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northstar

VP

Valued Contributor
Fire Starter
Contributor

Are cold calls really necessary to be successful in sales?

Hello Savages!
I asked a question recently about prospecting tips and got quite a few mentions about calling being king.
The truth is I’ve been really burned on cold calls and even have some PTSD. Is there any way I can avoid phone calls and still be successful in sales?

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1nbatopshotfan
Politicker
10
Sales
Not really, in my opinion. Without cold calling you aren’t gonna refine your pitch and build thick skin. It’s key.
Gyro25
Notorious Answer
7
Account Executive
Yeah, cold calling is an important part of being able to prospect, find fit in your ICP, and be able to overcome objections. I don't think making 60-70 calls a day is prudent or feasible, but I definitely think a minimum call requirement should be there.

As for the being burned part, that's all part of the game, man. The number of times I've been told you fuck off, hung up on, straight up rejected and told no is definitely part of why I know how to overcome objections now. It's like a tool in your tool belt, but an important tool nonetheless.
JustGonnaSendIt
Politicker
1
Burn Towns, Get Money
My experience making 150 calls / day early in my career has contributed so much to patience when I'm having to call some poor schmuck in a call center to pay bills, get tech support, etc...

Really sympathize with the beatdown those folks must get daily.
antiASKHOLE
Tycoon
6
Bravado's Resident Asshole
If you have 100% inbound leads and appts just fall into your lap then cold calls aren’t needed. But I find that highly unlikely.
dualaces123
Opinionated
6
Account Executive
There are some positions that have all inbound leads.
There is a component of Account Management that is sales.
Sometimes Customer Success involves sales.

One thing that all of these tend to have in common is that they pay less than a bona fide account executive. The reason that AEs can make so much money is not merely that we generate money, but because most people can't do what we can do.
That feeling that you have when you think of cold calling is what just about everyone feels. Some people work through that and overcome it and become very valuable. Most people don't.
There are routes to go that don't include it, but it's worth learning to overcome the fear.
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
I’m always doing outreach. Sometimes more than others, but I need that pipeline!
northstar
Valued Contributor
1
VP
Pipeline is key!!
SoccerandSales
Big Shot
3
Account Executive
Not really, I don’t prospect my deals currently and I still find myself calling and cold calling pretty frequently
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Its very difficult to skirt by forever without making cold calls. At best you'll coast for a while but will probably find yourself screwed when the time comes that you have to rely on cold calling.
jefe
Arsonist
1
🍁
Harsh reality is that they're necessary.
CuriousFox
WR Officer
1
🦊
Maybe you should try looking into another role. Or take a vacation?
ThatNewAE
Big Shot
1
Account Executive - Mid enterprise
Cold calls are 'needed', but not really 'the most essential part' to make you successful in sales.
I know what they say about Cold Call warriors / ninjas / the beasts. But I'll be honest, cold calling has never been my thing. And I resort to emails / LI messages / Video messages and audio notes on LinkedIn. They worked brilliantly for me, and I had received good feedback as well on not barging in and bombarding their phones randomly.

I call when it's absolutely necessary, when nothin' else works and I know the guy is my buyer. I call, I pitch and I get them in. But that's not my 'Go-To' resort. Nada.
Kosta_Konfucius
Politicker
0
Sales Rep
I mean everyone says you need a filled pipeline for a reason, if you are amazing with emails or have an insane network of referral or even in an AM role, sure you can be successful but for the majority of us I would say no
ChumpChange
Politicker
0
Channel Manager
A long time ago, a mentor of mine told me that people buy from people. 14 years later it still holds true. I wouldn't say it's required but it does help.
HappyGilmore
Politicker
0
Account Executive
Not sure there's any way to avoid cold calling as its a vital part of being successful in sales in addition to leveraging other channels
Rallier
Politicker
0
SDR Manager and Consultant
If you had some miraculous marketing department where leads constantly flow in, then MAYBE. tough to say
JustGonnaSendIt
Politicker
0
Burn Towns, Get Money
Nope. This is the single greatest way you will ever develop the combination of quick wit and ability to swiftly build trust that you need to be outrageously successful in the long run.

The PTSD is normal. If you don't have it you probably have an undiagnosed psychological disorder. That's why we have the WR.
RedLightning
Politicker
0
Mid-Market AE
Outreach in general is important. Otherwise, you're reliant on others to generate pipeline.
sketchysales
Politicker
0
Sales Manager
Yes cold calls are 100% vital to being successful in sales. If you cannot master them its going to massively hold you back.
0
Sales And Marketing Specialist
Yes... Sandler Training Rule: You don't have to like prospecting, you just have to do it. Sorry but that's probably part of the job...

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