“Cold calling is dead!”

I’m tired of this argument. Not because cold calling, without a doubt, does still work. I’m tired because the argument is between salespeople and “sales gurus.” What our prospects think about cold calling is more important than what salespeople think….

Call coaching.

What I hear from most inside sales teams is, “We do a lot of call coaching. I sit close by our reps so we overhear just about every one of their calls.” That is not call coaching. Your rep’s end…