Articles about cold calling

Why Calling B2B and B2C are (not) Different

(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 [...]

Why Calling B2B and B2C are (not) Different2019-10-03T13:05:02-08:00

Calling Cell Numbers: Part One

This article was originally published in 2012. The inspiration for an update is two-fold: The extra-annoyed reaction my nephew and his mom have when they get sales calls on their mobile phone; and the angst often displayed in LinkedIn sales group posts over whether to call cell phone numbers. Part one of the update deals with [...]

Calling Cell Numbers: Part One2019-06-12T16:29:29-08:00

Calling Cell Numbers: Part Two

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 [...]

Calling Cell Numbers: Part Two2019-06-12T16:29:29-08:00

The Wrong Way to Warm Calls Up

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. This really has to begin with unrealistic expectations for what letters or emails can do to [...]

The Wrong Way to Warm Calls Up2019-06-12T16:29:29-08:00

Phone Phobia: Not Just for Old People Anymore

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 of phone are indeed [...]

Phone Phobia: Not Just for Old People Anymore2019-08-13T07:43:55-08:00