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Jun 2023
13m 16s

Club Playbook: How to cold call (ft. Mor...

Armand Farrokh & Nick Cegelski
About this episode

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download Morgan's Cold Call Script


ACTIONABLE TAKEAWAYS

  • Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections)
  • Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause
  • Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track.
  • Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step


PATH TO PRESIDENT'S CLUB

  • Founder and CEO @ Ascension Media Productions
  • VP, GTM Talent and Development @ Sales Impact Academy
  • Director of Sales Execution and Evolution @ Sell Better by JB Sales


RESOURCES DISCUSSED

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