Many salespeople have a love-hate relationship with sales. They love the profession, but they often hate bringing in net new logos. It’s the classic case of wanting to have it all without the most dreaded aspect of the process.
If you’ve been in the business of selling for many years, you know that most of your new business will come from old clients, repeat customers, and a referral here and there. But isn’t it time to go beyond just doing well and instead create exceptional results? Of course it is … and that means making “the call”—the dreaded cold call, that is.
Why is a simple phone call so dreaded? Why is calling into a new account so hated? So resisted?
After two decades of leading sales pros, we have found that if there is no pain “I am doing just fine the way I manage my business” or there is no vision of what is possible “I am comfortable to stay with business as it is”, then there is no change. However, if you want to create new results, you need to get out of your comfort zone and into a new way driving your business.
So the question begs itself, do you want to create substantial results this year? How much is substantial? Do you want a 5% increase, a 30% increase, a 50% increase? No matter what the percent of increase, if you are interested—NO, DRIVEN—to create exceptional results, you need to take a fresh look at a technique that will rock your world and deliver on your efforts.
That technique is cold calling. Go ahead and say it: “Cold calling is an out-of-date approach to finding new business,” “I’ve been in sales for a while, so I don’t need to call cold,” or “calling cold is for rookies.” Right?
WRONG! Read more