In this episode of Ask The Professor, Professor Ben is joined with guest Brendan Coughlin, President and Co-Founder of AllianZ Consulting Solutions. Brendan shares his expertise on cold calling and leading SDR teams.
Brendan shares that despite modern digital tools, cold calling remains one of the most effective strategies for booking appointments and driving business growth.
The secret? Tone, mindset, and a most importantly strong leader.
Here’s what you’ll walk away with from this episode
The Three Pillars of Cold Calling: Successful cold calling relies on these Three Pillars – Command, Always ending with a question, and provide two options. Watch the full episode to uncover more details of each pillar.
Importance of Command and Tone: The tone, inflection, and pacing on the phone are critical. Showing confidence and authority immediately captures attention and demonstrates value
Getting into the Right State: Get in a “Peak State” mindset before jumping on calls. Using techniques like breathing exercises or energizing music to stay focused and effective
Empower the Prospect: Ending with a question and offering two options gives prospects clarity and choice while keeping the salesperson in control, increasing engagement and appointment-setting success.
Lead by Example and Coaching: Successful SDR Teams require hands-on leadership, continuous coaching, practice, and motivation from their leaders. Leading from the front and celebrating small wins creates a culture of accountability and contagious success.
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