Good day and happy Tuesday! Let’s dive right in today!

What’s on the agenda?

• Tips from the top

• Alternatives to saying “I noticed”

• Featured SDR Role: Magma Math

• Check out this cold call script

• Talking about competitors

• Creative Tactic of the week

• Additional Resources

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Tips from the top

"Small changes to your cold calls can bring big results. Here are a few that I recommend

- Say the name of your prospect less! It sounds counterintuitive, but it works. The more you say a prospects name, the more salesy it sounds. If you're having a conversation with someone outside of work, how often do you actually say their name in the conversation? Not often, right? Keep the same mindset.

- Don't make the pitch all about you. Phrases like "we're a platform that..." or "we are a company that...". Frame the pitch around a specific problem that you think your prospect may have and then tell them how you can solve it. It sounds like "oftentimes when I speak with other people they run into (problem). We help solve this by XYZ"

- Keep your calls less than 5 minutes. If they go on for more than 5 minutes, it's likely that you've established a level of interest. Book them and then move on. Give them just enough information so that they'll want to show up to the next call.”

Alternatives to saying “I noticed”

It seems that many cold emails nowadays start with "I noticed...". And while there's not necessarily anything wrong with this statement, it starts to become a bit dull if everybody is using it.

So here are a few examples of alternatives you can use.

1. "looks like XYZ..."

This is a great way to establish context quickly and gives you an easy way to tell them why you're reaching out.

Example: "Looks like your team is using Hubspot"

Bonus: this opener uses what Lavender calls an "unsure tone", a way of writing that typically sees higher reply rates. You can read more about this in their blog post on this topic.

2. "Your most recent (article/post/job post/product page/feature etc.) on XYZ"

Using "your language" in the first line is a great way to keep the email focused on your prospect. An easy way to do that is to skip the "I noticed" section completely and just get to the point.

Example:

- "Your most recent product release adding feature X caught my eye."

- "Your most recent blog post on Topic X was spot on."

3. "Congrats on the (insert trigger)"

Prospects like to be complimented, and this is an easy way to do it. This could be used in a number of different ways as well. New product releases, blog posts, podcast releases, PR releases, etc.

Example: "Congrats on the recent partnership with company X"

Important: Make sure the congratulations message doesn't sound fake. Only use it for big events (product releases, partnership announcements, significant growth, awards, etc.). Here's an example of a time it was used very well!

In partnership with: Magma Math

Kyle Vamvouris Tested this Cold Call Script 3.9 million times

Kyle Vamvouris trains sales teams, and given his experience doing this he’s collected a ton of data on cold call scripts. In this video, Kyle shares his data-backed insights and shares information on how to improve your cold calls!

Check out this video and use his script!

Talking about Competitors on a Cold Call

Talking poorly about your competitors is the easiest way to lose credibility on a call.

By talking poorly about a competitor, your prospects immediately see that you're putting your own interests (commission) in front of their needs. It paints you as a biased source who won't tell the entire truth.

If a prospect asks you about how you compare to a competitor, be honest (but not overly negative), and steer the conversation back to talking about the problems your company solves.

Keep the conversation focused on the prospect's pain point and your solution.

Creative Tactic of the Week

This week’s creative tactic comes in the form of an article from Lavender. The tactic is called “the forwardable email”.

This tip is explained step by step - check it out here!

Resources from Our Partners

• PitchFolio: Looking for a new sales job? Stand out to hiring managers by building a brag book with PitchFolio. Showcase your cold emails, mock cold calls, + other sales skills to land more interviews!

• RepVue: Worried you might be underpaid? Check out RepVue (it's free!). RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more. 

• Skylar: Want to practice your cold calls? Try cold calling the Skylar AI bot (it's free)!  Think you can book a meeting with the bot? Try it out!