Cold Calling Sucks (And That's Why It Works) audiobook cover - A Step-by-Step Guide to Calling Strangers in Sales

Cold Calling Sucks (And That's Why It Works)

A Step-by-Step Guide to Calling Strangers in Sales

Nick Cegelski, Armand Farrokh

★ 4.4 / 5(5 ratings)
Start ListeningDownload App
Categories:
Career & SuccessCommunication SkillsMarketing & Sales

If You're Curious About These Questions...

You should listen to this audiobook

Listen to Cold Calling Sucks (And That's Why It Works) — Free Audiobook

Loading player...

Key Takeaways from Cold Calling Sucks (And That's Why It Works)

Learning Tools

Reinforce what you learned from Cold Calling Sucks (And That's Why It Works)

Mind Map

Cold Calling Sucks (And That's Why It Works)
Mastering the First 60 Seconds+
Handling Objections+
Navigating Gatekeepers & Voicemails+
Maximizing Key Metrics+
Building the Cold Calling Habit+

Quiz — Test Your Understanding

Question 1 of 7
Why do the authors advise against using opening phrases like 'How’s your day going?' or 'Did I catch you at a bad time?'
  • A. They make the prospect feel obligated to engage in awkward small talk.
  • B. They signal a familiar telemarketer script, causing prospects to immediately categorize you as a time-waster.
  • C. They give the prospect an easy, polite excuse to hang up the phone before you pitch.
  • D. They take up too much of the critical first 60 seconds, leaving no time to introduce your product.
Question 2 of 7
What is the primary goal of the 'Heard the Name Tossed Around?' approach when opening a cold call?
  • A. To trick the prospect into thinking you have met them at a previous networking event.
  • B. To test if the prospect has been reading your company's marketing emails.
  • C. To flatter the prospect by implying they have a famous reputation in their industry.
  • D. To subtly position yourself as an insider who works with their peers, making it harder for them to dismiss you.
Question 3 of 7
According to the 'Mr. Miyagi Method' for handling objections, what is the counterintuitive first step?
  • A. Agree with the objection to validate their feelings and disarm their defensive stance.
  • B. Politely challenge their reasoning to immediately demonstrate your industry expertise.
  • C. Ask an open-ended question to uncover their true budget and timeline.
  • D. Offer a free trial or 'test drive' of your product right away.
Question 4 of 7
What key lesson for dealing with gatekeepers did Armand Farrokh learn from the 'Drake's aunt' ticket office story?
  • A. You should always have a complex, emotional backstory prepared to bypass security.
  • B. Gatekeepers respond best when you thoroughly explain the value and features of your product.
  • C. You should act with confidence, give minimal information, and behave as if you belong.
  • D. Bribing or flattering the gatekeeper is the most effective way to reach the decision-maker.
Question 5 of 7
How does the 'Double Tap Voicemail' strategy work?
  • A. Calling the prospect twice back-to-back so they think it is an urgent emergency.
  • B. Leaving a short voicemail, following up with an email, and repeating the process a few days later with slightly more detail.
  • C. Leaving two very detailed voicemails on the same day that explain the full scope of your product's features.
  • D. Having two different sales reps leave voicemails for the same prospect to show team dedication.
Question 6 of 7
Which strategy do the authors recommend specifically to improve your 'set rate' (the number of conversations that lead to scheduled meetings)?
  • A. Calling prospects only on their direct mobile lines to bypass corporate switchboards.
  • B. Sending highly personalized confirmation emails immediately after a meeting is booked.
  • C. Researching prospects for signals like company expansions and prioritizing those with an actual need.
  • D. Offering a significant discount or incentive during the first 60 seconds of the call.
Question 7 of 7
In the context of time management for sales professionals, what are 'Green Hours' used for?
  • A. Reserving time for administrative duties and updating the CRM system.
  • B. Taking necessary breaks to recharge mental energy after dealing with rejection.
  • C. Focusing exclusively on attending internal team meetings and training sessions.
  • D. Dedicating your most energetic, uninterrupted time to high-impact tasks like prospecting and cold calling.

Cold Calling Sucks (And That's Why It Works) — Full Chapter Overview

Cold Calling Sucks (And That's Why It Works) Summary & Overview

Cold Calling Sucks (And That’s Why It Works) (2024) equips you with practical strategies to conquer your fear of cold calling and thrive in sales. Through a step-by-step breakdown, industry-specific examples, and real-world data, you’ll learn how to master the first 60 seconds, overcome objections, and book more meetings. Embrace the challenge, and you might just find yourself among the top performers who succeed where others give up.

Who Should Listen to Cold Calling Sucks (And That's Why It Works)?

  • Sales professionals looking to improve their cold calling techniques
  • New sales reps seeking actionable frameworks for outreach success
  • Entrepreneurs wanting to build stronger pipelines and close more deals

About the Author: Nick Cegelski, Armand Farrokh

Nick Cegelski is the cofounder of 30 Minutes to President’s Club, a leading sales media company known for its #1-ranked sales podcast. He has a background as a top-performing enterprise seller who’s secured multiple six- and seven-figure deals. 

Armand Farrokh, also a cofounder of 30 Minutes to President’s Club, served as VP of Sales at Pave, where he helped grow the company’s revenue from $0 to over $13 million ARR in just two years.

🎧
Listen in the AppOffline playback & background play
Get App