VALUE STRATEGY GROUP

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Question of the Month
"My salespeople won't cold call -- What do I do?"

CEO of Services Firm

Answer
No one likes to cold call. It is labor intensive and can be frustrating when it does not work. But cold calling, when done correctly, is the number one way for companies to organically grow their business and the number one way for salespeople to become rich. Why? Because when you cold call, you canvas a wide market area and fall into active buying cycles that are already underway. Additionally, you can target specific buyer prospect titles based on the products or services you sell.

Does it take effort, practice and the right communication approach? Yes.

Does it take corporate commitment from the top down? Yes.

To make it work

   1. Teach your sales team how to cold call correctly with the right telemarketing script.
   2. Preload a CRM system with a targeted prospect database for your sales team so they don’t have to search for prospects to call.
   3. Manage your sales team by metrics (how many new cold calls per week to new prospects does your sales team make. etc.).

All professional salespeople cold call. Cold calling is a required skill for salespeople. When senior salespeople will not cold call and want junior salespeople to call for them, they are placing an intermediary or liaison between them and the buyer and reducing their sales cycle success by counting on someone with lower sales skills to handle their value communication. The goal of sales is to be peer with the buyer not a vendor. By cold calling directly to the targeted buyer, you increase your peer-to-peer interaction.

Newsletters

February 2010
How Strong is Your Sales and Marketing Team?

January 2010
Be a Thought Leader, Avoid Being a Vendor

December 2009
Increase Your Business Success by Building Your Business to Sell

November 2009
Top 10 Sales Urban Myths

October 2009
Managing the Cost of Salespeople - Part 1
Managing the Cost of Salespeople - Part 2

September 2009
Increase Your Success Through a Better Sales Forecast

August 2009
Develop Sales Competency Models To Sell More

July 2009
Managing Circadian Sales Rythms

June 2009
Strategy is important, but strategy with execution is better!

May 2009
How to Use Reverse Value Methods to Close More Deals

April 2009
Calculating Your Product or Service Price

March 2009
Is Your Executive Team Making Your Complex Sales Process Too Complex?

February 2009
Do You Really Need A Four Color Brochure?

January 2009
Growing Your Business During A Recession

Whitepapers >>Download

6 Approaches to Growth and How They Affect Business Opportunities

3 Reasons Why Most B2B Branding Fails and Scares Prospects Away

7 Reasons Why Many CEO's Will Miss Their Revenue Numbers in 2010

Special Report: The Top 8 Action Steps Salespeople Can Take to Hit Their Sales Quota

The 7 Stages Of Prospect Commitment You Need To Manage!
6 Reasons CEO's Need To Use A CEO coach To Help Grow Business Profitably

Press Releases >>Download

January 23, 2009 - In This Economy, It Is Hunt Now, OrBe Eaten Later!
April 29, 2008 - Value Forward Network Gives Advice On How To Grow Your Business During A Recession
March 05, 2008 - Most Companies Pull Their Business Value Behind Them and Push Themselves into Commodity

Publications >>See All

FREE Value Forward Network SPECIAL REPORT - "The Top 8 Action Steps Salespeople Can Take to Hit Their Sales Quota Now - According to a Study of 3,000 Successful Salespeople."
Book: "Value Forward Selling - How to Sell to Management: Become a peer in the boardroom, instead of a vendor in the hallway!®"
Book: "Sales Management Power Strategies"
Book: "Value Forward Marketing" - NEW -
eBook: "How To Get A Better Job Or Negogiate A Promotion"