the practice of making unsolicited calls to customers or consumers in an attempt to sell products or services. Cold calling is disliked, particularly by individual...
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...
It's been said repeatedly that B2B sales is all about relationships. However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam. The best way to get into a customer account is through a personal referral. Please note that a...
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...
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...
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...
Let's start with the basics. The absolute suckiest task that sales folk must do is cold calling – trying to get a telephone meeting with somebody who doesn't know you from Adam. There are a lot of "tricks of the trade" when it comes to cold...
A reader writes: I do sales for a marketing/advertising company. I am interested in building relationships with potential clients, and I am successful in achieving this. Unfortunately, it takes a lot of time to get in the door for an initial meeting when making my...
Most sales professionals hate cold-calling. So let's make it easier. Here are eight steps that you can take -- this week -- to turn cold calling from a dreary hassle into an engine of sales success: Get a better list. Tell your marketing...
I don't know if you've run into this Frank Rumbauskas guy before, but he's popped up on my radar a couple of times. The first time I heard of him was when I posted an entry titled "Never Cold Call Again" and got a nasty little note...
The risk of missed opportunity is high. The cost to implement QlikView is low. Download Free Whitepaper.
