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Cold Calling


Planning and practicing are key elements for success…If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales. by Marylou Tyler E-mail replies are showing up in your in-box. They’re in your targeted accounts. Or, you mapped into your target account, found-the-right-person and are working on scheduling your initial meeting. Or you...

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Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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Instead of wasting your time trying to hammer the wrong people into meeting with you, why not just call enough people and find the ones who are interested now. by Laura Posey My mom is the best cold caller I know. She’s retired now but she was so good at cold calling she lost her job. That’s because she sold the entire inventory her company had available. (It was cemetery plots that time.) Seriously, she has sold everything from...

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Build a Relationship, Not Resistance


Posted By on Sep 7, 2016

In order to build a relationship and avoid creating resistance, make sure that your mindset going into the call is focused on two key things … by Colleen Francis As salespeople, we generally have between 4 and 30 seconds to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, by the end of these all-important first few seconds, the vast majority of salespeople leave their...

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Having impeccable, up-to-date prospect information in your CRM is the key to building a predictable and consistent pipeline. Recently I was interviewing Tim, a busy, business development rep, as part of my assessment for a new client.  Tim confided in me that his first calls were not going as well as he had hoped. Although he had names and titles of people to call, and did his research, he was not able to confidently state why he was...

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by Alice Heiman Will You Change? What if you could increase your sales 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning, prior to a sales call if you knew it would have a positive impact on your results? Of Course You Would! Most of you know that planning will have this type of impact and yet the majority of you don’t...

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