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Scaling Sales
August 4, 2023

Calling Culture and the Future of Cold Calling


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • Kevin Hopp is focused on helping outbound teams with calling culture.
  • Calling culture is about bringing back the importance of cold calling and having real live conversations.
  • Email response rates are low, and phone connect rates and conversation rates are also low for many teams.
  • Kevin partners with dialing technology companies to provide a structured methodology for effective outbound calling.
  • Cold calling is making a comeback as email becomes more challenging and competitive.
  • Building a strong calling culture in a remote or hybrid team requires the use of technology.
  • Dialing platforms with collaboration tools are game-changing for remote teams.
  • Implementing a once-a-week call review can improve cold calling skills and performance.
  • Creating a collaborative culture where team members learn from each other is essential for building a strong calling culture.
  • When choosing a dialing technology, sales leaders need to consider the economic component, the type of product being sold, and the quality of leads.

Episode Recap

Colin Mitchell welcomes back Kevin Hopp to dig into the importance of calling culture in outbound sales. This is the episode that gets down and dirty around the misconception that cold calling is dead and the rise of AI in sales. Kevin shares his expertise in helping teams improve their phone conversations and connect rates. They also touch on the challenges of building a strong calling culture in a remote or hybrid team.

Jump to Talking Points

  • [00:00:21] Kevin's focus on helping outbound teams with calling culture.
  • [00:01:01] The rise of the silent sales floor and the belief that AI will replace SDRs.
  • [00:02:12] The resurgence of cold calling and the challenges of relying solely on email.
  • [00:03:33] The importance of having a structured methodology for outbound calling.
  • [00:04:24] Building a strong calling culture with remote or hybrid teams.
  • [00:08:54] The different types of dialing technology and their pricing tiers.
  • [00:11:50] The importance of investing in quality leads or lead verification.
  • [00:13:08] The need for a comprehensive approach to calling culture, including people, process, and technology.
  • [00:14:41] Ways to connect with Kevin, including LinkedIn and his podcast "Hop On Calls."

Guest Bio (Who is Kevin?)

Kevin Hopp is a Quota-Carrying sales rep turned entrepreneur. He is the founder of Hopp Consulting Group and hosts his own show called Hopp on Calls. With experience in outbound and cold calling, Kevin Hopp has achieved success in both his sales career and as an entrepreneur.

Find Kevin at his Website or Connect with him on LinkedIn!