About Kevin Hopp: Kevin Hopp is a Founder of Hopp Consulting Group. Kevin is an expert in outbound sales development for B2B SaaS companies. He has worked with over 50 organizations, crafting outbound campaigns that have generated tens of millions of dollars in revenue for some of Silicon Valley’s fastest-growing companies. Kevin shares his top tips to win at cold calling, including having a script and following up. Check out the latest episode of our Conversational Selling podcast to learn more about Kevin.
In this episode, Nancy and Kevin discuss:
- Why does Cold Calling get such a bad rep?
- Why does training and having a well-structured system matter in sales?
- VM World – How long does Kevin pursue a prospect until moving to another one? How many attempts does he make?
- How to set a qualified appointment without cell mode?
- Kevin’s thoughts on the consultative discussion in setting appointments.
- Fun fact about Kevin – 3 thumbs!
Key Takeaways:
- Nobody likes to be sold. Everybody likes to buy things.
- If you think cold calling is dead, you’re just not doing it the right way.
- I believe passionately that if you get good at the systems and processes that make sales development people more efficient, you will enjoy your job more.
“Many salespeople, as you and I both know, are kind of unprepared to have a conversation with a live prospect at any given moment, and because they’re unprepared. They’re scared of it. They’re really scared of cold calling. They’re scared of what might happen. They’re scared of getting told I’m not interested and getting hung up on. And they don’t have a structure or a process. I’ve gotten so obsessed and so passionate about Cold Calling because I was an entry-level sales. Though that had to just cold call all day, and I had the pit of my stomach feeling every time before I pick up the phone. So I’ve dedicated, the beginning of my career here for the first 9-10 years just becoming as good as I could possibly be at having sales conversations.” – KEVIN HOPP
Connect with Kevin Hopp:
- LinkedIn: https://www.linkedin.com/in/khopp/
- Hopp Consulting Group: https://www.hoppconsultinggroup.com/
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