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 declined significantly, largely due to the pandemic, leading to the rise of inside sales. Virtual meetings and technology have transformed sales processes, making inside sales teams more efficient and effective through informed outreach and various communication channels. The buyer-seller dynamic has shifted, with buyers being more informed and less inclined to engage…
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Cold call with a purpose. Prospect using iBANT – Interest and Intent, Budget, Authority, Need, and Timing
Cold calling aims to engage prospects and move towards scheduled sales conversations, not immediate closures. It requires persistence and research to identify interested decision-makers using buyer intent data. The initial call should confirm the right contact and establish interest, while the iBANT framework (Interest, Budget, Authority, Need, Timing) prioritizes intent. Post-call analysis is crucial to…
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Is Cold Calling Dead? Cold Calling exits stage left. Informed Calling enters stage right.
Cold calling is not dead; it’s evolved into informed calling, leveraging data and technology for targeted outreach, making it more effective and respectful. Misconceptions about cold calling persist, but it remains a vital tool for business growth.