Cold calling is dead—or so claims our guest, Ben Victorica, in this thought-provoking Two Tall Guys Talking Sales episode. Hosts Kevin Lawson and Sean O’Shaughnessey dive deep with Ben into the challenges of modern sales pipelines and explore why traditional outreach methods are no longer effective. Together, they uncover how relationship selling, fueled by emotional intelligence and strategic connections, is reshaping the future of sales. Whether you’re a seasoned sales professional or just starting out, this episode is packed with actionable insights you can’t afford to miss.
Key Topics Discussed
- Why Cold Calling is Ineffective Today
Ben discusses the inefficiency of cold outreach in the modern era, citing Bank of America’s 2021 decision to ban cold calling as a pivotal moment in sales strategy. (Approx. 00:01:00) - The Economics of Cold Outreach vs. Relationship Selling
Sean explains the hidden costs of cold calling, emphasizing the expensive hourly rate of quota-bearing sales reps and its low ROI. (Approx. 00:02:20) - Leveraging LinkedIn for Strategic Connections
Ben provides a practical, step-by-step guide to mining LinkedIn connections for warm referrals, using your network intelligently without costly tools. (Approx. 00:05:35) - The Role of Emotional Intelligence in Modern Sales
Kevin and Ben discuss how sales professionals can use emotional intelligence and relationship intelligence tools to identify and nurture stronger business relationships. (Approx. 00:10:45) - Maximizing Relationship Capital with Technology
Ben introduces KnowledgeNet, a tool that helps sales teams unlock and scale their relationship capital to drive business growth. (Approx. 00:12:00)
Key Quotes
- Kevin Lawson:
“Top of funnel cold outreach with no relationship is nearly impossible—it’s a cost line on any P&L.” (Approx. 00:04:48) - Sean O’Shaughnessey:
“If you hand someone a list of 100 people you’d like an introduction to, you’ll get zero. But ask for five or ten, and you’ll get meaningful connections.” (Approx. 00:07:45) - Ben Victorica:
“Cold calling is dead. Relationship selling instead.” (Approx. 00:01:49)
Additional Resources Mentioned
- KnowledgeNet.ai: A powerful tool to uncover and leverage relationship capital within your organization. Visit KnowledgeNet
- Wall Street Journal 2021 Article: Referenced by Ben regarding Bank of America’s decision to ban cold calling – https://www.wsj.com/articles/bank-of-americas-merrill-lynch-to-ban-trainee-brokers-from-making-cold-calls-11621850400.
A Significant Actionable Item from this Podcast
Use LinkedIn as a referral engine.
List key LinkedIn connections that align with your ideal customer profile. Then, approach your strongest network contacts—your “super connectors”—with a curated list of five to ten potential introductions. Respect their time and include a pre-written email template to make the referral process seamless.
Why You Should Listen to This Episode
The sales landscape has shifted, and the old playbook of cold calling no longer delivers results. This episode offers a fresh perspective on building pipelines using strategic relationships and modern tools like KnowledgeNet. Packed with real-world advice from Kevin, Sean, and Ben, this conversation will inspire you to rethink your sales approach. Ready to ditch outdated tactics and embrace the future of selling? Tune in now to gain the edge you need.
