118 (Sell): Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)

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FOUR ACTIONABLE TAKEAWAYS

• Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.
• Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
• Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.
• Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.

PATH TO PRESIDENT’S CLUB

• Student of Sales, Principal @ Reisert Consulting
• Director, Paid Media + Audience @ Sprinklr
• VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)

RESOURCES DISCUSSED

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• Things you can steal