Nick Cegelski

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[Nick Cegelski @NickCeg]

@RFStatz @boutsalisg @armandfarrokh Emma, I just finished reading your release about the office opening. My name's Nick with ACME and I’ll be honest, this is a cold call, but it is a well-researched one.

Can I get 30 seconds to tell you why that press release prompted me to call you....etc

[Nick Cegelski @NickCeg]

@RFStatz @boutsalisg @armandfarrokh Thanks for the kind words. IMO, you don't *need* to identify yourself until the "meat" of the conversation.

But if you're really concerned about it, you can weave it into your TPO:

[Jaleh Rezaei @jalehr]

Last week I came into a sales meeting ready to say no. He spent 15 minutes on one slide. 24 hours later I wired him $50,000.

Every enterprise sales rep has the obligatory "your challenges" slide. Most treat it like a formality. A quick "see, we were listening" check in before racing to the pitch.

@NickCeg from 30 Minutes to President's Club did the opposite. He spent 15 full minutes on that single slide. No demo. No pricing. No nothing.

He talked about each challenge like he'd lived it himself, with specificity, passion, and genuine empathy. He was animated, his facial expressions matched the pain, he was gesturing. Almost as if he was me talking to my exec coach about my problems.

By the time he finished, two things happened:

1. I became more convinced I had a serious problem I needed to solve urgently.
2. I trusted him to solve it, even though I knew nothing about his solution. I was like WOW he gets us. Let’s work with him.

It taught me a big lesson. Like many other enterprise reps, I race past the problem because I don’t want to bore the executive repeating something they already know.

Boy, have I been doing it wrong.

Forget the solution. Sell the problem for at least 10 mins in every meeting and with PASSION. Make your buyer feel so understood that they pick you to solve their problem.

There might be $50,000 in it for you.

[Nick Cegelski @NickCeg]

If you plopped into your local steakhouse and barked at the waiter “Get me a steak”
You’d be kinda pissed off if they ran to the back and returned with an overcooked porterhouse.

A great waiter would respond to your demand by asking:
What cut?
Doneness?
Spinach or baked potato as a side?
Can I interest you in our cabernet that pairs quite well with the filet?|

Good discovery helps inform what we present and serve to the customer.

[Nick Cegelski @NickCeg]

@kguardenjoyer @techsalesguy Thanks

[Nick Cegelski @NickCeg]

@segheysens @armandfarrokh Got you: https://t.co/PMdW86ruqF

[Insightly CRM by Unbounce @insightly]

Are your sales stages based on meetings or exit-criteria?

According the @NickCeg and the team at 30 Minutes to President's Club, top sellers focus on outcomes to move a deal forward.

Watch the full episode 👉 https://t.co/8u8dgJXCsq

[Nick Cegelski @NickCeg]

@WillAllred117 Send me a note. We'd be interested in this.

[George Boutsalis @boutsalisg]

If you’re in sales and/or marketing, I highly recommend this book. Cold calling is not dead. If anyone tells you it is, it’s because they suck at it. @armandfarrokh @NickCeg

[Elric Legloire | The Outbound Chef👨‍🍳 @elriclegloire]

The bible of cold calling:

Cold Calling Sucks by @armandfarrokh & @NickCeg

Every SaaS outbound rep should have this on their required reading list.

Packed with no-BS tips and real insights, this book gives you everything you need to start crushing cold calls.

[Nick Cegelski @NickCeg]

@breitidea @armandfarrokh Let's go!!! So awesome to hear

[Breit Idea @breitidea]

@NickCeg @armandfarrokh Yup. I even used your opener and "Are you open to taking when I'm not cold calling you out of the blue" line

[Breit Idea @breitidea]

Yo @NickCeg and @armandfarrokh thanks to your advice, I just closed my first consulting client.

[Bialy @onebialy]

"You don't need to feel good to get started, but you do need to get started to feel good"

This one is from the legend @NickCeg

Cold calling sucks.That is why it works.

Success in sales is the number of uncomfortable conversations you are willing to have

[Nick Cegelski @NickCeg]

@WillAllred117 Now THAT is an email.

[Nick Cegelski @NickCeg]

Turn goals into problems. If your prospect says they are looking to process their invoices more quickly, you might ask: "Does that mean invoices are not getting processed fast enough?".

[Nick Cegelski @NickCeg]

Don't be afraid of "out of cadence" effort. If you see big news for a prospect you've been contacting, CALL THEM NOW!

[Nick Cegelski @NickCeg]

When your buyer talks about a business initiative, go one layer deeper. Try asking "I can't imagine you woke up outta the blue and decided to pursue that. What's driving that for you?"