Cold Calling Still Works. Here's Why

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.

 


By Chris Strandin

· November 13, 2014

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Topics: sales management

How to Love Prospecting #3 Change How You Feel

Introduction

In parts 1 and 2 of this trilogy, Change How You Think and Change How You Act, I introduced new ways to think about prospecting and alter your selling process to enjoy and excel at prospecting. This final chapter of How To Love Prospecting is about changing how you feel about prospecting by providing a new perspective on the way you view your daily activities. As a sales consultant firm specializing in inside sales consulting, we know that how you feel is a major factor in how well you sell. It is important to set up

 a sales process and sales culture that encourages motivation and achievement every single day. A myriad of factors can lead to a “bad day” which leaves the rep unhappy, unproductive, and ineffective.  I find that daily motivation, defined sales process, and clear goals all help to motivate and improve the mental state of prospectors, and improve results.  If you have the right sales process, with the right goals, striving to achieve those goals will yield a sense of accomplishment every day. The following sections will address how to set and adjust individual goals as a part of a sales strategy designed to improve morale and performance.


By Chris Strandin

· November 4, 2014

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How to Love Prospecting #2 Change How You Act

 

Introduction

My previous blog in this series, Change How You Think, provided some helpful tools and tips for salespeople dealing with a lack of motivation to cold call, an unhealthy attitude towards their role in a cold call conversation, and the unfortunate plague that is call anxiety. Change How You Act will address how to leverage day planning, account blueprinting, and CRM use for every sales professional looking to increase success in prospecting. I think it is important to remember that Action precedes motivation.

As part of a sales consulting firm, I know that most sales professionals have a routine, and that changing your sales process can be difficult, but rewarding. Every person and industry is different, but if you’re looking to build a winning sales process, I would encourage you to consider changing a few little things that will give you more efficient use of your time so you can sell better.


By Chris Strandin

· October 30, 2014

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How to Love Prospecting #1 Change How You Think

Change_How_You_Think-1

Introduction

 

This is the first blog in a 3 part series with the intention of giving you and your team the tools and perspectives to cold call better, and to truly enjoy prospecting. Working at a sales consulting firm, I find that very few individuals consider cold calling the favorite part of their day, even though it is a vital part of their job and their sales process. We know that prospecting opens the door to selling conversations, but why do we lose motivation? With experience implementing custom sales training programs across different industries, I’ve learned that there are ways to learn how to love prospecting. I’ve isolated three categories of small changes you can make to enjoy this vital part of your inside sales process: Change How You Think, Change How You Act, and Change How You Feel. In this first blog, I address the “Change How you Think” portion of the trilogy, and I invite you to consider how the following concepts could benefit your organization’s approach to cold calling.


By Chris Strandin

· October 28, 2014

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Proven Plans & Sales Playbooks to Win Against the 800 Pound Gorilla


INTRODUCTION:

Are you tired and fed up to losing against an 800 pound gorilla in your space. Do you have a plan?

So in our sales consulting firms practice, we are continually engaged with clients who have an 800 pound gorilla or a dominant competitor in their space. How do you beat them. After successfully doing this for many years I thought it would be helpful to share some of our thoughts.  If it came down to own work on how you do this, Discipline. 

When competing against these types of competitors, lets be real they have:

  • A lot of referencable accounts
  • Success stories on their web site
  • They know how to WIN over and over again
  • They are the safe choice for prospects
  • They throw resources and $$ on key sales initiatives
  • Price is not an issue in a competitive deal

By Eric Morse

· October 8, 2014

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Topics: General, vp of sales, sales, sales management, ceo

Inside Sales Management: The Value of a Sales Playbook

You’re a sales leader, working with your team to achieve increased sales targets but you are struggling to get there. You need a new plan but where to start? In our last article Success Tips for the Inside Sales Process we talked about some quick tips to get a rapid boost in Inside Sales performance. For longer-term, more sustained performance, however, implementing a Sales Playbook as part of your sales planning should be something that you strongly consider.

So what is a Sales Playbook and what does it do? The Sales Playbook is essentially a codified manual for your Inside Sales team which unifies both your selling strategy and your sales process. Additionally, it critically aligns your sales messaging so that it very clearly resonates with your selling prospects and/or future potential clients.


By Eric

· April 15, 2014

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Topics: General

Inside Sales Management: Are You Nurturing Salespeople or Robots?

How many calls do you listen to every month? It’s really interesting the responses I get from Inside Sales Management to that question. A lot of the time the answer is, 0 to a few calls per month.

As Inside Sales Management, your job is to execute on a sales strategy, build, nurture and manage your sales team and achieve your team quota. I find that very little coaching occurs and mostly number audits. Time on the phone, time between calls, number of demos etc. Bottom line in my opinion, we are creating an industry of robots.


By Eric

· February 4, 2014

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Topics: General

Screw Being a “A” Player, I Want To Be #1

So on this Superbowl week, Go Hawks, my attention is to the many questions I am asked. Let’s take an appropriate one for this week. So Eric what does it take for me to be number 1 in my company? Or “Screw being a “A” Player, I want to be #1”.

So first of all the fact you are thinking that means you are on the road. Congratulations.


By Eric

· January 28, 2014

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Topics: General

Success or Failure of a Sales Process Implementation, Lessons Learned

So after developing, creating, fixing and implementing numerous Sales Process for different types of companies, I thought I would review some of the REAL Killers/Failures in adoption that I have personally seen while I was selling, managing and since 2003 providing winning sales consulting through my Sales Consulting firms SRi, Sales Result Inc. in which we cleaned up a lot of the below mistakes.


By Eric

· January 13, 2014

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Topics: General

CEO to Sales VP: Why Did We Wait 12 Months to Fire These Sales Non-Performers?

So how many times have we hired someone and said to ourselves this person is going to be fantastic. Yet 12 months later he/she is fired. We have also heard and seen in many blogs the cost of the wrong hire or turnover.


By Eric

· December 11, 2013

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Topics: General

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