C-Level, Relationship Selling Blog

Advanced Sales Training - 8 What-to-Do’s About Cold Calling

Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating.  Therefore, cold calling should go away, but it won’t.

 

 

I stopped at my Starbucks today and saw a vitamin or similar sales rep recruiting a new employee. So I wondered, 'How will the new recruit generate interest/leads that convert to sales?'  Well, I guarantee, cold calling will be her main thrust, at least initially.

 

 

We all need new customers, so what can we do? Cold calling, in one form or another, is our default tactic. It's what we do when we don't want to try, change, or venture into other prospecting tactics.

So since cold calling will not go away, let me help you with 8 strategies and tactics to make you more productive and less demotivated, if you and/or your bosses insist on cold calling.

 

 

Get the full story at Advanced Sales Training - 8 What-to-Do’s About Cold Calling

 

 

Capturing C-Level Quality Leads

Learn how to generate high quality leads with C-level executives using passive and active marketing effectively.

This article shows how to use the internet to generate leads and keep front of mind with your clients.  It also give some key tips on networking - both in person and via social networking i.e. Web 2.0

Read the full article ... Capturing C-Level Quality Leads

Replace Cold Calling with Something That Works - Relationship Selling

Check Yourself

Score:   4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never

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1.      When you prospect for more sales opportunities or business, do you cold call people you’ve never met? ____

2.      When you want to get into a target account, do you look for someone to introduce you? ____

Scoring:      2   -    1   = ?? 

Positive is good;

Negative means you need to change if you want to sell more.

For information on Relationship Selling see my article:  “6 Steps to Prepare Yourself for Relationship selling”

See also my Problem Solving Reference Manual for Tough Selling Situations