Result uploaded on: January 28, 2021

    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

    1.0
    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
    2.8
    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. Is this Karina?

    Lead: Yeah, this is Karina

    Seller: Hey, Karina. This is Gabrielle Blackwell, from Gong on a recorded line. I recognize I’m reaching out to you out of the blue. But I was wondering if you had a quick moment to chat.

    Lead: Where are you calling from?

    Seller: From Gong.io and Gong is the revenue intelligence platform with the dog on its website?

    Lead: Oh, yeah, I don’t use Gong.

    Seller: Oh, yeah. Yeah, no, no worries at all. I was calling as I was doing some research on House Call Pro. I recognize that you’d had some interaction or probably knew about our content and just wanted to get some insights from you to see if you thought that would be beneficial to House Call Pro.

    Lead: We’re actually using another software right now that we’re pretty like heavily invested in.

    Seller: Okay. May I ask one that’s awesome to hear. But may I ask? Like what prompted you or what motivated you to license that solution?

    Lead: I don’t know that was not actually my decision. More of like a higher up position made it.

    Seller: Okay. Yeah, no worries. Well, listen, I totally understand that. People make decisions, you have a solution in place. I wouldn’t be calling out here and asking questions if I didn’t really believe in our solution. I’d love the opportunity to compete for House Calls. I hear you out right, decisions were made at another level. Would you have any like insight or recommendations on how to get in contact with someone who might be more involved in the decision-making process?

    Lead: Um, I can definitely reach out and let you know.

    Seller: Okay, now hey, listen, I hear you out Karina. I won’t press too hard. But if there’s anything I can ever do, any resources, anything like that, feel free to reach out to me and I hopefully looking forward to hearing from you soon.

    Lead: Okay, thank you.

     

    CALL 4 ( Sandler humour opener)

    Seller: Hi, is this Andrew?

    Lead: This is yes.

    Seller: Hey, Andrew, this is Gabrielle from Gong on a recorded line. I call you out of the blue. But do you have a quick like, two minutes to chat at most?

    Lead: Sure

    Seller: I appreciate it. Well, hey, Andrew, as I mentioned, my name is Gabrielle. I’m actually one of the Sales Development Managers over at Gong.io. And I’m helping my reps out at the end of the month. So, I had done some research on Madison Resources, I was led to believe that you might be familiar with Gong. Oh, so I just really wanted to get your opinion on this, of whether you thought Gong might be something that Madison Resources could benefit from.

    Lead: Yeah, I think I saw it on. I don’t recall exactly what it was, maybe Haley marketing or I don’t know. Some kind of sales enablement, platform, something like that.

    Seller: Yeah, a little bit. I mean, the kind of marketing spiel behind this is, it’s a conversation intelligence platform. So what it does, it captures conversations that you’re like that frontline reps are having and then surfaces insights that can help people perform better in their calls, and ultimately, right like, drive more business or like increased win rates, or just getting up to speed faster as a rep. I could probably throw a bunch of stuff at you as like, just Gong jargon. But I’d be curious, like, what is your role exactly at Madison Resources? And what are you responsible for?

    Lead: I’m the Director of Sales. So, I’m responsible for sales here. That’s what I do.

    Seller: Okay, cool. And only because I know I can run into some folks where they’re kind of I see the frontline Rep. And then are you managing a team? Or is it just your own quota?

    Lead: It’s a team, which I manage.

    Seller: Okay, cool. I recognize I’m probably like, boring people with like, you know, the different questions that I’m asking. So, here’s the real reason for calling. Gong is a platform that’s really helping like Sales Directors, much like yourself, be able to provide even more insightful coaching to their team by having access to those insights from the conversations that reps are having. I’m just curious if something like this seemed like relevant for you, if it were to realize, like, you know, increase deal sizes, or, you know, getting reps up to speed a lot faster.

    Lead: Yeah, I mean, I think right now, we’re in the middle of a big system implementation. So this would, yeah, right now, this would be out of the question, I can see the advantage of it, but there’s nothing I can do right now. I mean, I think probably, your best bet would be to get back in touch with me probably beginning Q3. I’m gonna know a lot more than, and we can see how it would integrate with the system we’re gonna have. Right now, we’re in the middle ground. And again, until we actually get the system, I’m not going to know much more.

    Seller: Okay, cool. And listen, I’m gonna ask a question. But as much like I tell my team members, like, the folks that I’m managing, I might ask you a question. But you could always say no, or like not give me an answer. But when you’re talking about a big system implementation, would you be open to sharing what that system is? What purpose it would serve?

    Lead: Yeah, it’s a CRM system.

    Seller: Oh, okay. Very cool. Awesome. So yeah, we integrate really well with a bunch of different CRMs. Is this gonna be like a Salesforce implementation of some sort?

    Lead: Yeah, similar, it’s more staff specific. Some other idea.

    Seller: Okay, cool. Could I ask what’s like motivating the move into implementing a new system or having the big system kind of rehaul?

    Lead: Modernization, you know

    Seller: Okay, cool. Awesome. Well, listen, I definitely don’t want to press you on, you know, like taking about a meeting now or anything, especially if it doesn’t make sense. But I would love to stay in touch with you and like, provide any resources that might be relevant. Can I ask in between, like now, and by the time the system implementation is going to be kind of rolled out and completed what might be some of the main initiatives that you’re really focused on with your reps?

    Lead: Well, I mean, again, you know, making sales. I don’t know that. Yeah, I do remember looking at your system, or it’s been a while. I could maybe see the advantage to it. But I can’t really do much more until I know what my baseline is. So probably, your best chance would be to give me a call beginning of Q3 and we can see how things are shaping up, then.

    Seller: Okay, awesome. Well, listen, I feel like I would be like not a great sales person at all if I didn’t ask one thing. I can get 100% follow up with you in Q3, but would it be alright, if I just dropped a note maybe kind of at the end of this quarter, just to see how things are going and also, more importantly, to see if it how there might be something of value that Gong could provide, even if it’s just a resource.

    Lead: Sure, yeah, no problem. You can certainly send me an email and it wouldn’t be a problem.

    Seller: All right. Awesome, Andrew. Well, listen, I really appreciate the time. I know I said two minutes. We’re now at six. I’ll let you go. But I’ll probably just send you over a note. I’d love to connect on LinkedIn too. Just to stay in touch.

    Lead: All right, no problem.

    Seller: All right. Awesome, Andrew. Well, you have a wonderful day and yeah, thank you so much again.

    Lead: No problem. Talk to you soon.

    Seller: Bye.

     

    CALL 5 (Sandler humour opener)

    Seller: Hey, Heather. This is Gabrielle with calling on a recorded line. I know I’m calling you out of the blue, but do you have a quick moment to chat?

    Lead: I’m sorry, you’re with what company?

    Seller: Oh, hey, yes, I’m with Gong.io We are a revenue intelligence platform for sales and customer success leaders. I know I’m kind of blue but does that at all ring a bell with you?

    Lead: And no, not really. It wouldn’t be something like that. But thanks for the call.

    Seller: Hey, Heather. Listen, I hear you loud and clear. Like what is it about the platform that you wouldn’t be interested in exploring? Or what are you really interested in exploring instead?

    Heather?!

    All right, Heather.