24: Cold calling vs social selling: Prospecting techniques, time management, and the biggest prospecting mistakes - Eric Iannello, Falkon & Nick Phillips, People Data Labs

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In this episode, I talk with 2 guests:

• Eric Iannello, Full Cycle AE (Account Executive) at Falkon
• Nick Phillips, Senior SDR (Sales Development Representative) at People Data Labs

I bring together two friends with different perspectives on prospecting: Eric, a fan of cold calling, and Nick, a proponent of social selling.

We discuss the importance of time management in their respective approaches, reveal their techniques and strategies, and share recent successes from meetings they've booked.

We also dive into the biggest mistakes in prospecting and gather invaluable cold-calling tips.

Let's level up your SDR game!

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Erick's stats:

• 16 consecutive months of exceeding quota in both pipeline generated and deals closed won
• Largest deal sources by SDR in company 20 year history - by cold call
• Featured in HYPCCCYCL e-book of unorthodox cold calling techniques

Nick's stats:

• Highest ramp of new hires in Q4
• Leading the team in social selling Q1 and Q2

Follow:

• Erick https://www.linkedin.com/in/eric-iannello/
• Nick https://www.linkedin.com/in/superdadnick/

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Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/