cold calling
-
Overcome Call Reluctance – Get Your Salespeople to Prospect!
- June 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments. Your salespeople that don’t experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.
If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things:
-
Call Reluctance in Salespeople – Causes, Factors, and Predictors
- April 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group (OMG) has always been able to accurately (to 95%) predict whether a salesperson would succeed and provide conditions for employment. Over the years, we’ve been able to fine tune our accuracy even more as we incorporated some additional non-sales factors that made strong salespeople poor candidates for a particular role or company. Three of the most important, recent factors were:
-
Sales Prospecting on Steroids
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.
-
Leads for the Sales Force – Not
- December 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received an email last week from a LinkedIn connection promoting his new super duper lead engine that connects salespeople with the most powerful buying influences in the world.