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B2b lead gen cold calling script tips
Mike FarrellMar 10, 2011 9:39:00 AM1 min read

The Biggest Outbound Lead Gen Script Tips – They Have to Go

b2b sales leadsThere are a lot of great sources of information for outbound calling tips out there, and we earlier brought you some great outbound calling tips from the best BDR's our management team has ever worked with.  That being said, there are some bad tips out there that need to be put to rest.  They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads.  Top of the list:

Stick to the script - There was a time when it was imperative that you stick to your prospecting script.  It had everything you needed to pass a lead or book an appointment with your targeted prospecting base.  If you're dialing consumers selling widgets, maybe, but if you are dialing high level b2b audience, no way. They can read through a script all day long.  Create three guidelines for conversations. Then don't use them verbatim, use them in your own words.

  • Talking points - 2 to 3 high level statements focused on the problem your customers have. Open with them. Once they feel the pain, confirm the ramifications of not taking action. Then and only then talk about your company and offering. People think in problems not brands or features.
  • Open ended questions - Ask questions that bring value to the prospect by getting them to talk and participate in the conversation. Don't ask yes or no questions – too easy to blow you off and an escape hatch for ending the call.
  • Objection handling - As it states. How to handle the most common "no thank you" statements. The most obvious is to show empathy and continue. Just keep doing a segue back to the ask.

Then keep it natural.  Have conversations.

What other outbound calling tips have you encountered that just need to go?

Photo Credit:  sindesign via Flickr

Mike Farrell

Mike has an incredible track record of building companies and growing pipeline and ultimately revenue. Mike has extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships. Mike has 30+ years of sales, marketing and business leadership experience. He led the growth of By Appointment Only (BAO) for 15 years as Chief Operating Officer. His style of positive leadership helped BAO establish the pay-for-performance appointment setting category, helping to scale technology and SaaS businesses across North America. Prior to BAO, Mike was SVP of Sales at PC Connection (NASDAQ: CNXN), where he led the transformation to a B2B sales model, doubling revenue to $1.4B in his tenure. At CompuCom Systems (now a wholly owned subsidiary of Office Depot) Mike was VP of Sales of Public Sector after its acquisition of CIC System where he was VP of Sales, Marketing & Professional Services for the national IT solutions provider. Earlier in his career he held numerous sales leadership positions at CIC and Copley Systems where he was the integration specialist folding in the acquisitions of two firms to create the national footprint.He holds a BS in Business Administration from Merrimack College. He is a member of AA-ISP, past President of the Hopkinton HS Athletic Booster Association, and is on the Board of Bright Spirits Children’s Foundation. He and his wife of 30+ years, Kathleen, live in Massachusetts and have four adult children.