A few questions from followers I want to address:
Thank you for sharing this insightful script, Christian! How many minutes per cold call do you spend on the research to say something relevant to the company event?
I recommend doing cold calls in blocks of 60-90 minutes. For this you will have to prepare a call list with names, personas and research information. I recommend doing all of your research as a block as well, for example 1-2 hours on Monday mornings, or the day before when you prepare your calling list. You cannot wing it on the go.
Peter Manning  , Colby Henderson Does this actually work?
Yes it does. I've sourced $4M in pipeline and $2M ARR as a BDR that way :-)
What sort of triggers do you generally look upon ?
It depends on what product or service you sell and the problem you solve. In SaaS typically triggers are headcount growth, executive leadership change, funding, geographic expansion, a new product launch, mergers and acquisitions. Other triggers can be intent data, the tech stack they use or Google alerts on named accounts.
Love your take on implementing a relevant information for your call opener. In the case you don’t have public information or there is a lack of information on a website, LinkedIn profile, etc, how do you lead the call in this case for your opener?
If I cannot be account-specific due to lack of information I will make sure to be industry specific: what are common trends and challenges in your target industry? can you make generic assumptions about problems this prospect might face? have you spoken to competitors or similar companies that face these issues?
Great stuff Christian Krause
Usually at the objection stage, I encounter the "Not Interested/No requirement at the moment" followed by a click (hanging up) sound.
Any ideas to counter that?
Some prospects just hang up when they realise it's a cold call, nothing you can do about that. Typically what I do in this scenario I just ring them again saying: "Hey John, looks like I lost you there. Mind if we start over?"
How about this opener:
Hey, Gaurav this side, is this a bad time to talk?
It suggests that you are interrupting at a bad time. I get the idea of reverse-selling, but consider this: would an IMPORTANT person of power & authority ask you if it's a bad time when they're calling you? No. They would get straight to the point.
Christian Krause, is it just me or would you agree that cold calling is a continent-specific thing and whereas it works well in North America, it would not be the ideal way to sell in some other parts of the world, what would be your two cents on this as an expert in the field?
I've done my 50 cold calls/day for 16 months in the fine country of Switzerland. Swiss people are conservative and value their privacy. So, yes, they are big differences across cultures. But the phone is the fastest way to build rapport and credibility with prospects.
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