As 2009 winds down, we’re going to take a look back at our most popular posts of 2009. These are your favorites based on the number of times read, and do a good job of telling us what you’re most interested in! We’ll be back live on January 5. Thanks for reading us this year, and we look forward to bringing you more great info and insights in 2010!
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Cold calling has always been viewed as a necessary part of sales. During a time when closing a sale is especially 
difficult, cold calls are even more vital to the profession. Sales consultant Doyle Slayton emphasizes the importance of maintaining perspective while cold calling, rather than just mindlessly dialing numbers and pitching your services or product. In a recent article, Slayton writes about two simple goals for successful calls. The first goal is “Information.” This may seem obvious, but gathering information requires one to zero in on specifics. “Learn who the decision makers are, find out the best time to reach them, get direct dial phone numbers, cell phones, and email addresses,” he writes. “Your primary goal is to get as many details as possible to help qualify the prospect as a viable lead in your database.”
Think you can guess the second goal that Slayton says is key to cold-calling success? Click here to find out if you’re on the right track.
Monday, Dec 28, 2009
Jessica Helinski