Practicing Warm Tips for Cold Calling

Written by Meghan Keough

Meghan is a sales development representative at The Selling Factory as well as a sophomore studying Business Administration at UF. Fueled by her passion for writing and storytelling, Meghan has immersed herself in academic writing and journalism since her freshman year of high school. She gathers her inspiration from her hobbies, including reading novels and discovering new TV shows and films.

Photo by thevibrantmachine from Pexels

I always light a candle when I’m working off a cold calling sales script from home. Something about the flapjack-scented sweet air wafting through the room reminds me of the breakfast I never get around to making before my morning shift. 

While I love the flickering flames and the warm light (that’s better than any harsh desk lamp), I can never strike the match on the first try. I’ll go through anywhere between two and five matches before I create fire. Grabbing two sticks and rubbing them together would get faster results.

During my first two months as a sales development representative (SDR) at The Selling Factory, I could never seem to strike a sale on the first try, either. My shifts consisted of call after call, voicemail after voicemail, and cup after cup of hot tea for my hoarse voice. 

Then, after reviewing some of the best tips for cold calling, it clicked. 

When to Use (and Abandon) the Script

#1 Building Your Own Script

Making a cold call can be unnerving, even for seasoned SDRs. 

If you’re wondering how to be successful at sales, cold calling sales scripts are a great place to start. They offer a framework for SDRs to stay organized and consistent, but more importantly, build confidence. 

#2 Internalize the Product, Don’t Memorize It!

The first key to leveraging the cold calling sales script is to internalize, not memorize. As you improve as an SDR, internalize the benefits of the product or service you’re selling and its added value for the prospect. 

If you understand and believe in the value you’re offering, so will the client. Help them realize the benefits your product can bring them and their company. Internalizing is fully understanding what it is you’re offering goes further than simply memorizing some lines on a piece of paper. 

You have to be able to improvise because the script can’t account for every response. If you know the product, this won’t be much of a problem.

Sometimes SDRs have to learn cold calling through trial and error. This often means putting your own twist on the script (within reason: don’t venture into false advertising because it’ll backfire). 

#3 Humanize the Cold Call

As an SDR, you want to constantly lead a prospect further down the pipeline. That may mean prioritizing the nurturing aspect of good business sales development. After all, a real person, just like you, is on the other end of the phone. 

If you listen, you may gain a whole lot more than you’d think. Establishing a friendly and personal relationship between yourself and a prospect can go a long way towards success in sales. People are generally more likely to buy from those they know and trust.

Strictly reading off of a script like a robot almost never works. For instance, C-3PO from Star Wars. Even though he’s a droid, his character works because he’s one of the most charismatic figures in the famed film franchise.

#4 Accept—and Learn—From Cold Call Rejection

Even after learning all this, it took a long time for me to make my first couple of sales. When I did, I felt a huge sense of accomplishment.

The truth is: like many sales representatives (especially those just starting), I’ve gotten so many more rejections than sales.

Experienced sales managers and new SDRs alike are no stranger to rejection. The best advice: review and discuss your previous calls to identify what strategies you need to adopt, adjust—and move on from. 

While a prospect may have said no today, they may not next time.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.