Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
I just completed an interview on behalf of a client and learned that this candidate landed $9 million in brand new business, from a brand new account over a period of 18 months from - are you ready - a cold call.
I'll be the first to admit that cold calling is more difficult than ever. It's more frustrating than ever. It's less productive than ever. But that does not mean that your salespeople should stop making calls. Hardly. Finding new opportunities is more important than ever, but there are alternative methods so that calls are more productive, less frustrating and more effective.
Wasting time trying to reach prospects that never seem to be in? There's a tool for that.
Wasting time trying to find the right person to talk with? There's a tool for that.
Trying to figure out how to get someone to take your call? There's a tool for that.
Frustrated with going back and forth trying to find a mutually convenient time to meet or talk? There's a tool for that.
Trying to generate more leads? There is a tool for that.
Need a more salesperson-friendly, elegant CRM solution to track progress? There's a tool for that.
As a matter of fact, there are so many new tools available that it will make your head spin. The key is to understand which tools will actually help you find/reach/connect/schedule/track new opportunities, as opposed to tools that are more versions of noise - novel or fun to play with but with little gain in productivity.
In the end, your salespeople still need to pick up a phone and make a call. If the prospect isn't expecting the call, it's a COLD CALL. Today, there are finally tools to make that a more enjoyable, productive and effective experience. Is your sales force taking advantage?
Failure to take advantage of new tools, methods, and alternatives to cold calling is a combination of stubborness and sales obsolescence.
