My Top 14 Articles on More Effective Sales Cold Calling

Posted by Dave Kurlan on Mon, Nov 12, 2012 @ 22:11 PM

cold callerYesterday, I posted this article about why sales cold calling is so bad.  One of my readers asked what I would recommend to make the calls more effective.  I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below.

A new book on sales, How to Close Deals Like Warren Buffett, was launched today.  Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years. Now they reveal the deal-making secrets of the Oracle of Omaha including 101 top deal-making maxims from a legend in his own time.

They round it all out with an abundance of their own experience – approaches that, added up, have generated billions of dollars in new sales.  When you order today (and today only), you’ll get more than $300 in game-changing bonus material from some of America’s TOP business authors (I’m honored to be one of them).

As long as we are talking about books on selling, these are links to articles on my Baseline Selling site which provide instructions for making more effective cold calls :

Saying Hello

Getting Through 

Getting Your Prospects' Attention

First Impressions

Getting More Appointments

The Five Biggest Phone Selling Traps

Obstacles to Scheduling Appointments 

Overcoming Negative or No Response

What it Takes to Get Appointments Scheduled 

Sales is Like an Obstacle Course 

Getting Your Calls Returned  

These blog links are to articles right here about cold calling:

Are Your People Still Cold Calling? The Ugly Truth

Best and Worst Cold Call in a Single Call 

The 9 Million Dollar Cold Call - Do Salespeople Still Sell That Way? 

Topics: Dave Kurlan, Baseline Selling, new business development, prospecting, cold calls, sales book, sales cold calling, warren buffett

Sales Process is to Religion as Sales Methodology is to Prayer

Posted by Dave Kurlan on Mon, Oct 24, 2011 @ 06:10 AM

Baseline SellingReligion is one of the three things that should not be discussed on sales calls.  Since this isn't a sales call I will cross that line today and while doing so, hopefully, not offend anyone.  

Very few people know this about me but I am one of the rare people that have had more than one religion in life.  Like most, I was born into one religion and unlike most, converted to a completely different religion when I was around 45 years old. Both religions are alternate paths to God but I also know several people who are atheists - they simply don't believe.  In the end, the difference between believers and non believers comes down to faith.  And belive it or not, that brings us to selling!

This October, our sales development firm celebrates its 26th Anniversary and next month our assessment company celebrates its 21nd Anniversary.  One of the things that I have always shared with salespeople is that once they are following a sales process and using a sales methodology, all they need is faith that when they open their mouth, the right words will always emerge.  Yes, faith - in their ability.

As for sales processes, like religion, they are simply alternate paths to the sale.  But unlike religion, most companies and salespeople do not have a formal, structured, customized, optimized sales process. Most - 91% - don't follow a sales process at all!  It's seat of the pants selling.  The statistics show that the belief in sales methodology is equally pathetic.  

Most religions take you to the same place, but some have less structure, rules, rituals and traditions and are more or less relevant to 21st century life.  Most sales processes take you to the same place, but similary, some can have more or less of those ingredients.  Either way, the different sales processes give you something to believe in - to follow - faith - that if you do what you are supposed to do, a certain outcome awaits.

Sales methodology is the approach you use within your sales process in much the same way that prayer is the approach you take within your religion.  Of course, there are also many non believers when it comes to methodology.

Whether you have or are a salesperson yourself, if you don't have BOTH an effective sales process that you follow - religiously - and a sales methodology that you practice - faithfully - you must - convert!  

If you aren't familiar with Baseline Selling, you'll find that both the process and the methodology contained within are easy to relate to, memorable, intuitive and easily applicable.  You can order the book here and download it to your Kindle here.

Topics: Dave Kurlan, Baseline Selling, sales training, sales book, Sales Approach

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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