Read Fanatical Prospecting. I hired a salesperson recently and found that book very interesting as someone who has no sales background myself.
Really the gist of it is twofold:
1. Somebody who just picks up the phone and dials prospects for an hour is going to do much better than someone who makes excuses and finds reasons to not dial. Even bad prospecting is generally better than no prospecting.
2. Cold calling is rarer than most people (even most salespeople) think. The numbers come from somewhere. Unless you’re dialing straight from the phone book, then the prospect is likely somewhat warm. Did they request info on your website at some point? Give you their card at a tradeshow? Those aren’t cold calls.
Comments
Read Fanatical Prospecting. I hired a salesperson recently and found that book very interesting as someone who has no sales background myself.
Really the gist of it is twofold:
1. Somebody who just picks up the phone and dials prospects for an hour is going to do much better than someone who makes excuses and finds reasons to not dial. Even bad prospecting is generally better than no prospecting.
2. Cold calling is rarer than most people (even most salespeople) think. The numbers come from somewhere. Unless you’re dialing straight from the phone book, then the prospect is likely somewhat warm. Did they request info on your website at some point? Give you their card at a tradeshow? Those aren’t cold calls.