Good day and happy 2025. We hope everybody is well rested and ready to hit the ground running in January!

Let’s not wait around, let’s dive right in! What’s on the agenda?

• Tips from the top

• “call me back in 2025

• Hubspot: 101 Sales Qualification Questions

• Ronen Pessar’s Top 3 Cold Call Openers

• “How’d you get my number?”

• Creative Tactic of the week

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Tips from the top

Name-drop your prospect's teammates and coworkers.

By saying things like "Saw you just hired Bob and Emily. Think it might help if they could spend less time on X, and more time on Y", you show you've done your research and can understand to their problems.

You can leave a quick note in your sales platform when you reach out the first time so you have it ready every time you call. It doesn't have to be complicated, it could be as simple as this

• Director of Sales - Lisa Smith

• Sales Manager - Bob Johnson

• Sales Coordinator - Steve Jones

That way, each time you get ready to call them you can reference their coworkers. You can even abbreviate all of that. Example: Director of Sales turns into DS. Sales Manager is SM. Sales Coordinator is SC. You get better and faster the more you do it.

Not only that, but if you personalize your first email to the prospect, you can open both the first email and note while you are dialing to have even more information about the prospect/company ready.

"Call me back in 2025"

Q4 is a busy time. Many prospects started new jobs, new initiatives were kicked off, and as a result many other projects were pushed off to the new year. It's likely that some of your prospects told you to reach back out around this time.

So how can you reach back out to these prospects in an effective manner? Here's how:

Context is everything. Remind them exactly why they asked you to reach back out. This could sound like

• "the last time we spoke you mentioned X and said that (insert what they said)"

• "on our last call in November we talked about X - you suggested to reach out first week of January to discuss this more"

• "When we spoke at Conference X you mentioned you'd be tackling this in 2025"

Be specific! The easiest way to do this is to start the cold call with those sentences, and then ask an open ended question to get the prospect talking again.

In partnership with: Hubspot

Ronen Pessar’s Top 3 Cold Call Openers

Ronen is consistently sharing fantastic advice on how to be a better SDR, and this video is just that.

In this video, Ronen shares 3 of his top cold call openers (based on thousands of cold calls) and shares a helpful tip on voice tone. He even shares statistics of how they perform at the end of the video.

Check it out below. If you like Ronen’s content be sure to like his video and subscribe to his channel to support him!

“How’d you get this number?”

If you cold call, it's likely that you've heard a prospect say something like this. So how should we handle this? Here's one way:

"I'm using a tool called (insert where you found their number). I was reaching out because (insert why you’re calling), so it seemed like it made sense to chat. Can I tell you exactly why I'm calling?"

It's always best to be honest about how you got their information, but it also helps to transition the conversation forward after you've told them.

Pro Tip: You can even offer to send information on how to remove their information from the database you are using to build a positive relationship.

Creative Tactic of the Week

Prospecting pro move - Use boolean searches to find prospects on Linkedin. Here's exactly what this means:

You can use the search bar to find relevant keywords mentioned in LinkedIn posts. You can even use boolean searches, meaning you can use OR and AND to search for multiple keywords.

Ex. "keyword 1" OR "keyword 2" OR "keyword 3"

Hit search - then filter by latest. You can narrow it down even further by searching for 'Author Industry' and/or 'Author title'.

This isn't something that you'll want to do every day, but if you set a reminder to do it once a month, you can find a few great leads.

BONUS - You can use this same concept to find posts on other platforms, assuming your persona is there.