{"id":724,"date":"2007-03-06T10:31:31","date_gmt":"2007-03-06T16:31:31","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/cold-calling-numbers-game\/"},"modified":"2007-03-06T10:31:31","modified_gmt":"2007-03-06T16:31:31","slug":"cold-calling-numbers-game","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/03\/cold-calling-numbers-game\/","title":{"rendered":"Cold-Calling Numbers Game"},"content":{"rendered":"<p>Is it me or is the saying &#8220;<em>it&#8217;s a numbers game<\/em>&#8221; an overly-simplistic statement regarding a grossly inefficient tactic?&nbsp; Weight lifting is a numbers game.&nbsp; Sales and marketing is not.&nbsp; Some instances where this statement is&nbsp;applied:<\/p>\n<ul>\n<li>cold-calling\n<li>networking\n<li>job searching\n<li>mailers\n<li>invitations<\/li>\n<\/ul>\n<p>I&#8217;m sure there are other examples but those stand out in my mind.&nbsp; There is a modicum of truth to the statement.&nbsp; Yet, it lacks the strategic aspect needed in today&#8217;s market.&nbsp; This throw away line is often the dismissive final comment from a person whom lacks a formal strategy and\/or has reached the end of his or her tactical moves.<\/p>\n<p>What about adjusting the approach, shifting tactics or rethinking the entire task?&nbsp; These thoughts are viewed as over-analyzing a simple task.&nbsp; Cold-calling, for instance, does require a salesperson to make the calls (and many salespeople won&#8217;t).&nbsp; But lacking strategy and tactics on the call leads to a colossal waste of time.&nbsp; In that instance, it is not a numbers game.<\/p>\n<p>Today&#8217;s information age requires salespeople who have the ability to speak at an informed level.&nbsp; The days of cold-calling a VP and asking, &#8220;What does your company do?&#8221; are gone.&nbsp; Salespeople need to have a cursory understanding of their prospect&#8217;s business and even to some extent, the challenges that company is facing in the market.<\/p>\n<p>Obviously the greatest cold-calling tactic will be pointless if the salesperson does not make the calls.&nbsp; However, there are certain aspects that a salesperson can use in his or her approach.&nbsp; Plan the call, have a toolbox to handle common situations and focus on the quality of the call before the quantity.<\/p>\n<p>As a sales manager, don&#8217;t use the throw away numbers line on your sales team.&nbsp; If you are struggling with the format of the call or coaching your team, <a href=\"http:\/\/www.selectmetrix.com\/Coaching_Sales.html\" target=\"_blank\">we can help<\/a>.&nbsp; <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Is it me or is the saying &#8220;it&#8217;s a numbers game&#8221; an overly-simplistic statement regarding a grossly inefficient tactic?&nbsp; Weight lifting is a numbers game.&nbsp; Sales and marketing is not.&nbsp; Some instances where this statement is&nbsp;applied: cold-calling networking job searching mailers invitations I&#8217;m sure there are other examples but those stand out in my mind.&nbsp; There is a modicum of truth to the statement.&nbsp; Yet, it lacks the strategic aspect needed in today&#8217;s market.&nbsp; This throw away line is often the dismissive final comment from a person whom lacks a formal strategy and\/or has reached the end of his or her tactical moves. What about adjusting the approach, shifting tactics&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2007\/03\/cold-calling-numbers-game\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[14,4,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-bG","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/724"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=724"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/724\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=724"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=724"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=724"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->