S3 Ep22 - Context is King with the Founder of OutboundWorx, Antoine Marsden

Today's episode of Hopp on Calls welcomes Antoine Marsden. Antoine is a seasoned practitioner within the world of sales with an extensive background in outbound sales. 

Having started off his career as a sales rep, Antoine has amassed experience spanning over 18 years in various sectors. The guest is the founder of OutboundWorx, an agency focused on outbound sales betterment and improving GTM strategies.

In this episode, the trifecta of success is emphasized: people, process, and technology. The cornerstones of this approach are effective training, well-defined processes, and technology integrations. Technology, in particular, is highlighted as a crucial tool to enhance productivity, likening outbound sales without integrated tools to manually pushing stones compared to an automation-assisted approach. 

The significance of contextual conversations and building rapport is also underlined in this episode. Conversations that resonate with prospects should be reactive, yet they should still be crafted with the aid of contextual scripts. The goal of this approach is to build genuine conversations in which the SDR is able to adapt to objections.

This episode's conversation also stresses the importance of gaining experience through countless calls as the key to mastering cold calling. Additionally, the concept of "false negatives" is also introduced, diving deeper into how to pitch prospects that aren't prepared for a full on conversation. 

Kevin: "Learn to cold call in a way that you would like to be called and approach your leads in a manner that you would actually respond to as well. If most outbound SDRs would adopt this approach to all of their outbound communication, it would impact the way that most people are communicating via direct messages, emails and even larger scale campaigns."

Timestamps:

[00:06:55] The golden rule of outbound.

[00:15:25] Building rapport through callbacks.

[00:22:50] Getting at-ease in cold calling.

[00:28:35] Everyone has your number.

[00:34:10] Acknowledge when to stop speaking.

[00:39:20] Call early and call often. 

[00:49:10] Outbound conversation flow.

[00:52:07] The "false negative pitch approach.
[00:54:25] Process structure for the follow-up strategy.

Connect and learn more about Antoine through this link:

LinkedIn: https://www.linkedin.com/in/antoinemarsden/

Connect with Kevin:

Kevin Hopp: https://www.linkedin.com/in/khopp/

More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/