The practice of cold calling as we know it is dead…at least it should be.
Today, we’re going to talk about the death of cold calling. Yes, cold calling is dead in the B2B world. Now, I didn’t say prospecting is dead. And this is not a call to sales people to put down their phones.
Cold calling infers dialing for dollars…that the sales person has not done any preparation before picking up the phone and calling the prospect. Folks, we live in the information age. Not long ago, you could call a prospect, be less than informed and it was okay. “What is it you do here?”
Today, that practice is completely unacceptable! Prospects expect that if you are calling on them that you’ve done some homework…some research… that you’ve identified some potential synergies between their needs and your solution.
Help your sales team develop the right prospecting habits to make a great first impression.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.