Episode Details

[00:44] Tell us a little bit about you and your company.

• I am Brad Seaman, founder and CEO of MonsterConnect, which is based in Indianapolis, Indiana.
• MonsterConnect is sales enablement / lead generation service that help sales teams become 6-8 times more productive.

[01:14] Tell us a little bit about your background.

• I grew up in Indianapolis.
• I went to Olivet Nazarene University in Illinois near Chicago to be a youth pastor.
• While I was doing some landscaping at the family call center business, they fired the chief operating officer and I got the call to run the place.

[03:01] When and why did you start MonsterConnect?

• The family call center business did lead generation for a mortgage company. Before the housing crash, we started seeing the writing on the wall, so we diversified the business.
• We brought in a new guy to build a new division. We eventually spun that out from the business, but it became difficult to staff and hire with our quick growing rate.
• Two things gave us the idea for Monster Connect: the difficulty in scaling and the subjectivity of the business.
• This made me immerse myself in call center technology, and things changed in the industry to allow our business model.
• With our software, our agents navigate through phone prompts and gatekeepers. Then, when the prospect answers, the salesperson is connected.

[09:20] Cold calling is still used a lot in logistics, but it is much maligned today and there is a lot written about the end of cold calling. Please tell us why cold calling still works.

• The more effort you put in, the more results you get. Very rarely do you see a strong effort followed by a lack of results.
• There's a tendency to lean into either inbound or outbound, but I think you need to do both.
• I understand why cold calling gets so much negative press. It's tough work.
• Prospects are harder to reach now because they can screen their calls and there are a lot of robocalls that nobody wants.
• Salespeople have always wanted to find better ways, but if you need to sell something today, the phone is still the best tool.
• The web has brought a lot of great ways to get sales leads, but they take time.
• Ultimately, the salesperson who talks with the most prospects sells the most.

[14:50] To be a good cold caller, what do people absolutely need to do?

• The first thing is that you need to have good contacts. There are tons of tools that exist to do that.
• At MonsterConnect, we even search on job boards for companies that are looking to hire people to make outbound phone calls. Then, we already know that our technology would be useful for them.
• You need to have a good message; some type of differentiator. It needs to be compelling.
• The phone gives you the opportunity to build a relationship with someone. Some brokers get phone calls from different people who deliver the exact same message.

[20:41] What else do people need to be successful at cold calling?

• Discipline and focus. Specifically, I know someone who landed a huge deal because he was religious about prospecting regularly. He dedicates one or two hours per day to cold calling.
• One day, he was about to log out but decided to do one more call instead. The rest is history.
• It's a lot like working out. Doing it regularly is very beneficial.
• Lack of lead gen typically comes from a lack of effort.

[27:23] If the only things people need to be successful at cold calling are great contacts, great messaging, and discipline, why do so many people struggle?

• I think it comes down to it being inefficient, difficult, and unpredictable.
• If you remove the inefficiency of dialing and not getting somebody on the phone, that ca