What You'll Learn: - How to build a scalable, prospect-centric approach to cold calling - Why no silver bullet exists and how to optimize your approach according to your psychographic profile - How to build and iterate on cold calling scripts for your team - How to measure, A/B test and improve your call effectiveness - A ton of tips about cold-calling techniques and methods

1. How To Create Viral Content
On LinkedIn And Drive
Massive Inbound Leads
SALES HACKER WEBINAR
@saleshacker

2. Why open rates and reply rates for emails are misleading.
How to measure the quality of your cold calls.
How do you know what you need to train your reps on?
Why there’s no “best script” and why you shouldn’t borrow someone
else’s script.
Simple techniques and examples for better cold calls.
Agenda
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3. ✓ Millions in Pipeline Generated for Sales Hacker,
MediaValet.General Manager for VancouverEnterprise
Sales Forum.
✓ Rebuilt Sales Hacker’s Product Suite, Closed 1M+ in
Revenue YTD.
“Scott was hired to build out and lead business development at
MediaValet and has exceeded every expectation that we’ve had for the
business development department.
Scott will be a tremendous asset to any organization and executive
team and is a rising star that any company will be lucky to have on
their side.
– Maria Ospova, VP Marketing @ MediaValet
Scott Barker
“

4. ✓ Earned results for brands such as: MLB, Grainger,
Mattermark, Contactually,DocSend, Klipfolio, Pipedrive,
Sales Hacker, GoSkills.
✓ 3x’d Sales Hacker’s websitetraffic in less than one year.
2.5x’d email list growth in 11 months.
✓ Built a conversion focused SEO program @ Pipedrive,
ranking #1 for high-vol.terms like “Sales Management”
“His SEO and content strategy chops, auditing,and analysis skills
are world-class. Gaetano's SEO audits contained a level of depth
that was far superior to any agency I have ever seen.”
– Brad Zomick, VP Marketing @ Pathgather
Gaetano DiNardi
“

5. ✓ Over 1,000,000 cold calls made by teams managed by Tito.
At his peak having 27 SDRs under his leadership.
✓ Has built 17+ SDR teams from scratch, all doing outbound
sales development
✓ Contributorto SalesHacker, Angel Investor,passionate
soccer fan, and a complete work-a-holic
“Always coming from a place of compassion and
commitment to bettering those he serves – Tito’s
professional reputation is tantamount to solving business
problems and helping others along the way”
– Michael Tuso, Head of Buss Dev & Enablement,Chili Piper
Tito Bohrt
“

6. Why Most SDRs Are Being
Fed To The Wolves

7. Why open rates and reply rates for
emails are misleading.
o These are vanity metrics that can easily be hacked with bad
business outcomes:
I. “dinner tonight” subject gives you great open rates
II. Hi X, If you want me to stop emailing you just tell me….
o The best would be to look at other metrics such as
“% of emails converted to demos”
o Additionally measure positive and negative responses.
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8. TAKEAWAY:
Opens and replies don’t give you feedback on
what went wrong. Was it the signature, the CTA,
the explanation of product, something else?

9. How to measure the quality of your
cold calls. (survey time)
o Many companies measure this different ways, but the
right way is to have custom dispositions and turn your
call into a funnel.
o Examples of Hooks
o Examples of pitches
o Examples of closing statements
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10. TAKEAWAY:
If you learn to scientifically test your Sales
Development Approach, you can outperform
anyone. Those statistics and probability classes
you hated, go on Coursera and re-take them

11. How do you know what you need to train
your reps on. How do you run trainings?
o Batch your team into groups
o We train 3x week for an hour with each rep
o Make the trainings trackable. We put them on 1:1 sheets and have
seen 300% improvements within 3-5 months.
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12. TAKEAWAY:
There are few things as important as training
and enabling your team so they can perform
their best.

13. Why there’s no “best script” and why you
shouldn’t borrow someone else’s script.
o The Psychographic Profile of the Buyer Persona determines your
Outbound strategy.
o How do these people behave? How are they different from others?
o How we call VPs of Sales vs. VPs of Engineering
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14. TAKEAWAY:
Once you decipher how your Personas behave
and communicate, the rest is easy. You need to
test, rather than theorize

15. Simple techniques for better cold calls
o Don’t ask if it is a good time or a bad time. Ask for a short time.
(ServiceTitan vs. AltiSales pitch)
o Keep the calls to 2-3 minutes. Use reverse Jiu Jitsu to get more
meetings scheduled faster
o Offer the specific + open alternative to your prospects
o Worry about your tone and energy, a lot!
o Test, test, test. Without a good system, you won’t be successful.
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16. KEY TAKEAWAYS:
- Email is limited. Opens and replies don’t give you feedback on what
went wrong
- Learn to scientifically test your Sales Development Approach. It’ll
become your biggest advantage
- Training and enabling your team is incredibly important. Not only
what you say, but also how you say it matters
- Once you decipher how your Personas behave and communicate,
the rest is easier.

17. Q & A

18. marketing@saleshacker.com @saleshacker