Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science.

There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask the right questions and let the person sell to themselves.

So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented.

• [0:45] What is cold-calling? Is it relevant today?
• [1:19] The science of cold-calling
• [2:25] How Giulio prepares for cold-calling
• [3:34] Giulio’s effective opening techniques
• [4:32] How to keep a cold call engaging
• [6:55] The ideal length of a cold-call
• [7:55] Tools and technology to leverage
• [10:26] Giulio’s top cold-calling dos and don’ts
• [12:45] How Giulio handles objections/rejections

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Cold-calling is the fastest way to build rapport and get answers—if you know what you’re doing. If you’re still struggling with cold-calling and feeling ineffective, Tom Bertrand has some great strategies you can quickly learn to transform your results. Sometimes, it takes doing the unexpected to get the results you’re looking for. Listen to learn more.

• [1:02] What is cold-calling? Is it still relevant?
• [1:16] The art and science of cold-calling
• [2:01] How Tom prepares for a cold-calling session
• [3:30] What are hooks and triggers?
• [4:31] Effective opening lines and techniques
• [5:34] How to keep the conversation engaging
• [7:30] Tools, technology, and metrics
• [9:27] Tom’s top cold-calling dos and don’ts
• [12:01] How Tom handles objections/rejections

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Now, more than ever, there’s an element of authenticity that must be present when you make cold calls. People are beyond frustrated with AI-generated calls. You know the ones—where there’s dead space at the beginning of the call before someone connects.

They have to know that you’re genuinely interested in the result of the call and what they need. Lisa shares how she empathizes, connects, and directs the cold-call conversation in this episode of Sales Reinvented.

• [1:02] What is cold-calling? Is it still relevant?
• [2:32] The art and science of cold-calling
• [5:04] How to prepare for a cold-calling session
• [7:09] Effective opening lines and techniques
• [11:31] How to keep the conversation engaging
• [15:42] Tools, technology, and metrics
• [18:51] Lisa’s top cold-calling dos and don’ts
• [22:01] Empathize, connect, and direct

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Lester Sydney firmly believes that you need a multi-threaded approach when it comes to prospecting. Cold-calling must be a part of your overall prospecting toolkit. So how do you prepare for cold-calling? How do you keep a cold call engaging and reach your objective of scheduling a follow-up? Lester shares his fun strategy in this episode of Sales Reinvented.

• [0:42] What is cold-calling? Is it still relevant?
• [1:58] The art and science of cold-calling
• [3:02] How Lester prepares for cold-calling
• [4:32] Lester’s unique opening technique
• [6:15] How Lester keeps a cold call engaging
• [7:58] Tools, technology, and metrics
• [10:24] Lester’s top 3 cold-calling dos and don’ts
• [14:26] How Lester handles objections and rejections

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When used correctly and strategically, cold-calling is always relevant. According to Scott Channell, cold-calling is an outbound call to your highest probability group—done methodically—to maximize the odds of an effective conversation. So how does he do it? Scott shares his secrets in this episode of Sales Reinvented.

• [0:42] What is cold-calling? Is it still relevant?
• [1:58] The art and science of cold-calling
• [5:03] How Scott prepares for cold-calling
• [9:52] Scott’s opening techniques
• [13:16] Why Scott scripts cold calls
• [17:19] Tools, technology, and metrics
• [19:53] Scott’s top 3 cold-calling dos and don’ts
• [22:33] How Scott handles objections and rejections

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To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social selling activities. They must all work together to prospect for new business. How you approach will vary depending on numerous factors, including your industry. But the key to ultimate effectiveness is that your outreach must be consistent. Nick shares more about his cold outreach process in this episode of Sales Reinvented.

• [1:01] What is cold-calling? Is it still relevant?
• [1:47] The art and science of cold-calling?
• [2:42] How Nick prepares for cold-calling
• [4:03] Nick’s favorite opening lines
• [5:20] How Nick keeps a cold call engaging
• [7:01] Tools and technology to leverage
• [8:40] Nick’s top cold-calling dos and don’ts
• [11:55] How Nick handles objections/rejections

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Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication.

So how do you make your cold calls effective? Mary Jane—better known as “The Phone Lady”—shares her strategies in this episode of Sales Reinvented.

• [0:47] What is cold-calling? Is it still relevant?
• [2:55] Is cold-calling an art and a science?
• [4:10] How Mary Jane prepares for cold-calling
• [5:47] Mary Jane’s effective opening lines
• [8:14] How to keep the conversation going
• [9:27] Indispensable tools, technology, and metrics
• [12:00] Mary Jane’s top cold-calling dos and don’ts
• [15:23] How Mary Jane handles objections

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David Walter doesn’t believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire to want to do the work. He takes a different approach than most, especially when it comes to objection handling. David emphasizes aggressive agreement. Learn his process in this episode of Sales Reinvented.

• [1:07] What is a cold-call? Is cold-calling still relevant?
• [2:21] Is there an art and science to cold-calling?
• [2:43] How David prepares for cold-calling
• [4:35] David’s favorite way to capture a prospect’s interest
• [5:39] How to keep a cold-call conversation engaging
• [6:56] Indispensable tools and technologies
• [8:22] David’s top cold-calling dos and don’ts
• [10:10] How David handles objections and rejections

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