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- How to Prospect Using Voice Mail
- How to Prospect Using Voice MailThe part that i would not say...This is a great topic that deserves attention, because fewer people especially decision makers seem to answer their phone these days, especially if they don't recognize the caller's name or number.The research is Key - showing that you've taken...
- Discussion threads 2008-05-14
- How to Ask for a New Contact
- How to Ask for a New ContactWhy are we scared of cold calls?I agree with referal selling. However, I also understand the importance of cold calling. I think we need a healthy mix of both in some industries and yet I feel that lately we are being told...
- Discussion threads 2008-01-17
- Don't EVER Cold Call Again.
- Don't EVER Cold Call Again.RE: Don't EVER Cold Call Again.YOu are right on target with your response to Frank's outrage. In sales --AND MARKETING -- our antennae should be permanently bent toward opportunities. Either his visceral response took over and he couldn't think straight and shot off that email, or...
- Discussion threads 2008-01-16
- Never Cold Call Again
- Never Cold Call AgainSurvey responses!* Taking a Sales Training Class* Meeting with Customers* Using Your CRM System* Making Cold Calls* Getting Coached by your ManagerRE: Never Cold Call AgainMeeting with CustomersTaking a Sales Training ClassGetting Coached by your ManagerUsing Your CRM SystemMaking Cold CallsRE: Never Cold Call AgainI am the...
- Discussion threads 2008-01-14
- Useful Commute: Cold Calling for Cowards
- Useful Commute: Cold Calling for Cowardsrate of rejectionhttp://www.srbovanje.com/userinfo.php?uid=1015Cold calling is often very frustrating and difficult for a sales person or telemarketer because, naturally, they are often rebuffed, hung-up on and suffer a higher rate of rejection by those receiving cold calls. Business to consumer cold calls are often frustrating for...
- Discussion threads 2007-12-17
- How To Be a Cold-Calling Superstar
- How To Be a Cold-Calling SuperstarI disagree a bit...The step "Step 11. Celebrate or contemplate" should be called "Step 11. Celebrate AND contemplate", because regardless of the outcome you should always do both. If you got a rejection, celebrate on your trial and contemplate what went wrong. If you win,...
- Discussion threads 2007-06-29
- Raise Your Rejection Threshold.
- Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
- Blog posts 2007-06-18
- You are What you Believe.
- If you're like most people, you've accidentally scooped up beliefs that help you fail. Change those beliefs, and you'll be more successful. The beliefs I'm talking about aren't specifically religious, but the arbitrary rules that you use to interpret the meaning of events. Often these beliefs can seem to...
- Blog posts 2007-05-28
- How to Qualify Leads
- I’ve been harping on lead generation because that's where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research and...
- Blog posts 2007-05-16
- The Art of the Cold Call Pitch
- Now that you’ve got your prospect on the line, it’s time to pitch your product, right? Wrong. Contrary to popular belief, the purpose of a cold call isn’t to sell. The purpose, according to cold-calling trainer Andrea Sittig-Rolf, is to get the prospect to commit to meet with...
- Blog posts 2007-02-02
Additional Resources
- Top 10 Classic Cold Call Blunders
- Cold calling is a difficult art to master. However, before you can master it, you need to avoid the worst blunders. This post contains 10 recordings of telephone calls illustrating the 10 most common errors that sales reps make when cold calling. The sales training firm Telemasters...
- Blog posts 2009-09-01
- QUIZ: What's the Best Time to Cold Call?
- Most sales reps make cold calls when they feel like it. And that's too bad, because scientific research reveals that timing may be even more important than technique when it comes to cold calling success. This post tests your preconceptions about timing your cold calls, and then...
- Blog posts 2009-07-14
- Can't Cold Call? You're No Sales Pro!
- Every time I post something about cold calling, somebody gets on my case for encouraging readers to cold call, when there are "better" ways of building a pipeline. However, when you deconstruct these "better" ways, they're virtually identical to cold-calling except maybe for the first sentence that comes out of...
- Blog posts 2009-07-30
- Ten Steps to a Perfect Cold Call
- Click here for The Ultimate Cold-Calling Tool. It's free, and it's Sales Machine's most popular post! Two weeks ago, I looked at that mainstay of sales process: cold calling. I couldn't let that subject drop without providing a take from one of...
- Blog posts 2009-02-16
- World's Funniest "How to Cold Call" Videos
- I have a treat for you. Today's "Friday Funnies" post features ten videos with "how to" pointers for Inside Sales Reps. Some of the advice is the stuff that drives customers crazy, but the writer/filmmaker/actor, a guy named John D. Mongillo, is so off-the-wall funny that it's all somehow palatable. ...
- Blog posts 2009-07-17
- Get Insanely Motivated to Cold Call
- Cold calling can be fun, but you have to go about it the right way. Most of your success will depend not upon your product or even upon the quality of your leads although both are important. The key success factor when cold calling is attitude. ...
- Blog posts 2009-07-27
- Don't EVER Cold Call Again.
- My first post (now titled "Better Than Cold Calling") was setting up the ground rules for Referral Selling. Since that's a way to avoid cold calling which most sales pros dislike, so I gave the post a title that seemed like a catchy way...
- Blog posts 2008-01-16
- The Art of the Cold Call Pitch
- The Art of the Cold Call PitchCold CallingAt last, someone who doesn't want to sell over the phone. Just get the appointmentOllie Lindyes!just get the appointment!Cold Call PitchMy reps do a one call close and while I understand and use your technique, there is a way by making the appointment...
- Discussion threads 2007-02-06
- Video: How To Close a Cold Call
- Over the past few weeks, we've been discussing cold calling. In "TEN Steps to a Perfect Cold Call" we looked at the psychology of effective cold calling. In "5 Avoidable Cold Call Mistakes" and "5 More Avoidable Cold Call Mistakes" we heard painful examples of cold-calls gone wrong. It's now...
- Blog posts 2009-03-05
- How NOT to Make a Cold Call
- How NOT to Make a Cold CallRE: How NOT to Make a Cold Call1) Do your research before you pick up the phone.2) Look to personalize the call.3) Start at high level goals and drill down -- Retirement planning -- how comfortable do you feel? How do you select...
- Discussion threads 2008-09-03
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