►
From YouTube: TT103: Introduction to Cold Calls
Description
This is a Tanuki Tech session on 12/13/2022.
For more on Tanuki Tech, see here: https://about.gitlab.com/handbook/marketing/revenue-marketing/sdr/tanuki-tech/
For more on the speaker, see here:
https://www.linkedin.com/in/christopher-wang-0835b226/
A
So
I
want
to
talk
a
little
bit
about
cold
calls.
How
many
of
you
have
done
over
500
cold
calls
in
your
life
all
right?
How
many
of
you
have
done
over
a
thousand
yeah?
That
is
pretty
impressive?
Okay,
so
this
will
be
a
pretty
easy
session
for
you.
What
I
want
to
talk
about
today
is
what
does
it
mean
to
do
a
cold
call
here
at
gitlab?
A
A
Not
everything
is
required,
but
there
are
best
practices,
so
the
first
best
practice
that
we're
talking
about
is
this
thing
called
a
pattern
interrupt
so
I
just
want
you
to
imagine
a
situation
and
how
many
of
you
go
to
REI
like
REI
retailers
a
little
bit
okay,
but
you
all
know
what
REI
is
right:
the
brand!
Yes
all
right,
so
REI
is
an
outdoor
store.
A
It
sells
a
lot
of
like
camping,
hiking,
stuff
and
I.
Just
want
you
to
imagine
this
situation
all
right,
so
you're
going
to
the
okay.
Well,
I,
don't
know
what
that
rest
of
that
is,
but
you're
going
to
REI
that
grow
this
this
store
you
have
to,
because
you
need
to
return
an
item
and
right
in
front
of
this
store.
You
see
two
people
and
they
have
clipboards,
looks
like
they're
with
looks
like
maybe
Greenpeace.
A
It
looks
like
everyone
who's
coming
in
and
out
they're
asking
sounds
like
they're
trying
to
probably
like.
So
it's
like
a
fundraising
thing.
Something
like
that.
So
you
know
you
need
to
go
to
REI.
There's
only
one
entrance
you're
still
a
hundred
feet
off
from
them.
You
haven't
locked
eye
contact,
so
my
question
is:
do
you
see
these
people
you're
not
engaged?
Yet?
How
does
that
make
you
feel
from
an
emotional
standpoint,
knowing
that
there
are
these
Greenpeace
people
in
front
of
you
like?
How
does
that
impact
your
emotions,
oops.
C
C
B
A
All
right,
so
here's
something
that's
kind
of
interesting.
It's
just
seeing
these
people
has
triggered
a
response
in
US.
Is
that
a
conscious
decision
that
we've
made
to
get
angry
or
to
get
afraid
or
is
it
something
that's
subconscious
like
it
happens
almost
automatically
for
us
probably
automatically?
It
happens
automatically
right,
and
this
is
really
really
important
for
us
and
it's
last
question
that
I
have
so
given
that
every
single
person
is
passing
by
them.
They
already
have
this
negative
emotional
state
going
in
these
Greenpeace
people.
Do
they
have
a
higher
or
lower
conversion
rate?
A
Considering
they've
created
this
subconscious
reaction
in
people
lower
lower
right,
so
here's
the
thing
about
sales.
The
thing
about
sales
is
that
human
beings
are
creatures
of
habit.
They
have
all
sorts
of
subconscious
reactions
to
things
when
we
cold
call
people
it's
important
for
us
to
realize
that
we've
actually
triggered
a
subconscious
reaction
for
them
to
get
angry
and
hang
up
on
us
all
right.
A
That's
just
it's
just
human
nature:
it's
not
our
fault,
it's
not
their
fault!
That's
just
how
human
beings
think
all
right.
So
there
was
this
one
story
and
it
was
a
number
one
sales
person
in
I
forget
which,
which
San
Francisco
tech
company
but
really
famous
sales
person,
and
he
was
doing
his
cold-
calls
November
Christmas
time
frame
coming
up
and
he
actually
got
the
flu
and
what
he
realized
was.
You
know,
he'd
call
someone
and
ring
ring
hello.
B
A
A
C
A
Sorry,
I
I,
just
really
just
gonna,
like
probably
something
might
have
the
flu
or
something
but
yeah
I
mean
the
reason
why
I'm
reaching
out
is
because
I
was
working
with
some
of
your
competitors
on
saving
them.
Money
in
terms
of
devops
was
wondering
if
you'd
be
interested
in
having
a
similar
conversation
right.
A
What
I
found
out
was
that
his
conversion
rate
actually
went
up
like
double
what
it
regularly
was,
even
though
he
did
something
that
he
completely
did
not
expect,
and
the
reason
why
is
because
it
broke
that
subconscious
reaction
of
making
people
angry
it
flipped
it
into
one
of
empathy
and
care
right.
So
what
we're
saying
with
this
is
we
don't
want
to
be
like
lying
and
coughing
in
the
phone
all
the
time,
but
we
do
want
to
think
about
the
fact
that
we
are
subconsciously,
creating
a
reaction
in
people
and
being
creative
about.
B
A
A
Look
up
many
different
ways
of
of
of
doing
this
and
here's
the
challenge
that
we
have
for
you
have
a
pattern,
interrupt
every
cold
call
number
two:
some
of
these
are
going
to
feel
kind
of
gimmicky
for
you,
but
what
we
really
want
you
to
do
is
to
try
that
what
could
be
is
until
you
find
one
that
you
really
feel
like
you
can
do
authentically
right.
It's
really
important
for
it
to
feel
like
the
shoe
fits
with
you.
So
some
of
the
pattern
interrupts
hey
code
like
Ring,
Ring
Hey.
A
C
A
I,
just
now
got
the
next
space
right,
so
there's
many
different
ways
of
doing
this.
All
right.
Number
two:
is
this
optional
thing?
It's
called
elephant
in
the
room.
This
is
a
Beck
Holland
thing
and
sometimes
you'll
get
hey
23
seconds,
and
it's
this
thing
where
it's
like
hey.
Is
this
Chris
yeah
hi?
This
is
this
is
Vera
from
gitlab,
just
wondering
if
you
have
any
needs
regarding
devops
or
cacd.
A
You
know,
and
it's
like
one
of
those
calls
where
you
can
tell
like
it's
almost
like
you
are
the
the
emotional
landscape
is
negative
right,
and
so
here's
basically
what
happens
when
you
have
one
of
these
people
that
they
really
don't
want
to
talk
to
you.
You
know
that
they
don't
want
to
talk
to
you.
If
you
don't
reset
the
emotional
landscape,
you're
not
going
to
get
the
next
step.
So
somehow
you
need
to
come
in
and
find
a
way
to
reset
the
emotional
landscape.
A
A
So
like
that's
the
reason
why
I'm
reaching
out
how's
that
sound
right,
so
it's
like
addressing
the
negativity
head-on,
hey
I,
understand
that
I,
don't
like
being
cold
called
either
right
and
then
just
addressing
that
head-on
to
reset
the
emotional
landscape.
Other
things
that
you
can
say
is
like
hey
I,
know,
I'm
interrupting
you
and
that
you're
busy.
So
how
about
this
I'd
love
to
maximize
your
time,
23
seconds
so
that
I
can
share
about
what
I
have
to
offer?
If
not,
hang
up
sounds
good.
A
Okay.
Does
everyone
understand
elephant
in
the
room?
It's
addressing
the
negativity
head-on
to
try
to
reset
the
emotional
landscape
so
that
you
can
get
the
next
step,
yep,
all
right,
cool,
all
right!
So
the
next
thing
we
already
did
up
front
contract,
and
this
is
one
of
the
things
that
people
do
wrong
the
most.
But
if
you
optimize
for
this,
you
will
have
a
15
20
higher
conversion
rate.
So
most
people
say
something
like
hey.
Do
you
have
five
minutes
to
go
talk
about
X?
Do
you
have
32
seconds
to
talk
about
X?
A
Do
you
have
41
seconds
to
talk
about
x?
What
we
really
want
to
do
is
to
make
it
about
them.
We
don't
want
to
just
take
the
entire
time
all
right,
so
it's
an
upfront
contract.
The
difference
is,
do
you
have
31
seconds
so
that
I
can
share
with
you
about
benefit
benefit,
so
it's
Exchange
I
want
your
time
to
give
you
potentially
this
benefit
right.
What
a
lot
of
people
do?
Is
they
say?
Hey?
Do
you
have
five
minutes
to
talk
about
devops?
That's
just
can
I
have
your
time.
A
Do
you
have
31
seconds
to
talk
about
your
CAC
right?
So
we
really
want
to
do.
Is
have
an
upfront
contract,
it's
exchange
of
time
for
value,
and
we
want
to
make
it
about
them.
Do
you
have
31
seconds
so
that
I
can
share
with
you
about
how
I
can
save
you
money
and
make
your
software
by
make
your
software
development
more
efficient
right?
A
C
C
A
Cool
all
right,
so
next
one
elevator
pitch
have
one
on
Google.
You
can
type
in
gitlab
elevator
pitch.
There
are
many
different
ones:
I
use
a
couple
of
different
ones:
I
use
one
for
technical
people
and
a
different
one
for
director
level,
one
above
the
main
one
that
I
use
is
your
lab
is
a
Consolidated
platform
for
software
development
delivery.
This
means
we
try
to
do
everything
that
GitHub
Jenkins
during
Center
Cube
does
all
under
a
single
user
interface
right
so
find
an
elevator
pitch
practice.
A
All
right
so
next
thing
I
want
to
talk
about,
is
qualification
in
a
cold
call.
You're,
probably
not
qualifying
you're,
probably
just
trying
to
get
the
meeting
and
get
out.
Sometimes
you'll
meet
someone
on
a
good
day,
and
you
can
actually
do
some.
Some
qualification
and
I
just
want
to
talk
about
qualification,
real,
quick,
so
right
now
in
sales
Dev
we
get
paid
out
on
opportunities
so
to
create
an
opportunity
object
in
Salesforce.
There
are
a
bunch
of
fields
that
you
have
to
fill
out.
A
So
if
we
don't
have
this
information,
we
can't
create
can't
create
the
opportunity-
and
so
it's
yeah-
and
so
it's
important
for
us
to
get
this
information
so
that
we
can
create
the
opportunity
right.
So
basically,
these
fields
are
about
like
it's
for
sales
and
in
general.
What
it
is
is
initiative.
What
are
they
trying
to
do
we're
trying
to
improve
our
cicd
by
the
end
of
February?
Okay,
great
initiative
notes
so
Google
doc.
If
you
want
to
do
something
like
that,
any
additional
information
you
have
current
devops
are
sdlc
tools.
A
Role,
Prospect
plays
an
evaluation.
Okay,
he's
the
influencer
he's
the
champion,
he's
the
buyer
and
extract
expected
entry
point
use
case:
hey
really
the
main
thing
you're
looking
for
right
now
is
CI,
CD,
okay
and
then
the
last
thing
is
potential
seats
for
opportunity.
This
is
probably
one
of
the
ones
that
sales
cares
about
the
most
because
they
are
going
to
be
ranked
their
opportunities
with
respect
to
how
much
it
moves
the
dial.
A
B
A
Just
something
that's
important:
to
take
into
consideration
so
long
story,
short
qualification
criteria,
it's
needed
to
create
an
opportunity
in
Salesforce.
This
is
what
we
get
paid
out
for
these
are
the
current
fields
they
change
from
time
to
time.
The
other
thing
that
I
want
to
say
is
that
your
team
may
have
extra
stuff
on
top
of
that.
So
there
are
some
regions
where,
yes,
these
are
the
fields
in
Salesforce,
but
we
actually
require
additional
information.
You
put
it
in.
You
know
one
of
these
fields
over
here.
A
Yes,
so
it
depends
on
your
team.
There
are
some
teams
where
there's
a
template
and
every
iqm
go
fill
it
out
and
then
just
put
it
in
here
type
of
thing.
Okay,
thank
you
Vera.
The
last
thing
that
I
want
to
say
is
you
don't
actually
need
to
go
through
all
of
these
questions
on
the
call
itself,
because
in
Zoom
info
and
some
of
our
other
tools,
you
can
find
out
some
of
this
information,
so
current
devops
or
sdlc
tools.
A
We
have
some
customer
database
tools
where
we
actually
know
this
information
already
all
right,
awesome
all
right.
So
the
last
part
of
this
call
call
to
action.
Make
it
shortcut,
concise,
clear,
hey
we,
you
know
like
I,
I
I
felt
like
we
had
a
good
conversation
so
far,
I
know,
we've
already
been
talking
a
minute
and
a
half
I,
don't
respect
your
schedule.
A
So
would
you
be
interested
in
continuing
this
conversation
with
one
of
our
Solutions
Engineers?
We
could
Target
sometime
later
this
week,
25
minute
conversation
and
then
we'll
discuss
more
about
devsecops
how's
that
sound
right.
Something
like
that.
So
here's
some
things
about
that.
Please
confirm
their
email.
What
happened
from
time
to
time
that
I
see
a
lot
of
people
do?
Is
they
finally
get
that
good
conversation?
This
actually
happened
to
one
of
my
team
members
and
they
forget
the
email
and
then
guess
what
the
person
says.
A
Yes
to
the
meeting
he's
trying
to
create
the
email,
and
then
the
person
ignores
him,
and
then
he
doesn't
get
the
opportunity
right.
The
opportunity
is
lost
so
make
sure
hey
just
trying
to
confirm
your
email,
real
quick.
Is
it
a
Aiken
redhat.com?
It
is
okay,
great
another
thing
that
I
want
to
talk
about.
A
So
I
was
just
wondering
if
you
got
that
result
like
I
I
had
trouble
with
the
kubernetes
cluster
storage
attach
right,
and
one
thing
that
you
can
do
is
you
can
say:
hey
full
transparency,
I'm
on
the
marketing
team,
I'd
love
to
get
you
an
answer.
For
that,
though,
how
about
this
I
set
up
some
time
with
you
and
one
of
our
Solutions
engineers,
and
then
we
can
see
how
we
can
discuss
that
further
right.
If
it's
a
really
good
follow-up
meeting,
you
might
actually
get
paid
out
for
that
all
right.
A
So
here's
the
trick
with
this.
This
is
very,
very,
very
important
to
understand.
Make
sure
that
you
understand
the
availability
of
your
essays.
Some
essays
want
to
go
on
every
meeting.
Some
are
over
scheduled
and
they're,
packed
out
and
they're
going
to
get
really
mad.
If
you
do
this,
so
when
you
connect
with
sales,
please
make
sure
that
you
understand
the
criteria
for
essay
engagement
and
they
can
help
you
to
navigate
that
okay,
any
thoughts
on
anything
that
I
shared
so
far.
A
A
A
B
A
A
C
A
C
A
A
C
A
B
A
B
A
A
A
People
most
people
actually
don't
like
Jenkins,
so
it's
a
really
easy
one
to
Target.
You
know
like
we've,
but
we've
we've
been
using
it
for
three
and
four
years
and
we're
pretty
invested
in
the
platform.
That's
going
to
be
your
response!
90
of
that
time.
Okay,
that's
great
totally
understand
that
how
how
old
do
you
have
any
reliability
issues
but
Jenkins?
A
Well,
yeah
I
mean
you
know.
Sometimes
our
pipelines
don't
work.
You
know
we
have
issues
where
our
builds
fail
to,
but
I
mean,
like
I,
said
we're
pretty
invested
in
Jenkins.
We
it's
a
tool
that
we've
been
using
for
the
last
three
to
four
years.
Yeah
totally
understand
that,
so
how
much
time
do
you
spend
maintaining
and
updating
your
Jenkins?
Just
you
know,
maybe
on
a
monthly
basis,
yeah,
honestly
speaking,
we
have
someone
who
works
full-time
on
that
we
probably
spend
probably
20
of
his
time
on
Jenkins.
A
So
so
you
know
at
a
monthly
rate,
that's
80
hours
per
month.
Okay!
Well,
you
know,
would
it?
How
would
that
impact
your
projects
if
he
didn't
have
to
spend?
If
you
didn't
have
to
spend
80
engineer
hours
per
month
on
maintaining
your
platform
because
you
actually
had
one
that
worked
reliably,
so
it's
just
like
trap,
sending
questions
you
see.
So
it's
like
it's
a
question
that
creates
urgency.
A
A
For
sure
all
right
awesome,
so
this
is
what
I
would
say.
What
I
would
say
is
do
a
lot
of
mock
calls
and
I'm
gonna
be
fully
transparent
with
y'all.
You
know
how
like
every
once
in
a
while
you're
around
some
people
that
are
really
into
sport
or
like
who's,
the
best
quarterback
ever.
Oh,
it's
Tom,
Brady,
Tom
Brady
has
the
best
APR
in
ypg
and
touchdowns
per
carry
and
all
this
other
stuff,
and
if
you
say
something
that
doesn't
make
sense
like
what
I
just
said,
you
just
seem
like
an
imposter.
A
You
know.
So
Tech
is
one
of
those
things
where,
if
you
say
things
wrong
or
if
you
mispronounce
them,
then
you
seem
like
an
imposter
and
then
your
conversion
rate
plummets.
So
it's
really
really
really
important
to
do
a
bunch
of
mock
calls
here,
especially
early
on,
because
it's
gonna
there's
like
getting
the
messaging
you're
learning
an
entire
new
industry
field
product.
A
That's
very
nuanced!
It's
not
like
one
of
those
things
that
it's
like
we
can
get
it
50
right,
you're,
so
long
story
short,
please
make
sure
you're
doing
a
bunch
of
mock
calls.
Please
make
sure
you're
getting
honest,
constructive
feedback
and
then
try
to
treat
it
as
a
challenge
all
right.
So
these
next
two
mock
calls
that
we
have
coming
up.
Yeah
we're
gonna,
learn
a
lot
more
together
right.