Prática de Shadowing: I made 500,000 cold calls and learned this - Aprenda a falar inglês com vídeo
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In the last few years, I've made over half a million cold calls to generate 8 .5 million dollars for my agency
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and lead a team of 30 sales reps.
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I only really started to see results after I learned what I actually needed to focus on.
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So in this video, I'll be condensing down five years
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and hundreds of millions of sales pipeline experience into 27 lessons
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you can implement in your cold call strategy today to set more appointments and make more money with the phone.
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Lesson number one, when I first started cold calling, I did everything but dial the phones.
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refill my water bottle, reorganize my desk.
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I told myself I was being productive, but really I was just stalling.
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Every sales floor has those reps, you know, about to start once they tweak their CRM or rewrite their opener for the 12th time.
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It wasn't until one day my CRO pulled me aside and said, Micah, your numbers are down because you're not making enough calls
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that was it so call reluctance
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or fear of picking up the phones comes from overthinking
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and the cure is simple just dial we had a rule
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no weasels no fake prep no walk arounds no water cooler chat
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because 90 of success in cold calling is just showing up
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and doing the work
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so lesson number one no weasels just make the dials lesson
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two early on i saw cold calling as a grind something you suffer through until you level up
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but now i see it as one of the most foundational skills
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be an entrepreneur executive or top rep
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if you can't interrupt a stranger's day earn their trust in the first seven seconds
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and create massive curiosity out of thin air for them to
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take action you're always going to play small cold calling teaches you how to communicate under pressure control a room
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that doesn't want you there
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and think fast on your feet here's what most reps forget it's a skill set
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and like any skill set it takes years to master you
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have to think long term not just three weeks think three
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years you don't get jacked after two workouts same thing here so Cold calling is a future CEO skill set.
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If you treat it like a craft and give it time, it'll open doors most people will never get close to.
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Lesson three.
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I was lucky.
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I started with a solid ethical sales team early in my career, but some of my buddies weren't.
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They came up in toxic boiler rooms, between calls, booze before noon, closing at any cost.
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But honestly, there's something worse than that.
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It's doing it alone.
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Cold calling solo day after day will eat you alive.
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The rejection, the doubt, the slump, you'll spiral out of control.
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some vets who crush its soul out there.
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But if you're new, you don't even know what good looks like yet.
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So lesson three, that's why I say cold calling is a team sport.
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Iron sharpens iron and the right crew makes all the difference.
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So find your tribe.
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Lesson four, one of the biggest mindset shifts I've had in sales was realizing that every no still pays you.
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In training, my coach asked, Micah, what if every conversation made you money, even the ones that you don't book? That clicked.
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That means each convo, 25 bucks, every call, $5.
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Even the rejections, you get paid.
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No matter what I'm calling on, I know a deal's coming.
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It's just a matter of when.
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You can't learn that in a classroom, only by doing the work.
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So lesson four, every no pays you.
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Never forget that rejection is part of the paycheck.
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Lesson five, in the early days, no one warned me how unnatural cold calling would feel.
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You're ambushing strangers, asking them for time and money.
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Of course, it's gonna feel off.
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I'd hit a dry spell a lot of times and think, cut out for this.
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But over time, I realized that pain, that frustration, it wasn't failure, it was growth.
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Most people hit that wall and fold.
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But if you keep swinging through the discomfort, you become real dangerous.
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So lesson five, pain is a sign of growth.
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If it feels unnatural, good.
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You're doing what most people run from.
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Lesson six, through my sales journey, I didn't realize how much my ego played a role in my success, or lack of, I should say.
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I used to think that I was coachable, resilient, but the truth was I was insecure and my ego was in the way.
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feedback stung most of the time i wasn't focused on getting
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better i was just trying not to look stupid to be honest then i read ego is the enemy
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and it finally came to me most of my mental battles
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in this role were actually battles with my ego i didn't
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want to be seen failing i didn't want to admit i wasn't a natural
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but once i dropped the ego cold calling got 10 times easier
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so lesson number six your ego is not your amigo get out of your own way
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and let yourself be good and be sure cold calling and sales is neediness.
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Back in the day, there was a concept that always stuck with me.
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It was David Sandler's big two.
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Number one, you're a psychiatrist on a Broadway play.
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And number two, you're financially secure and don't need the business.
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And so that posture changed my selling style quite a bit.
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Because when you come in sounding desperate, prospects can smell it.
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We call that commission breath.
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And the moment they catch a whiff of it, it's game over.
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Neediness kills all deals.
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So lesson number seven, eradicate all neediness.
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Detach from the outcome.
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Give the perception of a peer and let them qualify themselves to you.
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Lesson eight.
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One thing that's made cold calling way more bearable and honestly way more effective, I stopped pitching for the prospect and started pitching for myself.
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Or better yet, if the team was around, I'd pitch for them.
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And here's what I mean.
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your prospects don't really know what your pitch is supposed to sound like.
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They don't know your script or how well it was supposed to be performed.
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They just say yes or no. But for you, you know when you hit it clean and delivered a face melter.
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I can't tell you how many times I've pitched janitors by mistake and I still didn't care because it wasn't about them.
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It was about how I showed up.
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And the crazy part, sometimes they booked anyways.
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So lesson number eight, don't pitch for the prospect, pitch for yourself.
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Make it a performance, stay present, and hold yourself to a higher ever could.
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Lesson nine, I've seen it over and over.
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New reps run a few calls, then start freestyling, changing things up before they know what works.
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They're finding their voice without data, consistency, or results.
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And I get it.
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You know, we all want to sound smooth and natural.
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But when I worked with Oren Klaff, one of his famous quotes was, be yourself, terrible idea.
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You're not good enough to be yourself.
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Early on, you haven't earned the right to improvise.
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So lesson nine, don't be creative at first.
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Stick to what's already working until it's second nature.
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consistency, that's when you can make small adjustments.
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Usually it takes about two to three word changes just to double your conversion rate, a lot less than what people think.
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Lesson 10.
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I used to think top reps were just naturally gifted, some instinct I didn't have or some secret sauce, but the reality was they were just better thieves.
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They paid attention, borrowed what worked, and tested everything, and kept what stuck.
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Because the sales landscape is always changing, a pitch that crushed six months ago might flop today, but there's always a pitch that works right now.
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Your reps testing in real time, you'll find it faster.
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So lesson number 10, great artists steal.
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Someone out there is doing it better, study them and steal it.
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Lesson 11, a lot of reps hide their scripts, leads and tactics, afraid that sharing means losing deals.
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But that scarcity mindset is going to isolate you.
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It's going to burn you out.
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Top reps really know that abundance is a competitive advantage.
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They share, they collaborate, and somehow they win more.
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Because when you become So lesson 11, embrace an abundance mindset.
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Compete hard, but build together.
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Lesson 12, in cold calling, you might last a day, a week, or maybe a month, maybe a whole quarter running on pure willpower.
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But eventually, burnout hits.
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That's why it's not just about showing up.
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It's about how you show up over time.
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The fix is simple.
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Create short -term rewards, weekly, monthly, and quarterly for yourself.
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A steak dinner, a lake day, a beach trip.
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Big or small, give yourself something to chase.
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And if your company doesn't dangle the carrot, you should.
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set micro goals, keep fuel in the tank, and apprise insight.
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Lesson 13.
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When I interview new reps, I have one rule.
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No sales tourists.
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Too many reps claim 10 years of experience, but really, it's one year repeated 10 times.
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Why?
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Because they never took sales and cold calling as a serious profession.
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Sales is unique in
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that it's one of the only careers where you can make doctor money without going to school for a decade.
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No GMAT, no LSAT, but with that low barrier to entry respect the game.
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The best reps, they study, they train, and they take pride in what works.
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So if you want a shortcut to mastery, watch Jiro Dreams of Sushi.
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It'll show you what it means to go all in.
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Lesson 13, respect the craft.
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Give cold calling 100 % and it'll give back big time.
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Lesson 14, when I handed new reps the cold call talk track, I'd always say this isn't a script.
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It's a screenplay because scripts are read.
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Screenplays perform.
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On a cold call, you're not just saying And the better you perform, the more attention you command and the more deals you land.
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So lesson 14, treat the cold call like a performance.
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Because when it feels real to you, it'll feel real to them.
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Lesson 15, some reps think that they can cold call for 20 minutes here, 30 minutes there, and somehow get into a groove.
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It doesn't work like that.
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Even for me, sometimes it takes a full hour or even two hours before I'm fully locked in.
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The best calls a lot of times don't come at the start.
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They come when you're deep in the rhythm, when you're in a flow state.
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Create space in your calendar and be sure to block the distractions and give yourself enough runway to hit the jet stream.
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So lesson 15, batch your dial sessions.
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Three to four hour blocks is optimal, but be sure to protect that time at all costs.
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Lesson 16, speaking of flow state, getting into flow isn't magic.
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It's preparation.
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Top reps don't just hop on the phones cold.
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They have a pre -flight checklist, a ritual that gets their head, body and voice ready to perform because the faster you can drop into the groove, the faster you start winning the day.
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So here's my quick pre -flight checklist.
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I do 10 minutes of journaling, 10 minutes of breath work, five minutes of vocal warm up and three minutes of role play.
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It's not fancy, but it's repeatable.
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And that's the key.
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At the end of the day, cold calling is part muscle and part mind.
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And a ritual locks in both of those.
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And at the very least, don't start a call block without at least one dry run of your screenplay.
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Lesson 17.
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One of the most common rabbit holes reps fall into is actually knowing too much.
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I've seen reps spend weeks memorizing every feature, every technical detail, every edge case of their product.
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And they talk way too much because here's the truth.
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As a B2B cold caller, your job isn't to educate, it's to initiate.
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You're not here to close the deal on the first touch.
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You're here to book the discovery meeting.
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That's it.
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expect, you need to know how to spark curiosity.
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You need to know how to get them to say, sure, I'll hear more.
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Anything beyond that, leave it to the discovery call where you're not ambushing them.
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So lesson 17, don't overtrain or overthink.
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Know just enough to get the meaning, then pass the mic and move on.
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Lesson 18, legendary NFL coach Bill Walsh says the score takes care of itself.
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Same goes for cold calling.
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I'd argue that cold calling is the most athletic part of the sales cycle.
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You got to think fast, adjust on the fly, and run tight plays over and over and over again.
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you stuck your job is to solve for the very next bottleneck
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and push it down until the outcome presents itself and
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so very simply dials then conversations then bookings shows then opportunities
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and that's the game and remembering
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that simple mental model helps alleviate what a lot of folks call analysis paralysis
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so lesson 18 focus on the inputs not the outcomes the
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score will take care of itself lesson 19 list building is
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one of the most neglected skills in cold calling sure you if you don't know how to build a list yourself, you're at the mercy of two things.
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Number one, hours of your own research, or number two, whatever marketing decides to hand you.
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When you control your list, you control your destiny.
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So lesson 19, learn how to build a contact list.
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There's plenty of low cost tools out there like Apollo .io or salesbot .io and tons of tutorials for beginners.
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Lesson 20, when I first started in cool calling, I asked my CEO, how can I be sure that the product I'm pitching actually adds value to the customer?
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He paused and said, you know, because if you don't believe in what you're selling, how can you sell with integrity?
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Then he said, let me ask you this.
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What is the product that you're selling?
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And so I said, cybersecurity, IT, whatever the client offers.
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And he shook his head and said, no, the product is the meeting.
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the discovery call and that's your job not to sell the solution
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but to sell the conversation and so that shift changed everything for me
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because when a true expert or specialist shows up to
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that meeting someone who lives
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and breathes this stuff every day they will always know more than the prospect who is a generalist even
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if the generalist is a smart skeptical vp the objective of the specialist is to deliver value in one
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or all of three key areas strategic emotional or confidence that the meeting always has value.
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So lesson 20 in cold calling, your product always has value.
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Lesson 21, because your prospects are getting hammered by other cold callers every single day, obviously none as great as you.
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The best strategy is actually to be the antithesis or opposite of what every other salesperson sounds like.
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So here's what everyone else does.
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They speak quick, they're overtly enthusiastic, supplicative or low status, and you can feel the pushiness.
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So what do you do?
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Number one, you go more negative.
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Number two, you modulate your voice three, you create credibility through your pitch and maintain status.
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These are just a few ways to stand out of the sea of average sales folks.
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So lesson 21, be the opposite of every other sales person.
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Lesson 22, a lot of reps ask me, what is the best intro for cold calling?
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For me, most of my campaigns have been in scaled cold calling, where there are tens of thousands, if not hundreds of thousands of accounts that I can call into.
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So for scaled cold calling, it's not that you can't personalize, it's that it's just more efficient not to.
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So you can engage with more people faster.
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permission -based openers are king for high volume calling.
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So here's my go -to framework for my intro.
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I'll say, hey, John.
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Oh, hey, John.
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It's Micah over at Company X.
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I know I'm in interruption here, but do you mind if I grab half a minute?
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I'll tell you why I called, and then you can let me know if it's relevant or not.
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So I'm doing quite a few things here.
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I'll list them off quickly.
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I'm double tapping them on their name, flat delivery of my name, matter of fact tone on the company name,
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downward hanging tactical empathy statement leading into the solution to their immediate and interrupt tack on to show non -neediness.
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So again, quite a psychology behind why this intro works.
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All you need to know is that it works.
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So lesson 22, PBOs are king in scaled cold calling.
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It's best really in mid -market or small to medium -sized businesses and low -level enterprise.
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So bigger than that, you're going to want to personalize a bit more when the accounts are very limited.
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Lesson 23, I see a lot of reps ask way too many questions way too soon.
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And I get it, you know, they're trying to qualify so they don't waste time.
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But here's the problem.
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You haven't
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invisible stranger ambushing their day and they don't trust you
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so the winning strategy is actually to book the meeting then qualify the prospect especially
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when selling a new product
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or to a new persona there's two reasons why number one
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you have to get frequent before you get good more pitches means you get better faster
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and number two you earn trust after a strong pitch not before
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so lesson 23 book the meeting then qualify worst case scenario you get an extra pitch out
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and cancel the meeting because there's absolutely no way they're a fit for your product Question 24, at the end of the day, closing is the most important part of your conversation.
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So here's a quick tip to increase your close rate by 30 to 40%.
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Use a soft ask.
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Traditional closes sound something like, hey, would you be interested?
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Would you be open to booking a meeting?
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But the problem with that is it's too high of a mental commitment in your prospect's mind.
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Replace this with an easy to answer question
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that has nothing to do with whether or not they think they might buy your product.
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This is going to lower the cognitive effort to get them to the next step.
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Do you happen to have your calendar available or are you a morning person?
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Then go into scheduling.
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So lesson 24, use soft asks when closing.
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And if they're really not interested, they'll have to expend more energy to come up with a negative response.
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Lesson 25, I remember one of my first role play sessions with my CRO.
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And he said, you know, Micah, you sound great, but honestly, you sound too smooth.
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I thought to myself, how the hell can I sound too smooth?
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It's sales, right?
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And he explained that the cold call shouldn't sound like a TED Talk or a state of a union address, having a conversation at the bar.
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That made a lot of sense because when we're talking with a friend or family member, we're not reciting lines.
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Only sociopaths do that.
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We pause, we search for the next word, we drop in ums and ahs or you knows without even thinking about it.
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These are called verbal disfluencies.
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And while too much of it can sound sloppy, a little bit can actually help you sound human.
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Because if you sound like you're delivering a script, people tune out.
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But if it sounds like you're thinking through it, you know, in real time, like it's your first time saying it, feel like the first time.
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So lesson 25, don't be too polished, sound human, not rehearsed.
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Lesson 26, great reps don't just feel productive, they know they are because they track their numbers.
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What doesn't get measured doesn't improve.
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And if you're not tracking your funnel, you're flying without a compass.
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So here's what I personally monitor when I'm calling.
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The volume metrics I'll track are total qualified meetings, shows, booked meetings, conversations, dials, and time on dialer.
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Then my these over different periods of time, daily, weekly, monthly, and quarterly, depending on what I want to analyze.
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Sometimes it's to spot trends.
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Sometimes it's to run experiments, but always it's to get better.
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So lesson 26, know your numbers because the data doesn't lie and your improvements live in those patterns.
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Lesson 27, if cold calling is sucking the living soul out of you, which you can if you're not careful, it's probably time for a wake -up call.
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And so several previous lessons help combat this, like treating the cold call like a performance, setting micro goals, really working
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helping you steer you in the right direction
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but it all starts with the decision
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so lesson 27 choose to make cold calling fun otherwise you're
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doing it wrong now for my final tip instead of clicking off this video
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and thinking wow i know a lot about cold calling now
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i hope to remember to implement all this later what you
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need to do right now is to actually apply all of this
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but if you don't have a solid system
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and the right process set up for cold calling you're going to struggle
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so click here to head over to the next one where i go over the exact system
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and process you need to generate leads and book appointments.
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Cold calling is truly one of the most reliable and consistent ways to generate business, but you need a system if you want to succeed.
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So we'll see you over there.
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Contexto e Fundo
No vídeo "I made 500,000 cold calls and learned this", o palestrante compartilha lições valiosas sobre cold calling, baseadas em anos de experiência e meio milhão de ligações. Sua jornada, cheia de desafios e aprendizados, é uma fonte rica para quem quer melhorar não só as habilidades de venda, mas também a prática de conversação em inglês. Com uma linguagem informal e motivadora, ele usa expressões cotidianas que são perfeitas para treinar a fala e a compreensão.
5 Frases Chave para Comunicação Diária
- "No weasels, just make the dials" – Uma dica direta para superar a procrastinação, usada em contextos de trabalho ou metas pessoais.
- "Cold calling is a future CEO skill set" – Destaca a importância de uma habilidade, podendo ser adaptada para falar de qualidades profissionais ("Aprender a negociar é um skill set essencial").
- "Iron sharpens iron" – Expressão idiomática que significa que pessoas competentes ajudam a melhorar uns aos outros, útil em conversas sobre equipes ou amizades.
- "Every no still pays you" – Uma mentalidade positiva sobre rejeições, perfeita para motivar em qualquer situação desafiadora.
- "It's just a matter of when" – Usada para expressar confiança no resultado, mesmo que demore ("O sucesso é só questão de tempo").
Guia Passo a Passo para Shadowing
O shadowing é uma técnica poderosa para melhorar a pronúncia e a fluência, e este vídeo é ideal para praticá-la. Aqui está como fazer:
- Escute e repita frases curtas: Comece com trechos de 5-10 segundos, como "No weasels, just make the dials". Repita imediatamente após o palestrante, focando na entonação e no ritmo.
- Use a transcrição como apoio: Se houver dúvidas, consulte a transcrição para entender a estrutura das frases. Isso ajuda a aprender como as palavras se conectam na fala informal.
- Grave a sua voz: Compare com o áudio original para identificar diferenças na pronúncia. Ferramentas de shadow speech ou até um celular servem para isso!
- Aumente a dificuldade gradualmente: Após dominar as frases curtas, tente treinar parágrafos inteiros. Lembre-se: o objetivo é imitar não só as palavras, mas a energia e a emoção do palestrante.
Com essa prática diária, você verá progressos rápidos na sua prática de conversação em inglês. E lembre: o shadowing não é sobre ser perfeito, mas sobre se divertir e aprender com cada repetição. Aprender inglês com YouTube nunca foi tão eficaz!
Gramática neste vídeo
As estruturas que o falante mais usa, com as palavras exatas do vídeo:
| Estrutura | No vídeo |
|---|---|
| Frases condicionais if + oração, will/would + verbo — uma condição e seu resultado | if the team was around, I'd pitch · if they're really not interested, they'll have |
| “Used to” used to + verbo — um hábito ou estado do passado que não é mais verdade | used to think |
| Present perfect have/has + particípio passado — uma ação passada que ainda importa agora | I've made · I've pitched · I've seen |
| Voz passiva be + particípio passado — o foco está no que acontece, não em quem faz | wasn't focused · be seen · be performed |
O que é a Técnica de Shadowing?
Shadowing é uma técnica de aprendizado de idiomas com base científica, originalmente desenvolvida para o treinamento de intérpretes profissionais. O método é simples, mas poderoso: você ouve áudio em inglês nativo e repete imediatamente em voz alta — como uma sombra seguindo o falante com 1-2 segundos de atraso. Pesquisas mostram melhora significativa na precisão da pronúncia, entonação, ritmo, sons conectados, compreensão auditiva e fluência na fala.