70 episodes

Join Kevin Hopp on Hopp on Calls as he takes the art of the conversation and turns it into an effective outbound sales motion. Listen in to actual cold calls and learn the tips and tricks that Kevin has learned after cold calling prospects more than 500,000 times. He features sales leaders who crush their outbound so you can learn their most effective strategies too!

Hopp On Calls Salescast

    • Business
    • 4.8 • 18 Ratings

Join Kevin Hopp on Hopp on Calls as he takes the art of the conversation and turns it into an effective outbound sales motion. Listen in to actual cold calls and learn the tips and tricks that Kevin has learned after cold calling prospects more than 500,000 times. He features sales leaders who crush their outbound so you can learn their most effective strategies too!

    S2 Ep19: Cold Calling on Giving Tuesday with Rob Turley

    S2 Ep19: Cold Calling on Giving Tuesday with Rob Turley

    This episode of Hopp on Calls with Kevin Hopp is the first part of my cold calling session with Rob Turley, The RevOps Hitman and Chief Revenue Operations Officer at ChatConversions. This day was Giving Tuesday, the perfect occasion to reach out to HR professionals and see if they would like to explore they can give back to the community.

    Rob also reaches a prospect who has heard of his client's company before, a rarity, and it is safe to assume that they would have an army in a call center at their disposal, making them not a good fit. Kevin suggests using category language for prospects like this to which Rob agrees to try it out.

    HIGHLIGHT QUOTES

    The Here's the Pen Trick explained - Kevin: "At the end of a set meeting, like a discovery meeting or a first meeting or whatever, if you don't know this person very well, I use what's called the Here's the Pen Trick. It's a quick little thing. At the end, if it's gone well, I always ask, I say, Hey, Rob, do you have a pen? And then they say, uhh, no, but I got my laptop, I got my phone, or they say yes. I say, cool, take down my cellphone number, then you give them your cellphone number. And what do they do back? They reciprocate."

    Find out more about Rob and connect with him at the links below:

    LinkedIn: https://www.linkedin.com/in/the-revops-hitman/
    Email: rob@chatconversionspro.com
    Cellphone: 845-746-6090

    You can connect with Kevin Hopp at the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/

    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    • 16 min
    S2 Ep18: Create a Topic-Driven Conversation with Ryan Pereus

    S2 Ep18: Create a Topic-Driven Conversation with Ryan Pereus

    This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Kevin shares how to lean into the information you do know and create topic-driven conversations with prospects. Ryan also suggests to not just cycle through lists but to analyze the best times and days you reach your prospects and micro-adjust to double down on what is converting higher.

    HIGHLIGHT QUOTE

    Record calls and analyze them to figure out higher conversion rates - Ryan: "One of the things we tell our clients is we are on a continuous improvement cycle every month for you. We're going to constantly micro-adjust and sharpen it based upon what we see in our results. And so we'll tag what time, day person called and then just lean towards what's converting higher."

    Lean into the information you do know in a cold call - Kevin: "I always teach reps, lean on what you do know. As a rep, you have to be able to say well, I see you as someone in operations, people operations, and here is why, then you connect okay, if this is your title, here's what people operations generally talk about."

    Find out more about Ryan and connect with him in the links below:

    LinkedIn: https://www.linkedin.com/in/ryanpereus/
    Website: https://superhumanprospecting.com/

    You can connect with Kevin Hopp in the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/

    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    • 17 min
    S2 Ep17: Set a Meeting to Digitally Shake Hands with Ryan Pereus

    S2 Ep17: Set a Meeting to Digitally Shake Hands with Ryan Pereus

    This episode of Hopp on Calls with Kevin Hopp is the first part of my conversation with Ryan Pereus, CEO and Founder of Superhuman Prospecting. Ryan lands a meeting in this episode and he phrased it as a way to "digitally shake hands" with the owner, an off-the-cuff comment that proved to be effective. Ryan also shares that, in their experience, December is actually the best time to cold call because nobody makes calls during this time.

    HIGHLIGHT QUOTE

    A request to call back in the first quarter was a signal to lean in - Ryan: "We're not trying to sell you now. That's not the point, so let's push the sale off to March. Now the pressure's off and now we're just having a conversation to see if this can help when they're ready."

    Find out more about Ryan and connect with him in the links below:

    LinkedIn: https://www.linkedin.com/in/ryanpereus/
    Website: https://superhumanprospecting.com/

    You can connect with Kevin Hopp in the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/

    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    • 15 min
    S2 Ep16: The Golden Rules of Cold Calling Part 2

    S2 Ep16: The Golden Rules of Cold Calling Part 2

    This episode of Hopp on Calls with Kevin Hopp is the last part of a special educational feature on the Golden Rules of Cold Calling. The first Golden Rule today is to be interested and interesting or have a dynamic personality on the phone that engages prospects that gets them talking to you.

    Kevin also doubles down on the importance of targeted list-building and provides a formula for efficiency to get meetings over time. Lastly, cold calling is a numbers game, so do not be discouraged because a large chunk of your market is not actively looking for a solution.



    QUOTES

    Build your targeted list and time will reveal qualified prospects - Kevin: "The list-building process is the number 1 most overlooked thing in outbound. Period, full stop. You should put more time into building your list so that your lists can actually be more targeted. Outbound will always work with time. The game we're playing is time."

    Understand that cold calling is a numbers game - Kevin: "In your market, only 3% of people are the very, very tippity top are actively looking for a solution and have the problems... looking for a solution thing. These are the ones that we all freaking love."



    You can connect with Kevin Hopp in the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/



    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    • 19 min
    S2 Ep15: The Golden Rules of Cold Calling Part 1

    S2 Ep15: The Golden Rules of Cold Calling Part 1

    This episode of Hopp on Calls with Kevin Hopp is a special educational feature on the Golden Rules of Cold Calling. Kevin explains that first and foremost, prospects are not interested. Knowing this, it is a cheap objection and should be treated as a false negative that should not be taken at face value.

    The second is that conversations are king. You can only find out if a prospect is potentially interested by having a conversation with them. The third is fat stacks in the circle backs or making follow-ups, the biggest area to get meetings from. The last Golden Rule today is business problems and valuable solutions, or having valuable conversations on problems you can solve.



    QUOTES

    Don't fall for the false negative - Kevin: "The false negative is the cheap objection that you get that you might take at face value as oh, they just told me they're not interested in the first 7 seconds of the call, therefore I can never sell my solutions to this company. Wrong."

    You get more meetings by following up - Kevin: "Trying to get a hold of people on the phone is hard enough, so when you can identify that someone has this number and picks up, that you can reach them on that number, that is worth following up."



    You can connect with Kevin Hopp in the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/



    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    • 20 min
    S2 Ep14: How to Get Past Gatekeepers with Blake Hudson

    S2 Ep14: How to Get Past Gatekeepers with Blake Hudson

    This episode of Hopp on Calls with Kevin Hopp is the last part of my conversation with Blake Hudson, the SDR Manager of Tapcart. Blake suggests asking for 15 minutes of your prospect's time by framing it as 1% of their day.

    They discuss strategies to get past gatekeepers then Kevin reaches a number that, while it was the right company, was no longer the right person. They have a good conversation and Kevin agrees to follow up within the week.



    QUOTES

    Don't be afraid to pick up the phone - Blake: "You're not going to make a cold call that's so bad that they print articles about you in the paper and your business goes under. Not possible. So just lean in."

    Build rapport with gatekeepers to get an honest answer - Kevin: "You say, Hey Blake, I've called five times for Thomas. Every time he seems to be the world's busiest man. I totally get it. Will I ever get through to Thomas on this number? Can you be real with me for a second? And they will generally be honest with you in that moment."



    Find out more about Blake and connect with him in the link below:

    LinkedIn: https://www.linkedin.com/in/onebrightblake/



    You can connect with Kevin Hopp in the link below:

    LinkedIn: https://www.linkedin.com/in/khopp/



    Hopp on Calls is powered by Kixie.

    Hone the craft of outbound sales at Cold Calling 101.

    Click [here] to listen in to Part 1 of my conversation with Blake!

    • 15 min

Customer Reviews

4.8 out of 5
18 Ratings

18 Ratings

Hoppdogs ,

Super useful

Ready for more. I like knowing what makes people WHO they are and WHY they are. Excited to learn from Kevin’s guests.

Angelah62 ,

Great Info

I like the format and the information is useful! Can’t wait to see what comes next!

AmyDorr64 ,

Great podcast!

Kevin provides great information and ideas! This will be on my list for listening!

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