On demand

Cold Calling

Cold calling is an essential skill for any sales development professional. It is the most direct way to connect and begin to build a relationship with current and prospective customers. Differentiating selling from soliciting can be difficult, this course will show you how Josh Roth built a $1M book of business in just 18 months through cold calling alone.

This course will help you make cold calls efficiently and confidently. You’ll learn how to prepare for the call, build a directional script and introduction, work to gather more intel, and turn cold calling into warm calling. After completing the course, your cold calling will be stronger, leading to booking more meetings, sourcing more pipeline, and closing more deals.

Course details

Enrollment type: On demand
Open to: Executive and Associate Members

Enroll on demand

Josh Roth, Instructor

Josh Roth is a leader with over 10 years of sales experience, including two exits (one IPO and one acquisition). Josh started his career making 120 cold calls per day and built a $1M book of business in just 18 months exclusively through cold calling. In his career, Josh has now made over 100,000 cold calls and built a book of business of over $15M. He was a co-founder of SDR Defenders and is currently VP of Commercial Sales at Lob, as well as an advisor to Series A-B SaaS revenue organizations.

Connect with Josh

Course curriculum

This course is designed for early career sales professionals looking to strength their cold calling skills.

Session 1:
Research and Due Diligence

Learn how to prepare for cold calling by collecting intel that will help you build pipeline, book more meetings, and read financial statements.

Session 2:
Scripting and Prioritizing Information

Learn how to identify and prioritize your reasons for the call. In this class you’ll learn how to condense the information you gathered in research and due diligence into a script or guideline for cold calls.

Session 3:
Cold Calling, Objection Handling, and Follow Up Steps

Learn how to leverage your research skills, scripting, and tonality in a way that leads to more successful call outcomes.

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Have increased confidence when cold calling
Increase meetings booked
Increase number of deal in the pipeline
Close more deals

Enroll on demand

A woman smiling while conversing with another Pavilion member.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: Enroll on demand at any time.
: Due to this course being on demand, you can participate in sessions at your own pace.
: Due to this program being offered on demand, you can enroll at any time.
: We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

CRO School

CMO School

Enterprise GTM School