More on sales: doing cold-calling right

Okay, I’ve been rough on salespeople making cold calls recently. And they deserve it. This is risky stuff because it is so easy to blow…so if you (or your sales staff) are doing cold-calling, how can you improve?

Harry Joiner, the “Marketing Headhunter” has a recent post that asks the question Does Cold Calling Work? Really, it is question he asks at the end, but the post is filled with thoughts, links, and advise for the cold caller.

Some points I found:

  • Remember you are interrupting someone
  • Cold-calling is a chess game
  • Nurture the leads: “Take things a step at a time: You can’t get from first base to third by running across the pitcher’s mound.”
  • 50% of salespeople don’t make more than one contact
  • Easy 5-step process to get to a second contact

Oh and here’s the sales-dork move of the week:
A sales guy visited our offices and left his business card with the receptionist for me. So I’ve got to go off what the card says, which isn’t much, or go to his website. Biz cards are fun to see if you can toss into the trash! 2-points for Dave!

6 Replies to “More on sales: doing cold-calling right”

  1. By far the best advice I have heard on the subject of making prospective calls is given by two Brits who run a free weekly podcast show on the subject.http://www.coldcallingpodcast.comI’ve made a lot of calls and read pretty much all the books you can buy in an airport bookshop. I thought I was pretty good until I heard these guys, who call Wall Street bankers and sell them million dollar trading systems. They’ve really helped me lift my game.

  2. By far the best advice I have heard on the subject of making prospective calls is given by two Brits who run a free weekly podcast show on the subject.www.coldcallingpodcast.comI’ve made a lot of calls and read pretty much all the books you can buy in an airport bookshop. I thought I was pretty good until I heard these guys, who call Wall Street bankers and sell them million dollar trading systems. They’ve really helped me lift my game.

  3. Zero. But I’m a marketer. Zero for my inside sales team, too. Field reps are, however.

  4. Zero. But I’m a marketer. Zero for my inside sales team, too. Field reps are, however.

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