Cold calling has long had a bad reputation in the digital world. In fact, the claim that cold calling is dead has circled the lead generation industry for years. With so much negativity surrounding this tactic, often companies don’t even stop to consider this method as a viable option to improve their sales.Read More
B2B Sales, Lead Generation and Marketing Blog
If you like cold calling, you’re in the minority. For most people, the number of connections made and the number of appointments set just don’t make up for the emotional taxation that results from the many hang-ups, dismissals and unreciprocated voice-mails that are endured.
Let’s not even discuss the sobering moments that occur when cold callers are forced to go through the data and reports that reveal their progress—how hard they’re working and the seemingly low number of successes being achieved—and what those moments do to their psyches.Read More
There are several benefits to using a sales script when making cold calls. Using a sales
script ensures that you keep your message consistent. If you say something different to each prospect at the first touch, you run the risk of repeating yourself later on or going off an a tangent that takes you away from the real purpose of your call. A well-rehearsed script can also make you sound and feel competent and professional, and help your conversations maintain a sensible flow.
The extroverted sales professional makes it seem so easy. He picks up the phone, and a few moments later, you hear his voice boom across the office. He says something like, “Hey, Joe! Bill here.” There’s a brief pause. He continues, saying something else like, “Oh, you know, just grinding away. But I don’t have to tell you how that is!” Then he laughs a big laugh, as if he’s talking to an old friend instead of a sales lead. He talks on, sprinkling jokes, or statements that sound like jokes, throughout his rousing, entertaining pitch.
Don’t believe the hype! Despite the bad rap cold calling has been getting in the media lately, cold calling is still a valid, if not crucial, sales function, whether you’re the sales professional doing the dialing or the sales prospect with a want or need for the product or service that a company provides. Below, Vendere Partners dispels four common cold calling myths.
You can be doing all of the right things to generate leads: publishing articles and case studies, making regular blog posts, launching regular e-mail marketing campaigns, capturing visitor data submitted through your website’s online forms, participating in sales events, engaging in SEO, and taking full advantage of social media, but if you’re not managing your leads properly once you’ve generated them, the results you’re getting are probably only slightly better than those you could get by searching your local phonebook.
If you were a child or had young children in the 1980s or early 1990s, you might remember the popular Warner Bros. cartoon, Animaniacs. You might also remember that the show regularly featured good idea/bad idea segments that explained, comically enough, why some ideas were good, and other, similar ideas, were not so good. Here are three of the cartoon’s more memorable good and bad ideas:
Good idea: Doing your own yard work.
Bad idea: Doing your own dental work.
Good idea: Feeding stray kittens in the park.
Bad idea: Feeding stray kittens in the park—to a bear.
Good idea: Dressing up for Halloween as a pirate.
Bad idea: Dressing up for Halloween as a piñata. (Ouch!)
Inspired by Animaniacs, the Vendere Partners team has come up with a list of 10 good and bad ideas for B2B sales reps that are worthy a laugh or two.
Stricter 2013 Federal Communications Commission (FCC) communications regulations that include providing an automated opt-out mechanism for all telemarketing calls go into effect on January 14, 2013. FCC regulations that require obtaining signed consent for telemarketing callsto cell phones and calls to residential numbers that use a pre-recorded or artificial voice go into effect on October 16, 2013.
Q1 is a strong buying time. Don’t let the challenges that the holidays present deter you from giving your all when it comes to marketing your B2B products and services this holiday season. By launching vigorous sales and marketing campaigns in December, you just might be able to outdo the competition in January.
Outbound marketing includes everything from telemarketing and cold calling to event hosting and advertising. Traditionally, when you engage in outbound marketing, what you’re doing is throwing out messages to a general audience and hoping that they somehow reach the right people and resonate with them.