[00:00:00] Luigi Prestinenzi: Welcome. This is the sales IQ podcast. My name is Luigi Prestinenzi and I'm on a mission to help salespeople be the best sales professionals they can be each week. We'll bring you a different message from thought leaders around the globe, so we can help you master the art of selling, creating net new opportunities.

Is on every seller's mind right now. And whether you like it or not, the phone is one of the key ways in helping you build a sustainable pipeline and is going to be the main tool that's going to enable you to achieve success. Moving forward. Now this week we're joined by the cold calling. Actually our society.

Who's going to talk about the characteristics required to be successful when it comes to cold. Calling, this episode is brought to you by vanillasoft.com sales engagement platform. Like no other vanilla soft is a platform that helps you engage your leads like a CRM, just simply can't do CRM. A great.

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So before we get into today's show, guys just want to say, thanks again for subscribing. And for listening to this podcast, I do this to help you be the very best you can be. Please continue to like write and share wherever you listen to podcasts. And please don't forget to send me a message on LinkedIn.

I absolutely love receiving those messages of gratitude and thanks. So please keep it up. With all the tactics that are out there right now with all the strategies that we have at our disposal to be the best sales professionals we can be. We can often get a bit paralyzed with all the tools that we have in front of us, but the reality is the phone is still the number one way to engage with their prospects.

Now, the world has gone completely mad, but if you're in sales, You still have a target to meet. You still have to get out there and create net new opportunities. And yes, we can leverage off social tools. We can leverage off social intelligence tools to give us data about our prospects, but the number one way to cut through all the noise.

It's using the phone. The phone is still the best way to engage with your prospects. Now. Sure. There should be a combination. It should be an omni-channel approach to the way we prospect nailing your skills on the phone will only help you with your emailing, with your social, with all the other channels that you can use to engage with your prospects.

And this week, it's pretty cool because we get to talk to somebody who spent their entire career. Building their cold calling skills. And now they run a business where companies outsource their lead gen to Ashley. And she has a team of people that are on the phone, creating net new opportunities. It's a profitable business.

It's been going for a number of years. So just goes to show that when done right when executed well. You're able to use the phone as a mechanism to create net new opportunities for yourself. So this is going to be a great episode. Ashley's, you know, a bubbly character. There's a lot of sort of nuggets here.

We're going to talk about the characteristics and the mindset required to achieve success so that you can be the best sales professional. You can be. So welcome to the show. Ashley,

[00:03:38] Ashleigh Alsadie: thank you so much for having me.

[00:03:39] Luigi Prestinenzi: I'm pretty pumped. Anybody that is going to talk about. The fact that cold calling is far from dead is a friend of mine.

And I can't wait to get started with you. So before we get into today's show, um, we'd love to learn a bit more about you and how you started in the wacky world of self.

[00:04:02] Ashleigh Alsadie: I'd love to share my story. Um, so for those of you who don't know me, my name's Ashley Alsadie. And where did I start in sales or how did I start?

Well, I studied a bachelor of communications, majoring in PR at the university, but like so many when I graduated, I really didn't know. What area I wanted to go into, you know, there was so much choice and it was actually a friend of mine who said, why don't you try corporate sales? You know, you've got the gift of the gab.

You love people. Why don't you try it? And so I actually joined a corporate sales firm at a small one down on the Mornington peninsula here in Melbourne. And that was bright. You know, it was a lot of face to face kind of feel based selling, but I found my niche and my love of cold calling when my boss at the time said, well, Ash, we really need to grow.

We need more clients and I want you to help with that. And I said, well, how do you want me to do. And she pointed at the foreign and said, stop calling. And I still remember that first day when I had to pick up the phone, I was so nervous. I didn't know what to say. You know, there was all that rejection that quite quickly, you know, I learned that there were regular responses.

People were giving me, I started to develop to scrape. Uh, it will bite you. So building rapport, but ultimately. I just loved it. I loved, loved, loved picking up the phone and talking to people and probably the thrill of turning a no into a yes and quite quickly. Um, you know, I obviously established that. I loved it, but I noticed that her clients, my bosses, clients would coming in and saying, we need someone that does what Ashley does.

We need a Coca Cola in our business. So there was a huge gap in the market. And that's where I started to think about running my own business, doing this as well.

[00:05:59] Luigi Prestinenzi: Fantastic and fast forward. And now your company. Helps organizations with their outbound, you know, what we call it telemarketing or sales development, and you actually help organizations add that extra level of sort of sales care.

Um, and you do it as a living, right?

[00:06:19] Ashleigh Alsadie: Exactly. So I feel the lost eight and a half years. Um, I've run the promo Donna, which is a lead generation company. Um, what we predominantly dirt is cold calling and direct marketing. So cold calling and cold emailing and things like that. Um, and we've helped hundreds of.

Uh, of companies all around Australia generating high quality sales leads or sales appointments. So, you know, you started off the podcast saying, you know, talking about cold calling, being dead in that argument that goes on. So I am definitely here to tell you it is far from dead because even during this current climate, we are creating highly qualified sales.

Every week.

Yeah. And is there a specific industry, or are you work across a number of different verticals?

We, we tend to work with service-based industries actually. That's where we found our niche, because look, I think the big differentiator is when not a massive call center. That's like that average tele marketing from churning and burning through numbers.

I think we've got a very high quality approach. You know, I've got a boutique sales from. Really highly experienced sales professionals. And because of that, we can talk to people of all levels. So we find ourselves working with it, companies, branding and design firms hate HR firms, even coaches and consultants, um, creating appointments.

So yeah, I would say B2B service-based industries is, is where we play.

[00:07:52] Luigi Prestinenzi: It's amazing. Right. I just don't know. The, the argument. And when we spoke about this before we went live, right. But the argument just doesn't go away and look, it could be for a variety of reasons. Obviously inbound is, um, you know, people are saying you need to attract and you need to bring in leads.

Um, but the reality is there's many buyers that we want to talk to that aren't necessarily in that level of service. Um, and they're not actively out there looking for the product or service that we offer. And some of them don't even know the problem that they have or the solution that they need to fix their problem.

And so, you know, I'm really challenged by the fact that people say, you know, stop cold calling, stop cold outreach. Um, because the reality is in my eyes, if. No, our product or service can enable somebody to achieve something better. We can help them. It's like, and I say this with respect to everything going on right now.

But if I knew I had something that could fix, you know, COVID-19 everything in my past. To help people with that particular problem. And so that's selling when you actually think about it, when I've got a message that I know there's going to help someone. I know some people can argue and say, oh well, but what if they don't wanted or I'm going to need it.

But the reality is if there's a need out there, you know, it's our job. We're compelled to go and help people fix a particular problem. Yes. Yeah, exactly. Um, so you know what you building your business, um, you know, as, and it's not like it's a business that's been around for six months or a year you've been around nearly a decade.

Right. So you've seen social, the wave of social come through. Yeah. How has that impacted your business in a positive or negative.

[00:09:43] Ashleigh Alsadie: Oh, I love this question. Yeah, because you know, I think when social came along and the online world, you know, was rapidly growing, I think this is definitely when those arguments started, that old sales methods are dying, you know, let's not use them anymore.

Um, I would say there's been. Definitely more positive impacts on my business to be completely honest, because socials have allowed us to warm up leads, number one. So, um, you know, people are now establishing a really strong brand for themselves online, but they still need the phone to follow up. Um, for example, you know, I, I was talking to a woman the other day.

Had done everything to establish a new business for ourselves. So she'd set up a website, she put herself on Instagram, LinkedIn, whatnot, but then was hearing crickets. You know, she was saying, I'm posting all these things and I'm not hearing anything back. And I said, well, are you actively following up?

Your market, are you actually getting on the phone and talking to people because without doing that, you're not getting direct feedback from them about what they really need. That's the thing that people forget. And not only that, we are certainly in an age where people are bombarded with information. So even if you're sending out information, you know, by socials and the online world and people are seeing it and are interested.

I get very busy. This is what people forget. So by following up and using the farm, you have a much higher success rate of actually converting them into a prospective client or a client. So that's been one positive way is being able to warm up leads to then follow them up. Um, but also, yes, I think people are starting to realize that if you're predominantly just online, you're losing that human to human connection and, you know, things like this, you know, this current crisis that people realize that even more, that, you know, since the crisis is here, Um, and we're all isolated.

We want to speak to people. We want to reach out and connect with people. And they're realizing that, you know, if I'm just sitting on my social media trying to do this, I'm not really having conversations with people. Um, so, so pick up the phone people. Okay.

[00:12:10] Luigi Prestinenzi: And I love, I love the way he explained that. And I mean, obviously I see, you know, one of the things that I love about what I do is I get to see a lot of different campaigns, it to see a lot of data.

And a lot of the businesses that I work with are ones that have. Incredible lead generation techniques through inbound, but their conversion metrics are terrible. They generate leads. You like these, all of our high quality leads I'm like most of them are inkwells and not even wanting a call. You're flooding your pipeline with people that aren't ready to buy.

Even the ones that have, you know, number of gates. Um, they, they, they, they they've management process on new leads, um, and the way they call and the speed to. Um, is impacting their ability to get the best from a conversion rate perspective. Um, you know, and I find it really interesting. I'm like, yes, inbound's great.

Um, and I'm not, I'm not saying inbounds knock. Right. But the reality is, um, the offline. Connection is probably one of the most important parts of the process, right? I mean, we ain't selling an Amazon product or a fast moving consumer. Good. Um, we're selling products to people and especially if there's a value that offline connection is absolutely key.

And that's just my opinion. So I'm really glad to hear. I really appreciate you sharing that with me.

[00:13:25] Ashleigh Alsadie: Yeah. And you've actually had, we just, you know, remember that another probably key point to answer your question before on, you know, how's it impacted your business when social media happened? Um, you know, after everyone started generating leads via the online, um, you know, way, um, we've had so many clients just like you're saying, realizing that yes, inbound.

Lead generation is occurring, but the quality is sometimes not there or the qualification process isn't happening and they don't have time. I mean, at the end of the day, that's why people use, you know, say lead magnets or lead generation companies, SEO companies, things like that. They don't have time to do that first half of the sales process.

So I'm going to bet that they're also not having time to qualify at the lake and a positive impact. Clients have now said, look, I've got a LinkedIn campaign and running, or I've got a Facebook campaign I'm running. Can you now follow up these leads to qualify them out? And then book appointments with the people that are actually wanting an opportunity with us?

Cause you bought, you still have to. You know, farm out those that aren't really cane, they just wanted the info or something like

[00:14:43] Luigi Prestinenzi: that. Yeah. That's super interesting. Oh, look, you know, and again, I think it just goes to show right. That the phones are crucial part of the process. Um, and you know, in your building your career, um, especially building this business, um, to the point and to the, to the size that it is right now, what's one of the biggest learnings that you took away, that if you could go back and do it again, you do.

[00:15:05] Ashleigh Alsadie: Oh, there's so many

the journey of an entrepreneur or a business you've never stopped learning, you know, eight and a half years for me. I mean, the Amy's book was. Had such an impact on me as a business. I'm sure you've probably read it as many people have. Um, for those who haven't, the Amy is about having that entrepreneurial seizure where you're a technician.

So I was, when I read that book, I was like, this person has written this about me, like Hayes written it about my life because I was a Coca Cola. I was oppressed Coca-Cola. I loved what I did. And then I had this entrepreneurial seizure where. Hang on. I'm working for someone else. Why aren't I doing these for myself?

Like if I make more money, so obviously jumped in the day, Penn started the primary donor, but then you are the technician that loves what you do. And suddenly you're thrown into manage the manager role where you're no longer the technician you have to manage people. So one of the biggest learnings for me is probably how to better manage patient.

How to attract, grow a great team. Um, that's been my big learning over the eight and a half years, and I'm really proud to say that now I've got a really proven process to find amazing cold callers because we are a very rare breed.

[00:16:42] Luigi Prestinenzi: So I wonder I'm going to ask you something, right. I get asked this question quite a lot and, um, I've got my view, but I want to, I want, wanna ask you.

So, you know, cold calling, you said we're your unique braid, right? Yeah. The type of people that you attract for this role and they a particular social style, are they, are they always the same profile of people that you look for?

[00:17:05] Ashleigh Alsadie: Yeah. Look, that's a great question because, you know, originally when I was hiring, I was doing things like disc profile and all of that, but they had already.

The one book. Do you know what I mean? Like a regionally, when I was recruiting, I was, um, you know, following psychometric testing and whatnot. Cause I thought, well, maybe everyone fits in the one box. There are high I, or something of that nature, which I am. And it's probably no surprise. Um, what all of my staff was so different, you know, some of them were eyes.

Some of them were SS. Some of them were SES, whatever it might be. What has tended to work for me in the world of recruiting a Coca Cola is actually word of mouth and referral. As you know, I find that people that tend to love cold calling and do this for the long term. We like to hang out with each other.

We know each other, we have been in industry sectors together, things like that. So I've always, you know, got my feelers out or I've even got my team asking people if they're passionate about it, you know, do they want to work for our company? And then on top of that, You have to have a really good vetting process initially.

And I don't mind sharing, you know, some of that. So I usually have an interview with people to talk about, you know, are they passionate about cold calling, but a lot of people can say that they are, but the proof's in the pudding. So I then run what I like to call almost like an acid test where I train them on the promo, Gianna, who we are and what we do.

And then I say, we're going to get on the phones. We're actually gonna make some calls and you can sell the promo Donna to the marketplace. Now, people who are great at cold-calling they'll do it. Um, all this. Yeah.

[00:19:00] Luigi Prestinenzi: It's, it's an interesting, you know, and I've actually used that to myself, you know, to sort of see how they go.

And then I give them feedback and try to assist their coachability. And I love that. I love the fact that you, you know, the acid test, but I want to go back a step. Right. So. You know, you talk about people that, that love cold calling. There's probably people listening to this going, mate, what are you talking about?

We don't love rejection and people hanging up and people telling us where to go because we all get it. Right. Um, but just go back a step. So, you know, you're looking for people, you know, take away if not the school, but what are you actually look for? Like, are you looking for, if you had a picture of that perfect person.

What are the attributes that you're looking for? Like anything from mine or you're looking for skills, is it mindset? You know, what, what is that? You know, that it's like, they're standing there and there's a light that's shining over them to say, yes, I want, I want you in my business. You know, what does that person look like?

[00:20:03] Ashleigh Alsadie: Yeah, I love this. So I think they've got to have a whole lot of different attributes. Um, firstly, I mean, they've got to be personable. They've got to be someone that loves talking to people, um, that has such high rapport building techniques because you have to speak to people of all different levels. Um, so that's someone I look for, um, Definitely a positive attitude.

Like they've got to have that ability to master the mindset and do it ongoing because you brought up, you know, that fear of rejection that so many people have when it comes to cold calling. I'm really proud to say that, you know, my team. We don't really have that. And another people might even be listening, going, oh, as if you don't have fear of rejection, but if you are on the phones and you believe in what you're doing and you have the ability, I train people on how to master their mindset.

When I do my cold call coaching. Mindset is one of the most pivotal parts about what we do. And when I talk to people about the steps we take at the prima Donna, to make sure we have that mindset in place, there's a few things like, you know, very goal or an orientated or target driven. Um, you know, so my team write down their targets.

It's if they've achieved them every day, um, they have to have that ability to visualize. You know, and almost like that manifesting of the opportunities they want and need. And one of the other things, and this actually comes back to, you know, when you're painting that picture of who you want. And now the thing is also, um, their tonality and how they sound over the phone.

Now I'm going to share a little insight for everyone here today, because there might be some listening that goes. I don't think I really have a phone voice, you know, that's that great, you know, can I do it? The good news for you is you can actually model your voice. So. When I started out doing cold calling when I was much younger.

So it was probably 1920. My boss at the time said, Ashley, I don't know if I'd buy from you because you don't sound that authoritative. And I said, well, what do you mean? She said, listen to your voice, you have upward inflections and you help a lot of young people. They ask questions like, is that something you'd be interested in?

Their voice kind of goes off at the end of every sentence. And it doesn't sound authority. I said to her, well, what do you want me to do? And she said, well, why don't you try modeling your voice on someone that does have authority? And I thought about it and I decided to model my voice on news reporters.

These reporters, they speak down. SoAshleigh Alsadie national nine news. I go down with authority. So over the years I have bottled and practice

that it's actually pretty cool. I've never heard that before. Because I only, I can only share what the experience that I have right now. I kind of sounds people and all that.

I love intonation. I love about speed tone, but the problem with me when I get on the phone, I'm so excited to just go bang. Um, often, you know, I have to really turn it down a bit. Right. And I often do, but I want to go back a step. So can you just do that again? Cause I really liked that. So you go, you go down, how do

you do.

So Ashleigh Alsadie national nine news. There's a reason that they deliver things like this and it's to get that sense of authority across. So, you know, everyone trusts the media, you know, look at what's happening right now. We look to the news and go, yeah. These guys are telling the truth that, you know, they've got authority.

I trust them. It's the same when you're on the farm. That's a huge tip for everyone out there. If you're looking for a call Cola, you know, they've got that perseverance, that attitude. Target driven night show that you want, but then you think, oh, but they don't really have that foreign voice. I want, I love this.

I'm

[00:24:13] Luigi Prestinenzi: actually awesome. I've got a new technique that I'm going to try after this. I'm going to try to, um, you know, to do a call with that and let's role play. So if you're selling me your services, how would you approach it? So answer the phone. I'm like welcome to the sales IQ podcast. You speaking.

[00:24:32] Ashleigh Alsadie: I would say hi Luigi this is Ashleigh Alsadie from the promoDonna, how are you today? Fantastic. Well, look, I'm actually reaching out from the PromoDonna because where a lead generation agency. And I know the sales, like you podcast, you interview amazing experts in the field. Is that correct? Excellent. Well, as a lead generation company, we constantly are talking to sales experts.

We have so many people at our fingertips and we'd love to share some more information on each of those.

[00:25:07] Luigi Prestinenzi: Oh, fantastic. Where can I sign up? So that's really good.

[00:25:11] Ashleigh Alsadie: Luigi I was like, my gosh, what am I selling to your,

[00:25:17] Luigi Prestinenzi: but there it is. So folks, anyone, anyone listening to our show? Cause we've got a lot of sales pros out there from SDRs to AEs, even sales leaders.

The market is right. I think what I took away from that, regardless of what the message was, it was the way that I put you under the. Without any preparation and bang, you were just able to get into it. You were calm. And so you weren't always like that. Right? Or was this something that you've always been like.

[00:25:42] Ashleigh Alsadie: Yeah, look, I do. I think I was always like that. I mean, I explained to you that when my sales career started, it was because I was thrown on the phone and thrown in the deep end. But I think, you know, that years of practice and persistence has definitely given me that ability, but you've brought up another reason.

As to, uh, or I guess you've shown another way in which you can identify someone who's going to be great on the phone for you, because they do have to have that ability to handle a curve ball question. For example, I mean, at the end of the day, when clients say to me, How would you, and how would you handle a complex question or, you know, what, if you're selling it services and you're not an it expert and you get a curve ball thrown at you?

Well, to be honest, you should never, as a cold caller, be positioning yourself as an expert. In something that you're not, that is how we set up appointments. Yeah. We'll set up appointments by saying, look, this sounds like something you're interested in. How about I set up a time, but yes, you are someone who is selling your own services and you get a curve ball question that you're not sure about.

I have to say one piece of advice I'd give to people is. Remain authentic. And you know, you have to think on your feet, but don't bother and try and make something else up. That's not true. You would have seen with the promo Donna spiel. I just gave them. That was true, that we do speak to sales experts on an ongoing basis.

They're right at our fingertips. I was trying to look for information that I could connect with. It is true. So stay authentic, stay honest. And if someone throws you a curve ball, you're not sure about as well. You know, make sure you just tell them, look, I'd love to, I'd love to come back to you with that information.

[00:27:36] Luigi Prestinenzi: Yeah, that's good. So, you know, obviously right now, and I had this chat with somebody yesterday from a very large tech firm that we're coaching and. It came out. The phrase that I'm saying is our proficient at the moment is a bit exposed, right? Because we haven't got the Mar the marketing budgets have been slashed, um, uh, pipelines have essentially been hit, been hit.

Um, some have, have had the other, the opposite. Their pipelines have just boomed. Right. Um, one of my friends yesterday, Microsoft gold PI. Um, he's business has gone through the roof the last four weeks for six weeks, but he's also worried about fatigue in that there's a lot of these projects aren't going to be there in sort of two months.

And when I say about expose is, you know, now salespeople more than ever, they have to be proactively looking for opportunities. Inbound has dramatically dropped. Um, but the actual there's data to show the search, the amount of people searching for things have dropped. Um, so our industry, uh, profession is a little bit exposed.

So if you're one of those sales pros, new, or somebody that's been doing it for 20 years, that he's thinking. I've got to get back to the basics. I haven't been picking up the phone as much. I haven't been holding myself accountable. Now I've got to do it. I'm nervous. I haven't done it for a while. What can they do to, to get that level of confidence so they can, they can get started again or get more out of what they're currently doing.

[00:29:05] Ashleigh Alsadie: I love this. So yeah, I've recently been talking to a lot of people about this. Cause you spot on it. The current crisis let's think about it. We can't make with people anymore. So, you know, phone-based selling is the way to guard and I completely agree with you that, you know, now's not the time to, to stop.

Selling, especially over the phone, following up with prospects because some people are arguing. Um, you know, but no one's buying right now. That's fine if that's what's happening with your industry, but you need to stay proactive because think about the pipeline you're going to build. When this all turns around Paul, you know, you're going to have so many new opportunities, but to come back to your question, sir, uh, Bain sharing a lot of tips lightly on how to sell more effectively over the phone.

And if, yeah, if someone's listening and saying, well, I want to get back on the phone, but I'm a bit nervous about it. What are your top tips? Yeah, there are so many chips I could share, but if I try to break them down. So the first is, you know, rapport building techniques. That's one thing to look at. Um, you know, and this is before we're getting on the phone.

What are some of my kind of backend tips for you? So before building let's break down communication, so communication is 7% words, 38% tone out. 55% physiology. So, because we're not meeting with people anymore, we've really only got tonality and our words to play with. Yeah. So it'd be, be, become very conscious about your tonality.

We've already touched on this little lady when we were kind of talking about the authority before, but one technique I love to use and my team uses because I'm trained in neuro-linguistics programming. So NLP. Yeah, matching and mirroring is really key. So if you're on the phone, as well as having that all authority of approach, um, you also need to listen out to people's tonality and match and mirror.

So, if I'm talking to a CEO, who's very gruff and he's very slow speaking, there's going to be no connection. If I'm high pitched and really, really fast, you have to become aware and match, you know, those times. Um, the other thing is words, as I mentioned. So if someone's using words, you know, frequently, you need to use those same words to build that sense of rapport.

So, you know, if quality is coming up time and time and time again, Use it back to them, you know, that's the way. And I mean, I could delve into so much of that NLP there's, you know, this could go for two hours talking about NLP techniques, but rapport building is one of them. The other thing I mentioned earlier about mastering your mindset, um, and goal setting before you get into any phone session, make sure you write down.

Your targets as if you've already achieved them these same, so simple that people don't do it. And it's amazing the results that come about. So if I'm getting on the phone, I write down I've achieved five appointments for X, Y, Z. And not only is it great because your mind starts to filter for the results you think you've already got, but it makes the nose easier because when you get an R you think, oh, that's okay.

The yeses are coming. So it's almost, yeah. It's almost like that, that no brings you closer to a yes. That kind

of, and I just spoke to, you know, um, the author of gopher know, I love, you know, I love her concept cause it's about embracing the no, no. You know, enjoy it. You know, we have to sit yes

with a client the other day.

And I would just told him about this, that the nos are just as valuable as the, it

[00:32:55] Luigi Prestinenzi: absolutely I'd rather get a no than no decision. I'd rather get a no, then call me back. And they never answered you people ghost to me. And

[00:33:04] Ashleigh Alsadie: I explained why, because I know if someone says no. Because of this, you've actually got an opportunity to kind of pivot your marketing messages or your sales messages based on what they've told you.

So, so yeah, those are some of the tips. And also, I think, you know, if you're someone who in this climate is getting back on the phone, you know, we were talking about this earlier, Luigi, that, you know, Just got to all, remember that sales is about helping people and more than ever before in this climate, you have to demonstrate that that is your ultimate goal.

When you're on the phone to people, it is simply about having a good conversation, understanding where they currently are and how you can help them to get through these crisis. Because if you're going to get on the phones and do a blatant sales pitch, It, ain't going to cut it in this current climate.

That's my belief. Anyway.

[00:34:05] Luigi Prestinenzi: Yeah, absolutely. I think I've found that grab that is the grab that we're going to go to market with, because that is awesome. Like for me, Ashley, that sort of kind of summarizes everything that we're discussing. It's not about us. It's about them, you know, it's about helping them and making sure our message resonates for them.

And, you know, people can say our inbound inbounds away stopped cold calling, but there were a lot of messages that are appearing in my feed or advertisements that are coming. And the message is completely wrong for the buyer persona that they're chasing. So just like anything cold calling, cold emailing, cold outreach, whatever word you want to use.

Can be done really well, just like, you know, inbound can be done really well, but ultimately they are both effective and they're both mechanisms to drive pipeline performance. So I really appreciate you sharing some of your stories with us today. Before we wrap up, I asked this question of every single guest in your opinion.

East sales, an art or a science.

Yeah. I have to get the bloody, both. Yeah. They get the boat, but now,

[00:35:13] Ashleigh Alsadie: and I'm going to explain why I think sales is an art form. Um, you know, going back a few steps to when you asked me what I look for in people, when they're a professional cold caller, you know what makes a good cold caller? Um, As a little bit of a background that I haven't really given you any insight to.

I actually, um, was, I shouldn't say was, but I did acting my past life. Um, I actually was on a few TV shows here in Australia, um, you know, with very small roles, but I think to a certain extent. That performing side does come into it. So it's almost like an art form in that sense. You've got to get into the persona that you want to be perceived as by your prospects.

Now people listening might go, oh, but if you're acting isn't that not being authentic? Well, actually acting a really good actor. Brings truth to every scene. That's why you believe them. So when you are selling, yes, you are performing in a certain sort of way. However, I also believe that you are being completely authentic and truthful in what you're doing.

So that's where the art comes into it. But the science, yes, I, you know, the other day when I was talking to people about how to more effectively sell over the phone during this time, I was talking about things like the importance of measuring and monitoring your calls, stats, um, you know, as much.

Hopefully it's about the approach. It's also still a numbers game. So there are many stacks that you have to look at, you know, to be able to, um, manage and monitor what you're doing. Um, so yeah, there's my answer. I would say it's not both an art and a science.

[00:37:07] Luigi Prestinenzi: Hello. I love the way you spoke about the fact that the performance, the acting brings out the truth, you know, and, and I really, that really resonated with me.

So thanks for sharing. And before we wrap up, where can our listeners find you and connect with you? I'm

[00:37:20] Ashleigh Alsadie: definitely online as much as I love those, those old sales methods. I am online as well. So look, I'd love for people to follow me on or connect with me on LinkedIn. I love that platform. Yes. Connected most of the way.

Do you, haven't we? Yeah. SoAshleigh Alsadie, I'm also on Instagram, I'm on Facebook, but probably where I'd love you to reach out the most. Everyone is AshleighAlsadie.com, which is my website. Um, I've got my podcast on there, which is the distance royalty project, um, which is all about. Feeling like a beautiful, full when you're selling it.

I'd love to make you more sales loyalty, but for those people listening as well and thought, you know, the promo John or the lead generation company might be able to help you in your company. There's also the PromoDonna.com. So.

[00:38:14] Luigi Prestinenzi: All right. Fantastic. So we'll put all those in the show notes so that people can connect with you.

We want them to connect, share what they loved. So really appreciate you coming on. I know this is a topic that I love to talk about. I'm huge on outreach. Um, and you know, I think any message right now, um, that can help sellers be the best they can be is a message I need to listen to. So thanks for what you do for the community.

And, uh, yeah. Look forward to connecting with you.

[00:38:40] Ashleigh Alsadie: Fantastic. Thanks so much everyone. And thanks for having me.

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