We have been debating the merits of cold calling recently here at Select Metrix. My take is that it is an archaic approach that appears active but produces little. I don’t recall the other argument since mine was so persuasive (that ought to get Lee going). Here is another take on cold calling from one of the Inc.com blogs: First, no more cold calls! They don’t give enough of a return, and we typically have the wrong people doing them (the new hires). Instead, let’s try Six Degrees of Separation for business. If the world is truly “connected,” — and it is — why make cold calls when we can… Read More
Continue ReadingProspecting Perspective
I haven’t seen this quote before, but it comes from the JustSell.com daily newsletter: “Every strike brings me closer to the next home run.” Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude. The Babe’s approach would be a good starting point for prospecting, especially if you are facing many “no’s” from prospects.
Continue ReadingUse Anti-Bonding When Hiring Salespeople
Here is an interesting article from Columbia Business Times titled The Mysteries Of Hiring Salespeople Unlocked. Good title. The short article has some excellent advice and some marginal suggestions. From the excellent column (emphasis mine): 3. Unlearn your present interviewing system. First, throw away the hiring profile assessment you are using now (are you using one?), and instead find one that measures sales skills, adversity, toughness and, most important, whether this applicant will sell for you in your industry. Second, remember this applicant was someone else’s salesperson. Salespeople who “turn over” get good at giving you answers you like to hear. Third, instead of using your natural bonding skills, try… Read More
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