Kyle Norton breaks down cold calling tactics: use pattern interruption to grab attention, drop local names to build credibility, and A/B test scripts to find what works. Track connects by call duration to measure which approaches actually land with decision-makers.
Chapters
But then when you're in a cold outbound environment, the whole front of the call has to change fairly drastically. That's when I start teaching pattern interrupt so that people actually stop what they're doing and pay attention. Establishing credibility. So that's where we use a local name drop. Hey, Gary, I know that you're actually just a town over from one of our customers, Pete, from Pete's Pizzeria. Do you know them? Oh, no, but I have some friends who love it. Okay, awesome. The reason for the call is. And then I'm establishing relevance. And in a cold environment, that structure is so much more important. Yeah, it's a former inbound. You'd be like, hey, you wanted to talk to us? I'm here again. And you get right into your value prop. In a cold outbound environment, your craft and precision has to be so much better. And so you really have to be tight, testing your scripts. We can have a whole conversation about scripting. I'm a firm believer that your BDR should be quite, quite heavily, quite heavily scripted. And that scripting is going to enable you to understand what's working and what's not. And then ab test your way to something great. When you introduce a local name drop, is that allowing you to have more, more over 30 second cold calls? So I can look at a chart of all decision maker connects. Bucket it by over under 30 seconds. And I can see once I've introduced this new thing, am I having more or less. Okay. Because I know that credibility and relevance are the things that will unlock the gate for me to get into the value prop, which happens around 30 seconds in. And so I have to be a lot more. I have to have a lot better craft at the beginning of the call just to earn the right to get to a value prop. As you start to stretch into a cold outbound environment and.
