Adaptive Business Services

FEBRUARY 6, 2019

I started my B2B selling career in 1977 and our program was pretty simple … make 30 face-to-face cold calls every day. Well, I’m here to tell you … making cold calls in the heat of summer in a three-piece wool suit and a tie, day in and day out … ain’t much fun. Would you rather make cold calls or follow-up on a referral?

Networking 48

Networking Cold Calling Epiphany Face-to-face 48

Adaptive Business Services

AUGUST 2, 2017

As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. A prospecting epiphany. I sectioned the territory off on a map and spent weeks driving and taking notes which I then carefully added to my CRM. The result of all of this is that I have not made a cold call since 2005.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Mindtickle

MARCH 24, 2022

Alice : I think that I had an epiphany. So how often do you take a cold call? Tony, how often do you take a cold call from someone who wants to set an appointment with you for their ae? Tony: I think the last time I took a cold call was in 1997. Obviously, the connection with Miller Heiman is huge.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52