Stage 8 · Practise every day

Your memo cards to print

One card per stage, five to seven lines each, written to fit on a corner of your desk. Read them, tick them, print them.

3 min +20 XP 3/3
Academy
0 %

How to use them

Each card boils a stage down to a few lines you read in thirty seconds, before a calling block or after a bad call. Tick a card once you have read it: the lesson is marked complete when all eight are ticked, or as soon as you print them.

The print button outputs only the cards, two per page, with the Skipcall header. Pin the card of the stage you are working on this week next to your screen, and swap it the following week.

Key takeaways

  • One card per stage, readable in thirty seconds.
  • Only one card at a time next to your screen: the stage you are working on.

Your eight cards

0 card read out of 8

Read, tick, print. The lesson is complete once all eight are ticked or as soon as you print.

Card 1

The job

  • You sell the meeting, not the product.
  • A qualified meeting is defined in writing with the salesperson.
  • Your KPIs: conversations, meetings held, pipeline created. In that order.
  • Two calling blocks a day, at the hours people pick up.
  • The CRM gets filled after each block, not on Friday night.
  • The "no" is not about you: it is about the call.
Card 2

The list

  • An ICP in three criteria: size, industry, signal.
  • A persona = a role + a problem they own.
  • Validate numbers before dialling, not during.
  • One angle per contact, written on the record before the call.
  • A list of 30 to 40 numbers per calling block.
  • What is not in the CRM does not exist.
Card 3

The cold call

  • Three minutes of prep: who, why them, which signal, which next step.
  • Name, company, reason tied to the prospect, question. Thirty seconds.
  • The assistant is an ally: full name, courtesy, never a lie.
  • One open question beats three arguments.
  • Offer two slots, never "whenever you want".
  • Voicemail: twenty seconds, your name twice, one reason, a slow number.
Card 4

Discovery

  • Situation, problem, implication, need: one question per floor.
  • Listen twice as much as you talk.
  • Rephrase before answering: "if I understand correctly…".
  • Quantify the problem with the prospect, not for them.
  • MEDDIC: who decides, on what criteria, on what timeline.
  • End with the next step and a date, never with "I’ll let you think about it".
Card 5

Objections

  • An objection is a question in disguise.
  • Four families: time, need, competitor, trust.
  • Acknowledge, isolate, answer short, return to the next step.
  • Never argue, never apologise, never give up at the first one.
  • At the third objection, thank them and move on.
  • The silence after the question is your best tool.
Card 6

Sequences

  • The call opens, the email confirms, LinkedIn warms up.
  • Six to ten touches over two to three weeks.
  • Every touch brings something new.
  • Never two emails in a row without a call in between.
  • Two days of silence after the fourth touch.
  • The last touch announces the stop and leaves the door open.
Card 7

Metrics

  • A rate = the stage divided by the previous one.
  • Look for the rate leak, not only the volume leak.
  • One point gained weighs more on a low stage.
  • OTE = base + variable at 100%. Compare bases.
  • Negotiate the qualified meeting definition and the ramp.
  • What comes next is earned by targets hit, quarter after quarter.
Card 8

Practice

  • Ten questions before the first calling block.
  • One random prospect a week, out loud.
  • Replay one of your calls a week with the scorecard.
  • One memo card next to the screen, this week’s.
  • Write down every new objection and its answer.
  • Consistency beats talent.

A term you are not sure about? The cold calling glossary