Episode 71

full
Published on:

15th Aug 2024

Cold Calling Tips and Frameworks with Morgan and Jack Frimston (Co-Director @We Have A Meeting)

We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team.

Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training

And for the latest and trendiest insights into cold calling, feel free to check out our State of Cold Calling Report for 2024 here: https://www.cognism.com/state-of-cold-calling

Transcript
Speaker:

I know y'all are here for, we're

here for cold calling live, but

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it's even with the twist today.

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We're going to tell you what that

twist is, but before we do that,

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uh, we're going to talk about Jack,

Jack, introduce yourself to everyone.

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Tell us where you're from, what's

up, and we're about to get into it.

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Hello, my name is Jack.

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I'm from the United Kingdom.

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Um, and I am the better half of Jack

and Zach, uh, formerly known as the

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artist Wham, AKA we have a meeting.

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Um, so we run an agency that helps

their clients, uh, helps our clients

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get in front of their dream clients by

using the good old fashioned telephone.

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So we are big into our sales

psychology, cold calling all things.

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When it comes to cold calling,

I'm usually, um, I'm usually

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in a room with Jon Snow.

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Jon Snow's not here today.

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It's just me and Morgan.

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Yeah, just us.

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And, uh, I'm your host, Morgan.

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Uh, I work with Cognizant as a

creative advisor, but also a content

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creator and I founded AMP and we

help With influencer marketing.

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And we're here today to talk

about sales, which I have learned

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a lot about Jack has as well.

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And there's a lot of things

that we're going to talk about.

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So what did we learn today?

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Tips on the perfect pitch.

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What is that ultimate pitching champion?

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We're talking about what

that means here in a minute.

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And then we'll have obviously live

feedback on cold calls and Q and A.

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So first thing I want to

go to is Jack, what's your.

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Tips on the perfect pitch, or maybe

there isn't a perfect picture.

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Maybe this isn't even really a

thing, but what is your tips on this?

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How can someone get better at this?

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Can I, can I be a really typical

salesperson for a minute?

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You can, you can.

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When you, when you say pitch,

what do you mean exactly?

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Yeah.

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So clarifying question for sure.

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So we're talking about.

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Someone's like, Hey, what

do you do on a cold call?

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And now you have to explain

what you do on that cold call.

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And you have to go into your

22nd, 32nd, whatever it is.

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Maybe.

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Okay.

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So what, so like an elevator

pitch, yeah, yeah, cool.

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So you're not like, you might, you might

start a call, but you lead with the

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problems and they're like, what do you do?

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We, we like to make it.

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All about the prospects.

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Okay.

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So like, I think it's easy

to say what not to do.

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Don't lead with your rewards.

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Don't lead with any buzzwords.

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Like it's all about them.

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So one of the things we like

to do is called the Ikea curve.

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So, you know, are you, are you

familiar with the Ikea curve, Morgan?

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I'm actually, I'm actually not.

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Are you familiar with Ikea?

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I'm familiar with Ikea.

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I bet you went there

when you were in Europe.

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So the Ikea curve, so it feels

better when the prospect builds it

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themselves, you know, at the end when

you've done your, your, your three

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piece sofa, you look back and you go.

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I did that.

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That feels good.

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Yeah.

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You might've had a big row with your wife.

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Yeah.

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You might be knackered.

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Yeah.

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There's seven screws left

over, but it feels good.

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So the Ikea curb when it comes to

pitching is, can the prospect to help you?

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to pitch it.

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So you go, okay, yeah,

what do we do exactly?

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Okay.

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And then I'd lead with some

of the problems you solve.

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So have you ever noticed, I

guess, let's build it together.

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Have you ever noticed, I guess,

in your office that you might

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see X problem or Y problem?

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They go, well, yeah, And they go, and

have you ever noticed that sometimes

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X problem could lead to X impact?

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Well, yeah, I know that.

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And then when that impact happened, have

you ever noticed that it leads to loss of

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time, loads of money spent X, Y, and Z?

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Yeah, yeah, yeah.

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Okay.

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So we help people fix that.

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And that way it's kind of keeping

them involved in the conversation.

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I know it's probably a bit

of a cop out answer, but.

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You're going to lose people when

people say, why should I use

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you and not your competitor?

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And you run in and say, well,

those guys are schmucks.

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We're award winning because

we're, we're human beings.

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And we're just an amalgamation

of all different biases

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on negative bias kicks in.

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We're not hearing all the good

things that you're saying.

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We're hearing all the bad things.

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So it's a case of like, okay, how do we

keep them engaged in the conversation?

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Hold their hand, walk them through it.

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I make them feel like they're

part of the conversation.

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Is that, and when you, when you,

when you do that approach, like how

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important, we talked about this last

time, but I want to like reiterate this.

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Cause some people definitely need

to just double down on this thought.

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How important is the tone, the

inflection, your delivery, when

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you're walking people through that?

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I feel like the more and more I get

deeper into the world of sales, I just

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feel like your tone and your delivery.

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Said so much.

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It's just everything.

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The way that you carry yourself.

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It's like people pick up on

energy and it's like, are you

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the kind of person that's needy?

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Or are you the kind of person

that's like, listen, I'm here.

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I always think that humor is not

always, it's not always the best

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thing to use depending on the, on

the person you're speaking to, but

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if you can get a sprinkle of humor

in, if you can make a prospect laugh,

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you're, you're already halfway there.

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So your tone, do they

feel relaxed around you?

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Do they feel like you're a trustee?

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You can't tell somebody you're

a trusted expert, but what does

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a trusted expert sound like?

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Think about any industry

that you love, right?

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So let's take the soccer.

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Okay.

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Well, who are the experts in that?

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We might think Gary Lineker,

David Beckham, Teddy

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Sheringham, all of these people.

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When they're speaking about football

and they're there on match of the day,

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they're talking calmly and they're,

they're not rushing through it.

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Like it's, it's, they, they

sound like they belong.

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That's the question you

want to ask yourself.

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Do you sound like you belong?

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You know who I really,

let's just, I love that.

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You know who I really

like as a commentator?

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Thierry Henry.

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He's really good.

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It's a great guy.

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Nice class.

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He's class.

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So this is actually a

really good question.

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You know, we're going to get into the

live here, but I want to share this.

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How do you tackle some of

the larger whales, right?

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Enterprise accounts for those of

you for contextual, if you know

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that is, uh, it's often difficult

to find the correct contact.

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And once you get there, they're

often a close personality.

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Are you finding that Jack, or

do you find that this is just so

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situational because people are people.

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It depends what, what

close personality means.

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Because nobody has a closed personality,

because I bet if you take these to

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a summer barbecue, stick a load of

Stella Artois down their throat, I bet

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they're not a closed off personality.

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Take them to the pub,

it changes a little bit.

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Exactly.

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Yeah.

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Like, so.

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So when you say a closed personality,

I'd probably like maybe, um,

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understand what, what, what

different personality types are.

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So if you type in disc personalities

on Google images, there's a great,

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like there's a great breakdown of

what the different personalities are.

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So what you're probably referring

to is closed off is more.

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High D.

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Okay, so if they're high

D, what do they like?

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They like it direct.

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They like to be assertive.

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They like to be in control.

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They don't like to have their time wasted.

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Okay, so how do I approach people that

prefer to be communicated with like that?

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How would you tackle a whale?

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Well, there's a lot of,

yeah, I think, I think, so

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the biggest thing that the key

here is It's like, I forgot which

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animals in jungle, so it's not a good

example, but every, everything is

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correlated to like how you approach

the situation in terms of your fear.

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Right.

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So if you come confident that

people will be confident in

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what you have to say, right.

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If they sense any type of fear that

you're, you are, you are going to close,

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close off because they're going to like,

you know what you're talking about.

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So I find that if you're

going after a whale, right.

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Typically, that's probably a

public account, a public company.

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I always like just going to

the 10k report real quick.

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Don't read, you don't have

to read the whole thing.

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All right.

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I don't encourage you to, if you feel

so inclined to do what you got to do.

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And I just go to the management's,

uh, comment and analysis section.

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And inside that section, they

typically have like, here are

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the things that we're focused on.

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Here are things that we, uh, God,

that was bad, whatever it may be.

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And so what I do from there is I

just read what's going on there.

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And now when I come to the conversation,

I can come with some contextual insight.

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So that's just like another

way of going about it.

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But ultimately what this comes down

to is like your confidence in talking

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to that person, because if you do

sound off, they will be like, I don't

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know about this person, at least

that's what I've seen from listening

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to calls and doing them myself.

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I think it's, yeah, that 1 million

percent is so easy to say, like,

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how do we tackle these people?

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Because they're closed off.

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I guess the question to ask yourself

is if I was the CEO of Salesforce.

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Would I be interested in what I'm

saying and the way I'm saying it?

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Like really think, if you're

like calling people up and pitch

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slapping them, would you, would you,

would you want to take that call?

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Or are you somebody that's got something

that actually solves a genuine problem

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and you can prove it and you, you've

got a reason to be, like you've got

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a compelling reason to call them.

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Listen, I called you like get there first.

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Listen, I appreciate you are the CEO.

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You're probably gonna point me in

the right direction, but I just

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want to be brave and call you.

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Can I tell you why I've called you in

20 seconds and if it's not relevant?

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Yeah, you can tell me to go away.

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Yeah, go on then.

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And then you give a compelling reason.

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Well, yeah, we are doing that.

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That's a marketing problem.

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Here's what we're doing

at the moment to solve it.

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Okay.

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How against introing me would you be?

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So you you, you've gone for this

closed off high D personality.

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Yeah.

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They may not, they may not be the one

that has a meeting with you, but all

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of a sudden you've got a referral,

you've been taken down, now you've

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got a new influencer, a new champion.

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Then you can work your way back up.

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'cause you've already

had that conversation.

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It's, it's, yeah.

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I love this stuff, Morgan.

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I love with you.

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I know, I know, I know.

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Thank you.

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It's, it's fantastic.

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It's always a great time.

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I was living with you.

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So, uh, let us know if that

helps answer your question.

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There, James, uh, from our perspective,

we have some more questions rolling in.

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I'm going to get two more and then

we're going to get to the actual

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cold calling live piece, because

that's what you're here for, but

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these aren't such good questions.

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I want to make sure that

we could get into this.

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So this is this one here.

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Okay.

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Okay.

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So this is, I actually

like this one here, Toby.

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Thanks, Toby.

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How do you best structure a follow

up message for all the times that you

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don't get through to some, someone

to make them warmer towards you?

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Once you do get through.

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So I'm assuming here, that's

like, Hey, like I reached

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out to someone via cold call.

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What's a, I guess a voicemail, an

email that you can be sending them.

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So when you actually do finally get on

them on the phone, how do you make sure

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that it's warm, a warmer conversation?

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It's such a, it's such a hard

question to answer, isn't it?

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Because it's, it's, it's one of

those, it's like, how do you make

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someone, Have you ever seen Bruce

Almighty, the film, Jim Carrey?

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Is it, is it, like, how, how, how do I

make you fall in love with me, Morgan?

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It's like, you, you,

you, how do I do that?

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Like, everybody wants to know how to

win the perfect person of their dreams.

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Like, it's, it's like, It's hard.

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Can you do certain things?

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The issue is depending on your persona,

so like who you're reaching out to, some

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people absolutely love if you drop them

an email with something personalized and

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some people won't see it and some people

it will frustrate them and annoy them.

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So like.

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I think it is contextual.

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I don't want to, I know it's election

week and all that, but I don't want

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to give a politician's answer, but,

but just something short and sweet.

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I'll tell you something here.

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We will want in, um, I won't say

what we were buying, but we were

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once in competition with two big

competitors to buy something.

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Okay.

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And we sat down with both of these

competitors and one of the guys,

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um, threw us into a cadence where we

got an email every couple of days.

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Okay.

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It did our head in and that was

probably the thing that like said,

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actually, we don't want to go with them

because we were just in this ongoing.

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So sometimes people love touch points

and sometimes people hate them.

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So it's very hard.

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Have you got a go to a generic

go to Morgan to try and make

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people warmer towards you?

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It's very situational.

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I think I think this is not a.

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I think there are some answers

where it's like, here's the exact

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process, you know, go do that.

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I think this is more so a

mindset in a psychological piece.

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I always tell people, if you think about

the best follow up message is you have to

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think about how to interrupt the pattern.

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And I just want you to think about that.

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Like if I were to reach out to this

person, how can I interrupt their pattern?

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So when they do engage or respond or

whatever it may be, it's just something

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different that they haven't seen before.

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So for example, if you sit, if you do

a, let's say you call someone and then

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you, maybe you could do a voicemail

and then say, Hey, you know what?

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I'm going to send you a video on LinkedIn.

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Right.

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So that just, you know, Because

that's different than what

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they probably typically get.

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And that's going to

create a warmer approach.

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So I just think about follow ups

as in how do I do pattern erupts?

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That's different.

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So they do engage with me.

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So that's what I would say there.

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Just stand out like the, uh, like the

scarecrow be outstanding in your field.

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Okay, cool.

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So we're going to, we're going to go

to this and then we're going to go

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to some live stuff, Jack, what are

your best phrases and openers that

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warm up your prospects with humor?

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Have we got Josh Braun in the audience?

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No, it's just will with the,

with the, it's just, well, with

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the, with the profile picture.

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That is a slander.

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Josh Braun, no.

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It's like, uh, it take a break from

riding his bike to kick your bum.

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Um, what are your best phrases and

openers, the warm up your prospect with.

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So we're thinking openers.

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It's my favorite, but like over, over time

is like, um, I've kind of developed it

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a little bit, but it's like, if you hear

someone's driving, so like the classic

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is, I'll be honest, it's a sales call.

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You can hang up.

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Let me have 30 seconds.

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Cool.

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That is your staple.

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Now there's many different,

um, kind of variations.

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If someone's driving, I'll say,

Morgan, I'll be very honest.

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I've cold called you while you drive in.

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I don't know if that makes you want

to throw your phone out the window,

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reverse over it, or let me run through

in 30 seconds, completely up to you.

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It's just being situational.

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I don't know if you want to

slam the phone against the wall.

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I don't know if you want to drop kick.

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Your phone into next door, into

your next door neighbor's garden.

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Or let me have 30 seconds.

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Um, it is, I think the humor comes in

with like the adaptability piece, like how

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quick are you at thinking on your feet?

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So I know that if we'll said

something once where it was like,

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I'll give you something to chew on

or something like that, but it's

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like, that's the kind of stuff that

you can't, you can't prepare for.

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Yeah.

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But you can't prepare for it.

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It's like you.

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If you're the kind of person that needs to

write jokes like there and you don't have

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that like quick fire, like if you work in

sales, go to an improvisation class, like

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think about how can I think on my feet?

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Um, like we've had some bizarre

ones that I probably won't share

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because I might get canceled.

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and then you'll have Zach back

and I won't be invited next time.

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But yeah, I think just like think

on your feet, think about like what,

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and like what, what could go wrong?

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They might not laugh.

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Cool.

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They might not have

liked your opener anyway.

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No, I think something, uh, to note that's

like really important is when you're

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like doing these different things and

thinking about it this is to find What

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your pace and style is more than anything.

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And to your point, a lot of people

can be situational, like the

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delivery of saying outrageous things.

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Only certain people can really do that.

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Right.

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Like I'll say things in a

certain way, but what you said, I

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probably couldn't say it at all.

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But like, that's just like not

my delivery, but I think everyone

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needs to figure out like what your

delivery is and how you go about it.

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So it just feels natural.

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So people are like, wait,

that doesn't make any sense.

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Like.

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You got to feel natural with it.

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And I think that's what

you have to test yourself.

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And most of the time, you know what

that is because instinct, like instinct

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wise in the moment when you're doing

something, you know, you should be

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saying X or Y or whatever it may be.

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And you can easily make that adjustment

and be like, you know, I actually,

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you know, I should say it this way.

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So these are just all these things that

you could do that leads to success.

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You can read people.

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Everybody, everybody has walked

into a room before and gone.

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It was tense in here.

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Doesn't it?

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What are people not saying?

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What, what are you not hearing?

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If some, if, if, if you ring somebody

and they're like, hello, hello.

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Yeah.

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It was like, Hmm, this person's mood.

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I'm going to try it.

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Yeah.

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They're not laughing.

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There's no chocolate.

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Yeah.

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Go on.

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Okay.

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It's probably high day.

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I need to.

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So it's like play a

game that when somebody.

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answers the phone, can I, can

I just match them automatically

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to, can I sound like their voice?

393

:

If they're really loud and bright, yeah,

but if there's quiet and softer, if they

394

:

speak very slowly, if they're older,

play that little game with yourself.

395

:

For sure.

396

:

Frameworks over scripts, prospecting

here, using a script a mile away.

397

:

I also agree with that as well.

398

:

Frameworks are very, very impactful.

399

:

They're very powerful as well.

400

:

And I see we have more

questions coming in.

401

:

We're going to get to those,

but we're going to, we're

402

:

going to have some fun here.

403

:

So what's going to happen in this segment.

404

:

And if you want to come up by the way and

do a live cool call, you can, but we're

405

:

actually going to Jack be the seller.

406

:

So he's been giving you all tips.

407

:

And now he's got to do it.

408

:

He's got to do it now.

409

:

He's gonna do it in real action.

410

:

And I'm the process.

411

:

I didn't know this was the twist.

412

:

This is the twist.

413

:

You're the rep.

414

:

Hey, you just talked about humor.

415

:

So now you're gonna use it in real time.

416

:

We're going to, we're going

to see now we're going to see

417

:

what you were talking about.

418

:

So here's the scenario.

419

:

Here's the scenario.

420

:

All right.

421

:

You are going to be selling a webinar

management software to VP of marketing.

422

:

I'm the VP of marketing.

423

:

So webinar software,

webinar management software.

424

:

I'm the VP of marketing.

425

:

You're selling to me and you're going to

pitch it in the way that you, whatever

426

:

you want to do, you can start the call.

427

:

However you want.

428

:

The goal is to book a meeting with me.

429

:

Uh, and I am the VP of marketing.

430

:

And so that's good.

431

:

That's going to be the gist.

432

:

So you all in the audience can

give comments, ask questions.

433

:

We're actually going to

do this in real time.

434

:

Uh, so we're going to see, we're

going to see if Jack's funny.

435

:

Let's see if I laughed

during this as a prospect.

436

:

No, that's, that's not the goal.

437

:

You were talking about

making everybody laugh.

438

:

That's, is that how you hit the corner?

439

:

It's like, I'm not a clown, Morgan.

440

:

Funny, huh?

441

:

As long as you make them laugh.

442

:

Right.

443

:

That's how you get meanings.

444

:

Is that the next, is that your next post?

445

:

Here's how to make your

prospect laugh five ways.

446

:

I like that.

447

:

I might do it.

448

:

That's actually, I

actually might hit that.

449

:

Something might, we'll, we'll

actually might take that before you.

450

:

Yeah, you will.

451

:

Hot dog boy.

452

:

Um, can I ask, can I ask a few

questions just before we jump in?

453

:

Obviously I don't sell them a webinar

management software yet, but if, if

454

:

you were a VP of marketing, what, what

problems typically would you be having?

455

:

um, facing when it comes to webinar.

456

:

So what, what are the big problems?

457

:

Yeah.

458

:

Uh, late latency.

459

:

So I run a webinar and it lags.

460

:

Uh, two is the data's not good analytics.

461

:

I don't know what my.

462

:

Um, average, I don't know

what my attendance rate is.

463

:

My, I don't know what my, my, let's say

registration list, all those things.

464

:

I wouldn't know what those were.

465

:

My analytics are bad.

466

:

Um, the conversion of video to social.

467

:

So like we do this right now.

468

:

And then if I were to, for example,

export this video and then put it

469

:

on social, it would be bad quality.

470

:

I think those are

probably the main things.

471

:

If I was a VP of marketing,

if I was looking at a webinar.

472

:

Platform.

473

:

Does it actually record the content and,

and, uh, so I can upload it as an MP4 and

474

:

then put it on like YouTube, whatever.

475

:

Those are the things I'd be looking at.

476

:

Can you just tell the audience?

477

:

I didn't, I wasn't briefed about this.

478

:

What you're going to

hear is unadulterated.

479

:

Oh, okay.

480

:

So he says, but no, he doesn't know.

481

:

This is a little surprise.

482

:

He actually doesn't know.

483

:

So this is the surprise.

484

:

Okay.

485

:

Okay,

486

:

cool.

487

:

I'm ready.

488

:

Could I ask you, on a scale of 1 to

10, how much of a cheeky prospect

489

:

are you going to be, Morgan?

490

:

Oh, you just got the guess.

491

:

You got the efficacy.

492

:

Depends on how your intro is.

493

:

Depends on how I feel

about how your intro is.

494

:

That's how I'm going to respond.

495

:

You don't know what type

of person I'm going to be.

496

:

And be, and this is a stupid

question, but I've got to ask

497

:

you, are you, are you American?

498

:

Do you want me to be someone else?

499

:

No, but it, but if you're American,

I'm going to do it one way.

500

:

If you're British, I'm

going to do it another way.

501

:

If you're Norwegian, I'm not going to.

502

:

I don't know.

503

:

I feel like if I'm American, I'm

just going to like your accent.

504

:

And then I might just be looped.

505

:

I might be lured in.

506

:

You know, so let me, for the, for the

sake of it and to not hurt anyone's

507

:

ears of the other accents that I can

go try, let me just be an American.

508

:

Okay, cool.

509

:

Cool.

510

:

Can you make a ringing noise?

511

:

Can I hear your best telephone impression?

512

:

Ring ring.

513

:

That's not Morgan, is it?

514

:

Uh, it is.

515

:

Morgan, I'll be very honest with you

because we've never spoken before.

516

:

Um, it is a sales call, I guess.

517

:

Can I run through in 30 seconds

why I've chosen to call you?

518

:

And if you think it's a waste of your

time by the end, we can leave it there.

519

:

I guess I, I'm not a fan of sales

calls, but I guess you, you, you can go.

520

:

Okay.

521

:

Well, Morgan, I can run

through it in 30 seconds.

522

:

If by the end you think you hate my

British accent and you think I'm wasting

523

:

your time, we can leave it there.

524

:

Is that fair?

525

:

Yeah, sure.

526

:

Brilliant.

527

:

Um, so Morgan, I'm typically invited

in by, uh, ambitious VPs of marketing.

528

:

If they are completely honest,

they might be struggling with one

529

:

of the following problems when

it comes to hosting webinars.

530

:

So they might recognize that when they

host their webinars, there's like a lag.

531

:

It kind of, it drags them.

532

:

Which can lead to an

unhappy user experience.

533

:

If it's not that it could be like the

analytics don't live up to expectations,

534

:

which means it's harder to provide a,

an ROI when feeding back to the CEO.

535

:

Or finally, it could be actually when

it, when it's converting the video.

536

:

So actually like chopping up those,

uh, those brilliant webinars that you

537

:

do and, and pushing them to social,

the conversion rate isn't good enough.

538

:

Um, and it leads to poor

quality social media clips.

539

:

I have a feeling you're probably

going to tell me you didn't

540

:

recognize any of those problems.

541

:

Uh, the webinar, webinar software

you use at the moment is perfect and

542

:

nothing could be changed in your world.

543

:

I mean, nothing's ever,

ever a perfect Jack.

544

:

You know that.

545

:

I feel like we have a little bit of

Some latency, but we've been set.

546

:

We set up this webinar event platform.

547

:

We've had it for three years.

548

:

We've set it up.

549

:

We don't really want to pull it out.

550

:

So we appreciate you calling,

but, um, I think we're set.

551

:

That's fair.

552

:

Can I ask one last question

before I let you go?

553

:

Yeah, sure.

554

:

You said that you've A little bit of lag,

but it's been like this for three years.

555

:

So I guess when you went to the,

the, the management software and

556

:

said there is a little bit of

lag, what, what did they tell you?

557

:

Uh, yeah, they've made some tweaks and

it gets better for a little bit, but

558

:

then it goes back, uh, to the latency.

559

:

So we've just dealt with it.

560

:

It's been, it is what it is.

561

:

We don't really want to make a switch.

562

:

So like I said, I think we're set.

563

:

Okay.

564

:

No, that, that's absolutely fair.

565

:

Um, I'm just trying to really understand

your, your kind of world at the moment.

566

:

So, so there is a bit of a

lag, but it doesn't seem to

567

:

have like a knock on effect.

568

:

So I guess when you ask.

569

:

The, the customers or the people

that are attending your webinar, like

570

:

what, what they thought after it, if

they were to rate it one on 10, what,

571

:

what, what do they typically say?

572

:

Uh, yeah, it's, we, we

get like an eight to 8.

573

:

3, uh, around that, but yeah,

typically sometimes the latency

574

:

will have a factor for sure.

575

:

Like I said, it doesn't

happen every single time.

576

:

Um, but again, we've had it

for a while, so we've set up

577

:

a lot of things in the system.

578

:

So that's why I'm saying we're set.

579

:

Cause it just, it would just, you know, It

is, we don't really want to change it up.

580

:

Okay.

581

:

So it sounds like it is a problem,

but you're actually happy with it

582

:

because it would be too much of

a, uh, a singular thing to change.

583

:

Yeah, we just don't feel like changing.

584

:

Okay.

585

:

Can I, can I ask one more direct question

and then I'm going to let you go Morgan.

586

:

Yeah, for sure.

587

:

Okay.

588

:

If you stay with this company for

the next five years and the lag

589

:

continues, I guess what happens for the

business, the users, what, what knock

590

:

on effect does it have for marketing?

591

:

I might not be in five years, so

I guess, you know, I don't know.

592

:

I don't know.

593

:

That's a good question.

594

:

You might not be here in five years.

595

:

Yeah, it's a long time.

596

:

Okay.

597

:

Where are you going?

598

:

Anywhere?

599

:

No, I would hope so.

600

:

Lifespans are that long?

601

:

Five years is a long time, but if

602

:

that's the case though, um, you

know, I think that we would be okay.

603

:

Uh, okay.

604

:

I think that's just where we're at.

605

:

Like, I think a switch would cause more

could potentially cause more problems.

606

:

And I think that's what

people said internally.

607

:

If we get another platform that has the

same latency or the worst latency, we have

608

:

to go through all these different changes.

609

:

So that's why I said, I think,

I think we're set nothing too

610

:

crazy that we want to change here.

611

:

Sure.

612

:

And out of the three, the

webinar lagging, that was the

613

:

only one that stood out to you.

614

:

It feels like everything when it comes

to analytics and the conversion in social

615

:

media clip, that's all running perfectly.

616

:

Yeah.

617

:

Those, those work fine.

618

:

But again, to, to the latency point

when it does lag, right, the clips

619

:

don't sometimes come out, right.

620

:

So that it does impact it to a degree.

621

:

What do you, sorry, what do you mean?

622

:

I don't know.

623

:

Yeah.

624

:

So, I mean, if it's, if it's,

if the webinar software is

625

:

lagging, then the video can come

out a little choppy sometimes.

626

:

Okay, but I guess that it doesn't

happen all the time, the lagging.

627

:

So it feels like it probably doesn't

have that much of a knock on effect.

628

:

Yeah.

629

:

Yeah.

630

:

It doesn't happen often, but

when it does, yes, it does.

631

:

It does impact that for sure.

632

:

Okay.

633

:

And, and those, those kind of social

clips that you use and what, what

634

:

are they typically to, to promote?

635

:

Promote on LinkedIn, uh, take

the speaker's stuff and then

636

:

we might put it on, uh, Twitter

or X they call it nowadays.

637

:

I don't know what's going on over

there, but yeah, that will happen.

638

:

Okay.

639

:

So it sounds like sometimes it's

lagging when you convert it and

640

:

you provide it to the speaker.

641

:

They might not have the best quality

in terms of like social media clips.

642

:

Yeah.

643

:

Sometimes it's, yeah, it's not the best.

644

:

Okay.

645

:

But it feels like you've never had

any speakers complain that they're

646

:

always quite happy with the quality.

647

:

We've had one, but you know, okay.

648

:

One swallow doesn't make a summer.

649

:

Yeah.

650

:

That's what I heard.

651

:

That's a good night though.

652

:

Cool.

653

:

But yeah, I mean, like I said, I

think, I think we're all saying,

654

:

you're like, if you want to send an

email, we'd have to check it out.

655

:

If, if anything changes or any of my

teams, like, Hey, we want to check this

656

:

out, but you know, that's the case there.

657

:

Yeah.

658

:

Can I be really honest with you?

659

:

Sure.

660

:

You like to be stuff or are you happy to.

661

:

Yeah, uh, wrestling now.

662

:

Okay, let's leave it there.

663

:

Yeah.

664

:

Um, cool.

665

:

You, uh, you were very

unhelpful as a prospect, Morgan.

666

:

That was the attempt.

667

:

Was that, was that, was

that the brief that you got?

668

:

Cause I didn't know your brief.

669

:

Be the, be the most.

670

:

Get give a bit, but not much, you

know, see where you went with it.

671

:

Um, all right, cool.

672

:

Well, you all the chat can give feedback

across the board, uh, and go into it.

673

:

Um, but it's not something

you're, you don't sell webinar

674

:

platforms every single day.

675

:

I don't.

676

:

Will you give me some

constructive criticism?

677

:

Will you give feed me back?

678

:

Uh, yeah, I would have, I think one

thing, and this is, I think it's also

679

:

because like, I do a lot of webinars.

680

:

contextually, this is probably one I

want to drill that too, is I would have

681

:

gone into like, okay, the couple of

times that this went bad, was it like

682

:

on a, was it like on like a webinar that

was like a big webinar, like a webinar

683

:

that was like a customer webinar and

you had a lot of people and it was,

684

:

and it lagged and like, what happened?

685

:

I think I actually, if you would

have done that, so it opened up.

686

:

Cause then it'd been like,

yeah, we actually had this one

687

:

time that it lags really bad.

688

:

On this 500 person webinar.

689

:

And we had our drop off go for, you know,

we had 500 people in the room, whatever.

690

:

And because it lags in the people

couldn't hear it went down to 300 and,

691

:

you know, we got bad feedback there.

692

:

And that actually lost us like a deal.

693

:

Interesting.

694

:

I would have very open now.

695

:

Yeah.

696

:

It's got three minutes.

697

:

You didn't ask that you didn't ask it, but

the thing is like, like, if you would have

698

:

asked that question, like, I would have

been like, yeah, like that one webinar,

699

:

we did that because I look at it as in

like, you were looking at the latency.

700

:

But I want to drill into like, okay,

even though there was, let's say there

701

:

was three webinars that were latent,

like how big were those webinars, those

702

:

three webinars could have been the

biggest webinars that I had, and like,

703

:

we just like dealt with it or whatever.

704

:

And because the other ones were okay.

705

:

But if it was like, Hey, yeah, like the

latency was like really, really bad, like,

706

:

and like, this was our biggest webinar.

707

:

Then, okay.

708

:

That could actually change

the conversation for sure.

709

:

Yeah.

710

:

Which is the style, really.

711

:

I'm surprised myself and not asking,

like, just give me an example, but

712

:

I think it was, cause there was

a bit of like a sniffing around.

713

:

I tell you why it was like, here's

a, here's a bit of a problem, but I'm

714

:

also not really interested in that.

715

:

It was like, right, well, let me

get one last question and let me

716

:

try and open you up a little bit.

717

:

Um, Which was interesting.

718

:

What did you just gave me?

719

:

The biggest objection of like of

all calls, like of every sales, you

720

:

know what the biggest objection Yes,

721

:

the chat.

722

:

Yeah, to the chat.

723

:

What is the biggest objection

that Morgan gave me there?

724

:

Let's see.

725

:

Which is usually responsible

for the majority of, uh,

726

:

like a loss of loss of deals.

727

:

Send me an email.

728

:

Everybody's going to

say, send me an email.

729

:

People think send me an email.

730

:

There we go.

731

:

What's your name?

732

:

Kelly.

733

:

Yeah, there we go.

734

:

Chain of change.

735

:

Change.

736

:

Change is the biggest objection, always.

737

:

People don't want to change.

738

:

Like, I'd rather deal with the problem.

739

:

So like, being honest, like, if that

was a real life cold call, I probably

740

:

wouldn't have kept pushing that far.

741

:

But obviously we're here

for the really, yeah.

742

:

Like you just, you, you get to a

point where you just like, yeah,

743

:

but I think we're all right.

744

:

Okay.

745

:

Let me ask another question.

746

:

Yeah.

747

:

But I think we're all right.

748

:

It's like, I dunno.

749

:

Okay.

750

:

So this is interesting.

751

:

So in that scenario, it

depends on their tone for sure.

752

:

But in that scenario.

753

:

I always like to identify,

754

:

was there another time that they

did switch and it went terribly bad.

755

:

So now they're just apathetic

to switching at all.

756

:

I, I get it, but like, so

yeah, but like for me, for me,

757

:

it's all like problem centric.

758

:

So it's like, let the problem define it.

759

:

So it's like, if the problem

isn't big enough, like if the lag

760

:

isn't big enough, it's not that I

was driving it with like impact.

761

:

Like, okay, what's the,

what's the problem?

762

:

What's, you said we get eight to 8.

763

:

3.

764

:

Okay.

765

:

You're happy with eight to 8.

766

:

3.

767

:

I could have, I could have asked that

question and you might have said no, but

768

:

like, and maybe it's assumptive, but 8.

769

:

3 in my head is like, that's a high score.

770

:

Okay.

771

:

If you'd said seven or

less, we're in territory.

772

:

Okay.

773

:

Why didn't you say a higher number,

but like you're, you're kind of happy.

774

:

Like there's no real problem there.

775

:

There, there is a problem, but

there's no motivation to fix it.

776

:

So yeah, if you've changed it in the past

and you've had issues, it's Is that going

777

:

to drive, drive you to, I don't know.

778

:

Yeah.

779

:

The jury's out.

780

:

I think that I, I actually

was curious on how, let me see

781

:

what everyone else is saying.

782

:

I'm curious to how

everyone feels about that.

783

:

Do you, I guess the chat for everybody

listening in for this conversation, and

784

:

I, and I did that on purpose to be like,

let me not give as much information

785

:

to see what, let's see what happens.

786

:

Would you all continue to push the

conversation or would you, from Jack's

787

:

perspective, if this was a normal

call, you're like, Hey, like, I'm good.

788

:

I actually see both sides of the coin, but

if I press publish message, will something

789

:

come up or am I going to delete the

790

:

whole platform?

791

:

Just the button is just down.

792

:

Uh, press, press publish.

793

:

It'll come on the screen.

794

:

Okay.

795

:

Oh.

796

:

So this, this is really

interesting, but it's like, great.

797

:

I'm very happy to do that.

798

:

What information would you like me

to send you kind of what are you,

799

:

what are you most interested in?

800

:

I'm happy to do that.

801

:

Do you know how difficult

it was to reach you?

802

:

Let's keep a record of

our brief conversation.

803

:

And I promise you with the conversation,

I'll send you some information.

804

:

If you find reason to cancel the

appointment, please feel free to do so.

805

:

How does Tuesday at 2 PM suit you?

806

:

Like for me, right.

807

:

Like I'm just saying that just

feels like shoehorn, like not

808

:

all meetings are created equally.

809

:

It's like.

810

:

You're, you're like assumptively

close in there, which is stuff that

811

:

the wall for wall street teaches.

812

:

It's like, do they, are they motivated?

813

:

Let, let them come to you.

814

:

Okay, brilliant.

815

:

You've got a problem.

816

:

Is there any reason we couldn't sit down?

817

:

But like assumptively trying to get it

in there, they weren't emotional enough.

818

:

They weren't like, they weren't

talking about their pain points.

819

:

It doesn't mean they're

closed off forever.

820

:

And like everybody has their own

opinion and obviously people have got

821

:

to read, I get it, but it's like, I

would bet money that based on that

822

:

conversation, if one of my team booked

that in, they probably wouldn't show.

823

:

So then it's like, what game are we in?

824

:

Are we in the game of booking meetings or

are we trying to sit down with prospects?

825

:

Yeah.

826

:

To lead to deals, to lead to revenue.

827

:

So like think of the long game, not

just, I need to kiss enough frogs.

828

:

Yeah, I know.

829

:

I'm just seeing everyone's

comments in here.

830

:

It would have stopped a little

while ago at the last question.

831

:

Definitely not interested in

this more, more fish to catch.

832

:

I think this is a good barometer for

everyone to hear it on this type of

833

:

call to see, okay, would you continue?

834

:

Would you not, but.

835

:

Shout out to Jack for being for being

adamant and consistent for the sake

836

:

of live entertainment guys You want

me to do a backflip i'll do a backflip

837

:

All right y'all, uh in the q a we're

gonna go back to questions as we have

838

:

a couple minutes left here And if you

would like to upvote the questions that

839

:

are in here, that would be great And so

everyone's asked for the British version.

840

:

I'm actually curious.

841

:

Like, what is like, what is the

difference in the British version?

842

:

Are you just more brash or

are you just like more cheeky?

843

:

Like, what do you do there?

844

:

I guess we could run it back.

845

:

We could run it back, but

like, is it the same really?

846

:

Or like, were you.

847

:

Just saying that.

848

:

Well, no, I think I actually butchered

the American one a little bit.

849

:

So I think I did mess it up, but

like American one is like Morgan.

850

:

I'll be very honest.

851

:

We'd never spoken before.

852

:

Can I run through in 30 seconds?

853

:

Why I've chosen to call you.

854

:

It's a little bit more chilled American.

855

:

I'll be honest.

856

:

It's a sales call.

857

:

You can hang up or let me have 30 seconds.

858

:

Americans, I don't want to say you're

sensitive because you're not, but

859

:

sometimes there can be sensitivity,

especially around the word sales call,

860

:

because we don't really have that in

the UK, but you guys get people ring

861

:

you up saying, can I buy your house?

862

:

Which I think is mad.

863

:

But like there's a bit

of a wild west on it.

864

:

It's like cold calling and real

real estate and stuff like that.

865

:

And so I was I was

wondering if it's like Okay.

866

:

So is there like a American

version, a British version?

867

:

Do you have like a, is

there like a Latin version?

868

:

Like how deep does this go?

869

:

Now I'm actually very curious.

870

:

I mean, there are, there are so many like

different cultural things, you know, like.

871

:

Um, I'm trying to think of a

good like, you know, like in

872

:

Japan, it's, it's rude to tip.

873

:

Okay.

874

:

You leave a tip.

875

:

It's disrespectful.

876

:

And like in, um, in some cultures, if

you say I can't, I can't remember where

877

:

it is, but even some cultures, if you

say please, but like you're part of

878

:

the family, they find it disrespectful

because you don't need to ask.

879

:

You just say pop salt, give me salt.

880

:

Because you're like asking, please,

like, why are you being so like up?

881

:

Like, I don't know, weird with

us, with family and friends.

882

:

Um, there's always going to be cultural

things that I don't understand.

883

:

Um, for, for different kinds of locations,

but the psychology is always the same.

884

:

We're using some kind

of pattern interrupt.

885

:

We're trying to use some kind of mission.

886

:

I know that there's sales trainers

out there that say permission based

887

:

openers make you look like a beta male.

888

:

And they prefer to.

889

:

Go in and throw their dominance

around, like, shut up, whatever.

890

:

I don't know why people hate on

the permission base opener so much.

891

:

I don't know where this

hostility came in the past year.

892

:

And I'm like, this still works.

893

:

I don't know why we're so bad here.

894

:

There's, there's two words, bro.

895

:

I'll say to you, the after

hours, the after hours.

896

:

Okay.

897

:

So let's say, so we were

just talking about this.

898

:

So I'm actually going to

bring this up as a question.

899

:

When someone says, drop us an email to a

generic email, how do you get around this

900

:

to get connected to a decision maker?

901

:

And someone says, drop us

an email to a generic email.

902

:

Is that, are we talking like an objection?

903

:

Yeah.

904

:

Like in the, like in the call,

they're like, Hey, send me an email.

905

:

And they have, they're just saying

it's generic because obviously, yeah.

906

:

Yeah.

907

:

Like there's two different things.

908

:

Like if they're saying, send

it to info app or hello app

909

:

business, that's a generic email,

so that's one way of taking it.

910

:

Like you could, um, But, but I guess

it always loops back to problem.

911

:

Yeah, yeah, absolutely.

912

:

Always accept it.

913

:

Yeah, absolutely.

914

:

I can send you an email just for

me to make sure it's relevant.

915

:

Out of problem A, problem B, and problem

C, what one would you want me to focus on?

916

:

Okay, give me an example.

917

:

Okay, how do you know that?

918

:

And then you're back into territory.

919

:

Some people would just

ask for a generic email.

920

:

And, and it's your job to call it out.

921

:

Can I be really, that's what they meant.

922

:

Info at sales at, Oh, okay.

923

:

I thought it meant generic info as in

like send an email and it was generic, but

924

:

okay, they're talking about the info app.

925

:

Okay, cool.

926

:

This is where I'd YouTube.

927

:

I'd say, can I be really honest?

928

:

If I send an, if I send

an email to an info app.

929

:

I'm on, I'm on probation.

930

:

I'll get sacked or if I, if

I send an email to an info

931

:

app, my computer explodes.

932

:

My computer won't let me do it.

933

:

Apparently it means that people

are trying to waste my time.

934

:

I don't feel like this

is going on here, Morgan.

935

:

I feel like your, your email is info app.

936

:

But typically nine times out of 10,

when people send me, ask me to send

937

:

an email to info app, what, what do

you reckon they're trying to tell me?

938

:

Yeah, it's trying to be, Yeah.

939

:

So don't, okay.

940

:

Well, I guess, would it be impossible

to send it to your personal email?

941

:

Like, like it's deal with it like

a normal email objection, but

942

:

don't be afraid to call it out.

943

:

You're not your prospects footstool.

944

:

You know what I mean?

945

:

50, 50, always baby.

946

:

Cool.

947

:

Was that helpful Muhammad

to answer your question?

948

:

Let us know.

949

:

Uh, I think also as well, Lewis, you

had a question around send me something.

950

:

I think that could also be

applicable in the same realm.

951

:

So we can go into that.

952

:

Um, we have a, you know, we've talked

about this quite a bit and I'm going

953

:

to bring this up again because your

answer could be similar, but I think

954

:

we need to like rehash this because

people have been asking this like

955

:

C suite large enterprise companies.

956

:

I think we just need to, we think

we need to have like a, a moment

957

:

with this and I, you could tell me,

I think that we just over think the

958

:

C suite and the large enterprise.

959

:

When it's like, you just need

to come prepared as you were, as

960

:

you should always come prepared.

961

:

Now you can, you can also tell me that

you think differently, but I think

962

:

that we also, I think sometimes we

overthink because it's like, it's a C

963

:

suite, they're just going to body us.

964

:

And they will, if you're not paying

attention, but if you come correct and

965

:

you have the right context and you know

what you're saying, and you, and you have

966

:

been studying your industry, you could

come credible and be prepared for this.

967

:

Because also as well, if

you're cold calling a C suite.

968

:

They actually don't get a lot of

cold calls to be fair because a lot

969

:

of people are already afraid but I'm

curious about your perspective here.

970

:

Yeah I think we just need to get out of

this habit that like c suite are these

971

:

big scary people like if you've got that

perspective yeah you will fail like it's

972

:

like whether I say I can or I can't uh

you're you're right like if you think

973

:

c suite are going to be rude to you and

aren't going to answer your call you've

974

:

got to be like I'm the underdog but

yeah I'll go in there fight and I've

975

:

got I've got something good to say.

976

:

And they respect that.

977

:

People, people respect kind

of the, the cojones on it.

978

:

So I, I think it's like that.

979

:

And, and also like, don't be like, yeah,

you, yeah, you want to like, it's all very

980

:

well for, for people to sit here and say

like, yeah, obviously like you want to.

981

:

We want to get meetings with c suite.

982

:

Yeah, I get it like yeah, that's fine

but also like don't Kind of like just

983

:

brush off any of the influencers and

champions because like if it's done,

984

:

right They're the people that will help

you get deals across the line They're

985

:

people that will help you get in front

of the c suite the reason c suite hires

986

:

all these people It's like to manage it.

987

:

So it's like, if you've got the VP

of marketing, the CRO and the CTO all

988

:

banging on about the same problem and

the solution, what's the CEO going to do?

989

:

Well, yeah, get it.

990

:

Let's, let's buy it.

991

:

So it's like, just do you, do you

research to an element, um, and

992

:

make sure you're well equipped.

993

:

I think mindset is everything,

especially with C suite.

994

:

It is.

995

:

It definitely is.

996

:

And let us know if that

helps answer your question.

997

:

Also, everyone that's still tuned in,

let us know if this has been helpful

998

:

for you in the chat, or maybe you had a

good laugh, you know, cause venturing a

999

:

little bit, but let us know if this has

been helpful in the chat and yeah, we're

:

00:43:45,220 --> 00:43:48,159

going to answer a couple more and we'll

get out of here for the day, but you

:

00:43:48,160 --> 00:43:49,750

know, we hope everyone is enjoying this.

:

00:43:49,750 --> 00:43:53,540

And, um, Jack will most likely be back.

:

00:43:53,700 --> 00:43:54,120

We'll see.

:

00:43:54,450 --> 00:43:58,020

Most likely that I feel

like I won't be now

:

00:44:02,890 --> 00:44:03,890

Morgan I love it.

:

00:44:03,920 --> 00:44:04,210

I do.

:

00:44:04,660 --> 00:44:07,070

I mean like I've got a family.

:

00:44:07,150 --> 00:44:11,370

I've got a six month old, baby I'd

rather be here with you talking

:

00:44:11,370 --> 00:44:13,400

about cold calls the whip my family.

:

00:44:14,059 --> 00:44:19,330

Well, so that's what someone has

asked us This is now, this is actually

:

00:44:19,330 --> 00:44:21,050

the most upvoted question here.

:

00:44:21,480 --> 00:44:25,170

And this is Josh, he's back.

:

00:44:25,380 --> 00:44:26,720

He's back with this question.

:

00:44:27,070 --> 00:44:31,979

Uh, and he just wants to know,

how are you leveraging your crying

:

00:44:31,979 --> 00:44:34,710

baby in the background to increase

conversion rates on the phone?

:

00:44:35,600 --> 00:44:40,540

So it's very, I'm like, this

could be the reason why you're

:

00:44:40,540 --> 00:44:42,440

converting and not everyone has this.

:

00:44:42,440 --> 00:44:42,760

So.

:

00:44:43,335 --> 00:44:44,035

Please walk us through it.

:

00:44:44,935 --> 00:44:46,825

I mean, I work in an office.

:

00:44:46,895 --> 00:44:51,885

I'm not at home, but if I, if I was at

home and I had a crying baby, I definitely

:

00:44:51,885 --> 00:44:56,685

like, uh, I I'd say I'd ring someone up

and I'd say, I'll be honest with you.

:

00:44:57,054 --> 00:44:59,375

You can probably hear my baby

crying in the background.

:

00:44:59,434 --> 00:45:02,724

I'm not booked any meetings today, which

means I'm not going to hit commission,

:

00:45:02,724 --> 00:45:04,214

which means I can't buy him any more milk.

:

00:45:04,224 --> 00:45:06,635

I 30 seconds while I've got you?

:

00:45:06,645 --> 00:45:10,445

And if it's not relevant by the

end, we'll let the baby stuff.

:

00:45:10,555 --> 00:45:11,285

Is that fair?

:

00:45:11,285 --> 00:45:11,325

Okay.

:

00:45:12,245 --> 00:45:13,805

Let's see what kind of person they are.

:

00:45:17,155 --> 00:45:17,735

Well, there you go.

:

00:45:17,755 --> 00:45:18,145

There you go.

:

00:45:18,145 --> 00:45:21,095

Well, AKA Josh Braun,

maybe it's just screenshot.

:

00:45:21,095 --> 00:45:23,185

Hey, Josh Brown, you're

impersonated today.

:

00:45:23,915 --> 00:45:25,374

Are we going to get him up at one point?

:

00:45:25,405 --> 00:45:25,875

Willie?

:

00:45:27,704 --> 00:45:28,225

Yeah, we will.

:

00:45:28,225 --> 00:45:30,704

He's going to come and

cold call with us one day.

:

00:45:30,755 --> 00:45:31,415

He is.

:

00:45:31,424 --> 00:45:33,365

He is going to, he is going to come

cold with us a hundred percent.

:

00:45:33,850 --> 00:45:34,490

That's happening.

:

00:45:35,010 --> 00:45:37,640

Um, we gotta get them involved.

:

00:45:38,340 --> 00:45:38,720

Okay.

:

00:45:38,730 --> 00:45:43,079

So we have a, all different

array of copper questions here.

:

00:45:43,500 --> 00:45:45,619

What actually, you know what, before

I get, find this next question,

:

00:45:45,630 --> 00:45:47,620

cause there actually is a good bit

and we're going to go through as

:

00:45:47,620 --> 00:45:54,309

much as we can, but Jack, like, when

did you feel, when was the moment?

:

00:45:54,350 --> 00:45:55,200

Cause I always ask people this.

:

00:45:55,200 --> 00:46:00,060

When was the moment that you were like,

I feel confident in making a cold call.

:

00:46:00,060 --> 00:46:00,280

Now,

:

00:46:02,410 --> 00:46:03,590

was it a certain call?

:

00:46:03,590 --> 00:46:04,670

Was it an intro?

:

00:46:04,670 --> 00:46:08,120

Was it when you handled an objection,

I'd even ask the audience to like,

:

00:46:08,130 --> 00:46:11,660

everyone has this moment where they

were like, I feel confident in this now.

:

00:46:12,050 --> 00:46:14,339

I'm not saying you're not afraid to make

the call, but you're just confident.

:

00:46:14,360 --> 00:46:15,580

Like if I had to do it, I can do it.

:

00:46:17,249 --> 00:46:20,599

I, I feel like confidence is competence.

:

00:46:20,599 --> 00:46:21,064

Isn't it?

:

00:46:21,165 --> 00:46:24,775

So like, yeah, how much, how

much evidence do you have?

:

00:46:25,095 --> 00:46:28,145

So like when you, when you look back,

like, and it's a case of like, right,

:

00:46:28,175 --> 00:46:32,455

I've, I've got so much evidence

now that I've made cold calls to

:

00:46:32,465 --> 00:46:34,015

lots of different types of people.

:

00:46:34,274 --> 00:46:35,505

I booked meetings.

:

00:46:35,545 --> 00:46:37,135

I've had my fair share of rejection.

:

00:46:37,135 --> 00:46:38,005

I've got over it.

:

00:46:38,385 --> 00:46:39,325

X, Y, and Z.

:

00:46:39,345 --> 00:46:41,455

I've, I've, I've coined this phrase.

:

00:46:41,455 --> 00:46:42,835

I call it the evidence shelf.

:

00:46:43,175 --> 00:46:46,165

So behind me there's this

metaphorical evidence shelf and

:

00:46:46,235 --> 00:46:47,645

every time something good happens.

:

00:46:47,655 --> 00:46:50,034

So the first time we do

something like this and I, okay.

:

00:46:50,035 --> 00:46:53,635

Did a live with Morgan and people enjoyed

it and I didn't fluff up my words.

:

00:46:53,945 --> 00:46:55,095

I put it on the evidence shelf.

:

00:46:55,095 --> 00:46:59,235

So the next time I come to one of these

and my, my inner voice says, you're

:

00:46:59,235 --> 00:47:00,774

going to mess up, you're nervous.

:

00:47:00,775 --> 00:47:02,035

You're, you're going to screw it up.

:

00:47:02,055 --> 00:47:05,565

You're going to say some stupid jokes

that are going to get you canceled.

:

00:47:05,995 --> 00:47:07,064

I just look over my shoulder.

:

00:47:07,065 --> 00:47:08,425

I look at the evidence shelf and I go.

:

00:47:08,930 --> 00:47:10,050

I didn't do that last time.

:

00:47:10,050 --> 00:47:11,450

Well, why would I do that this time?

:

00:47:11,780 --> 00:47:13,570

And that's kind of my confidence driver.

:

00:47:13,750 --> 00:47:17,730

So it's like every small win you get,

are you breaking it down into chunks

:

00:47:17,730 --> 00:47:21,479

of evidence that you can put on your

shelf and say, right, going into it.

:

00:47:21,750 --> 00:47:24,299

If you know that you've booked meetings

in the past and you've had good

:

00:47:24,299 --> 00:47:28,930

conversations, like don't rely on feeling.

:

00:47:29,470 --> 00:47:34,100

If it's a case of, I feel motivated

today, I feel this today, it's weak,

:

00:47:34,110 --> 00:47:38,659

like it will never work, you need to

apply, rely on discipline and systems

:

00:47:38,669 --> 00:47:43,490

and processes, um, and that's the way,

so, was there a particular moment?

:

00:47:43,910 --> 00:47:49,690

Probably within the last couple of years,

but I think, like, it's just one of those,

:

00:47:49,700 --> 00:47:51,545

like, Yeah, I've got enough evidence.

:

00:47:51,565 --> 00:47:51,885

Now.

:

00:47:51,925 --> 00:47:56,135

I feel like you can, you can like,

like then you put me in that situation.

:

00:47:56,425 --> 00:47:58,824

I wrote a load of notes,

like, and I'm like, right.

:

00:47:58,825 --> 00:47:59,155

Okay.

:

00:47:59,184 --> 00:48:00,305

I do this every single day.

:

00:48:00,305 --> 00:48:02,225

We build scripts for different clients.

:

00:48:02,554 --> 00:48:04,144

The first time I'd have to do that.

:

00:48:04,144 --> 00:48:09,634

I probably would be like, Oh, what's

a webinar management software now?

:

00:48:09,635 --> 00:48:11,485

It's like, well, yeah, you get into it.

:

00:48:12,120 --> 00:48:14,430

Yeah, I love that answer.

:

00:48:14,630 --> 00:48:16,750

Hopefully that was helpful as well.

:

00:48:17,080 --> 00:48:17,940

Evidence shelf.

:

00:48:17,970 --> 00:48:19,150

Everyone's loving that one.

:

00:48:19,520 --> 00:48:23,010

Okay, let's go for And continue to up.

:

00:48:23,019 --> 00:48:24,030

But yeah, go ahead jack.

:

00:48:24,180 --> 00:48:24,600

What are you gonna say?

:

00:48:25,550 --> 00:48:26,390

Evidence shelf.

:

00:48:26,430 --> 00:48:27,470

Mine is massive.

:

00:48:27,840 --> 00:48:28,440

What about the shelf?

:

00:48:33,650 --> 00:48:34,560

How do you handle?

:

00:48:34,570 --> 00:48:36,050

No, this actually is a good one here.

:

00:48:36,100 --> 00:48:37,130

How do you handle, okay.

:

00:48:37,210 --> 00:48:40,030

How do you handle resource objections?

:

00:48:40,090 --> 00:48:42,470

Uh, this is something that they

don't want to look at, but haven't

:

00:48:42,969 --> 00:48:49,530

gotten time to do so because other

projects are taking over for me.

:

00:48:49,540 --> 00:48:51,680

That's a, uh, you got a problem.

:

00:48:51,770 --> 00:48:52,430

Cool.

:

00:48:52,660 --> 00:48:54,030

There's a lack of motivation.

:

00:48:54,130 --> 00:48:54,750

So why?

:

00:48:55,005 --> 00:48:55,995

So what's the root cause?

:

00:48:56,005 --> 00:48:57,345

How long has that been a problem?

:

00:48:57,345 --> 00:48:58,855

How long have you been thinking about it?

:

00:48:58,865 --> 00:49:01,535

Nobody's had a toothache

for five years, have they?

:

00:49:02,055 --> 00:49:04,445

So it's like, you, you've

not got enough time.

:

00:49:05,315 --> 00:49:08,135

That, that, that's kind of,

for me, that's prior, like

:

00:49:08,555 --> 00:49:10,525

you, you find time in anything.

:

00:49:10,675 --> 00:49:13,745

Like, so if the motivation's

there, it's a big enough problem.

:

00:49:14,165 --> 00:49:17,165

For me, it says it's probably not

a big enough problem to go deeper.

:

00:49:17,595 --> 00:49:17,885

Okay.

:

00:49:17,885 --> 00:49:18,915

What's it impacted?

:

00:49:18,945 --> 00:49:20,625

What's the, what's the

knock on effect of that?

:

00:49:21,070 --> 00:49:22,100

Yeah, just find out.

:

00:49:22,110 --> 00:49:22,930

Just go deeper.

:

00:49:24,930 --> 00:49:25,350

Awesome.

:

00:49:26,180 --> 00:49:32,069

Well, as we wrap up here, y'all,

Jack, where can people find you?

:

00:49:33,689 --> 00:49:34,740

I'm in Manchester.

:

00:49:35,449 --> 00:49:39,590

I'm in the city center, but you meant you

meant on the worldwide web, didn't you?

:

00:49:40,090 --> 00:49:41,860

Um, We've got a podcast.

:

00:49:42,360 --> 00:49:44,550

We've had, we've had some

brilliant guests on the podcast.

:

00:49:44,580 --> 00:49:48,660

We have had Chris Voss,

the King of Negotiation.

:

00:49:48,660 --> 00:49:50,709

We've had some brilliant salespeople.

:

00:49:51,090 --> 00:49:54,220

And I believe, I don't know when

it is, but I think you're coming

:

00:49:54,220 --> 00:49:55,399

on now, aren't you, Morgan?

:

00:49:55,559 --> 00:49:58,600

Yes, I'm, it's in the next, I don't

know exactly what it was, but it's in

:

00:49:58,600 --> 00:49:59,820

the next, in the next couple of weeks.

:

00:50:00,510 --> 00:50:00,870

Do it.

:

00:50:00,910 --> 00:50:04,240

Can we tell people about our awkward

interaction about getting you booked on?

:

00:50:05,900 --> 00:50:06,540

That was on me!

:

00:50:09,720 --> 00:50:11,360

That was 100 percent my fault!

:

00:50:12,069 --> 00:50:14,760

I'm gonna, I'm gonna out you here.

:

00:50:14,920 --> 00:50:16,019

That's fine.

:

00:50:17,049 --> 00:50:18,769

Are you coming on the podcast or what?

:

00:50:19,050 --> 00:50:19,840

I messaged him.

:

00:50:20,200 --> 00:50:22,040

They went, when are

you going to invite me?

:

00:50:22,090 --> 00:50:24,340

And I just thought, scroll up.

:

00:50:25,950 --> 00:50:27,240

We'd had the conversation.

:

00:50:27,250 --> 00:50:28,280

Yeah, man, I'll come on.

:

00:50:28,300 --> 00:50:29,280

Here's the link.

:

00:50:31,089 --> 00:50:32,819

I totally, I totally forgot.

:

00:50:32,830 --> 00:50:34,279

That was a hundred percent on me.

:

00:50:34,280 --> 00:50:37,349

And I was like, dang, that's just,

well, yeah, guys, sometimes you got

:

00:50:37,349 --> 00:50:40,420

to stroll up y'all before you say

something, but play hard to get.

:

00:50:40,960 --> 00:50:43,479

Um, but we'll have a class.

:

00:50:44,120 --> 00:50:44,960

Yeah, it's gonna be fun.

:

00:50:44,960 --> 00:50:45,980

We've got a podcast search.

:

00:50:45,980 --> 00:50:47,330

We have a meeting if you want that.

:

00:50:47,630 --> 00:50:49,940

Uh, I'm on LinkedIn, Jack Friston.

:

00:50:50,180 --> 00:50:53,420

Uh, we've got a, a sales

community of people that come

:

00:50:53,420 --> 00:50:55,010

to q and a sessions like this.

:

00:50:55,010 --> 00:50:55,700

It is paid.

:

00:50:55,700 --> 00:50:58,070

Sorry, I'm asking for

your hard earned money.

:

00:50:58,430 --> 00:51:01,160

Um, if, if you don't wanna

invest money, that's fine.

:

00:51:01,710 --> 00:51:03,150

I'll also be your clown for free.

:

00:51:03,510 --> 00:51:07,110

Um, but yeah, check us out if you,

if you are a business that wants

:

00:51:07,110 --> 00:51:08,220

to get in front of new people.

:

00:51:08,220 --> 00:51:10,020

We're working with a lot of

American companies as well.

:

00:51:10,020 --> 00:51:10,500

At the moment.

:

00:51:10,740 --> 00:51:11,760

We have a meeting.

:

00:51:11,760 --> 00:51:13,570

I do loads of stuff.

:

00:51:14,285 --> 00:51:17,155

I'm like that schmuck that will turn

up to the opening of an envelope.

:

00:51:18,715 --> 00:51:19,285

Well, there you go.

:

00:51:19,675 --> 00:51:20,355

Jack's great.

:

00:51:20,405 --> 00:51:21,615

Uh, definitely go find him.

:

00:51:21,625 --> 00:51:22,915

Hopefully you'll enjoy this.

:

00:51:22,935 --> 00:51:25,775

Uh, if you found it helpful, let us

know in the chat and email the team.

:

00:51:26,045 --> 00:51:29,084

Um, but as always, if you've been here

before, uh, we're just here to provide

:

00:51:29,084 --> 00:51:30,524

value and give you those insights.

:

00:51:30,534 --> 00:51:33,315

So you'll have a blessed rest of your

day and we'll talk to you all soon.

:

00:51:34,514 --> 00:51:34,985

Cheers everybody.

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About the Podcast

Redefining Outbound
Welcome to Redefining Outbound, a new series co-hosted by Cognism's UK and US sales leaders. They'll be sitting down with the most forward thinking sales leaders to explore how and why B2B buying behaviour has changed. They'll also unpack why these trends are important for organisations today.