Hopp On Calls

Kevin Hopp

Join Kevin Hopp on Hopp on Calls as he takes the art of the conversation and turns it into an effective outbound sales motion. Listen in to actual cold calls and learn the tips and tricks that Kevin has learned after cold calling prospects more than 500,000 times. He features sales leaders who crush their outbound so you can learn their most effective strategies too! read less

S2 Ep30: Use Cognitive Dissonance to Your Advantage with Topher Evans
Jan 19 2023
S2 Ep30: Use Cognitive Dissonance to Your Advantage with Topher Evans
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.
S2 Ep28: "Running the Triple" for Targeted Accounts with Ronen Pessar
Jan 12 2023
S2 Ep28: "Running the Triple" for Targeted Accounts with Ronen Pessar
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.
S2 Ep27: Imagine a Prospect’s Future State Using Your Solution with Ronen Pessar
Jan 11 2023
S2 Ep27: Imagine a Prospect’s Future State Using Your Solution with Ronen Pessar
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.
S2 Ep26: Turn Conversations Around to Book Meetings with Julie Smith Nester
Jan 9 2023
S2 Ep26: Turn Conversations Around to Book Meetings with Julie Smith Nester
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.
S2 Ep24: Hopp on Calls Greatest Hits (Part 2)
Dec 29 2022
S2 Ep24: Hopp on Calls Greatest Hits (Part 2)
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.
S2 Ep23: Hopp on Calls Greatest Hits (Part 1)
Dec 27 2022
S2 Ep23: Hopp on Calls Greatest Hits (Part 1)
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.
S2 Ep19: Cold Calling on Giving Tuesday with Rob Turley
Dec 8 2022
S2 Ep19: Cold Calling on Giving Tuesday with Rob Turley
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.
S2 Ep18: Create a Topic-Driven Conversation with Ryan Pereus
Dec 6 2022
S2 Ep18: Create a Topic-Driven Conversation with Ryan Pereus
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.