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Let’s dive right in! What’s on the agenda?

• Tips from the top

• 5 Ways to Incorporate the P.S. into Cold Emails

• Hubspot: A Modern Playbook For Successful Sales Reps

• How to Handle Every Objection

• Cold Calling Bingo

• Creative Tactic of the week

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Tips from the top

This week’s tip from the top comes in the form of a LinkedIn post from Kyle Asay, VP Global Growth Sales at LaunchDarkly. If you find this post helpful, be sure to follow him and like the post in order to support him.

“I responded to a cold email: “This isn’t my priority. Best of luck with your outreach!”

Got hit with an objection handle: “Just to confirm - closing more deals faster isn’t a priority?”

I get the approach: The idea is to “trap” the prospect into a question they can’t say no to. “What sales leader wouldn’t want more deals, faster?”

Here’s the problem: I’m not objecting to the proposed outcome. Closing more deals faster is ALWAYS a priority for me.

I’m just already working on my top priorities to help my teams close more deals faster. We’ve identified tools supporting those priorities and are in execution mode.

My objection wasn’t to the outcome. It was the approach this solution takes to drive that outcome. The problems they solve to drive that outcome are not painful for me.

When you get a no, don’t fall back to the high-level outcome:

• “Oh, you don’t want to save money on your HR solutions?”

• “Really, you don’t want to reduce the risk of getting hacked?”

• “Huh, you don’t want your developers to be happy and productive?”

Of course your buyers want those outcomes. If they are objecting, they likely either:

• Don’t believe you can drive that outcome

• Believe a different approach will work better

Find out which of those your objection falls under and address that for better success. Here’s what that follow-up might look like:

“Makes perfect sense you’ve already got a handle on this. Usually this means you’ve got a similar solution in place and I didn’t do a good job sharing how we are different, or you are attacking this priority through a completely different approach.

Can I ask where you fall?”

Next time you hear “this isn’t a priority” to something that you know should be a priority, give this a shot!

5 Ways to Incorporate the P.S. in Cold Emails

The P.S. in an email is a fantastic way to include additional information that otherwise wouldn't fit into the rest of the email. It's also a great place to prove that you're human and not just a bot sending out templated emails. Here are 5 ways you can use it!

1. Using it to incorporate personalization that doesn't fit into the body of the email

"P.S. Just read the featured article in your profile on the future of advertising. Super interesting points on XYZ!

2. Asking if somebody else would be the right person

P.S. Would Bob Smith be a better person to connect with?

3. Ask if an alternative would be better

"Would it be better if I sent you a 1-minute video showing you how this works?"

4. Reference what originally prompted you to reach out

"P.S. I originally heard about you when I came across Person X's podcast"

5. Share additional content that doesn't fit in with the rest

P.S. A few others found this compensation plan designer tool helpful. Thought you might find it interesting as well.

In partnership with: Hubspot

Handling Every Sales Objection

If you're looking for ideas on how to handle common objections - then this video is for you!

Will Aitken of Salesfeed walks through how to handle every common objection in 12 minutes. It's a fast-moving and informative video so be sure to check it out! This is a no-fluff and example-heavy video.

See the video below!

Cold Calling Bingo Card

Cold calling can get repetitive, so why not make it more fun? Use our Cold Call Bingo Card to track common responses and funny moments while competing with your coworkers. See who can fill their card first and bring some friendly competition to your calls!

Check out the bingo card here!

Creative Tactic of the Week

If a prospect lets you know they need to cancel a scheduled meeting and doesn't provide an alternative time, don't let it fall off the calendar. Move the call to a new time. Then message back and tell the prospect that you moved it to a new time - tell them if that time doesn't work to schedule a new time with the provided calendar link.

Keep in mind that if the prospect doesn't show up to the call or select a new time, it's likely they aren't actually interested. You can keep them in a follow-up sequence but don't count on it happening.