Whether you’re new to sales or a seasoned cold caller, you no doubt have a go-to way of starting a phone conversation with a prospect. Excellent! But how’s that working for you? Ed Porter, the fractional Chief Revenue Officer of Blue Chip CRO is our Market Dominance Guys’ guest. He talks today about scripts, pattern-interrupts, and the art of conversation with our hosts, Chris Beall and Corey Frank. As Chris points out, that first conversation is an ambush call, and nobody likes to be ambushed, especially by an invisible stranger. Ed totally agrees and adds that “Fear prevents us from picking up the phone” — which is true whether you’re the salesperson or the prospect. So, what can generally get both the caller and the prospect past that fear? A well-constructed cold-calling script, but not necessarily one that a salesperson makes up on their own. Ed says it’s got to be architected from a sound plan that includes expertise and advice from both the marketing and customer success teams, which is why we’ve titled today’s Market Dominance Guys’ episode, “The Architecture of a First Conversation.”
About The Show
We are in the midst of an exciting yet seismic change across the profession of modern sales. Improved (and much smarter) marketing tools, more compelling sales methodologies, better-designed datasets, and even the introduction of Artificial Intelligence have all lent a hand to upgraded efficiency and higher close rates. The unshakable mission of a company, however, remains constant – if not all the more elusive: “Those that dominate their market are those that are going to win.” Join Chris Beall and Corey Frank for a journey into the vast forces, best practices, and simple path that can propel your organization to reach true market dominance.
Ed Porter | Fractional Chief Revenue Officer