Michael Sternberg, Cold Calling

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Michael Sternberg, Director of Sales at 3PL Systems, about the intricacies of cold calling in sales. They discuss the purpose of cold calling, strategies for effective outreach, overcoming fear, the importance of research and preparation, and the necessity of time management in maintaining a successful cold calling routine. Michael emphasizes that cold calling is not just about making sales but about learning and understanding potential clients, and he shares valuable insights for both new and experienced sales professionals. TAKEAWAYS: Cold calling is about learning something new about your ICP. It's important to manage your pipeline effectively through cold calling. Fear in cold calling is often self-imposed and can be overcome. Researching your prospects before calling can lead to more meaningful conversations. Time management is crucial; block out time specifically for cold calling. Consistency in cold calling builds a habit and improves skills over time. Sales reps should not take rejection personally; it's part of the process. Understanding your ideal customer profile (ICP) is essential for effective cold calling. Cold calling should be approached as a conversation, not a script. Practice and repetition are key to becoming proficient in cold calling. CHAPTERS: 00:00 Introduction to Sales and Cold Calling 02:42 Understanding Cold Calling: Purpose and Strategy 05:31 Overcoming Fear in Cold Calling 08:21 Research and Preparation for Cold Calls 10:55 Time Management and Consistency in Cold Calling 13:54 Final Thoughts and Key Takeaways EPISODE CREDITS: Host, Will Jenkins Creative Director, Erin Sweeney Edited and mixed by Keenan McCarthy Music licensed through Envato LINKS: Be sure to follow and tag @JourneyDelivers on LinkedIn Instagram Twitter Facebook TikTok YouTube ABOUT THE JOURNEY PODCAST: Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.