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Cold Calling or Using the Telephone for Success: Is Prospecting that Scary?

Date Posted: 2005-10-05

Let's review different prospecting methods and the level of effectiveness each delivers. You will then read about the common denominator that links both the methods and these complaints. We will define what a qualified lead is, and finally, we will review some ways to generate qualified leads using the common denominator, the telephone, to contribute to the success of sales people.

Complaints

- I am always amazed to hear sales people complain about how difficult it is to build their pipeline and therefore meet or exceed their revenue target. I often hear gripes like:

- Marketing is sending me poor leads and I am wasting my time going after them.

- Prospects don’t call me even though we have a terrific product feature set advertised all over the place.

- I call new prospects but they never return my calls

- I can’t get anyone on the phone to present what I offer with players that can buy from me.


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