How to fire up cold calls
When cold calling, sales execs shouldn’t be so quick to nuke the prospect’s voice mail; there may be some valuable information in the message about how to move forward. Don’t be afraid to cultivate relationships with executive assistants, for they are often the key between getting in the door or getting shut out. Take time to build a ‘nurture library,’ or a package of relevant news, research and information that may persuade prospects to carve out some time to meet with you.
The various actions are subsets of the ‘Seven prospecting rules that produce leads,’ a guest blog that was written by b-to-b sales specialist Brian Carroll, who is CEO of InTouch and author of “Lead Generation for the Complex Sale” (McGraw-Hill) and the B2B Lead Generation Blog.
Since we introduced Follow the Lead late last summer, Brian’s blog has been one of the most popular items among readers.
With that in mind, we approached Brian about participating in a Webinar in which he could delve into the seven prospecting rules. As Carroll made clear during the Webinar, no one element of the seven rules should be thought of in isolation, but, rather, the rules should be considered an integrated way of establishing a relationship.
The Webinar is chock-full of best practices for sales executives who rely heavily on the telephone to drive sales. Despite the ongoing lurch to a digital age, Carroll offers a ringing endorsement that – with follow-through and additional homework – cold calling works. We’re eager to get your feedback.