Category:
Cold Calling Destroys Salespeople’s Motivation
July 19, 2007
Continuing on my crusade against cold calling – I found an interesting survey which Huthwaite conducted in 2003. I should mention this company was responsible for conducting one of the most extensive studies into what works and what doesn’t work with sales presentations. The project known as Project Sigma was conducted over a [...]
Why Cold Calling Doesn’t Work
July 6, 2007
Today I want to begin looking at the subject of cold calling.
Cold calling can be defined as contacting someone who is not expecting your call and doesn’t know you from a bar of soap.
I believe there are two parts to any sale. Part one is getting the appointment with the right person. [...]