Cold calling tipsCold calling: despised by some, venerated by others – it’s the indisputable success factor in many of the businesses I’ve worked with over the past 16 yearsBut since you’re here – you know it works – and you’re … Read More
How to get in front of decision makers
How to get in front of decision makersGetting in front of important decision makers is the goal of many salespeople and business owners alike – after all, how would the decision maker appreciate the value that you can bring to … Read More
Should I use a script for cold calling?
Should I use a script for cold calling?I read a post on LinkedIn this week talking about a team’s success in a focused cold-calling session; distractions were removed, minds were focused and contact lists were prepared in advance of the telephone … Read More
Mastering the art of objection handling
Mastering the art of objection handling in salesWhat is objection handling?Objection handling in sales is the art-meets-science of addressing questions and challenges presented to you by a prospect during the sales process; these objections can be presented at any time … Read More
Does cold calling work?
Does cold calling work?The debate’s an old one: is there value in cold calling – does cold calling work? If so, how and when should you employ it as a technique?Even as far back as 1991, when the Mk3 Fiesta … Read More