On this episode of The Cold Calling Podcast, Greg and Mike talk about how, if you are a business owner or a sales manager, you can instil a culture of cold-calling within your firm.
We cover the issue of setting realistic expectations for yourself and your team in terms of what they can do and the results they can achieve. We also talk about the “10/10″ rule (what is that? You’ll have to listen to find out!). And we suggest a great way to incentivize salespeople to hit realistic calling targets.
A lot of managers (particularly those who have never done any cold-calling themselves) are completely clueless about what is involved in cold calling in a business-to-business environment, how many productive calls can be made on any particular day and even what actually constitutes a “productive call”. Too many sales mangers think of cold-calling as purely a numbers game, when in fact there is a lot more to it than that.
So if you run a sales team, take a listen to this podcast by clicking on the play icon above for some excellent tips on how to get you team cold calling effectively on a regular basis, to kick-start your lead generation and sales pipeline.
If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more.
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