Tag: cold calling
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It Is Game Over for Field Sales – Now It Is Time for Inside Sales to Take the Field
Field sales has died, and no one noticed. Witness the dawn of inside sales. The last three years (2020-2022) have been hard for salespeople and hastened the decline of field sales. What was once normal was turned upside down during the pandemic and a new normal established. The pandemic forced field sales teams to operate…
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Cold call with a purpose. Prospect using iBANT – Interest and Intent, Budget, Authority, Need, and Timing
The fundamental purpose of cold calling is to engage prospects in conversations that progress to the next step. The goal of these calls should be to move beyond an interruption to a scheduled call that leads to a predictable outcome – a sale. Anytime salespeople make calls to someone they have never spoken to before…
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Is Cold Calling Dead? Cold Calling exits stage left. Informed Calling enters stage right.
Is cold calling dead? There are many common misbeliefs about cold calling that include it is a waste of time, it is for losers, it makes you depressed, it is hard, to name just a few. Common myths about cold calling include calls are for whoever picks up the phone, cold calls do not result…