My *Controversial* Cold Call and Tech Sales HOT Takes

Cold calling is dead? Tech sales is overrated?...we cover a lot of ground.
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⏰ Timecodes ⏰
0:00 - Cold Calling is Dead?!
1:24 - Tech Sales Bootcamps: Scam or Good?
2:27 - Researching for Cold Calling
3:07 - Cold Call Scripts
4:03 - AI will replace salespeople?
4:36 - LinkedIn Sales Influencers
6:01 - Lying About Quota Attainment
6:48 - SDR vs. AE
7:29 - Marketing vs. Sales
8:19 - Skill vs. Luck
9:15 - Cold Calling Cell Phones
10:02 - Startup vs. Big Tech
10:54 - Activity!!!!!
11:45 - Tech Sales Arrogance
#coldcalling #techsales #sales
Disclaimer: The views on this channel are my own and don't necessarily represent IBM's positions, strategies or opinions.

[@CleanEnergySolutions-rf3pz]

I made 1.2 million dollars last year cold calling for Solar because I thought canvassing was dead, I stopped listening to everyone kept door knocking for 3 hrs a day and cold call for 3 hrs, you have to do both, fb leads and most internet leads are garbage!!!!!!

[@MattMacnamara]

$1.2 million dollars…that’s incredible. Congrats!

[@NicoleAttias]

Very inspiring

[@aishikm1111]

I like how you are honest and genuine about the content you make. Feel like a lot of sales youtubers aren't authentic and just make content to get big/sell you something.

[@MattMacnamara]

Thanks for watching and commenting!

[@NicoleAttias]

Cold Calling 📞 is not dead ! Love the video

[@MattMacnamara]

Thanks for watching and commenting!

[@theemoryquince]

As an BDR I stand by this: Your hot takes are ✅ Your LinkedIn is ✅ And your content, in general, is ✅ You definitely deliver it how you feel it, but I think that’s a good character trait for salesperson (it’s good for anyone actually). Thanks for dropping knowledge and helping us grow, my guy👊🏽

[@MattMacnamara]

Thanks man 🤜🏻

[@proverbially_speaking5524]

Appreciate the honesty

[@MattMacnamara]

Absolutely

[@lisadeangelo244]

Great stuff. Do you have any tips for leaving effective claims when your prospect doesn't answer? Thanks Matt!

[@MattMacnamara]

Claims…does that mean voicemail?

[@franklinblankemeyer5907]

Damn, and I’m just now looking for a job in tech sales as an SDR. Most concerning statement is that nobody is hitting quotas which are now unrealistic. Bummer

[@drewhubbard9214]

That's across the board though. Deal size (in general) is down 22% on top of emails not getting opened, calls not being answered, and doors to companies are locked so you can't even talk to a gatekeeper. There are ways around though. Just have to innovate, like always.

[@MattMacnamara]

Exactly, great points Drew. It’s all about finding a company where you can be successful

[@user-sq5ot8kg7t]

Stick to lucrative niches within tech like cybersecurity, AI, etc. Niche markets that are continuously generating revenue and recession proof are 9 times out of 10 resilient to market downturns/recessions (coming from an SDR at a cyber company)

[@garagebodz8441]

This isn't true, that quotas aren't being met and surpassed. I'm a bdr and I meet and surpass quotas.

[@franklinblankemeyer5907]

@@garagebodz8441 Would love to know which company your working at

[@mattsbestfriend1624]

Agreed

[@MattMacnamara]

Thanks for watching and commenting.

[@LetThySingleEyeBeStill]

I enjoyed this video. Lotta great stuff on here. But I can tell you one thing. Don’t change your niche. KZbin hates that shit. When you veer off even a little at the beginning. It can do some big damage to your growth. Wait till your 100k subs before you start making content unrecognizable to your niche.

[@MattMacnamara]

My niche is sales…nothing changing there. Thanks for the advice. Appreciate you watching and commenting!!

[@LetThySingleEyeBeStill]

@@MattMacnamara Oh dang, youre right lol. I thought your channel was only about cold calling. My bad, I assumed because all the videos I've watched were all about cold calling.

[@MattMacnamara]

@@LetThySingleEyeBeStill LOL, all good...the most popular ones are on cold calling, but I try and talk about all things sales

[@LetThySingleEyeBeStill]

@@MattMacnamara Yeah that's awesome, I've done all manner of sales over the years. The hardest sales I ever did by far was Door to Door sales. Selling a 2k vacuum is hard, getting them to let you in the door to show them why they should in the first place. Fuckin miracle lol. Cold calling is way easier to me, espeically once you get in your rythm an find that tone that works best for you.

[@MattMacnamara]

@@LetThySingleEyeBeStill D2D is by far the hardest...couldn't imagine selling vacuums D2D, seems extremely difficult

[@jonneal3]

I disagree with your response on #4 and #9. Cold calling "frameworks" are important. Scripts are not. 99% of the time, the listener on a phone call can tell a script is being read, even by the most fluent "scripted salesperson". Scripts, are dumb if they are more than say, 50 words. A script should just transmit an irresistible offer in a simple way. If your salesperson cant get the jist of the offer in a simple way, and say it (roughly) accurately, its the offer thats wrong. A general sales framework, is VERY important. As in, rules like, when talking to a gatekeeper, always at least get a name and email of the intended buyer, never end a call without the next meeting scheduled etc. AS for #9, you can make "a sale", you cant make "a marketing", thus sales beat marketing always. Marketing is part of sales, thus I don't think they can be measured evenly. In my experience, its marketing value that has increasingly declined. Its become WAY harder to reach anyone via marketing and there are now more better marketers out there in my opinion, than salespeople, thus the playing field is evening out in marketing. But if you get a good salesperson that can get his/her hands on a good lead, its over - especially with Gen Z! They are the easiest to sell because none of them want to sell, thus they have no idea about the skill at all. Id rather have many killer sales people at my companies than marketers thats for sure.

[@MattMacnamara]

Thanks for providing your perspective

[@manyogurt4645]

​@@MattMacnamara Great answer. 😂 @jonneal3, a little advice from Abe Lincoln, "better to remain silent and be thought a fool than to speak and to remove all doubt."

[@garagebodz8441]

Tech sales are fine. I'm in tech sales. Yes, I work fast and furious. Yes, working on my skills every day. Yes, there ups and downs. So what. Stop your complaining and improve yourself. That's how the world works. Get over it.

[@MattMacnamara]

Thanks for watching and commenting.

[@LetThySingleEyeBeStill]

I don't think cold calling is dead, I think that it will take a really good one to compete with Ai. I've seen where it's at right now. I wouldn't be surprised if humans were completely replaced with Ai in 5 years. Corporations are all about the bottom line, how much money can we save by doing it differently. They are all about the money. Most people in business are going to make these decisions. And I wouldn't be surprised if Ai cold calling became mainstream for even small businesses. I suspect 90% of the work force will be replaced by Ai and Robots. Which means that they are banking on a significant amount of the population disappearing in the coming years. WW3, Plandemic, Famine who knows. But we are definitely headed for something drastic. Hopefully someone steps in to save this country from the shit show we're in right now. We'll see.

[@MattMacnamara]

Great insight

[@LetThySingleEyeBeStill]

@@MattMacnamara thanks man, enjoying your content. Just a couple of your videos have changed my cold calling by leaps and bounds. I will definitely be doing a 1 to 1 coaching with you soon. I need a script written for a business I'm working with now that does SEO digital marketing. My script just isn't working. So you'll be hearing from me soon.

[@politiccin]

I love AI and I can't wait for it to get better at cold calling, for now I will stick to using a soundboard of my own voice lol.

[@alphacanine9641]

Humans will not be replaced by Ai in sales only crap sales people will. You going to have to be really good survive in Sales. Else Ai will replace you it's that simple. So make sure your red hot else Mr Ai will replace your ass.

[@MattMacnamara]

Exactly!