Warming up to the 'cold call'

kgfujita@yahoo.com — Fri, 17 Jul 2009 15:43:50 +0100

Cold calling is described by some as the ‘necessary evil’ to sales success. Yes, it is necessary, but ‘evil’? It is evil if you handle it like those telemarketers who call you at dinner time and jump into their sales pitch. We all know why they do this – they get some form of credit for having delivered their sales pitch or ‘script’. Their entire sales process is within that one call.

The Follow-up Call – Why it Can Fail

woody@registeredwith.com — Tue, 23 Jun 2009 07:00:00 +0100

I call it “records.” Well, actually the executive coach that introduced the concept to me called it “records,” and it was one of the most valuable relationship tools I have learned. I was guilty (of creating "records" on people), and everyone I have shared the teachings with has admitted to such as well.

Let me play it out for you, so humor me on the character setting. Salesperson Sarah is calling on Prospect Jane, and it is Sarah’s thi [...]

Back to the Basics Part Two; Lists - They Bring Focus

kevinglacken@gmail.com — Tue, 23 Jun 2009 07:00:00 +0100

I am an early riser which means that I am normally the first one in the office. I am also a lurker. Every so often I watch a rep as they come into the office and get settled for the day. What have I noticed? The poorest performing reps have the following habits

they sit down (normally for a minute or two) and then turn on their computer they get up and get a cup of coffee once back to their desk, they check their personal email account from there, they check out ESPN, MSN or Yahoo t [...]

Back to the Basics Part One: What Are They

kevinglacken@gmail.com — Fri, 10 Apr 2009 07:00:00 +0100

At least twice a week, I get a call from someone trying to sell me on their sales training program. Most recently, the gentlemen who called me suggested that he could help me increase revenue by 25-50% if I sent all my sales people to his seminar. Sounds good to me I thought...maybe too good. When I asked how he could get these results from people after a two day seminar, he told me it was simple - he'll teach them state of the art negotiation techniques. I politely told him to call me in 6 m [...]

Seven Key Tips To Improve Your Cold Call Techniques

frank@frankdilello.com — Mon, 09 Feb 2009 07:00:00 +0100

I do not know one person who enjoys cold calling. It is awkward, frustrating, and emotional. Most people are just plain bad at it. For those of you in this group, here are a few simple tips that you can use to improve your success rate.

1. Do Your Homework – Know who you are calling, both the person and the company. This will help you avoid the most common ailment afflicting sales reps today - foot in [...]

Getting Sales Leads - Now You Know

eric@cumulussolutions.com — Sun, 30 Nov 2008 07:00:00 +0100

Sales leads are generated in a large number of ways, employing a huge range of techniques, trick, and tactics to discover the most valuable leads. Some of these are tried and tested, some are unique methods used by a particular organization or business, and all of them have varying degrees of success.

One of the most effective ways of generating sales leads is through word of mouth. Once word is spreading of a popular product or service, there is no saying how much can be achieved. How [...]

Opt-in Opt-out Explained

lindsay@keyphraseology.com — Sun, 30 Nov 2008 07:00:00 +0100

The opt-in list generation method allows leads to be generated and customers can be targeted specifically through their interests. The most common opt-in method in use today is through Web sites and emails, whereby after visiting a Web site, users can choose to receive information either directly related to that product or from third parties with similar products.

This is also known as permission-based marketing, and is an incredibly useful way to target potential customers more specifically. [...]