In my opinion, cold calling is a form a desperation.
I follow the author of this quote Frank Rumbauskas.
There's an excerpt below...
My answer is NO. His answer, don't even think about!
Cold calling isn’t a lost art. It’s simply inefficient. Just like the horse & buggy when compared with an automobile, and a telephone when compared with a telegraph key.
Worse, it’s ineffective! At least the telegraph would get your message across, and the horse & buggy would get you from point A to point B. But that’s not necessarily so with cold calling.
It annoys people. It destroys your status as a business equal. It’s horribly inefficient, and nowadays, decision makers are becoming experts at avoiding cold calls! Gatekeepers are taught to refuse all of them, and now many businesspeople are setting up “cold call” voicemail boxes that are NEVER checked!
(Just in case you’re wondering why your cold calls aren’t being returned.)
In fact the University of North Carolina did a study, concluding that 80% of executives absolutely, positively will not buy from a cold call!
As to the second statement, that salespeople who don’t cold call are lazy, this is typical of an old-school dictator manager who never actually succeeded in sales.
All of the top sales pros I know and have worked with never cold call. They use efficient lead-generation strategies that bring prospects to them, and eventually they have so much referral business that they don’t have to prospect at all.
If a sales rep isn’t cold calling and isn’t making any sales, you probably have someone who isn’t necessarily lazy. What you have is a rep who was never taught anything effective. I know, because I was in that very position my first few years in sales.
I hope this helps!
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In my opinion, cold calling is a form a desperation.
I follow the author of this quote Frank Rumbauskas.
There's an excerpt below...
My answer is NO. His answer, don't even think about!
Cold calling isn’t a lost art. It’s simply inefficient. Just like the horse & buggy when compared with an automobile, and a telephone when compared with a telegraph key.
Worse, it’s ineffective! At least the telegraph would get your message across, and the horse
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