Cold Calls
The first 5–10 seconds of a call are crucial. Instead of pitching right away, a rep should do this to lower resistance.
What is a pattern interrupt opener?
It means, "Do what you said you would do."
What does ITRG value "Act with integrity" mean?
This principle explains how small seemingly insignificant but consistent actions create long-term results.
What is Compound Effect?
Communication strategies that Chris Voss recommends that can be applied in cold or discovery calls to build rapport.
What is mirroring, labeling, or tactical empathy?
Unlike many analyst firms, ITRG’s research has this quality. It’s practical and not influenced by vendor sponsorships.
What is vendor-agnostic research?
This mindset shift helps reps avoid stressing over hitting 100 dials a day. They learn to focus on who they are becoming rather than just the raw numbers.
How does "Identity Change" from "100 calls a day" to "seeing yourself as a resolute communicator" help?
This classic qualification framework guides reps to check if they’ve identified the need, are talking to the right person with decision-making power, have discussed finances, and urgency to act.
What is BANT?
Instead of one-off consulting, ITRG delivers ongoing value through this model. It gives clients access to research, templates, diagnostics, and analyst guidance.
What is the ITRG membership model?
Reps can waste hours making calls to the wrong people. Defining this helps reps make a focused outreach to the right decision makers.
What's the significance of Ideal Customer Profile (ICP) and Buyer Persona?