Category Archives: Must Read calling tips!
Drilling Down—it’s the only way!
Very often, when pursuing leads, you will encounter roadblocks. They will come in many shapes and sizes. If you’ve read my earlier posts, you already know that the most common roadblock you will encounter is a low-level person (a gatekeeper … Continue reading
Here’s a neat trick…
How many times have you gotten a response like this: “Go ahead and email me your information, I’ll forward it to the person in charge, and if he’s interested, he’ll get back to you”? Myself, I’ve heard that countless times. Continue reading
End of the Year Advice: Top 10 Cold Call List—Ignore at your Peril!
A compendium and synopsis of expert cold-calling tips and advice for salespeople and marketers seeking to obtain appointments with top decision-makers. Continue reading
The Coldest of Cold Calls…
What do you do when you have nothing but the company name and a phone number and solid intel that the company might need your product or service (they’re opening a new office; they’re moving; they’re expanding on-site, whatever…). You’ve … Continue reading
Key Ingredients
The story of how I got the Dodge corporation to honor a recently-expired warranty and saved hundreds of dollars in the process. Continue reading
The Single Most Important thing in action!
Here is a perfect example— Client: Office moving company Prospect: A 250 employee marketing firm with offices, warehouse, and machinery to be moved. I reached the VP of MFG who was willing to schedule a consultation to discuss the warehouse … Continue reading
The Single Most Important thing to remember when making a cold call.
Never allow yourself to be dissuaded by gatekeepers and underlings who have no decision-making power. Continue reading
