Talk to 10x More Prospects, Chris Beall, Connect and Sell

Jan 01, 1970

Wes Schaeffer

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Shawn McLaren was the founder
Chris is a physicist
Came in as the VP of Products
Became CEO in 2014
Humans in the background do the grunt work but they're armed to the teeth with technology to get you in touch with the right prospect
Makes 50 million dials a year

You "

"I believe I've discovered a breakthrough."
"Do you have your calendar handy?" in a playful voice
You are the silver bullet
It's your job to hit the curveball
Sales is easy to get into so it attracts lower talent
Talking and listening is easy enough but they don't read or write well
It's not fair to ask salespeople to do research or process design
He has lead pools instead of territories
His agents are not dialers because it doesn't scale
He uses centralized servers
It's like requesting an Uber. It won't connect unless you ask.
14.79 dials to have a conversation
2 min, 18 seconds between conversations
CRM is automated so it's updated perfectly every time
Always circle back on ideal prospects
Call back those who hung up on you the next day or next week
"Hey, when we last spoke you didn't have time to talk. Is now a better time?"
Only 3 out of 218 asked to be taken off the list
0.9% blocked by gatekeeper
21.7 to 24.2 dials to connect since COVID
Psychological consistency is key
They never get over the ambush on the first call
"The Venus flytrap" objection is "Tell me more" and they reply with "We're all set" and you're dead
Horses are big like prospects and they can always run away
Get them to come to you and take a meeting
Offer a carrot
He offers 700 test drives a year
Cold Calling Flight School, nail the message, takeoff (the first 7 seconds), free flight (27 seconds), landing (setting the meeting), turbulence (objections)

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