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Pre-call research

Banging out 100 calls a day sucks, always has & always will.


I'm stuck in between doing research on the company before I call or just blind sending and asking the GK if they can help me.


When I do have all my ducks in a row I find myself not doing that much better than others and making fewer overall calls but if I can reach the DM I have a lot more ammo. I was wondering what's a better tried and true method?

Research company pre-call or dial and ask for help?
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๐Ÿ‘‘ Sales Strategy
13
CuriousFox
WR Officer
+11
Needer of Life Alert
You should always research before you call. You need to know what the company does in the very least. You never know who will answer the phone ๐Ÿคทโ€โ™€๏ธ
The_Sales_Badger
Notorious Answer
+6
Account Executive
Blind Prospecting = Minimal Qualified Meetings.ย  If you're getting to the DM on fewer calls, are you converting those conversations into opportunities?
A bit of advice from the Honey Badger - cater your research to significant events in different geo's.ย ย 

i.e. Last year, every sales rep messaging was the same.ย  "How are you getting through this, we are all experiencing the same thing, How is your family doing through all of this?ย  Sound familiar? (I actually believe Corporate Bro himself created a video about this.ย ย 

The point - BE DIFFERENT.ย  Dig in more!ย  Find a significant event that has enough impact to warrant a conversation.ย  i.e. During Covid, I was empathetic - but I also was very transparent.ย 

Me - Hey prospect - If you'd let me borrow 47 seconds of your time,ย 
I really want to know if you're being affected by the wildfires since you live in ____________?

DM - (Answer)

Me - (obviously play off their answer) - Wow - everyone has been through a lot this year, but it seems like things keep piling up for your business.ย  I'm sure priorities have shifted for you recently - to keep this brief, do you see the benefit of discussing how (your company name) can maintain consistent profits through this time of distress?

I didn't mention Covid once, however, I mentioned something that is directed specifically at businesses facing interruption.ย  Be sure your product fits, and you have a sales play.ย ย 

Here is an article that discusses the 3 x 3 strategy.ย 


"The 3X3 approach says you should spendย three minutesย findingย three relevant piecesย of information about a prospect. If you follow these guidelines, you'll still be reaching out to your prospect quickly, but also with enough context to make for a valuable call."

https://www.forcemanagement.com/seller-blog/sdrs-how-to-prepare-for-that-first-call#:~:text=To%20strike%20that%20balance%2C%20use,make%20for%20a%20valuable%20call.


GeorgeKittle
Acclaimed Answer
+3
Mid Market AE
Love the 3x3 approach.
CuriousFox
WR Officer
+11
Needer of Life Alert
EXCELLENT answer HB!
The_Sales_Badger
Notorious Answer
+6
Account Executive
Much obliged Fox
GeorgeKittle
Acclaimed Answer
+3
Mid Market AE
Having this fight with management now. Demo rate is low because call volume is too high. Increasing call volume for โ€œfunnel mathโ€ only makes the problem worse. BDRs should be making 30 calls MAX a day and spending most of their time in LinkedIn, Vidyard, ZoomInfo, and understanding the platform and industry. Cold calling is only tight if you actually do research first.ย 

Every BDR I work I tell them to make 20 good calls a day and fake the rest. Every one of them has crushed their number and been promoted.
TheQueenofDiamonds
Valued Contributor
+4
Account Executive
Balanceย 
woof
WR Officer
+4
Account Executive
+1 to balance.ย 

It depends on your industry and vertical, and how much you need to know. Can you get away with dialing and doing the research at the same time? Personally, this is what I do (but this is because of my niche I already have high-level info). Most of the time I don't have their direct line or they may not pick up so it buys me the time without having to do research and get nowhere.ย 

If I call and ask for Ralph 4x and never get through, friendly banter and a "hey, would you mind pointing me in the right direction?" to the GK works too!ย 
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
I'm in a bit of an easier niche in that I sell purely to franchisees, so I KNOW exactly what they do. I'll blind send if idk much about the DM or even who it is, but I almost always do cursory research before every initial call.
softwaresails
Politicker
+4
Sales Manager
Research as you dial! You should be able to google the company and learn what you need to as you cold call. You don't need to know everything but you should be familiar with who you are dialing out to.

If you aren't using a power dialer then you are missing out. Create a list in your CRM and click dial and let that sucker dial prospect after prospect for you.
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