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cold calls

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Information Gathering Made Easy.
B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
Tags: Geoffrey James, B2B sale, Sales Tips, Pitches, General, Cold Calls, Blogroll, Sales strategy, PRODUCTIVITY, Sales force management
Blog posts 2007-07-23
The Five Sales Call Myths
Customer calls - whether in-person, on-phone, or online - are the heart and soul of B2B sales. So it's surprising that misconceptions about sales calls abound, even among sales pros who ought to know better. Here are the most common myths and how they torpedo sales success:MYTH #1....
Tags: Sales Tips, General, Cold Calls, Geoffrey James, Sales strategy, Sales force management, sales, sales call, sales pro
Blog posts 2007-07-16
How to Change Limiting Beliefs
The beliefs that drive your sales behaviors are the keys to becoming a successful sales pro. Change the beliefs, and you'll change the behaviors and get better results. Now, that's easy to say, but most sales pros have no idea how to change a belief. ...
Tags: Sales strategy, Sales force management, Sales tools, Policies and procedures, Blogroll, Cold Calls, General, Sales Tips, Geoffrey James, sales
Blog posts 2007-06-20
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...
Tags: Sales tools, Sales strategy, cold call, Blogroll, Cold Calls, Pitches, Sales Tips, cold calling, rejecter, rejection, sales, threshold, Geoffrey James
Blog posts 2007-06-18
How to Build Instant Rapport
Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
Tags: Sales strategy, Geoffrey James, Blogroll, Cold Calls, Pitches, Sales Tips, rapport
Blog posts 2007-06-11
How to Fish for Inside Information
B2B sales typically involve multiple decision-makers, scores of "influencers"" and a complex buying process.  To make the sale, you'll need a roadmap and a rule book, and the only way to get that info is to extract it from your initial customer contacts through persistent questioning.   However, if you're not...
Tags: Sales Tips, Cold Calls, Blogroll, Geoffrey James, HERE ARE
Blog posts 2007-06-01
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...
Tags: Cold Calls, General, Pitches, Sales Tips, cold calling, Wired Inc., Sales tools, Sales strategy, Geoffrey James, cold call
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...
Tags: Sales strategy, Sales force management, Strategy, Geoffrey James, sales, industry, sales pro, target industry, cold calling, cold call, Cold Calls, Pitches, Sales Tips
Blog posts 2007-05-16
How to Qualify Leads
I’ve been harping about lead generation lately because its an area where sales pros need a lot of help. 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...
Tags: Sales Tips, Pitches, Cold Calls
Blog posts 2007-05-14
How to Reach the CEO... Directly
In my previous post, I explained how the customer wants you to play the game of getting access to the CEO. Thats for wimps. Heres how to get access to the CEO or anyone else without negotiating through underdogs and gatekeepers:Office email. Most CEOs have “unlisted” emails,...
Tags: Cold Calls, General, Sales Tips, CEO&rsquo, s, e-mail, Web site, Web site development, Web technology, Geoffrey James
Blog posts 2007-04-18
How to Reach the CEO
In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted...
Tags: Cold Calls, General, Pitches, Sales Tips, method-I, Sales strategy, Geoffrey James, problem owner
Blog posts 2007-04-16
Answering Objections 103
I want to finish the segment on objections before moving on. I realize that this is pretty basic stuff, but if you dont master the simple stuff, the more advanced stuff wont work anyway.There are three objection-handling techniques that should be in the mental tool kit of every sales...
Tags: Cold Calls, Pitches, sales, Sales Pro, Sales Tips, technique, Sales strategy, PRODUCTIVITY, Sales force management, Geoffrey James
Blog posts 2007-03-23
Answering Objections 102
In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
Tags: Sales strategy, Sales force management, PRODUCTIVITY, Geoffrey James, Pitches, Cold Calls, Sales Tips, Sales Pro, sales
Blog posts 2007-03-14
The Art of Dodging Objections
Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the myriad of other reasons prospects give when they’re leery of buying....
Tags: Sales strategy, Sales force management, Geoffrey James, General, Pitches, Cold Calls, Sales Tips, sales
Blog posts 2007-03-09
Sales Call Horror Stories
I was on a phone meeting with a client yesterday, negotiating a fairly important contract. Right at the end of the meeting, which had gone very well, I did something really dumb, and offered a discount after I had already closed the deal. Not only was...
Tags: Sales strategy, Sales force management, Geoffrey James, General, Cold Calls, wasn&rsquo, t, sales
Blog posts 2007-03-07
The Key to Demand Creation
My previous post slammed marketing for using too many buzzwords – and received several comments to the effect that market materials should emphasize “benefits.” That sounds like Marketing 101, but it’s also dead wrong. In fact, there’s only one type of marketing message that gets through to prospects,...
Tags: Pitches, Cold Calls, Sales Tips, Siebel Systems Inc., testimonial, pleasure, marketing, Sales strategy, Marketing research, Geoffrey James, benefit, sales
Blog posts 2007-02-22
Finding the Pressure Point
When you’re cold calling, you’ve got 10 seconds, at most, to convince the prospect that you’re worthy of attention. The quickest way to get the attention a prospect is to frame your opening sentence around a business issue that proverbially keeps the prospect awake at night. In my...
Tags: Pitches, Cold Calls, Sales Tips, cold calling, Sales tools, Geoffrey James
Blog posts 2007-02-09
Why Cold Pitches Don't Work
One of the comments on my previous post, “The Art of the Cold Call Pitch”, suggests that during the cold call you should “ask if it is a good time to talk” and only ask for an appointment if the answer is “No.” That’s a great idea --...
Tags: Pitches, Cold Calls, Sales Tips, cold calling, Sales tools, Geoffrey James
Blog posts 2007-02-09

Additional Resources

Spatial-temporal model of insect growth, diffusion and derivative pricing
Derivative securities are used for risk management purposes in a number of industries. Derivatives, as they are generically called, are financial instruments that assume a value based on an underlying price or index. Stock options are one type of derivative that allows the holder to purchase the underlying asset at...
Articles 2008-11-01
Critic's Choice
Natural Born Sellers 9PM ITV1 Cold-calling and cheap laughs, as ITV1's brazen yet tawdry 'Apprentice' rip-off has its contestants selling double-glazing in Wakefield. John Caudwell is the Sir Alan Sugar figure. Ninety Naps a Day 9PM CHANNEL 4...
Articles 2008-10-09
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