Hot for Cold Calls
It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone?
What can make an otherwise winning sales pro go wobbly in theknees, croaky in the throat and flustered all over? Cold-calling, asales strategy wherein said salesperson calls another human who maybe cranky. So why cold-call at all? Why not stick to folkswho've at least expressed a scintilla of interest in yourproduct?
Bill Stinnett, a sales trainer and consultant in Wakefield,Massachusetts, says cold-calling makes sense when salespeople areresponsible for uncovering their own leads. Stinnett, president ofSalesExcellence Inc., a business solutions provider, adds thatinstead of selling in a reactive mode, cold-calling allows reps tounearth sales gems. "It's not easy," he says,"but the value is shorter sales cycles, larger deal sizes anda lot less competition."
Continue reading this article - and everything on Entrepreneur!
Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5.
Entrepreneur Editors' Picks
-
This Co-Founder Was Kicked Out of Retailers for Pitching a 'Taboo' Beauty Product. Now, Her Multi-Million-Dollar Company Sells It for More Than $20 an Ounce.
-
Have You Ever Obsessed Over 'What If'? According to Scientists, You Don't Actually Know What Would Have Fixed Everything.
-
After He Was Fired From the UFC, This Former Fighter Turned His Passion Into a Thriving Business
-
Most People Don't Know These 2 Things Are Resume Red Flags. A Career Expert Reveals How to Work Around Them.
-
How One Woman Turned Pandemic-Induced Boredom and a Makeshift Garage Art Studio Into a Thriving Franchise
-
Use These 4 Self-Care Rituals for More Resilience and Less Depletion
-
Shark Tank's Barbara Corcoran Wants to Invest in 'Someone Who Probably Needs a Good Shrink Instead of a Business'
