Articles about cold calling
This article was originally published in 2012. The inspiration for an update is two-fold: (1) The extra-annoyed reaction my nephew and his mom have when they get sales calls on their mobile phone. (2) The angst often displayed in LinkedIn sales group posts over whether to call cell phone numbers. Part one of the update deals [...]
Some people become irate over prospecting calls on their cell phone. How dare someone call this very special o-so-private number! In part one I explained why that’s kinda silly. This article covers how to handle it. But first let’s deal with the risk of calling cell numbers. The Risk in Calling Cell Phones Part of what [...]
The most common way people try to warm calls up is by mailing or emailing first. This common effort comes with common errors. This article covers the errors, how to avoid them, and how to successfully blend letters/emails with calling. […]
(Article updated June 2017) Reports of phone phobia among younger people are still numerous. Is this scourge affecting ‘Millennials’ different from what ails older people? The answer is yes and no. The no part is that the end result is the same: not making calls, or being less successful with calling. However, the reasons behind fear [...]
(Excerpt from book) My favorite cold calling myth is this one: calling B2B is different from calling B2C. The idea behind this myth is when calling business owners, C-suite, and other executives we need to use a sophisticated approach because these guys are intelligent. We need to get right to the point because these guys are [...]
