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Why It’s Time to Kill the
Once and For All
50 years ago, cold calling
worked like a charm.
THEN
Hey there, Ms.
Buyer - Do you want
to hear all about my
amazing product?
Sure! I can’t get
product information
anywhere el...
But today, it’s a little different.
NOW
Hey there, Ms.
Buyer - Do you want
to hear all about my
amazing product?
Are you kidding?
I’m way too busy
for this.
[sell...
Hey there, Ms.
Buyer - do you want
to hear all about my
amazing product?
No - I can just
look you guys
up online if I’m
in...
[dialing]
Hi, you’ve reached
Betty Draper. I’m not
here right now, so
please leave me a
message and I’ll get
back to you.
...
[sigh]
[seller]
It’s pretty clear from buyers’
reactions to cold calls that they’re...
...bad for the buyer.
It’s pretty clear from buyers’
reactions to cold calls that they’re...
But what about for the seller?
Let’s consider some statistics.
Cold calling is ineffective
90%of the time.
Source: Harvard Business Review
Less than
2%of cold calls result in meetings.
Source: Leap Job
Want 36 sales email
templates that buyers
will actually respond to?
DOWNLOAD
It takes
18calls to connect with a single buyer.
Source: TOPO
Call back rates are less than
1%.
Source: TOPO
Assuming a 0.3% appointment booking
rate, and a 20% win rate, it would take
6,264
Source: Simple Sales Tracking
cold calls...
Ouch.
[seller]
It’s pretty clear that cold
calling is also...
...bad for the seller.
It’s pretty clear that cold
calling is also...
Wondering why cold calling
has become less effective?
Wondering why cold calling
has become less effective?
Let’s go to the buyer:
“Desk phones are for
outbound calls only.”
“Desk phones are for
outbound calls only.”
“Email is a much better
way to get a hold of me,
frankly, than the phone.”
I don’t answer the phone
unless it’s on my contact
list. If it’s someone who
really needs to speak to me
they will leave a...
But wait - what about voicemail?
But wait - what about voicemail?
Could a great message be the cold
call’s saving grace?
I got some bad news for you there...
The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Source: Vonage, eVoice
The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
awa...
The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
awa...
Cold calls are bad for the buyer, and
bad for the seller.
Cold calls are bad for the buyer, and
bad for the seller.
It’s time to kill the cold call.
Cold Calling
1930-2015
R.I.P.
“Do you have a minute to
talk about my amazing
product?”
Passed away peacefully
when people ...
Now that we’ve buried the cold call...
...what do we do next?
Turn up the heat.
Warm calls and emails:
• Capitalize on demonstrated buyer interest
• Are relevant to the buyer’s unique situation
• Respon...
Here are a few examples with
templates to get you started.
Warm email #1:
Responding to demonstrated interest
Send Now
Hi Buyer,
I noticed you recently downloaded our ebook on Warm
...
Warm email #2:
Tailoring to the buyer’s unique situation
Send Now
Hi Buyer,
I’ve been doing some research on your company,...
Warm email #3:
Responding to a trigger event
Send Now
Hi Buyer,
I noticed you just got a job with Awesome Company.
Congrat...
Warm email #4:
Introduction by referral
Send Now
Hi Buyer,
I got your name from Peggy Olsen. We recently started
working t...
Excited to get your warm email
system cranking?
Excited to get your warm email
system cranking?
There are just a few steps you’ll
need to keep in mind.
1. Find good fit buyers to target
HubSpot’s free CRM contains a
searchable database of
6 MILLION PROSPECTS
Find the perfect...
Start searching for
your perfect fit
prospects today
GET HUBSPOT CRM
Prospects
WEBSITE VISITS
Search all prospects in this ...
2. Track your emails
Get notifications when prospects open
your email, so you can capitalize on their
attention in the mome...
3. Research
Research your buyer to make your message relevant
to their situation and personalized to them
3. Research
Research your buyer to make your message relevant
to their situation and personalized to them
Learn more about...
4. Get notified about trigger events
Use Google Alerts to set an alert for your target
companies and industries.
Alerts
Mon...
5. Work your network
Before reaching out to a new prospect, check LinkedIn
to see if you have any shared connections.
If s...
Your warm email checklist:
Target good fit buyers
Track your emails
Research
Get notified about trigger events
Work your net...
Your warm email checklist:
Target good fit buyers
Track your emails
Research
Get notified about trigger events
Work your net...
GET HUBSPOT CRM
Prospects
WEBSITE VISITS
Search all prospects in this view...
Name
+
+
+
Procter & Gamble
Vimbo
Wikivu
COM...
Cold calling had a good run, but it’s
time to give buyers what they really want.
Warm outreach =
Happier buyers =
More sal...
And that’s an equation we can
all get behind.
Are you commited to serving
today’s buyer?
Subscribe to the HubSpot Sales Blog,
and join the inbound sales revolution.
SUB...
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