Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
ONDEMAND
First we built the #1 podcast in sales with over 200 interviews with elite sellers that made President's Club at all levels from VPs of Sales, to SDRs, to managers, and everything in-between.
Then we took our experiences, our guests' experiences, and enlisted audience editors from different sales environments to create the most actionable book in sales.
And now we broke down the entire book for free.
You'll see how one hour of cold calling can not only book you more meetings (18 to be exact) but also how you can leverage it to get 1.9x higher reply rates via email.
Cold calling sucks and there’s nothing you can do to change that.
So watch how to make it actually work for you.
Founder,
30 Minutes to President's Club
Founder,
30 Minutes to President's Club
ABOUT THE AUTHORS
Armand Farrokh and Nick Cegelski are Founders of 30 Minutes to President’s Club, known for the #1 podcast in sales that breaks down the tactics of the top 1% of sellers in the world. But they’re practitioners first, content creators second.
Nick (Left) was the #1 enterprise seller at multiple companies where he sold six and seven-figure deals.
Armand (Right) was the VP of Sales who led Pave from $100k to $13M+ in revenue under 2 years.
WHAT YOU'LL LEARN
How to nail the first 60 seconds. Specifically, what to say when you open the call and pitch your product.
Talk tracks for the toughest cold call objections, how to bypass gatekeepers, and good leave VM's.
How to get more meetings in less dials and make more dials in less time without sacrificing quality.
SECTION 1
THE FIRST 60 SECONDS
The goal of the first 60 seconds is to earn the next 60 seconds. If you can get past the first 60 seconds, that’s when you’re actually having a conversation instead of being brushed off.
And the way you do that is by mastering the two components that comprise the first minute of a cold call:
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Openers: How do you get a complete stranger to hear you out when you called them out of the blue?
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Problem Propositions: How do you talk about your product in a way that doesn’t make you sound like a Billy Mays commercial?
SECTION 2
THE REST OF THE CALL
Now that you know how to nail the first 60 seconds of your cold call, section 2 covers everything else that can happen on a cold call:
- How to Handle Objections Like Mr. Miyagi: We’ll break down 3 steps you can use to handle any objection that comes after the first 60 seconds.
- 18 Common Objections and How to Handle Them: We’ll apply The Mr. Miyagi Method to the 18 most common objections and leave you with talk tracks for each.
- Voicemails and Gatekeepers: In other words, what to do when you can’t get to your first 60 seconds at all.
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SECTION 3
HOW TO BE A MACHINE
Section 3 teaches to break the cold calling math equation off the phone:
- How to Maximize Your Dial Conversion: How to double your connect rates, set rates, and show rates without making more cold calls.
- How to Maximize Your Dial Volume: How to fit 40 dials in 1 hour, every single day, even when your calendar is twice as full as the next rep’s.
WHAT PEOPLE ARE SAYING ABOUT THE BOOK
“The #1 reason for failure in sales is an empty pipeline. And the 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!”
"Armand and Nick are true practitioners who live and breathe what they train and share content around, especially when it comes to cold calling. This is the most tactical, relevant, and actionable book I’ve ever read on the topic. Their techniques and structure will teach anyone how to be a master cold caller if they’re willing to put in the work. Cold calling isn’t dead, it just needs to evolve, and this book is the evolution."
"At the surface, objections like “not interested” or “taken care of” appear to reject whatever we're trying to sell. But the reality is that a prospect is often resisting the mere thought of change, or the interruption of the cold call itself. In Cold Calling Sucks (And That's Why It Works), Armand and Nick provide data-backed frameworks to get past the initial knee jerk reaction and establish yourself as a peer, even when you're calling a complete stranger."
FOUR PROMISES FOR THE MOST ACTIONABLE BOOK IN SALES
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- Every part of a cold call, step-by-step (with talk tracks): You’ll know exactly what to say to open a cold call, reveal a problem, overcome any objection, and land the meeting.
- Voiceovers (in QR codes) to master tone: It’s not just the words – you’ll know how it should sound with voiceovers for every single talk track.
- Examples for anything you could sell: We’ve interviewed 200+ elite sellers from real estate to software at the most prestigious sales organizations in the world.
- Backed by data from 300M+ cold calls on Gong: They analyzed millions of cold calls on the #1 revenue intelligence platform to back up the advice.
Picking up this book just might make it suck a little bit less.