Every January, many salespeople come back to work after the holidays, sit down in front of their computer, open their inbox, and look for something to do. These same salespeople avoid calling their prospective clients, telling themselves that the…
I long ago gave up on trying to help people understand the superiority of cold calling over any other form of cold outreach. Several years back, the proponents of a “social only” approach to prospecting were certain that they had replaced cold…
In some cases, merely increasing a given activity doesn’t really help you increase your sales effectiveness. But when you’re in a slump, increasing your prospecting—especially picking up the phone to schedule meetings—is the best prescription.…
Yesterday, a sales leader asked me a question that sales leaders should ask more often: “How do I get my salespeople to prospect?” In this case, the leader explained, his sales force didn’t believe they should be calling their clients and…
I started making cold calls when I was fifteen years old. I left my job washing dishes at a large banquet center and started calling community leaders to ask them to host a bike-a-thon for a popular charity.
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