eBook Cold Calling Tips & Tricks.pdf

COLD CALLING STRATEGIES THAT WIN Too often, sales reps are wasting time with unproductive prospecting practices and failed attempts to bypass gatekeepers. Fortunately, there are a number of ways in which sales reps can overcome these obstacles and generate more success from their cold calling efforts. Cold Calling Tips & Tricks 3 2007 SET YOUR SCHEDULE Distractions are easy to come by on a B2B sales floor, therefore it is crucial to implement structure within your schedule. At the start of each week, map out your goals and set an agenda for each day. When the week comes to an end, compare your ‘planned to actual’ metrics. Use TODAY this schedule as a way to evaluate your productivity and devise a strategy for how you can improve upon these results in the coming week. Discipline and organization are fundamental characteristics of successful sales professionals. PATIENCE & PERSISTENCE In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today, it takes 8 attempts (source). While research proves there is true value in persistence, 44% of sales professionals give up after only one follow-up attempt (source). Don’t quit before the game is over. Consider In 2007 it took an average of 3.68 cold call attempts to reach a prospect, today it takes 8 (source). the numbers and continue to follow up. Cold Calling Tips & Tricks 4