Cold Calling Still Works. Here's Why
Today's buyer has a world of information at their fingertips, and couldn't possibly be persuaded by a cold call, right? Wrong. This sales consulting firm would tell you that you need to call now more than ever, and maybe just adjust your goal.
It used to be that a sales process would really start with building awareness, interest, consideration, and intent to purchase before even an alternatives evaluation phase. The salesperson had a lot of work to do before they were battling competitors in the evaluation phase. Before information was so widely available on the internet, the sales process was much longer, and more segmented for sales reps. No matter how you’re inside sales campaign or outside sales strategy is oriented today, chances are that it is impacted by this shift in buying style. The diagram below shows the portion of the sales process that was completed by the salesperson before recent buying styles.