Belkins Podcast · 2025-02-06 · 1h 23m
Cold calling is making a comeback. Enterprise sales has changed. And taking prospects to the World Series might just be the smartest move in sales. In this episode, Colin Specter, VP of Sales at Orum, breaks down how he helped scale a bootstrapped startup into a Series B+ sales powerhouse - and why relationship-driven sales is more important than ever. Does taking a prospect to the World Series make sense? Colin explains why high-touch engagement wins big deals - and why an $8,000 investment on client experiences can outperform digital lead gen. Why cold calling isn’t dead. AI has flooded inboxes, making voice the next frontier. Find out why sales teams are doubling down on live conversations. Orum’s go-to-market edge: Why their "pilot-first" approach closes faster than traditional sales cycles. The #1 mistake sales leaders make when moving upmarket. Colin shares why some startups fail at enterprise sales - and how to avoid those missteps. Forget MEDDIC - why Orum created its own framework (MEADFIC) and what’s missing in your sales process. Full-cycle selling is back: Why top AEs are generating their own pipeline - no matter how full their calendar is.
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