Cold Calling InsideView Prospecting Tools 
Sales 2.0
JULY 8, 2022
I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. This post describes a framework that I have found over the last two decades can really change the math on prospecting. Do you know how you help?
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. company states that cold calls are dead.Yet, many sales people continue to cold call. My definition of a cold call: You call a person who does not know you and is not expecting your call. (For
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Score More Sales
MAY 24, 2012
The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. ” (A trick question?).
Sales 2.0
AUGUST 4, 2018
In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Social calling helps. Today’s post is not about rocket science.
Sales 2.0
JUNE 29, 2014
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.
Partners in Excellence
NOVEMBER 2, 2011
Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from people I respect. I prospect vigorously. I do cold calls.
No More Cold Calling
JUNE 28, 2012
Not even the salespeople who make cold calls like receiving them. There’s plenty of research to support the opinion that cold calling is dead. More than 92% of execs ignore cold call and email meeting requests. The secret to B2B sales is calling the right person, at the right time, with the right message.
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