๐Ÿค– Tech Stack

The Importance of Tech

Cold calling is often seen as an old sales channel, and it is.

That doesnโ€™t mean that it should not be adapted to the huge amount of tech available.

Below, youโ€™ll find the most important tools you NEED, as well as some recommendations based on your company and team size.

Data

This is literally the first thing you should look at.

You do not want your reps going through the gatekeeper (if you have to, see Dealing with the Gatekeeper).

Get up-to-date mobile data for your Ideal Customer Profile (if youโ€™re unsure, see The Pitch โ€“ ICP GPT).

Where?

If youโ€™re technologically advanced, build your list with Clay.

Alternatively, use LinkedIn Sales Navigator.

You can then use FullEnrich, which will use several providers to find mobile numbers ๐Ÿ’ฅ

If you can spare at least 300 USD pcm, and want unlimited data, Cognism is the best choice.

Dialler

Long gone are the days of desktop handsets. โ˜Ž๏ธ

The absolute minimum level is a click-to-dial option directly connected to your CRM.

Ideally, you want something more powerful (and so does your team).

If you are by yourself or with a small team, nothing quite beats Close.

Power Dialler

A power dialler means youโ€™ll click, and a whole list gets called without you having to do anything until a call is connected.

This increases conversation per hour drastically and reduces procrastination.

It typically also allows you to record the outcomes to track whatโ€™s going wrong in the team.

Some diallers also have advanced features like AI transcription and call coaching.

Parallel Assisted Dialler

AI powers this type of dialler and allows several lines to dial simultaneously.

The AI will connect you with that call whenever a human picks up (skipping voicemails).

The huge advantage is that it allows way more conversations per hour.

You can literally get 5 to 10 times the conversations you normally get.

The two major drawbacks are:

  • Delay of 3-5 seconds when the prospect picks up
  • Much more likely to ruin your number reputation (especially USA)

These diallers are reasons people are less likely to pick up the phone, as so many โ€œrobo callsโ€ are happening.

Stack Table

Sales team sizeDataDiallerExtras
Founder-led SolopreneursSales Nav/Clay & FullEnrich
Cognism
Close
EltoAI
2-5Sales Nav/Clay & FullEnrich
Cognism
Close
CloudTalk
Trellus
EltoAI
Trellus (AI coaching)
5+Sales Nav/Clay & FullEnrich
Cognism
Lusha
Aircall
CloudTalk
Trellus
EltoAI
Trellus (AI coaching)

Low Pick Up Rates

I know the pickup rates have lowered, especially in the USA.

This is partly due to the number of AI calls on the market.

Prospects tend to be more careful in picking up the phone.

However, very often, your tech setup is whatโ€™s fucking you over.

A few steps:

  • Let the calls run to voicemail
  • Donโ€™t call from HubSpot or native built-in diallers
  • Do not make more than 250 calls per day from a number
  • Register your phone numbers to ensure called IDs are verifiable
  • Rotate your numbers frequently to avoid anyone going overboard
  • Call a relevant list to reduce the chances of being marked as SPAM

My Tech Stack

As I get asked, youโ€™ll find below a full breakdown of my tech stack.

Data

I recently bought Cognism as Iโ€™ve been looking for a limitless option; Iโ€™m quite satisfied with the results.

If youโ€™re looking for pay-as-you-go, add one option: FullEnrich is simply unbeatable.

If you know how to use Clay, combining it with the above will give you the best searches.

Combining the two gives me access to 60%+ of mobiles on most searches.

Verdict: 8.5/10

Dialler

I recently moved from Close as a Power Dialler to a Parallel Assisted Dialler.

I tried them all, and surprisingly, I settled on one of the small players: EltoAI.

Two tech guys built it with the best UI and the lowest delay on pickup.

Combining a PAD and limitless data gives me a ton of conversations.

Verdict: 9/10

CRM

I historically used Close as itโ€™s very user-friendly for a phone-based multi-channel strategy.

I recently moved to Hubspot Starter, which has incredible integration options.

Itโ€™s not as user-friendly as Close, but itโ€™s quite decent. Be careful of the pricing.

Verdict: 7.5/10

Other Cold Calling Tech

Iโ€™m a huge fan of Trellus.

The AI coach tells me when Iโ€™m talking too fast and give me objection clues.

Absolute game changer.

They also have an Auto Dialler option which is great if you want to plug into your CRM or SEP.

Verdict: 10/10

Sales Training Tech

I use SecondBody every day to warm up before calling.

It is better than any AI-driven roleplay software as it triggers real emotions.

All my presentations are done with Prezi (fuck PowerPoint).

I then use Slack and Notions for follow-ups.

Iโ€™ll likely be exploring micro-learning apps soon, too (if you sell that, call me).

LinkedIn

I donโ€™t use any AI automation at the moment.

I am exploring a tool to track and export visitors and people interacting with my content.

I have upgraded to LinkedIn Sales Navigator, of course.

I also use AuthoredUp to write my content.

Other Tools

I also use:

  • Zoom Pro
  • Grammarly Pro
  • Chat GPT 4
  • Descript
  • MailerLite
  • Fathom

I hope that helps. Donโ€™t hesitate to reach out if you have questions.

LinkedIn Posts

6 Cold Call Tech Ideas:

I use 6 tools for cold calling in 2023. Follow me for rants and tips. | Giulio Segantini posted on the topic | LinkedIn

Dialers recommendations here:

Meet Tech-Wizard Felixโ€™s top 7 Diallers | Giulio Segantini posted on the topic | LinkedIn

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