up. So the amount of people making those calls will be low. Cold call to stand out and be proficient - Morgan: "The key is here that when you're making these calls if you do get someone to pick up and you're proficient, you're going to stand out because I don't think a lot of people are doing them right now." Find out more about Morgan in the link below:LinkedIn: https://www.linkedin.com/in/morganjingram/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of the cold calling session with Topher Evans, Account Executive at CINC Systems. Today, they explore how to use cognitive dissonance to your advantage especially in improving your voicemail strategy. This tactic is also useful in overcoming objections of SaaS founders who have built a solution that is similar to your product. HIGHLIGHT QUOTESThe purpose of the first call and leaving a voicemail - Topher: "The purpose of that first call, if I can get them on the phone, it's to qualify them out as quickly as possible, like find out they've built their own software or competitor that they're using, what bank they're with, different things like that because I can tell within about 5 questions is it worth exploring more or is it just going to be a benefit to either of us."Use cognitive dissonance to overcome initial objections - Kevin: "A thing to try is to go, I totally get you investing in your own tech, all of our best customers had built their own solution before they saw what we can do. So that's another psychological tool called cognitive dissonance. That's when things don't add up. It's not going to add up in their brain. Wait, I just told you something that should make you go away and you just turned around and made that the reason for the call?" Find out more about Topher and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/topher-evans/Website: https://cincsystems.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of the cold calling session with Topher Evans, Account Executive at CINC Systems. Today, they reach out to prospects and discuss how to apply FBI negotiation tactics to outbound sales.Kevin shares how reducing the mental load helps get your prospect to answer you and calls out people's reflexes to correct you when you are wrong about your assumptions. Meanwhile, Topher tests it out immediately with positive results.HIGHLIGHT QUOTESReduce the prospect's mental load to lead them to an answer - Kevin: "The mental load is when people hear things that are incorrect, they can't help but to correct it. So, if you lead with how long have you been with that folio, that's a very pointed, direct question and they can't help but correct you."Find out more about Topher and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/topher-evans/Website: https://cincsystems.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Ronen Pessar, a 4x SDR leader and Chief Growth Officer (SDR) at Stylo. Today, Ronen gets a referral from a major prospect and he provides tips on how he got the referral by name-dropping other people in the prospect's organization.Ronen also shares their strategy of "running the triple" or using phone, email, and social to get a champion's attention. This holistic approach is also useful for "bumps" or short follow-ups that you can do which are extremely short but also extremely effective in reaching targeted accounts.HIGHLIGHT QUOTESMap out the possible leads in an organization - Kevin: "A good SDR that's working target accounts, named accounts, is going to map a bunch of people that they think are possible based on their title. Don't call the head of social media marketing and try to talk about, you know, their email sending solution or whatever it is. Put some thought into that."Put together an email to send to several contacts in an organization - Ronen: "If you call people who are slightly below your champion or your ideal target, start collecting that information to put together an email. And so, I'm going to send this person an email saying, hey, I know you're doing X, Y, and Z. I spoke with someone on your team already and this is what they let me know. Would you be open to hearing about a way that you can do this much easier, save some time, and make it native to your existing solution?"  Find out more about Ronen and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/rpessar/\You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Ronen Pessar, a 4x SDR leader and Chief Growth Officer (SDR) at Stylo. Today, Ronen breaks down how he handles a cold call, from calling out the prospect's present state to asking about a technical issue, and then finally imagining a future state.Ronen suggests looking for the gap between the present and future states and really digging to see what solutions they have tried. Usually, the conversation skyrockets from here and the prospect will share what has been working and not in their company. You can qualify some more at this point, or you can pivot directly to the ask as well.HIGHLIGHT QUOTES80% meeting show rates are the benchmark - Ronen: "The companies who only book meetings without pitching anything have the highest no-show rates. You can get people to say yes to a meeting on a phone, but are they going to show up? And if you're getting 50, 60, 70% show rates like 30 to 50% no-shows, you're doing something wrong."Open-ended questions aren't always the best on a cold call - Ronen: "You can do this on a cold call. So my first question is something like, hey, are you using Zendesk today for ticketing? If they say yes, that's their present state and I'm going for a yes-no. People always tell you, open-ended questions. Not necessarily. You might want to know, is this the right person to talk to? I don't want to waste my time otherwise. There's no point in booking meetings with people who aren't going to be able to actually buy anything." Find out more about Ronen and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/rpessar/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Julie Smith Nester, BDR at Flosum and Co-Founder at SaaSySalesMoms. Kevin gets a solid warm follow-up after an initial objection as Kevin was able to pique curiosity when he mentioned using a tech stack.Meanwhile, Kevin and Julie break down how to handle someone who requests to be put on a do not call list, and Julie books a buzzer-beater meeting to close out the episode.HIGHLIGHT QUOTESTurning a conversation around after an initial objection - Kevin: "If everything is going hunky-dory and you're hitting all your numbers and everything, you're not going to spend money on a consultant to help you improve things. You only do that when there's a problem. But I was not finding a problem. Then I talked about the technology and he told me about his tech stack, that's where the conversation took a turn because I do have a lot of experience in the tech stack that he uses."How to overcome the 'do not call' objection: Kevin: "You have to separate in their mind, differentiate, hey, I'm not like that at all. Here's why. Then you do it really quickly just by saying, hey, look, I was on your LinkedIn, saw you're involved in Salesforce dev and I do Salesforce dev, it's a one-to-one connection, and let them respond." Find out more about Julie and connect with her at the links below:LinkedIn (Julie): https://www.linkedin.com/in/julienester/LinkedIn (SaaSySalesMoms): https://www.linkedin.com/company/saasy-sales-moms/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Julie Smith Nester, BDR at Flosum and Co-Founder at SaaSySalesMoms. Kevin and Julie refine Julie's pitch and review a call that connected, however to the wrong person. They weigh the pros and cons of opening with "did you get my email?" and discuss Kevin's way of leading with context and then a question.HIGHLIGHT QUOTESThe cons of an opener about an email sent - Kevin: "Leading with the reason for the call is I sent you an email can actually put them, and think about this, it could put them in a state of distrust right away because they don't remember your email. And even if you did send it to them, they opened it and deleted it within 5 seconds."Open with a context that fits your prospect - Kevin: "Context then a question. The context, like for me for instance... is here's who I am, I work for companies like yours doing this."Find out more about Julie and connect with her at the links below:LinkedIn (Julie): https://www.linkedin.com/in/julienester/LinkedIn (SaaSySalesMoms): https://www.linkedin.com/company/saasy-sales-moms/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

Hopp on Calls with Kevin Hopp is proud to present to you part 2 of this season's greatest hits! We feature some of the best cold calls and insights we've gathered along with our esteemed guests. In this episode, Kevin deploys his new strategy of overcoming a common objection about not having time due to an upcoming meeting, as well as how to get around the issue of budgets. Meanwhile, Ryan Pereus utilizes the "digital handshake" to help set a meeting.Featured today are: Chet Lovegren, AKA The Sales DoctorRyan Pereus, CEO and Founder of Superhuman ProspectingHIGHLIGHT QUOTEOvercome the 'I have a meeting objection - Kevin: "This is a new technique that I actually have been teaching the teams that I coach for only about two weeks. When we get close to the half-hour, when do people have meetings, Chet? On the hour and on the half-hour. A very common objection, when you catch somebody near the half hour or the hour, super common is, oh, I'm about to step into a meeting, I can't talk right now. So what did I do there? Did you catch it? It was subtle. I said, hey, I have a meeting in 4 minutes, so let's get this done before then. So we had this unspoken contract."  Connect with our guests in the links below:Chet Lovegren: https://www.linkedin.com/in/chetlovegren/Ryan Pereus: https://www.linkedin.com/in/ryanpereus/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

Hopp on Calls with Kevin Hopp is proud to present to you part 1 of this season's greatest hits! We feature some of the best cold calls and insights we've gathered along with our esteemed guests. Kevin and his guests also touch on actionable tips for your own cold call strategy, like leveraging the fact that your prospect is driving when you called them and using a founder-to-founder approach, as well as educational content on what a false negative is and why you shouldn't be put off by initial objections.Featured today are: Collin Mitchell, Chief Evangelist of Humantic AIJunior Lartey, Senior Account Executive at pickle.aiTom Slocum, Founder of the SD Lab.HIGHLIGHT QUOTELearn to spot when an objection is a false negative - Kevin: "One of the things that I always advise people to guard against is this idea of the false negative. A false positive is when something says that it's good when it's actually bad. A false negative is when something you think is bad is actually good. So a false negative would be jumping right into your pitch while he's driving and then, as he hears you going and going and going, what's he going to say, Collin? I'm not interested. Is he really not interested? Or is he driving right now?"  Connect with our guests in the links below:Collin Mitchell: https://www.linkedin.com/in/collincmitchell/Junior Lartey: https://www.linkedin.com/in/juniorlartey/Tom Slocum: https://www.linkedin.com/in/tomslocum/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Donnie Boivin, CEO of Success Champion Networking and Founder of Badass Business Summit. Kevin debunks the misconception that your job as a seller is to inform people about your solution. No, it is not. Donnie also shares that what sellers should be looking for is lifelong value rather than transactions to have higher-quality conversations.HIGHLIGHT QUOTESChoose lifetime value over transactional relationships - Donnie: "I would tell most people that if they would look at everything as a lifelong value, lifetime value, lifelong relationships versus a transaction and getting the deal done, they will have a lot greater conversations and find themselves into a lot better clients and clientele." Find out more about Donnie and connect with him at the links below:LinkedIn: https://www.linkedin.com/in/donnieboivin/Website: https://donnieboivin.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Donnie Boivin, CEO of Success Champion Networking and Founder of Badass Business Summit. Donnie bags a meeting right out the gate and shares how being blunt but not rude on a cold call is appreciated by prospects. He also explains his 20-60-20 Rule, where 20% will not do business with you, 20% will instantly say yes, and the middle 60% is where all the sales action happens.HIGHLIGHT QUOTESThe 20-60-20 Rule explained - Donnie: "I got the 20-60-20 rule. And so what that means is 20% of people are never going to do business with you no matter what you do, no matter what you say, they're just never going to do business with you. 20% of people are instantly going to say yes. They've been looking for it, they're excited... it's right up their alley and they're ready to rock and roll. Sales happens in that 60% that doesn't know about you, doesn't know if they need your product and service." Find out more about Donnie and connect with him at the links below:LinkedIn: https://www.linkedin.com/in/donnieboivin/Website: https://donnieboivin.com/You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my cold calling session with Rob Turley, The RevOps Hitman and Chief Revenue Operations Officer at ChatConversions. Kevin explains why prospects even pick up in the first place, which is curiosity, and how to use this to your advantage.Rob then reaches a prospect who was the wrong person to speak for partnerships. After learning more about their business, Rob decides to play the long game and provides referrals since he has an abundance of contacts in the cloud architecture space.HIGHLIGHT QUOTESThe curiosity that compels prospects to pick up is universal for everyone - Kevin: "Why do people pick up phone calls that they don't recognize in the first place? Why? The reason is they are curious. Who are you and why are you calling me? Who are you and why are you calling me? Now that we know that every single person that you cold call wants to know the exact same things, every single person, what can you do to use that to your advantage? You can open the same way every time." Find out more about Rob and connect with him at the links below:LinkedIn: https://www.linkedin.com/in/the-revops-hitman/Email: rob@chatconversionspro.comCellphone: 845-746-6090You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Rob Turley, The RevOps Hitman and Chief Revenue Operations Officer at ChatConversions. This day was Giving Tuesday, the perfect occasion to reach out to HR professionals and see if they would like to explore they can give back to the community.Rob also reaches a prospect who has heard of his client's company before, a rarity, and it is safe to assume that they would have an army in a call center at their disposal, making them not a good fit. Kevin suggests using category language for prospects like this to which Rob agrees to try it out.HIGHLIGHT QUOTESThe Here's the Pen Trick explained - Kevin: "At the end of a set meeting, like a discovery meeting or a first meeting or whatever, if you don't know this person very well, I use what's called the Here's the Pen Trick. It's a quick little thing. At the end, if it's gone well, I always ask, I say, Hey, Rob, do you have a pen? And then they say, uhh, no, but I got my laptop, I got my phone, or they say yes. I say, cool, take down my cellphone number, then you give them your cellphone number. And what do they do back? They reciprocate." Find out more about Rob and connect with him at the links below:LinkedIn: https://www.linkedin.com/in/the-revops-hitman/Email: rob@chatconversionspro.comCellphone: 845-746-6090You can connect with Kevin Hopp at the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Kevin shares how to lean into the information you do know and create topic-driven conversations with prospects. Ryan also suggests to not just cycle through lists but to analyze the best times and days you reach your prospects and micro-adjust to double down on what is converting higher.HIGHLIGHT QUOTERecord calls and analyze them to figure out higher conversion rates - Ryan: "One of the things we tell our clients is we are on a continuous improvement cycle every month for you. We're going to constantly micro-adjust and sharpen it based upon what we see in our results. And so we'll tag what time, day person called and then just lean towards what's converting higher."Lean into the information you do know in a cold call - Kevin: "I always teach reps, lean on what you do know. As a rep, you have to be able to say well, I see you as someone in operations, people operations, and here is why, then you connect okay, if this is your title, here's what people operations generally talk about."Find out more about Ryan and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/ryanpereus/Website: https://superhumanprospecting.com/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the first part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Ryan lands a meeting in this episode and he phrased it as a way to "digitally shake hands" with the owner, an off-the-cuff comment that proved to be effective. Ryan also shares that, in their experience, December is actually the best time to cold call because nobody makes calls during this time.HIGHLIGHT QUOTEA request to call back in the first quarter was a signal to lean in - Ryan: "We're not trying to sell you now. That's not the point, so let's push the sale off to March. Now the pressure's off and now we're just having a conversation to see if this can help when they're ready."Find out more about Ryan and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/ryanpereus/Website: https://superhumanprospecting.com/You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of a special educational feature on the Golden Rules of Cold Calling. The first Golden Rule today is to be interested and interesting or have a dynamic personality on the phone that engages prospects that gets them talking to you. Kevin also doubles down on the importance of targeted list-building and provides a formula for efficiency to get meetings over time. Lastly, cold calling is a numbers game, so do not be discouraged because a large chunk of your market is not actively looking for a solution.  QUOTESBuild your targeted list and time will reveal qualified prospects - Kevin: "The list-building process is the number 1 most overlooked thing in outbound. Period, full stop. You should put more time into building your list so that your lists can actually be more targeted. Outbound will always work with time. The game we're playing is time."Understand that cold calling is a numbers game - Kevin: "In your market, only 3% of people are the very, very tippity top are actively looking for a solution and have the problems... looking for a solution thing. These are the ones that we all freaking love." You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is a special educational feature on the Golden Rules of Cold Calling. Kevin explains that first and foremost, prospects are not interested. Knowing this, it is a cheap objection and should be treated as a false negative that should not be taken at face value.The second is that conversations are king. You can only find out if a prospect is potentially interested by having a conversation with them. The third is fat stacks in the circle backs or making follow-ups, the biggest area to get meetings from. The last Golden Rule today is business problems and valuable solutions, or having valuable conversations on problems you can solve.  QUOTESDon't fall for the false negative - Kevin: "The false negative is the cheap objection that you get that you might take at face value as oh, they just told me they're not interested in the first 7 seconds of the call, therefore I can never sell my solutions to this company. Wrong."You get more meetings by following up - Kevin: "Trying to get a hold of people on the phone is hard enough, so when you can identify that someone has this number and picks up, that you can reach them on that number, that is worth following up." You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.

This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Blake Hudson, the SDR Manager of Tapcart. Blake suggests asking for 15 minutes of your prospect's time by framing it as 1% of their day.They discuss strategies to get past gatekeepers then Kevin reaches a number that, while it was the right company, was no longer the right person. They have a good conversation and Kevin agrees to follow up within the week. QUOTESDon't be afraid to pick up the phone - Blake: "You're not going to make a cold call that's so bad that they print articles about you in the paper and your business goes under. Not possible. So just lean in."Build rapport with gatekeepers to get an honest answer - Kevin: "You say, Hey Blake, I've called five times for Thomas. Every time he seems to be the world's busiest man. I totally get it. Will I ever get through to Thomas on this number? Can you be real with me for a second? And they will generally be honest with you in that moment." Find out more about Blake and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/onebrightblake/ You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.Click [here] to listen in to Part 1 of my conversation with Blake!

This episode of Hopp on Calls with Kevin Hopp is the first part of my conversation with Blake Hudson, the SDR Manager of Tapcart. We discuss the seasonality of outbound outreach and knowing when to bow out of a call instead of pushing harder. Blake runs into a prospect who asks how he got their number, and we dig into the strategies you can do to overcome this objection. QUOTESBe interesting by being a real person on the phone Kevin: "I'm trying to be a weird call. I'm trying to stick out. I want next time I call for her to say, ‘Oh yeah, you're the guy who asked me if I was drinking a margarita at what, 12 o'clock on a Wednesday?’  And she's gonna say, ‘Oh, I remember you. Okay. You're a real person. You're not some telemarketer, you're not some spammer. Let's have a conversation.’" Find out more about Blake and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/onebrightblake/ You can connect with Kevin Hopp in the link below:LinkedIn: https://www.linkedin.com/in/khopp/ Hopp on Calls is powered by Kixie.Hone the craft of outbound sales at Cold Calling 101.