Cold Calling Sucks (And That’s Why It Works): A Step-by-Step Guide to Calling Strangers in Sales

Just Do It!
Very practical guide to Cold Calling from two guys who actually do it. Cold Calling makes the world go round and nothing happens until you speak with someone live. Even though I have been selling for 40 years, this book provides useful tips to be more Effective and Efficient. Well Done!

Everything you need to start making those dials
Just finished reading the book as I wanted to grasp everything in it before making a proper review.For context, I’m new to sales, not as an SDR or BDR but starting an agency from scratch so I’m in need of a proper outreach strategy that’s both effective and fast to implement.I read a couple other books now on prospecting / cold calling such as “fanatical prospecting” “smart calling” “high profit prospecting”, and they’re not bad books, they do contain some fundamental ideas and points that you can take home, BUT, and the big BUT, they’re full of fluff-content and self-promotion that doesn’t really adds to what we’re looking for here which is HOW TO effectively sell over the phone and put it into practice ASAP, and they could basically be condensed into 50 page books.*Note on “Smart Calling”, is much more practical, but still the tactics/strategies seem way outdated for today’s consumers and for instances it seems like it lacks some structure.*That said, I wouldn’t recommend reading those books if you’re looking for something you can start implementing right away.Now, for “Cold Calling Sucks” all I can say is A MA ZING, not only the book has no fluff / self-promotion as all of the other 99% of sales books out there, which is extremely irritating and time wasting, but it delivers on its promise of being super practical and down to the point which I love, don’t get me wrong, it does contain the why of each tactic and strategy, but it does so in a super concise and understandable way so that it doesn’t keep you spinning your wheels and losing the focus of the strategies itself.I can confidently say that I could’ve totally skipped reading those other 3 books and start with this one, and I’d have the exact same foundational knowledge AND a super in-depth and effective training on Cold Calling.Armand & Nick have done an awesome job compiling and structuring everything they know around cold calling. Honestly, I think this should be the foundational bible for any SDR/BDR or anyone aspiring to book meeting over the phone.If you’re sitting on the fence and trying to decide which book to pick to start doing cold calls, go this route, you won’t regret it.

Specific, Actionable, Fun
Great resource laser-focused on cold calling. Specific frameworks and talk tracks, while also including relevant data.Recommend for every BDR, AE, and Sales Leader out there!

Where have you been all my sales life?
This is a master class on cold call prospecting. I’ve been in sales for a long time, read a lot of prospecting books but this is an absolute gem! It has actionable steps you can implement ASAP. I really love the focus on not just what to say, but “how you say it”. So many things to love, let me count the ways: QR codes so you can LISTEN to what good tonality sounds like, simple templates, problem proposition, how to push pressure away, all advice backed by Gong data. The hysterical stories are now seared in my mind, great examples! Well-organized framework for the 18 most common objections, gatekeepers, voicemails. I also loved the focus on selling the test drive and using multiple choice to make it easy. If you are serious about enterprise sales, this is a must-have book. It’s not magic, they are honest, you still have to practice your craft, but wow you get the secret sauce. I’ve never met these guys in my life and I rarely write reviews, but I was compelled to write today. Kudos. 10 out of 10

Ate this up. Loved this from beginning to end because it resonates with my selling style, which is to ease off the gas peddle instead of pushing/pressuring to purchase.Not only does it provide great insight as to why this approach works, but it covers topics on cold calling objections, how to prioritize your calendar to be effective, how to leave voicemails, and persona based selling.This may not be for everyone because there are some leadership persona’s/prospects that hate life/sales/cold callers and think this approach could come off too laissez faire.

Coming from a background of cold calling every day for the last 9 years, the game has evolved.From being told originally “pick up the phone, sell something”. I spent a long time crafting and trialling my own thing.Applying the science from this book, understanding fundamentals of your opener. It’s a craft. These guys have nailed it. If nothing else, it will give you the motivation to push through that mental barrier and fear of going “pick up the phone”. Watch the videos, digest them. Test them. You’ll find your own way, but know what they’re talking about is right. You’ll have moments of “that’s right” not just “you’re right”, and shrug it off, like you do for every sales coach you follow.