Why Sales Teams Are Going Back to Cold Calling with Colin Specter | Belkins Podcast Episode #13

Explicit content warning

02/06/25 • 82 min

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.

Watch until the end to hear Colin’s biggest leadership lesson- and why your sales team should start thinking like CEOs of their own territories.

🎧 Don’t forget to subscribe for more bold insights on sales, marketing, and revenue growth!

Timecodes:

00:00- Introducing Colin Specter
02:50- The Power of In-Person Sales? Colin's Travel Insights and Customer Engagement
14:40- The Mid-Market Trap: Why It’s Harder Than It Looks
17:40 - Building a Category Leader: How Orum Stands Out in a Crowded Market
28:15- How AI Is Changing Cold Calling
39:20- Beyond MEDDIC: Orum's Unique Sales Framework
45:30- Playbooks Don’t Close Deals—People Do
1:00:50- Hiring and Developing Elite Sales Teams
1:05:55- Champion-Building 101: The #1 Factor in Closing Enterprise Deals
1:12:30- Why Every AE Should Be Prospecting
1:15:55- Social Selling and the New Buyer Journey
1:19:32- Get to Know Colin: Surfing, Motorcycles & Final Message

Let's stay connected:
👉 Colin Specter - https://www.linkedin.com/in/colinspecter
👉 Michael Maximoff - https://www.linkedin.com/in/michael-maximoff/
👉 Michael’s newsletter “From Zero To Agency Hero” From Zero To Agency Hero - https://www.fromzerotoagencyhero.com/
👉 Belkins - https://www.linkedin.com/company/belkins/

#BelkinsPodcast #SalesLeadership #EnterpriseSales #B2BSales #ColdCalling #Orum #SalesStrategies #SalesDevelopment #B2BMarketing #RevenueGrowth #StartupSales #TechSales #SalesCulture #SalesPlaybook #SalesProcess

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.

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.

Watch until the end to hear Colin’s biggest leadership lesson- and why your sales team should start thinking like CEOs of their own territories.

🎧 Don’t forget to subscribe for more bold insights on sales, marketing, and revenue growth!

Timecodes:

Previous Episode

Scale Without Losing Customers: Peter Caputa’s Proven System | Belkins Podcast Episode #12

Welcome to Episode 12 of the Belkins Podcast!

In this unmissable episode, Peter Caputa, CEO of Databox and the creator of HubSpot’s famous partner program - joins host Michael Maximoff for an unfiltered conversation on SaaS growth, leadership, and the changing dynamics of marketing.

In this value-packed episode, Peter reveals:

Why traditional inbound marketing is delivering diminishing returns- and the hybrid strategies that are reshaping the playbook.
How Databox helps businesses compare their performance to others using the largest live data collection in the world.
The biggest mistake companies make with their data—and how to actually use it to grow.
His unique leadership style as a “peacetime CEO” and why empowering teams with ownership fuels innovation and results.
Seasonality secrets in ad spend- how real-time data saved budgets and maximized ROI for key industries.

Stay tuned until the end for Peter’s predictions on the future of marketing and how combining different strategies can give your business an edge.

Whether you’re a business leader, marketer, or entrepreneur, this episode is full of practical ideas and strategies you can use right now.

Timecodes:
0:00 - Intro: Meet Peter Caputa, CEO of Databox
2:25: Peter’s Approach to Content Creation and Storytelling
8:30 - How Databox is Redefining Benchmarking for Businesses
12:00- How Agencies Use Databox Benchmarks to Improve Performance
15:05 - Using Seasonality Data to Save Ad Spend
18:50 - Common Mistakes Companies Make in Their GTM
22:25 - Integrating Marketing and Sales for Best Results
24:10 - Insights on Full-Cycle AEs vs. SDRs
28:53 - Partnerships As a Powerful Tool for Growth
33:46 - Real-World Challenges in Selling Data Analytics
40:53 - Lessons on Leadership and Delegation
48:00 - Tactics to Overcome a High Churn Rate
57:45 - Final Thoughts and This or That Quiz

Let's stay connected:
👉 Peter Caputa - https://www.linkedin.com/in/pc4media/
👉 Michael Maximoff - https://www.linkedin.com/in/michael-maximoff/
👉 Michael’s newsletter “From Zero To Agency Hero” From Zero To Agency Hero - https://www.fromzerotoagencyhero.com/
👉 Belkins - https://www.linkedin.com/company/belkins/