Good day and happy Tuesday. If you’ve been enjoying our newsletter, help us out and share it with a friend or colleague!

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

• Tips from the top

• Answering “what does your company do?”

• PitchFolio - Get more job offers!

• Jason Bay’s method to handle any objection

• How to follow-up with someone you previously spoke to

• Creative Tactic of the week

Did someone forward you this newsletter? Sign up here!

Tips from the top

"Leaving careful and detailed notes in your sales engagement platform is severely underrated. This helps you to avoid over-researching or researching the same information multiple times.

Things like name pronunciations, trigger points, phone paths, content releases, updates, and so much more. Here are a few examples:

• Listed as Timothy, but goes by Tim according to LinkedIn recommendations

• Phonetree Path - 1 for English, 2 for directory, ext. 2752 for Bob

• Company recently released new feature on XYZ. Mention this

• This person reports to Emily S., Director of Marketing

• They're running LinkedIn ads - here's the URL of an ad

• According to her OOO message, she'll be out until June 20th at Conference X

• Company just released new integration with product X

All of these notes help in the future when reaching out to prospects, both on cold calls and on cold emails.

Don't re-research every time you call a prospect.

Answering “what does your company do?”

This question comes up on cold calls quite a bit, but how you respond can make all the difference. Many people say something like this:

"(company) is a platform that does XYZ"

The issue with this is that it doesn't really share how it helps them. It's entirely about you. Instead, show them what you can do for them.

Answer the question by framing the situation with a problem that your ICP often faces, and then share how to solve it.

"You know those situations where you spend all day doing X, only for (insert problem) to happen? With (company), we solve that problem by doing (insert how you help), which leads to (benefits)."

The language is very intentional as well. "spending all day doing X, only for (insert problem) to happen" is far more powerful than simply describing what you do.

In partnership with: PitchFolio

Jason Bay’s 3 Step Framework to Handle Any Objection

It’s always best to go into cold calls with a plan. And the one thing we can always expect on cold calls are objections.

In this video, Jason Bay breaks down a simple process to work through these common objections and help you book more meetings!

Check it out below!

How to follow-up with a prospect

Following up with prospects who you previously spoke with can be tricky. It’s a healthy balance of reminding them what you spoke about, why they asked you to call back, and giving them a reason to meet now.

Here's a framework you can use to get a response. This works for both cold calls and cold emails.

Start with Context

They asked that you follow up with them. Let them know that ASAP!

"Hey Bob - When we spoke in November you mentioned that the reevaluation process for (insert tool) begins in Q1."

Get them excited with something additional

This is a place where you can share something additional with them to get them excited about what else you've been up to. It could be a product update, industry changes, a new regulation that went into place - anything that is relevant to them and your offering.

Ask for interest

Now that you've provided some context and something of value - go for the ask. It could sound like - "would it make sense to chat about this next week?"

Full Example

"Hey Bob - When we spoke in November you mentioned that the reevaluation process for (Product X) would happen in Q1. Given that it’s January, wanted to see if it's a better time to reconnect.

Not sure if you saw our latest release of (insert release), but the last time we spoke you said that (topic Y) was important. Our new feature that (insert how you help) is making this better than ever.

Would it make sense to chat about this next week?"

Creative Tactic of the Week

“Did a prospect leaves a 3-star or below review on G2, Trustpilot or Capterra for a competitor? Sometimes you can track down the people that leave these reviews.

Example: Amy C., a content marketing manager from a company size 51-200 in the computer software industry left a bad review for a direct competitor. Here are a few ways to find this person’s LinkedIn profile

• Use Linkedin Sales Nav and filter by title, company size, industry, and keyword name. You should now have a small list of people that match that description.

• Use Google Lens to do a reverse image search

• On G2, you can sometimes click into a user’s profile and it will show you exactly who they are.

This tactic will NOT work every time and is better in some industries than others, but when it does work you'll get a few great leads.

Resources from Our Partners

• RepVue: Think you might be underpaid? Check out RepVue! It’s 100% free. RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more!

• Skylar: Want to practice a cold call? Try cold calling a Skylar AI bot (it’s free!). Input information about your ICP and do a roleplay with an AI! Think you can book a meeting with the bot? Try it out!