Cold calling is one of the most challenging aspects of B2B sales.
From facing constant rejection to battling its monotonous, maintaining cold call motivation can seem like a Herculean effort.
Yet, staying motivated is crucial for closing deals and achieving sales targets. This blog provides actionable tips and tricks to help B2B sales and marketing leaders motivate their teams - and themselves - while making sales calls.
By the end of this guide, you’ll have a toolkit of sales strategies to keep your energy levels high and your success rates even higher.
Scroll 👇 for some unmissable cold calling tips!
1. Tailor your expectations
One key reality of cold calling is that it’s fundamentally a numbers game. When you pick up the phone, it’s important to understand that the majority of your sales calls will end in rejection.
This doesn’t reflect on your skills or value; it’s simply the nature of the sales process. Therefore, tailoring your expectations can make a significant difference in maintaining a positive attitude and motivation.
In cold calling, high rejection rates are the norm. On average, you might convert only a small percentage of your cold calls into meaningful conversations, and an even smaller fraction into sales leads.
Accepting this reality from the outset will help you manage your expectations and avoid unnecessary frustration. Remember that each “no” is one step closer to a “yes”.
2. Set aside dedicated cold calling time
In the age of remote work, the traditional 9-5 schedule is no longer a rigid framework you must adhere to. This is especially true when it comes to cold calling.
Flexibility can work in your favour, both in terms of productivity and mental well-being. Adopt optimal time-blocking strategies and allow yourself the freedom to adjust your working hours. By doing this, you can maintain high levels of cold call motivation and effectiveness.
Time blocking involves setting aside specific chunks of time dedicated to difficult tasks. It can be highly effective in ensuring you remain focused during your cold call sessions.
For example:
You might set aside two hours in the morning and another two in the afternoon exclusively for making outbound calls.
This is a great tip for committed salespeople. It enables you to concentrate fully during these periods, knowing that you’ve allocated time for other responsibilities later.
Pay attention to these patterns and adjust your schedule accordingly. If you’re more productive in the late morning, schedule your most important calls then.
Conversely, if you hit an afternoon slump, use that time for less intensive tasks such as researching potential leads, updating your CRM or reaching out to people on LinkedIn.
By aligning your tasks with your energy levels, you can maximise your effectiveness and keep your cold call motivation up!
3. Take care of your mental health
Flexibility also means you can take care of yourself without feeling guilty.
If you didn’t sleep well last night, it’s perfectly fine to catch up on sleep and start your day a bit later.
Likewise, taking regular breaks for a bike ride, workout, or a short walk during the day can rejuvenate your mind and body. This will make you more effective when you return to the phone.
Remember, self-care is the best route to keeping your cold calling mojo strong!
For more tips, check out Cognism’s guide to mental wellbeing in sales.
4. Reduce distractions
Distractions are the enemy of successful calls, and in today’s digitally connected world, they lurk around every corner.
Here are some strategies to help you reduce distractions and maintain your concentration during cold calling sessions.
Minimise phone distractions
Ironically, while your phone is your tool for making calls, it can also be a significant source of distractions. Social media notifications, text messages, and other alerts can easily pull you away from your personal goals.
Consider putting your phone in “Do Not Disturb” mode during calling sessions; this will silence non-essential notifications. If possible, use a separate phone or a landline for making your calls. Keep your personal device free for emergencies only.
Manage social media apps
Social media apps can be both time-consuming and distracting. Unless your cold calling involves some form of social selling, there’s little reason to keep these apps within easy reach.
Use app blockers to temporarily disable access to social media sites during your designated calling times. If you need to post updates or engage with potential clients on social platforms, schedule specific times for these activities outside of your calling hours.
Tame your email inbox
Emails are another notorious source of interruption. The constant ping of incoming messages can easily derail your focus.
Schedule specific times throughout the day to check and respond to emails, rather than allowing them to interrupt your cold calling sessions.
Consider closing your email application or muting notifications during these blocks. That way, you’ll maintain an uninterrupted workflow.
Optimise your workspace
Creating a distraction-free environment is crucial to staying focused. Ensure your workspace is tidy and organised, with only the essentials at arm’s reach.
If you’re working from home, tell your family members or housemates about your calling schedule. Your daily goal is to minimise interruptions!
Noise-cancelling headphones block out ambient noise and can be helpful in maintaining concentration.
5. Have a script, but also improvise
A well-crafted script serves as a reliable roadmap for your call. It should include a strong opening, key talking points, and answers to common sales objections.
Design your script to guide the conversation toward your desired outcome, whether that’s setting a meeting, making a sale, or gathering information.
While a base script is essential, personalisation is key. Tailor your script to suit different types of business contacts and industries.
Here are some quick tips for personalising your script:
- Use the prospect’s name.
- Mention the prospect’s company.
- Reference any relevant information that shows you’ve done your homework.
Personalising your script makes your approach feel less generic and more genuine, increasing your chance of success.
But, even with a script, no two calls are the same. B2B customers may have unique needs, questions, or concerns that don’t fit neatly into your prepared answers.
So, be ready to pivot the conversation based on their responses. Flexibility allows you to adapt and respond organically, making the interaction feel more natural and less like a classic sales pitch.
One of the biggest mistakes cold callers make is talking too much and not listening enough. Active listening is crucial for picking up cues and understanding the prospect’s needs.
It allows you to adjust your pitch on the fly, address common objections, and build a genuine connection. Remember, your script is a guide, not a monologue!
For more tips, check out Cognism’s guide to cold calling scripts.
6. Practice makes perfect
Even veteran cold calling experts make time for practice and learning.
Consistent practice, coupled with a commitment to learning and improvement, can significantly boost your confidence and results.
Here are some actionable tips to help you refine your skills:
Role-playing exercises
Practice with other sales reps; simulate different scenarios and sales objections you might face.
Role-playing helps you refine your responses and improve your delivery.
Feedback loops
After calls, seek feedback from your peers or supervisors. Constructive criticism is invaluable for identifying areas of improvement.
Analyse recordings
Listen to recordings of your calls and evaluate your performance.
Pay attention to your tone, pace, and how well you handle objections.
Set up a shared knowledge base
Consider creating an internal wiki or knowledge base where your sales team can document and share effective strategies and lessons learned.
Join a peer group
Engage with fellow sales professionals in online forums or groups. Exchange tips, strategies, and support.
Set learning goals
Identify specific areas where you want to improve, such as objection handling or closing techniques. Give yourself attainable goals and track your progress.
Stay updated
Keep abreast of the latest B2B sales techniques and trends. Read industry blogs, attend webinars, and subscribe to relevant newsletters.
We recommend the following learning platforms:
- LinkedIn Learning: Offers a range of courses on sales techniques, communication skills, and cold calling strategies.
- Sales training courses: Platforms like Sandler Training, HubSpot Academy, and Dale Carnegie offer specialised courses designed to improve your sales skills.
- Podcasts: Subscribe to sales-related podcasts such as “The Sales Evangelist,” “Sales Gravy,” and “Make It Happen Mondays”; they feature insights and tips from industry experts.
- Webinars and online workshops: Participate in webinars presented by sales thought leaders. Websites like GTMnow and John Barrows host frequent virtual events that cover all aspects of sales.
- Books: Invest time in reading renowned sales books such as “SPIN Selling” by Neil Rackham, “The Challenger Sale” by Matthew Dixon and Brent Adamson, and “To Sell is Human” by Daniel H. Pink.
- YouTube channels: Channels like Cognism, Salesman.com, and Brian Tracy offer video content covering a wide spectrum of sales topics, including cold calling.
- Communities and forums: Join online communities such as Sales Professionals on Reddit or specialised groups on LinkedIn. Here, you can engage in discussions, ask questions, and learn from peers.
7. Use cold calling motivation and productivity tools
Leveraging the right tools can make a significant difference in your cold calling efforts. They can help automate repetitive tasks, provide valuable insights, and keep you motivated.
One of the best tools available for B2B sales leaders and marketers is Cognism. It’s an advanced sales acceleration platform designed to streamline and enhance your cold calling efforts.
Here’s how Cognism can help keep you motivated and productive:
Accurate contact data
With Cognism, you get access to highly accurate and up-to-date B2B data.
This reduces the time spent on finding the right leads and increases the time available for making meaningful calls.
Contextual insights
Cognism provides insights into the prospects’ firmographics and technographics, enabling you to personalise your pitch and make more successful calls.
Automated lead generation
Cognism automates the lead generation process, freeing up more time for actual selling.
It ensures a steady flow of qualified leads, keeping you focused and motivated.
Seamless integrations
The platform integrates smoothly with major CRMs like Salesforce and HubSpot, ensuring all your data is in one place and easily accessible.
This cohesive system allows you to track interactions and manage your follow-ups efficiently.
Streamlined workflows
By automating repetitive tasks, Cognism enables you to focus on high-value activities such as engaging with prospects and closing deals.
This increased efficiency can significantly enhance your productivity and motivation.
Want more information about Cognism? Either:
Cold calling motivation: the last word
Hopefully, this blog has given you some great cold call motivation tips.
By setting clear goals, developing a consistent routine, and leveraging tools like Cognism, you can keep your energy levels high and your efforts focused.
Remember, each rejection is just a step closer to success. Combine our actionable tips and strategies with a commitment to continuous improvement, and you’ll find yourself thriving in even the most challenging sales situations.
Now, it’s time to pick up that phone and start dialling with renewed confidence and purpose!
