Comments on: 11 Sales Tips for Cold Calling and Prospecting

By: Eli

Eli — Sun, 28 Feb 2010 02:25:10 +0000

I agree with you trish

By: Janna Soltero

Janna Soltero — Wed, 24 Feb 2010 22:44:49 +0000

My biggest challenge is still in figuring out who to call from the 10K of potential prospects. A number of companies I know rely on such triggers as management change, M&A, etc. as their entry attempts into new accounts and use for their call lists. Do you have suggestions on how to best integrate this concept with tactics you mention? Further, do you know of companies that offer sales trigger alert services (there is inside view – but they are not accurate; and http://www.ctosonthemove.com – but they are only IT execs-focused)? Thank you for your input. JS

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Sat, 20 Feb 2010 06:03:32 +0000

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By: SteveRVorsight

SteveRVorsight — Wed, 17 Feb 2010 01:38:51 +0000

So many salespeople living in the day to day of sales 2.0 still struggle with these opening skills. I'm pretty sure that's why Chad wanted to post this – it gets to the heart of some of the down in the trenches stuff that salespeople still need. I agree with all of the ideas in this blog. These skills are only meant to compliment everything here.

By: SteveRVorsight

SteveRVorsight — Wed, 17 Feb 2010 01:38:31 +0000

Trish – totally agree with you on sales 2.0. You need to understand the prospect's business, pain, trigger events, etc. before you attempt to do any of this. That said you can have the ability to unearth all the pain in the world, but still be unable to have those little hooks that get your prospect willing to listen to you in the first place to let you uncover the pain. My 'tips' are for that bit before you kick in with sales 2.0. Call it cold calling 2.0. It still brings to bear all of the sales 2.0 ideas but gives you the ability to exercise those skills with a targeted audience. The 'all about you' part only lasts 30 seconds until you can transition the conversation to questions and make it about them. You have to establish some credibility before coming with questions otherwise you are just coming from left field and will hear a dial toine pretty fast. I know because I make a ton of calls!

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