Good day and happy Tuesday! We’re quickly approaching the holidays. Be sure to do more activities now to account for people being out of the office later this month!

Let’s dive in! What’s on the agenda?

• Tips from the top

• 3 Things to Stop Doing on Cold Calls

• LinkedIn Sales Navigator Playbook

• In partnership with: Morning Brew

• Avoiding Burnout

• Creative Tactic of the week

• Additional Resources

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Tips from the top

Here are 6 tips to make your cold calls better!

1. Document everything you can ASAP - Phone tree paths, name pronunciations, teammates, relevant articles, links, etc. By leaving this information in the notes, you can reference it later in your outreach.

example: "I see your company has been busy publishing new videos. Just last week I saw you published 3 videos on Youtube"

2. Be aware of timewasters. If you get the sense that someone is just talking with you for a casual chat, get off the call. Make an excuse and move on to somebody that will generate revenue!

3. Go in with a plan. Top performers have a method for how they structure their cold call.

4. Voice tone is everything. Speak slowly, use downward inflections, and avoid the "salesperson voice". If you sound like a telemarketer, people will treat you like a telemarketer.

5. You are selling something, don't tell prospects you aren't. Own the fact that you're a salesperson.

6. Add humor. Use humor to diffuse tension. For example, if a prospect is angry you're calling them you could say something like: "it sounds like you hate getting cold calls as much as I hate making them!"

3 Things to Stop Doing on Cold Calls

1. Not being strategic with timezones

Taking into account timezones for your cold call blocks is a pro move. Here's exactly what this means

- If you're an east coast SDR, schedule a callblock for your east coast prospects in the morning 9am-11am. There's less noise because west coast SDRs haven't started working yet

- If you're a west coast SDR, schedule a callblock for your west coast prospects 2-5pm PST. Again, there's less noise because east coast SDRs likely have stopped working.

SIDE NOTE: Ideally you're scheduling your call blocks around the time of day that you have the most connects, most sales engagement platforms have reports for this. So look at the data first, and then do this.

2. Focusing on gains instead of losses

The pain of losing is psychologically twice as powerful as the happiness of gaining. In simpler terms, the vast majority of the population says it's better not to lose $100, than it is to gain $100. Here's how you could use this:

Rather than focusing on what people will gain (statements like "increase revenue 20%"), you can focus on challenging the status quo and the consequences of what will happen if they don't change (statements like "are you losing winnable deals?").

3. Asking rambling questions

Be careful of rambling questions when making cold calls. What's a rambling question? A rambling question is one where you ask a question, and then keep talking. Here's what it might sound like:

"What steps are you taking to account for higher advertising costs? The reason I ask is because of XYZ"

Be decisive with your questions and let your prospect give YOU information. If you ask a question and then keep speaking, you're limiting the amount of info you can collect. Try this:

"What steps are you taking to account for higher advertising costs?" and then stop talking!

LinkedIn Sales Navigator Playbook

LinkedIn Sales Navigator is a powerful tool in sales. It’s even better if you know how to use it correctly!

Check out this video from Jed Mahrle and the Sell Better team. In this video, Jed walks through some helpful ways you can use Sales Navigator to book more meetings.

Check it out below!

In partnership with: Morning Brew

This isn’t traditional business news

Welcome to Morning Brew—the free newsletter designed to keep you in the know on the business news impacting your career, company, and life—in a way you didn’t know you needed.

Note: this isn’t traditional business news. Morning Brew’s approach cuts through the noise and bore of classic business media, opting for short writeups, witty jokes, and above all—presenting the facts.

Save time, actually enjoy business news, and join over 4 million professionals reading daily.

Check it out

Avoid burning out in the SDR role

SDR burnout is a real problem. So what steps can you take to make sure that you don't burnout in the SDR role?

Start with the math.

One tough aspect of being an SDR is that getting to quota feels like a daunting task. But by doing the math and determining how many calls it takes to get to 1 meeting, you can better plan out your month (and each day) and know ahead of time what needs to be done.

First, determine how many activities it takes to get 1 meeting. Then multiply the number of activities it by your monthly meeting quota. Then add 20% to give yourself a cushion. This is how many activities you need during each month to hit quota.

Now that you have the total number for the month. Break it down to determine how many activities you need each day. Most months have somewhere between 19-22 business days in them.

Now that you've broken it down to how many activities per day, you're going to divide it up even further into call blocks per day. Divide each daily activity into 4 call blocks. This way it's far less overwhelming going into each day. This is far more manageable!

Other Tips

Always have a PTO day scheduled on the calendar. Never have zero days planned ahead. Give yourself something to look forward to

Remove Slack and work emails from your phone. Separate yourself from work.

Make sure your manager knows your long-term goals. Develop a plan with them to get to the next step

Work with other SDRs. Whether this be join a community, cold call with friends, or something else. Make sure you aren't alone.

Creative Tactic of the Week

"Using the PS in cold emails is my favorite. It's such an easy way to incorporate something personal that won't fit in with the rest of the email. You also don't even have to relate it back to your offering in any way. But it's a simple way to show that you've done your research.

Some of my favorite things to include are

• Tech stack notes or comments that don't fit with the rest of the email

• Sports references (only if they include something about it in their profile, don’t guess)

• Asking if I should be reaching out to someone else on the team. Using a specific name helps.

• Their past work experiences

And other unique things they mention in their profile or about their company”

Resources from Our Partners