Cold Calling Basics: In Person

The in-person cold call is the oldest in the book.  It is still used daily by outside sales representatives, but more and more companies are shifting towards having strictly an inside sales force.  If you are in B2B sales then the chances are you make in-person cold calls every day.  If you are an inside sales representative feel free to skip this section and head to the phone call basics post. Cold calling is often times the first contact a...

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Cold Calling Basics: Teleprospecting

Cold calling by phone, also known as teleprospecting, is very different from telemarketing.  Telemarketers are selling less expensive products and are trying to get a prospect to purchase their product or service on the first phone call.  They are usually calling residential phone numbers and have a memorized talk track.  Teleprospecting on the other hand, is a part of the sales process and is all about gathering information and setting in...

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Email Prospecting the Right Way | Part 2

How To Send Your Messages Many sales organizations will use email marketing services like Constant Contact. If you don’t have a tool like this at your disposal, this is a quick an easy way to use Outlook and Word to send out personalized bulk messages. If you haven’t read part 1 on email prospecting and why it matters, read it here. To do this you need to be using Microsoft Outlook as your email service. By now you should have a message...

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Email Prospecting the Right Way | Part 1

Why you should do it, what you should say, and how to make money from it. If you have been doing well with prospecting, chances are you’ve collected a fair amount of business cards and contact information. It may be time consuming to enter this data into your CRM system but it is so important because you can use it later on. Prospecting by sending very targeted emails to your prospect base is an easy way to find opportunities. Why you should do...

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Cold Calling Script That Works!

Setting appointments over the phone is tough, but is vital to your success as a salesperson. In order to be good on the phones you must speak with confidence, have a solid script, and keep a positive attitude. The script below is a great way to introduce yourself, hook the decision maker, and close for the appointment before you have lost the interest of the prospect. Here it is: “Hello Decision Maker’s Name. I have been looking forward to...

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B2B Sales Dress Code for Men

As a salesman, you are the representation of your company. How you act and look while out prospecting and running appointments, is how people will picture your organization to be run. This is important because a prospect won’t want to do business with a company that doesn’t seem well put together. If you dress sharp and use your manners, you will earn more trust, respect, and sales. Suits In B2B sales it is imperative that you own and wear a...

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Reaching the Decision Maker

Phone Calls Getting past the Gate Keeper: Calling by phone is the most common tactic used by sales reps to get a hold of decision makers (DM). However, phone calls can also be the most frustrating form of cold calling due to tough gate keepers. A gate keeper (GK) is a receptionist and it is their job to keep salespeople from getting through to the DM’s. When speaking to a gate keeper you must speak with authority. If the receptionist...

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Key Elements of a Great Cold Call

Cold calling can be a cold experience if you skip steps. But whether you are on the phone or in person, cold calling is essential to your success in sales. All companies need a sales force to reach new prospects by cold calling. If we don’t have new conversations with prospects then we have no way of growing our customer base. When making cold calls we should be attempting to reach decision makers at organizations we want to work with. Decision...

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