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5 ways to overcome cold call reluctance
Here are some good reasons why ramping up cold calling efforts now, during a down economy, can get your salespeople in front of more prospects: Many salespeople deal with a recession by making fewer...
View ArticleCold calling rated worse than not rollin’ in the hay for 30 days
Always felt that making cold calls was one of the worst job duties? You’d give up almost anything to dump it, right? But would you be willing to forgo adult (ahem) relations for 30 days? Turns out...
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Cold calling: 7 ways to avoid the brush-off
Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them: Challenge prospect...
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Cold calling: 6 keys to keeping prospects on the line
Successful sales calls share the following characteristics: They create interest and open a dialogue rather than simply informing prospects about products/services. They begin by letting the prospect...
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The top 6 stupid cold calling mistakes
There are no magical tips you could get that’ll guarantee success for all cold calls. But, unfortunately, there are six dumb mistakes that will ensure failure and rejection. Making it about you and...
View Article5 marketing channels to avoid
Is your company still using one of these tried-and-true sales models to market its products? If so, it may be time to consider a new strategy: Direct mail: There are still some organizations that...
View ArticleThe best, worst times to contact potential customers
Getting some phone time with busy people is a challenge. The challenge is a bit less daunting if you know the right times to reach out. Dr. James Oldroyd at the Kellog School of Management studied the...
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4 of today’s best ways to boost cold call results
There’s no doubt, cold calling isn’t easy. But there are some secrets to success – such as having the mental toughness to accept rejection and using a combination of these four tactics. 1. Prioritize...
View ArticleWhy salespeople avoid referrals (and what you can do about it)
Time and again, research has proven referrals are the best way to close more high-probability prospects. So why do salespeople constantly avoid asking for them? A number of studies confirm salespeople...
View ArticleTurning gatekeepers into gate openers
Some list gatekeepers as public enemy No. 1 when it comes to cold calling selling. Others credit gatekeepers for steering them in the right direction and helping them close a sale. It all depends on...
View Article10 Reasons Cold Calling’s Gone (& Ain’t Comin’ Back)
Here are 10 very valid reasons why the average cold call has gone the way of the Maytag man: Caller ID. No exec is taking calls from a number he/she doesn’t recognize. Cell phones. Most execs use...
View ArticleTop 10 Sales & Marketing Update Stories of 2011
Here are the top 10 Sales & Marketing Update stories of 2011, as chosen by our readers: 10. Top 6 Dumbest Cold Calling Mistakes There are no magic tips guaranteeing successful cold calls. But...
View ArticleCold call mental programming that pays off: 24 inspirational quotes
Studies have shown that some salespeople reduce their cold calling efforts by as much as 38% during tough times. That’s not good. It may help to know that others have walked this path before you. Fuel...
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