The Evolution of Cold Calling: Understanding The Biggest Paradigm Shift in Prospecting

The Evolution of Cold Calling: Understanding The Biggest Paradigm Shift in Prospecting

Cold calling is getting a bad reputation. In B2B situations, the best sales training teams are replacing cold calling with Smart Calling or Intelligent Calling. The latter is defined as the use of a combination of sales and marketing communication channels (i.e., the web, phone, video, physical mail, email, advertising, etc.) to gain Attention, Interest, Desire, and Action (AIDA). The difference today is that, for a salesperson to become more effective, each of these sales enablement strategies need to be combined. Of course the best approach will always be where the prospect responds and the end result is a sale.…read more >
Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Attention spans are short and getting shorter. As a result, reaching decision makers by phone alone is ineffective. So, salespeople need to learn how to communicate in bullets or written bites. It may sound easy, but it’s not. Here are some important sales enablement rules of thumb for bullet points. Bullet points are never just a feature list. A good bullet point is composed of an action verb (see chart) followed by a benefit and result or a result and benefit statement. A car door lock is a feature. The car door stays shut while driving is the benefit of…read more >