Ryan Shank walks through onboarding a new SDR at PhoneWagon, covering mock calls, product knowledge, and scripts. The team landed their first paying customer from cold outreach and Ryan explains the feel-felt-found technique for handling objections.
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What up guys, it's Ryan from PhoneWagon. It is Tuesday. Let's see what day it is. June 13th, mid-June. We got an exciting week coming up today. What I just did already was train our new SDR. Sorry, I'm all over the place. Boom, laser in it. My face is up here.
I've made my choice.
What we just did earlier today, we did some mock calls with our new SDR, which is our new sales rep. So super excited to actually get him on the phones tomorrow. And then the rest of the day today, I'm actually interviewing another sales rep. Another one. So we'll have two different people calling outbound. It's called an SDR. And then I'm doing a call later today, probably in about an hour, hopefully, with a guy that we're trying to bring on as an account executive to do the actual demos. Things are really starting to come together. Talking to someone about doing a product role. I got another guy who is doing product and design work, able to clear his schedule and he's able to work for us now.
I tell you what, you show me a pay stub for $72,000 on it, I quit my job right now and I work for you.
Things are really, really, really starting to come together, which is amazing, by the way. Some of the outbound test calls, one of them closed. I think I don't know if I told you guys, one of them closed yesterday into a paying customer. So that was our first paying customer we got from an outbound cold call campaign. Some other outbound calls are turning into really, really good demos. So we're super excited about it and that's why we're going to go hard on the outbound stuff. I'm just going to go and play the clip from some of our training stuff that we did earlier today. Not going to dive too deep because tomorrow I'm traveling, so I'll be able to really get some, some in-the-trenches stuff, show you exactly what we're doing, one, to train these guys. So all the documentation, how we're training—
wax on right hand, wax off left hand—
the schedule that we're training them on, which is basically like product training, intro to the company, then it's process training. Don't forget to breathe, very important. Oh, just got a live chat, which is hot. We're going to show you all that. We're going to break it down. We're going to break down scripts. We're going to break down calls. We'll break down everything inside of here. So I want you guys to check out some of the training that we did earlier today. Okay.
I was on the, uh, uh, Google Certified Partners page and saw you guys were listed. I just wanted to reach out and give you guys a call today. We actually launched the integration with Google Analytics for our call tracking software. Are you guys currently using call tracking? No. No. Okay. So obviously what you do drives him some sort of phone calls, right? If you're still driving him a little bit of calls, right? Like some sort of like everyone drives him calls, right? All right. So a couple of things with that call. Um, first it was a little kind of condescending where you were like, well, you drive some calls, right? Like you almost want to just be like you're giving them information. Be like, look, totally get it. Um, what happens a lot of times is that, you know, you might be driving them traffic and for some leads that you don't— that don't convert via web leads, they're actually picking up the phone and calling them. Does that make sense? Right. Yeah. So, so of course, you know, some of the efforts that you're doing are driving phone calls. You're just not getting credit for it. And what we found— so there's also a thing in sales, I should have added this to sales training. Um, it's called the feel, felt, found. So be like, I totally understand how you feel. We actually felt the same way. What we found was that this— a lot of times you're going to use found as almost like we discovered this, right? And that's a lot easier way of giving them the information than just kind of being like, you're dry. You know, obviously some calls are getting driven, right? And it's almost like you're being like combative or something, but you want to almost just be like educating them and just being, no, no, no, I totally understand. Like, I totally get, you know, you're only driving them web leads. Well, look. And that's what we actually felt the same way. We thought we were just driving Webblies. What we found was that they were actually getting a bunch of phone calls from the efforts that we were doing. So it's crazy, like you're telling the story.
I will see you guys tomorrow. Tomorrow's Wednesday, hump day.
Leslie, guess what today is? It's hump day.
Woo-hoo! And hope you guys have a great day. Close some sales, work hard, kill it!
