The Art of Cold Calling with Leslie Venetz

Leslie Venetz is a corporate sales trainer and
sales-led GTM consultant. She has made over 100,000 cold calls,
was a 3x Head of Sales & is now the Founder of Sales Team
Builder. Leslie uses her expertise to help teams talk WITH their
prospects instead of AT them. She is an active content Creator
with over 60,000 followers. She has posted daily on LinkedIn for
over 1000 days & is a LinkedIn Top Voice. Leslie was also the
first B2B sales creator on TikTok posting under @‌SalesTipsTok.
‌Leslie co-authored the book Heels to Deals: How Women are
Dominating in B2B Sales. She is passionate about transforming
sales into an inclusive, respected profession.


Leslie shares her expertise on cold calling. She emphasizes the
importance of treating cold calling as a craft and using it as
part of a multi-channel outreach strategy. Leslie provides tips
on how to maximize success before making a cold call, including
creating a segmented and niche list and conducting research on
the prospect's business challenges. She also discusses the
elements of a compelling cold call pitch and the importance of
curiosity, conversation, and conclusion in handling objections.
Leslie advises on the best practices for follow-up calls and
offers insights on the ideal time to make cold calls.


Tune in and learn more in this episode of The Revenue Builders.


HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:24] Definition of cold calling and its relevance in
sales
[00:07:25] Conducting research on ideal customers and their pain
points
[00:13:14] Creating ways to make it easy for customers to get
value
[00:24:59] Introduction to the topic of curiosity
[00:27:00] The value of keeping the conversation going
[00:30:10] Using curiosity to continue the conversation on cold
calls
[00:39:19] Using a game-changing question to increase close
rates
[00:46:06] Guidelines for follow-up calls and adding value
[00:51:58] Asking for referral if not the right person
[01:02:09] Conclusion


ADDITIONAL RESOURCES


Join Leslie at her Outbound Sales Masterclass in Tampa November
7th.
https://www.eventbrite.com/e/outbound-sales-masterclass-with-leslie-venetz-nikki-ivey-tampa-nov-7-tickets-701193597927


Download her FREE Objection Deck for Cold Callers:
https://hubs.ly/Q01_NGRj0


Learn more about Leslie Venetz through this
link.
LinkedIn: https://www.linkedin.com/in/leslievenetz/


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064


HIGHLIGHT QUOTES


[00:14:44] "The number one most important thing about cold
calling is confidence."
[00:17:06] "The goal isn't to overcome the objection via email.
The goal is to get curious and learn something."
[00:25:27] "The number one most important thing that you can do
when you hear an objection is just try to keep the conversation
going."
[00:49:27] "The reason for following up is never just to follow
up and just to check in because that gives exactly no value to
the person that we're speaking with."