The Inside Sales Experts Blog has a couple of very good posts regarding cold calling. Although I’m not a fan of cold calling and believe there are far more effective methods of connecting with prospects, I do realize that there are some prospects you just can’t connect with any other way. Even though cold calling in my opinion should be the exception, not the rule for any salesperson engaged in a relationship selling process, it is still paramount to hone your cold calling skills. Most of us, however, simply pick up the phone and call–without really knowing what we’re going to say.
Matt Bertuzzi is a Marketing Manager who gets tons of cold calls. He gives his advice on how to answer a cold call here.
Trish Bertuzzi is President of The Bridge Group, a company that trains inside salespeople. Here she gives her advice on cold calling.
Paul, Trish gives some great advice there. I would just add that when I was in telesales we were given the 12 second rule: You’ve got 12 seconds to grab their attention. If you can’t make it meaningful by then, you’ve lost the sale. Too often people go into call ill-prepared to make their message relevant from the first word that leaves their lips.
Comment by Parker Trewin — August 7, 2008 @ 3:26 pm |
[...] Cold Calling–Some Advice to Get the Call Answered The Inside Sales Experts Blog has a couple of very good posts regarding cold calling. Although I’m not a fan of cold calling and believe there are far more effective methods of connecting with prospects, I do realize that there are some … [...]
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