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

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

By: Armand Farrokh, Nick Cegelski

Narrated by: Armand Farrokh, Nick Cegelski

Your Ultimate Guide to Book 1 in 3 Cold Calls

Cold calling is painful and uncomfortable for every single salesperson on Earth.

The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection.

But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard.

Cold calling sucks. And that's why it works.

While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of:

- Step-by-Step Breakdowns & Talk Tracks: You'll learn how to win the first 60 seconds, overcome any objection, and land the meeting.

- Audio Clips to Master Tone: It's not just what you say, but how you say it. Listen to over 31 voiceovers

- Examples for Every Industry: Learn from interviews with 200+ elite reps who sell SaaS, real estate, and everything in-between.

- Backed by Gong Data on 300M+ Cold Calls: Every tactic is supported by results from real cold calls so you know it actually works.

If you embrace the suck of cold calling and master the frameworks in this book, you'll reach the top 10% of reps who book 1 meeting for every 3 cold calls that connect.

This is your step-by-step-guide to get there.

Founders of the #1 sales podcast, 30 Minutes to President's ClubArm and Farrokh led Pave from $0 to $13M+ ARR in two years as VP of Sales, and Nick Cegelski won #1 Enterprise Seller multiple times selling 6 & 7-figure deals.

©2024 30 Minutes to President's Club (P)2024 30 Minutes to President's Club

Critic reviews

"The #1 reason for failure in sales is an empty pipeline. And the #1 reason your pipeline is empty is that you avoid cold calling. In this book, Armand & Nick inspire you to get past your mental hangups, pick up the phone, and start cold calling. Read it now. Your bank account will thank you!"—JEB BLOUNT, bestselling author of Fanatical Prospecting

Immediately applicable

Use the heard the name tossed around opener and went 8/8 calls to meetings before the streak snapped. Immediately applicable knowledge that is easy to practice.

In depth and Very Useful

This book beat my expectations. I’ve been in sales for 8 years and have seen/heard a lot. This book acknowledged a lot of problems Sales reps come across. It really does open your eyes to see how effective Cold Calling can be. If you are the one rep that is good at them while everyone else procrastinates calling, you’ll have the biggest advantage! Thanks for all the insights!

Finally!

BDR here. Just started a gig in a new industry a few weeks ago. After implementing the actionable approach in this book, I scheduled 3 meetings in my 2nd week. Mind you, quota after a 90 day ramp is a meeting a day, and I’m past halfway there.

This book is a gold mine.

Take the time to read it thoroughly. Do the homework, practice and be consistent. The stuff in here works…. if you work it!

A Must-Read for Anyone in Sales or Customer-Facing Roles

As a former timeshare salesperson, Brandcare specialist for Ally Smart Auction, and now a support engineer, I needed this book to understand why I was so successful in the past. Cold Calling Sucks (And That’s Why It Works) helped me connect the dots between my past experience and my future goals. With an opportunity to join Bitdefender, I’m excited to apply both what worked for me before and the fresh insights from this book—recommended to me by my future team lead.

This book is brilliantly written, no fluff, no nonsense, just real-world strategies that work. If you’re in sales, support, or any role that requires you to build relationships and drive results, I highly recommend it. It even inspired me to consider writing a similar book for support engineers struggling to meet and exceed their KPIs.

One of my favorite sales books of all time

Great listen, incredibly insightful even for someone who has been in presidents club multiple times and has 8+ years of selling under their belt.

Everything you need to know for cold calling

The most up to date info on cold calling. Enjoyed the provided talk tracks and statistics. I’m ready to hit the phones!!

⭐️⭐️⭐️⭐️⭐️ My First Sales E-Book

I’ve been working in sales for 3 years now and this book challenged me to learn to love cold calling. Cold calling really does suck but it’s a requirement in the sales industry. Having the courage to put yourself in an uncomfortable cold call sets you apart and prospects who are genuinely interested will respect you at the end of the day because you had the balls to call them. That’s all I needed to hear to get myself to want to be better at cold calling.

Outbound bible

Every outbound sales rep should read this book and make it as part of your routine the next day !

Actionable tips that can make an impact right away

I loved the format of the book and especially the audiobook. The authors narrate the audio book so you can really hear what they mention about tone. Would definitely recommend for any seller

Useful from practicing

Very details to use , psychological analysis especially from customer’s perspective. So you can understand it.