How to research your Prospects before Cold Calling
Walking into a cold call blind is the fastest way to get hung up on. John Barrows teaches the pre-call research routine used by the highest-performing SDRs and AEs --- a focused, repeatable process that takes under five minutes but dramatically increases your connect-to-conversation rate. He covers which sources actually matter (and which are a waste of time), how to find the nuggets of information that create instant relevance, and how to weave research into your opening without sounding like a stalker. Barrows emphasizes that research isn't about collecting data --- it's about finding a legitimate reason to call that person, right now. You'll learn how to scan LinkedIn, company news, job postings, and recent events to build a 2-3 sentence contextual opener that gets prospects to lean in rather than tune out. For anyone still picking up the phone, this is the difference between being a disruption and being relevant.
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About This Video
Walking into a cold call blind is the fastest way to get hung up on. John Barrows teaches the pre-call research routine used by the highest-performing SDRs and AEs --- a focused, repeatable process that takes under five minutes but dramatically increases your connect-to-conversation rate. He covers which sources actually matter (and which are a waste of time), how to find the nuggets of information that create instant relevance, and how to weave research into your opening without sounding like a stalker. Barrows emphasizes that research isn't about collecting data --- it's about finding a legitimate reason to call that person, right now. You'll learn how to scan LinkedIn, company news, job postings, and recent events to build a 2-3 sentence contextual opener that gets prospects to lean in rather than tune out. For anyone still picking up the phone, this is the difference between being a disruption and being relevant.
What You'll Learn
- ♦John Barrows' 5-minute pre-call research framework and which sources to prioritize
- ♦How to identify trigger events that create a legitimate reason to call today
- ♦The art of weaving research into your opening without creeping prospects out
- ♦Which LinkedIn signals indicate a prospect is likely in-market or open to change
- ♦How to use job postings, funding news, and leadership changes as cold call entry points
- ♦Common research rabbit holes that waste time without improving your connect rate
- ♦How to structure a 2-3 sentence relevance statement from raw research data