Result uploaded on: January 25, 2021

    img Used by: Gerry Hill
    Points

    A method earns the following points when cold callers:

    set a meeting - 5 points
    get a referral - 2 points
    set a follow-up - 1 point

    2.8
    Easy to use

    The easier the method is to use and scale across the entire sales team, the higher the score is

    3.0
    Adaptability

    This score shows how well the method can be applied to any type of ICP or company, e.g., how well it can work for both SMBs and enterprises

    4.5
    fire
    3.4
    Result Score

    Method overview

    When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversation. Sandler humor opener sales strategy advises the salespeople to win the attention of their prospects with well-placed humor at the beginning of the call.
    The idea behind the method is to take a prospect’s problem and integrate humor with the solution your company can provide. There is always common ground between a salesperson and a prospect, and you can turn that common ground into humorous material. If you’re successful, you’ll build a high level of relatability and trust with your prospect.

    Transcripts

    CALL 1 (Sandler humour opener)

    Seller: Hi there, Daniel. Gerry Hill here calling with Connect and Sell. Appreciate that I’m an interruption. Can I have 27 seconds to tell you why I call please?

    Lead:

    Seller: Yeah, I’m calling from a company called Connect and Sell. Daniel. Like I said, I’m interrupting your afternoon. Just wanted to grab a few seconds.

    Lead:

    Seller: Yeah, correct. I’m the Vice President for Europe. Right. So, Daniel, my company discovered a breakthrough, which helps turn business development leaders and their sales reps into the top.

    Lead:

    Seller: That’s amazing.

    Appreciate that. Amazing.

    Job, maybe even recently, the secrets about how you’re achieving that. Love that. Can you share with me exactly how you’re doing? All right, Daniel. Good luck. All right. I appreciate it. Thank you very much for your time. All right. Bye. Bye.

     

    CALL 2 (Sandler humour opener)

    Seller: Hey, Gerry Hill here calling from Connect and Sell. Michael, appreciate I’m an interruption. Can I have 27 seconds to tell you why I call please?

    Lead:

    Seller: Right, I really appreciate that, Michael. Thank you very much, Michael. I believe we’ve discovered a breakthrough that could potentially turn your sales rep into the top 5% of cold callers in the world. The reason I call it that if you’d be opposed to scheduling a 20 minute conversation to learn more about this breakthrough with me? Yeah.

    Lead:

    Seller: Yeah, no, I appreciate that. I do get that you don’t do transactional work.

    Lead:

    Seller: Man, you made me feel bad about myself. Because I’m 41. So, what am I doing still on the phone?

    Lead:

    Seller: Amazing. Appreciate that. So, Michael, um, am I okay to just drop a bit of context on what I found that I’m working with a lot more sort of pharmaceutical companies through the transition from q2 2020. To today. The reason why I think it’s important, we caught some benchmarking data from McKinsey and Company who looked at companies in the farmers supply chain last year, and what they did is identify out and build across their analysis where 86% of the opportunities originated came from senior seasoned experts who are willing to cold call over any other channel. Now, what I’m imagining is a process which connect your global data and insights on the lead list through to the core velocity and messaging improvements that my company could offer. And I think that that would take you into another level of performance. Would that be interesting potentially to learn more about?

    Lead:

    Seller: Yeah, you just described my career as well, a bit there, Michael. Amazing. Um, Michael, based on your experiences and what you just shared with me today and this idea that the industry could level up a little bit. Would there be anyone else you could potentially refer me to in your network who could benefit from that sort of transformative approach to being able to call people in the market? Would you be able to share any insights with people? Look him up the show. Yeah. All right. I can’t Yes. Yeah.

    Lead:

    Seller: Well, Mike, I really appreciate that. When I do get in touch with Robert, you’re happy for me to refer our conversation? When do you want people to prefer it if we keep it blind? And I just go out in the cold like I did with you today? Okay. Yeah. All right. Well, Michael, already appreciate that. And thank you so much for referring to me. Okay. And I’m glad everything is going so well for you guys. Appreciate it. Yeah, no worries. Really, really enjoyable conversation. Thanks very much, Mike. I really appreciate that. So all right, bye.

     

    CALL 3 (Sandler humour opener)

    Seller: Hi, there, Andy. Gerry Hill here calling with Connect and Sell, and I’m interrupting your afternoon, can I have 27 seconds to tell you why I’m calling please? Thanks very much, Andy, really appreciate that. So, Andy, I think we’ve discovered a breakthrough, which help you turn your sales rep into the top five percent of cold callers on the planet. The reason I call today was to see if it’d be possible to schedule 20 minutes with you to discuss this breakthrough.

    Lead:

    Seller: Would you be open to receiving an informative email that could potentially help you on that discovery journey about what you need to do? All right. In that case, look up a [email protected]….com. Is that correct? All right, and they’ll send something to you this afternoon right up from Gerry Hill. And then the subject line is going to say 27 seconds. All right. Thank you very much.

     

    CALL 4 (Sandler humour opener)

    Seller: Hi, there, Gerry Hill here calling with Connect and Sell. So, Rob, appreciate I’m an interruption. 27 seconds to tell you why I’m calling please. My company’s called Connect and Sell. Rob, like I said, I’m interrupting your afternoon. I just wanted to grab 27 seconds of that.

    Lead:

    Seller: Yeah, no, that’s fine. Absolutely fine. Yeah, no, I appreciate that. Yeah, so luckily, like I was about to explain, we’ve discovered a breakthrough the terms of sales reps into the top 5% of cold callers in the world. The reason I called was to see if we could schedule some time to share some insights from this breakthrough with Europe.

    Lead:

    Seller: Yeah, I get it is tough, right. My 27 seconds are up. Do you have a few minutes now to talk more about this? Or would it make sense for us to schedule a bit of time for a call next week instead? Yeah, I mean, if you’ve got two minutes now that’s fine. Absolutely fine. Hey, Ron, how many sales reps do you have in the team today?

    Do you probably heard of the excuses from each and every single one of them about why they can’t prospect effectively using the phone right now? I’d imagine.

    Yeah. How’s that working? Interesting. Yeah. But until that, you know, calling senior executives like us really tough and we pick up the phone, we’re going to make 20 dials. We’re going to hit dial by name directories, we’re going to speak to admins, we are going to speak to gatekeepers. And if we’re lucky, in an hour, we’re going to get a conversation with a decision maker, which isn’t exactly the perfect performance conditions for us to hone out. If we look at some data that McKinsey shared with us this year, across 40,000 deals that they benchmarked. 86% of the high performers in those companies were using the phone to originate new business in a cold call setting rather than using cold email. So, with Connect and Sell, your team would be able to push a button every day and have six to 10 conversations just like the one you and me are having right now. Using the platform that’d be interesting.

    Lead:

    Seller: No, I appreciate that. That’s awesome. Yeah. This week, he Jaco Fridays, three nights in a row? Yeah. Okay. Can I just confirm your email address and put Rob…@…com? Is that correct? That’s great. Yeah, so in that invite, we’ll get a link through to my zoom. I’ve also included a couple of videos on conversation first strategy that I recorded with our CEO at a talk that we gave last year, and a small e-book which will help you think through massive sales and performance conditions for your team. Read as much or as little as you want, but you know, the call will simply be the figure out where the gaps are and then we’ll go to market strategy. The team you could read up on. Alright. So I’m just sending you the invite now. You can follow that he got it for me, please. Awesome. All right, Rob, just one last question before we hang out and go on merry ways and speak again on Friday. What system of record do you run from? What’s your CRM? All right. Nice. Super. All right. Enjoy that. Thank you, appreciate it.

     

    CALL 5 (Sandler humour opener)

    Seller: Hi, there, Gerry Hill here calling with Connect and Sell. Sara, I know I’m interrupting your afternoon. Might have 27 seconds to tell you why I’m calling please? My company’s called Connect and Sell. We’re a US based organization in the UK. Like I said, I know I’m interrupting your afternoon, just wanted to grab a few seconds to tell you why I called if that’s right.

    Lead:

    Seller: Really appreciate that, Sara. So Sara, I believe we’ve discovered a breakthrough, which completely has the ability to turn your sales reps into the top 5% of cold callers in the world. The reason I called was simply to see if we could schedule some time to discuss this breakthrough.

     

    CALL 6 (Sandler humour opener)

    Seller: Yeah, hi there Gerry Hill here calling with Connect and Sell, a normal interruption, and I have 27 seconds to tell you why I’m calling please.

    Lead:

    Seller: Really appreciate that. Thanks a lot. So I believe we’ve discovered a breakthrough that turns your sales reps into the top 5% of cold callers in the world. The reason why Today was to see if you’d be opposed to learning more in a 20 minute conversation with me.

    Lead:

    Seller: I really appreciate that. What’s the nature of your business, as I understand corporate finance and advisory? Are you working with high-net-worth individuals? Okay. Yeah, it’s really interesting. We’ve been doing quite a lot of work recently with intermediaries, where we’re helping them establish asset management practices that they can grow and otherwise turn into real profit centers at peak capital costs. Would that be available to send you an email and to share the case study with you. Would you be open to that? All right. Got your email addresses? Is that the right one? Or I really appreciate that. And thanks for referring me in to jack as well. I will make an effort to follow up with him. Okay. Um, last question, if I do a follow up, are you happy for me to mention our conversation? Or would you prefer that I don’t refer to it at all. Okay. All right. Some people are a bit funny about that one. Also, alright, CJ, thanks very much for that. Appreciate it. Bye.

     

    CALL 7 (Sandler humour opener)

    Seller: So, Jonathan, appreciate I’m interrupting your afternoon. Can I have 27 seconds to tell you why I’m calling please?

    Lead:

    Seller: I believe we’ve discovered a breakthrough that turns your sales reps into the top 5% of cold callers in the world. The reason I call today was simply to see if you’d be opposed to scheduling a 20 minute meeting to learn more about breakthrough. Alright, appreciate that. Yeah, all right. Thanks, Jonathan. Go out. Have a good day. Bye.

     

    CALL 8 (Sandler humour opener)

    Seller: Yeah, hi, Gerry Hill here with Connect and Sell. In appreciate I’m interrupting your afternoon, Can I grab 27 seconds to tell you why I’m calling please.

    Lead:

    Seller: I really appreciate that. I believe we’ve discovered a breakthrough that turns your sales reps into the top 5% of cold callers in the world. Reason I called it see if it be possible to share some insights from this breakthrough with you in a 20 minute conversation.

    Lead:

    Seller: Yeah, my company is called Connect and Sell and we’re $50 million technology company based out in California. I’m running our European business.

    Lead:

    Seller: Yep. No, I appreciate that. Yeah. Yeah, I got it. All right. Good luck with the meeting. Thanks. All right. Have a great day. Bye.

     

    CALL 9 (Sandler humour opener)

    Seller: Hi, Martin. Gerry Hill here calling with Connect and Sell, and I’m an interruption. Might have 27 seconds to explain why I’m calling?

    Lead:

    Seller: Right. Okay. All right. Um, I appreciate it. I’ll go for it, and then you can tell me if it’s relevant or not, is that a deal? Awesome. Thanks. So Martin, my company’s discovered a breakthrough, which has the potential to turn your sales reps into the top 5% of cold callers in the world. The reason I called was simply to see if it’d be possible to schedule some time to discuss this breakthrough with you.

    Lead:

    Seller: I really appreciate that. Sorry, I was about to ask if I managed to get hold of them. Am I able to refer to the conversation we had? Or would you prefer that I just go as I did with you, and just go cold?

    Lead:

    Seller: No, I appreciate that, Martin. Out in the trenches, right. We’re out in solid lines together. So all right. Awesome, really appreciate it. Martin. Thanks for that. Have a great day. Bye.

     

    CALL 10 ( Sandler humour opener)

    Seller: Hi Gerry Hill here calling from Connect and Sell. I know I’m an interruption. Can I have 27 seconds to tell you why I’m calling please?

    Lead:

    Seller: My company’s called Connect and Sell, Daniel. Like I said, I’m interrupting your afternoon just wondered if I could grab 27 seconds anyone calling if that’s okay. Really appreciate it. So Daniel, I believe we’ve discovered a breakthrough which could transform your sales reps into the top 5% of cold callers globally. The reason I’m calling was simply to see if we could get 20 minutes together to share some insights from the breakthrough and test for relevance to your company.

    Lead:

    Seller: I think you’re an investor. I’m going to challenge you a little bit there and say that we’ve got three or four customers who are using that strategy to actually go out and dominate their markets, including Fisher Investments and a couple of other UK based asset managers at the moment. And I think we’ve got enough data from that use case to. Yeah. Well, I can only refer to the one by name, but there are another three out of three. So I mentioned Fisher, that I can’t refer to the other three, because we’re under NDA with them. But we have data that I could share with you.

    Lead:

    Seller: Yeah, they’re making moves from the US to the UK at the moment. Yeah, but that use case with me is that the market entry piece, establishing a new geographic land, grab bridgehead, whatever you want to call it. Yeah.

    Lead:

    Seller: Yeah, it’s some. It’s a really interesting concept, Daniel. And the reason why I thought it might be relevant to you is we’re seeing it sort of transition in the business model. I’m by no means an expert in your business, by the way. But I think the key point is that if you value conversations, if you value early pipeline coverage, and you want to make sure that your messaging brand, brand quality, and the ability to store represent well wrapped around an enablement agenda, then there’s inherent value in what we do, because we do it for a bunch of companies across a bunch of different markets. I think the key requirement is just to be curious to see whether or not the data supports your go to market and then whether or not your enablement initiatives would be underpinned by that, if not, we’ve probably lost, what, about 20 minutes of our time, you’ve come away with some new learning, and I’ve come away with some new learning. So that would be the mindset and the scope for the meeting generally, when I speak to people who’ve got a different strategy to the one that I’m proposing.

    Lead:

    Seller: Yeah, absolutely. Sorry, I didn’t mean to cut you off there. It sounded like you had an important question.

    Lead:

    Seller: I’m more than happy to do that. So yeah, so we’ve got some analysis across value chains, like yours from McKinsey, which is showing some surprising data from COVID and 2020, which suggests that across a range of deals and relationships that they’ve benchmarked last year at the higher COVID that the highest performers in any form of selling at the moment are originating opportunities in cold calls, not email or inbound fuel lines. The second thing that I wanted to share with you is that for anybody that’s touching email, email orchestration or email, from a salesperson to the market, broadly speaking and failing at the moment, I’ve got data from two global CRM providers, which proves that out. And then the third one was just a little bit of data which I could share with you on rapid improvement. You know, if I’m a sales enablement executive, what do I care about the most is, can I take somebody from an existing state, make them competent in a new skill set and help them become really good at it and If I put those three things together in a Venn diagram for you, I think that you’ll probably get a very healthy sense of, you know, what we do, how we help and how we can continue to do that for companies over an extended period of time. I think the key thing, though, is just to imagine a new way of working for 20 minutes and then see whether that new way is totally ridiculous, or highly sensible, based on what I share with you.

    Lead:

    Seller: I mean, it’s a new, it’s an old way, re-packaged in a new methodology. So, it’s cold calling, calling people in the market, it is calling people against lists. But it’s calling them at a velocity, at a flow rate that you’ve never experienced before. And it’s working through the psychology of messaging to make sure that you can take somebody through three axes of trust, right, the first thing is, when I called you, most people don’t are receiving cold calls, it’s fair state. What did I do to create some curiosity for you, I dropped in something a bit quirky, around the 27 seconds, and then got you into a conversation around a proposition. It’s a methodology that we’ve been working through about eight years now. We see an 88% acceptance rate on our platform, our platform processes, 80 million b2b and b2c dials for our customers every single year.

    Lead:

    Seller: That’s perfectly valid question. Perfectly valid question, you know, and the short answer is around list is I just wanted to speak to them. And then it’s about believing that you can move the cold call from a one-to-many messages to follow up cadence, which then aligns the data you’re capturing somewhere else in your sales process. What I find working with over 62 revenue officers a year on our product, and proposition is that generally most people do a phenomenal job of mapping the customer journey from that, you know, qualified discovery motion all the way down and a phenomenal job of enabling the skill set, but a really bad job of going upstream of why that discovery kettle came from and whether or not people have got the skills, the motivation and the capability to transform how quickly they can get from messaging to business opportunity to discovery meeting. And I think that, broadly speaking, that applies more today than ever, right now, you know, we see a lot of good reps out on the shelf today, because they’re not able to take control of their own pipeline generating and prospecting activity. Leaders have got zero visibility and control that they can’t diagnose quickly enough whether or not they need to intervene on a coaching measure. It comes packaged as a service.

    Lead:

    Seller: Yeah, absolutely. And I think we’re both coming to the same point, which is, you know, taking cold calls down to a precision level that you’ve never experienced before. You know, you can quickly disseminate the waste from the good, the good from the bad, degrade from the worst. And you can make highly tactical decisions at the moment, your data inputs are probably not coming from your calling motion in any way, shape, or form. And I find that a lot. It’s really common for people to not have that data input. With what I’m proposing we discussed is how do I get that data to see whether or not it’s a material input to my sales methodology or process so that I can make a better decision for how I deploy or where I apply my resources? You’re absolutely right, automation and sales engagement are doing a bad job of helping people get to the truth. The only thing that really helps people get to the truth is can I have a conversation with somebody. Can I learn something from that person quickly? And then can I set my disposition to reflect that call accordingly? Did I book a meeting? Did I get a referral? Did somebody said no to me, not now. Out of all those other data inputs that you described, you’re not getting any of that information.

    Lead:

    Seller: Yeah, I mean, I’m on habits for that into the agenda and the follow up message I send you. Because it’s a really good question, really high quality question. I can probably uncover quite a lot of that in the use case that I’ve described, that we’re working through and financial services at the moment. But it’s a really sort of curious tale that, you know, there’s a gray area in the data. And I think that if I could just share with you what that data gray area looks like, from our perspective, and, you know, 6000 engagements, we run a year in the 60 to 70 ARR a year that you might be able to get a sense of whether or not you trust that data point or not. If you do brilliant, we can explore, you know, the consequences of that together. You’ve lost 20 minutes of time.

    Lead:

    Seller: Have you got any availability this week? Are you bumping up against deadlines?

    Lead:

    Seller: Yeah, absolutely. I can do that. I’ll just take the 20 minutes that I asked for. Just confirm your email address quickly, Daniel, and the date of the follow ups I’m about to send you so I’ve got Daniel…[email protected]….com. Is that correct? Awesome. And then in my email, I’ve got a couple of a quick five-minute talking slot that we did last year on compensation first, and then I’ll attach in a denim one page use case on what we can do from fishers just that you’ve got a bit pre read ahead of the conversation. Okay. All right. Really appreciate that. Thanks for your engagement. Daniel. Thank you. Bye.