Cold Calling Sucks (and That's Why It Works)

A Step-by-Step Guide to Calling Strangers in Sales

De: Armand Farrokh, Nick Cegelski

Narrado por: Armand Farrokh, Nick Cegelski

Your Ultimate Guide to Book 1 in 3 Cold Calls

Cold calling is painful and uncomfortable for every single salesperson on Earth.

The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection.

But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard.

Cold calling sucks. And that's why it works.

While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of:

- Step-by-Step Breakdowns & Talk Tracks: You'll learn how to win the first 60 seconds, overcome any objection, and land the meeting.

- Audio Clips to Master Tone: It's not just what you say, but how you say it. Listen to over 31 voiceovers

- Examples for Every Industry: Learn from interviews with 200+ elite reps who sell SaaS, real estate, and everything in-between.

- Backed by Gong Data on 300M+ Cold Calls: Every tactic is supported by results from real cold calls so you know it actually works.

If you embrace the suck of cold calling and master the frameworks in this book, you'll reach the top 10% of reps who book 1 meeting for every 3 cold calls that connect.

This is your step-by-step-guide to get there.

Founders of the #1 sales podcast, 30 Minutes to President's ClubArm and Farrokh led Pave from $0 to $13M+ ARR in two years as VP of Sales, and Nick Cegelski won #1 Enterprise Seller multiple times selling 6 & 7-figure deals.

©2024 30 Minutes to President's Club (P)2024 30 Minutes to President's Club

Reseñas de la Crítica

"The #1 reason for failure in sales is an empty pipeline. And the #1 reason your pipeline is empty is that you avoid cold calling. In this book, Armand & Nick inspire you to get past your mental hangups, pick up the phone, and start cold calling. Read it now. Your bank account will thank you!"—JEB BLOUNT, bestselling author of Fanatical Prospecting

Immediately applicable

Use the heard the name tossed around opener and went 8/8 calls to meetings before the streak snapped. Immediately applicable knowledge that is easy to practice.

In depth and Very Useful

This book beat my expectations. I’ve been in sales for 8 years and have seen/heard a lot. This book acknowledged a lot of problems Sales reps come across. It really does open your eyes to see how effective Cold Calling can be. If you are the one rep that is good at them while everyone else procrastinates calling, you’ll have the biggest advantage! Thanks for all the insights!

One of my favorite sales books of all time

Great listen, incredibly insightful even for someone who has been in presidents club multiple times and has 8+ years of selling under their belt.

Everything you need to know for cold calling

The most up to date info on cold calling. Enjoyed the provided talk tracks and statistics. I’m ready to hit the phones!!

⭐️⭐️⭐️⭐️⭐️ My First Sales E-Book

I’ve been working in sales for 3 years now and this book challenged me to learn to love cold calling. Cold calling really does suck but it’s a requirement in the sales industry. Having the courage to put yourself in an uncomfortable cold call sets you apart and prospects who are genuinely interested will respect you at the end of the day because you had the balls to call them. That’s all I needed to hear to get myself to want to be better at cold calling.

Immediately Applicable

Phenomenal. Specific examples hit the exact objections I run into daily. Can’t say enough good about this book.

Finally!

BDR here. Just started a gig in a new industry a few weeks ago. After implementing the actionable approach in this book, I scheduled 3 meetings in my 2nd week. Mind you, quota after a 90 day ramp is a meeting a day, and I’m past halfway there.

This book is a gold mine.

Take the time to read it thoroughly. Do the homework, practice and be consistent. The stuff in here works…. if you work it!

A Must-Read for Anyone in Sales or Customer-Facing Roles

As a former timeshare salesperson, Brandcare specialist for Ally Smart Auction, and now a support engineer, I needed this book to understand why I was so successful in the past. Cold Calling Sucks (And That’s Why It Works) helped me connect the dots between my past experience and my future goals. With an opportunity to join Bitdefender, I’m excited to apply both what worked for me before and the fresh insights from this book—recommended to me by my future team lead.

This book is brilliantly written, no fluff, no nonsense, just real-world strategies that work. If you’re in sales, support, or any role that requires you to build relationships and drive results, I highly recommend it. It even inspired me to consider writing a similar book for support engineers struggling to meet and exceed their KPIs.

Solid no-fluff instruction on exactly how to cold call and be proficient at it

I like that this book provides specific instruction and cuts out all fluff. The book is short and sweet and to the point the entire time. The entire thing is instructional in nature. A lot of books out there could and probably should be cut down to about 1/3rd the length. Outside of that, the instruction is great. I really feel confident that I’m going to be good enough to be “dangerous” starting out..? And then grow with time and an ever-increasing amount of reps into an absolute killer on the phones. But I know, just like Armand started to see instant improvement when he first started using the heard my name tossed around opener at Northwestern Mutual, that there will be instant improvement from the jump. As someone who already makes 40 dials a day just not using this approach and not all the dials are purely “cold”… I am already in the rhythm. I just wanted the instruction to go completely cold because if I go completely cold there is a vast amount of prospects out there for me to reach out to and if I cold call effectively, I can become more consistent in my business and my pipeline will stay consistently full, and I love that I’m not relying on anyone to give me referrals — I drive my business forward myself… and I also love that I can target the right kind of prospect so I’m getting high quality prospects into my pipeline constantly and repeatedly not hit-or-miss prospects. Even if my conversion rates are lower than someone who calls warmer leads that are all referrals, the sheer amount of volume of great prospects that I’ll consistently be able to contact will outpace the referral method (I’m running out of referrals quickly and I will soon be out of dials to make at the rate of 40 dials a day and I am not finding 200 new referrals per week…. Not even close… and it’s probably unrealistic to expect clients/prospects I talk to refer 200 new names to me cumulatively. That’s a lot.) So, all in all, I can make more money on less of a client base and with the same work, making all of this much more easily scalable. That was my reasoning for buying the audiobook — I ultimately decided to go completely cold — and I definitely got everything I needed to move forward. I did want to finish the book in full before starting to make phone calls - it’s just how my brain works, but I finished last night, today is Sunday 7/27/25, I’m cleaning up my plan, and I’m going to start making 40 cold calls per day starting tomorrow, and I’m never looking back. Thanks for all the value Armand and Nick.

Realistic how to guide

Great read for new salespeople or those looking to do more. Practical and easy to follow.