Compelling Argument Against Cold Calling

Posted by SalesBlogcast under Sales
From http://salesblogcast.com 5640 days ago
Made Hot by: salesevangelist on May 28, 2009 7:08 am

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person...

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Comments

Written by q4sales
5639 days ago

I think this piece by Jeremy Miller and printed with permission by Doyle at Sales Blogcast is excellent. I don't agree that cold calling is dead because I think it is often used inappropriately, like many things, as a panacea for sales and marketing problems.

Cold calling has its place and in today's conversation economy that is in an educational sales cycle. The smart sales people I know are creating webinars, screencasts, free applications that you can share with a customer/prospect. A cold call with a resource to share is pretty effective. I have clients that are doing it as I type and it works.

If you call up and pretend to know your customer's business, don't offer anything of specific value in the call, etc., then yes, cold calling isn't very effective.

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