According to Art Sobczak, cold-calling is dead. He has a better way: Smart-calling. A “smart” call is calling people that you know something about and you have customized, tailored, and personalized a message so it’s relevant to them. This leads to a better chance of engaging with them and moving them to a conversation. 

Smart-calling is still relevant. It sets you apart from digital messages, which are often ignored. When a good call comes in, it’s refreshing. Art shares how to follow his smart-calling process in this episode of Sales Reinvented!

Outline of This Episode

• [1:02] Why Art believes that “Cold” calling is dead
• [4:23] The art and science of smart calling
• [5:24] How Art prepares for a smart calling sessions
• [7:58] The Smart Calling process
• [11:48] How to keep a smart call engaging 
• [14:15] Tools and technology to leverage
• [16:46] Art’s top smart-calling dos and don’ts
• [21:35] The difference between objections and resistance

Resources & People Mentioned

• FREE Smart Calling script template
• Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

Connect with Art Sobczak

• Connect on LinkedIn
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• LinkedIn
• Twitter

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According to Nancy Calabrese, cold-calling is just networking by phone. It’s relevant because many people don’t do it anymore. It will help you stand out. People feel it doesn’t work because they don’t do it enough. If you’re not practicing daily, you’ll get rusty. 

It all starts with your mindset. You’re just having a non-salesy conversation with a decision-maker to decide if you’re a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented!

Outline of This Episode

• [1:01] Is cold-calling still relevant? 
• [1:54] The art and science of cold-calling
• [3:17] How Nancy prepares for cold-calling 
• [4:39] How Nancy captures someone’s interest 
• [6:47] How to keep a cold call engaging 
• [7:54] Measuring the success of a cold call
• [9:57] Nancy’s top three cold-calling dos and don’ts
• [12:00] How to handle an objection

Resources & People Mentioned

• When They Say No

Connect with Nancy Calabrese

• Connect on LinkedIn
• Follow on Twitter

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• LinkedIn
• Twitter

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The “Science” of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet.

Zoya believes that there are best practices that fall between the art and the science. They’re concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product. 

The “Art” of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson’s ability to get a prospect to open up.

The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling. 

Outline of This Episode

• [1:22] Is cold-calling still relevant? 
• [3:11] The art and science of cold-calling 
• [6:06] How Zoy prepares for cold-calling 
• [8:38] Zoya’s simple yet effective opening line
• [11:23] Why Zoya is a fan of scripted guidelines
• [14:44] Indispensable tools for modern cold-calling 
• [18:00] Zoya’s top cold-calling dos and don’ts
• [24:47] How Zoya handles objections on a cold call

Resources & People Mentioned

• 6Sense
• Orum Power Dialer
• Practice cold calls with Hyperbound

Connect with Zoya Segelbacher

• Connect with Zoya @ Uncapped
• Connect on LinkedIn
• Follow on Twitter

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• LinkedIn
• Twitter

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Between people not answering calls from phone numbers they don’t recognize, to spam filters, to people silencing their phones—it’s become harder and harder to connect when making cold calls. What is a salesperson supposed to do? 

Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect’s interest—and respects their time.

Outline of This Episode

• [1:17] Is cold-calling still relevant?
• [3:04] Is cold-calling an art and science?
• [3:38] How Mark prepares for cold-calling
• [5:51] How to capture a prospect’s interest
• [7:58] Why Mark is a fan of using scripts
• [10:16] Tools and strategies to leverage
• [12:25] Mark’s top cold-calling dos and don’ts
• [15:52] The best way to handle objections

Connect with Mark Sellers

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter

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Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. 

Outline of This Episode

• [0:58] Kristie’s definition of cold-calling
• [1:25] The art and science of cold-calling
• [2:34] How Kristie prepares for cold-calling 
• [5:10] The most effective way to capture interest 
• [6:26] How to keep a cold call engaging 
• [8:31] Tools and technology to leverage 
• [10:20] Kristie’s top cold-calling dos and don’ts
• [12:00] How Kristie overcomes cold-calling objections

Resources & People Mentioned

• Local Presence

Connect with Kristie Jones 

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter

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Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White.

Outline of This Episode

• [1:26] Why a compelling LinkedIn profile is key
• [2:55] The elements that have the greatest impact
• [6:02] How to tell your professional story on LinkedIn
• [7:45] Build “know” and “like” before “trust”
• [10:31] How often to update your LinkedIn profile 
• [12:18] Use your customers to build a better LinkedIn profile
• [14:01] Mark’s top LinkedIn profile dos and don’ts 
• [16:56] Leverage your LinkedIn profile as a pre-sales tool 

Resources & People Mentioned

• Free Word Cloud Generator 

Connect with Mark White

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. 

Outline of This Episode

• [1:35] Why a compelling LinkedIn profile is important
• [2:27] The elements with the greatest impact on sales
• [4:14] How to tell your professional story on LinkedIn
• [6:20] Balancing professionalism and personality 
• [7:21] How often to update your LinkedIn profile 
• [10:31] Kevin’s cautionary tale about LinkedIn tools
• [17:14] Kevin’s top LinkedIn profile dos and don’ts 
• [23:23] Don’t be afraid to pivot and adjust
• How to tell your professional story on LinkedIn

Resources & People Mentioned

• The Go-Giver

Connect with Kevin Turner

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter

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Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. 

Outline of This Episode

• [1:31] Why a compelling LinkedIn profile is important
• [3:02] Your headline follows you everywhere—prioritize it
• [4:15] How to tell your professional story on LinkedIn
• [5:06] Divide your “about” section into four parts
• [6:38] How often to update your LinkedIn profile 
• [8:31] Tools to build a better LinkedIn profile
• [10:46] Karen’s top LinkedIn profile dos and don’ts 
• [14:34] How you show up on LinkedIn matters 

Connect with Karen Tisdell

• Connect on LinkedIn
• Follow on Twitter

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• LinkedIn
• Twitter

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When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? 

Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. 

Outline of This Episode

• [1:11] Why a compelling LinkedIn profile is important
• [3:12] Above-the-fold curb appeal is important
• [6:29] How to tell your professional story on LinkedIn
• [7:30] Balancing professionalism and personality 
• [8:56] How often to update your LinkedIn profile 
• [10:30] Tools to build a better LinkedIn profile
• [13:20] Angela’s top LinkedIn profile dos and don’ts 
• [16:07] Focus on what you’re passionate about

Resources & People Mentioned

• ChatGPT
• Claude
• Gemini
• DALL-E
• Check Your SSI Score

Connect with Angela Dunz

• LinkedIn Badass
• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. 

Outline of This Episode

• [0:45] Why a compelling LinkedIn profile is important
• [1:21] Why your photo, banner, and headline are key 
• [2:36] How to tell your professional story on LinkedIn
• [5:45] Balancing professionalism and personality 
• [7:39] How often to update your LinkedIn profile 
• [9:23] Tools to build a better LinkedIn profile
• [12:04] Leslie’s top LinkedIn profile dos and don’ts 
• [18:15] Use LinkedIn as a tool for gathering information

Connect with Leslie Hughes

• Connect on LinkedIn
• Follow on Twitter

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• LinkedIn
• Twitter 

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70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. 

Outline of This Episode

• [1:00] Why a compelling LinkedIn profile is important
• [1:42] Why your photo, headline, and banner are key
• [2:36] How to tell your professional story on LinkedIn
• [4:37] Balancing professionalism and personality 
• [5:51] How often to update your LinkedIn profile 
• [7:09] Tools to build a better LinkedIn profile
• [9:17] Rhonda’s top LinkedIn profile dos and don’ts 
• [13:22] Leverage LinkedIn as a website

Resources & People Mentioned

• Photofeeler
• EBI.AI

Connect with Rhonda Sher

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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