Phone Prospecting - the Key to Scheduling Meetings

Posted by Dave Kurlan on Tue, May 23, 2017 @ 17:05 PM


Cold calling is dead.  Not.

Cold calling doesn't work.  Untrue.

Cold calling is a waste of time.  True if you suck at it.  False if you're good at it.  

Even if you are following up on inbound leads your follow up call will be cold.  They don't know you and you don't know them.  Cold.

Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day. It's about being effective, not dialing your brains out!

Today, a salesperson left a voicemail message and he didn't sound bad; but his strategy and script were awful.  Listen to the message below and try to identify what was wrong.  Then watch the video below to hear me talk getting your prospects to pay attention and engage with you on the phone.

Listen to the voicemail.


If you took the quiz then you know the right answers, right?

So why do salespeople have such a difficult time on the phone?

In addition to poor strategy, their scripts are awful, they usually sound awful, they fail to get their prospects' attention and rarely, if ever, get their prospects engaged.

Watch this video to get a better sense for what I mean.


Latest News -

Kurlan & Associates was named again in the 2017 Selling Power list of the Top 20 Sales Training Companies.

The Salesman Podcast, with host Will Barron, just released this interviewwith me talking about Excuse Making.


Topics: Dave Kurlan, cold calling, sales effectiveness

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 

Search the site


Audio Book
Top 30 on Kindle
Top 100 on Amazon

Most Recent Articles


 2016 Top Sales & Marketing Individual Blog - Bronze

2016 Top Sales & Marketing Blog Post - Bronze

2016 Top Sales & Marketing Assessment Tool - Gold

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2016 Top Sales & Marketing Blog

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers



Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs


Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world