I came across this exceptional post this week and wanted to share it with the world because it addresses seven important yet frequently overlooked steps in B2B lead generation utilizing cold calling.? In our current economic situation, most businesses are looking for ways to stimulate business – and based on my conversations, cold calling businesses is a very hot topic.
Unfortunately, it’s a foreign subject to many and that lack of experience will cause more waste than reward.
Be knowledgeable, be prepared, know who you’re talking to and why they should care about your product/service.? Remember your goal is a mutually beneficial and profitable long-term relationship so don’t focus on a sale unless you just so happened to stumble upon the individual during his/her buying process.? Be honest, be courteous, be persistent and consistent.
I would add that you need to recognize the difference in sales personalities – some people are natural hunters, others are excellent farmers.? Some people thrive on finding the new client, others like to nurture the relationship and grow it over time.
Words to live by – because based on my experience in this arena, too many firms stick anyone on the phone and tell them to ‘smile and dial’.
If you are interested in developing a B2B cold call lead generation team, your success hinges on your ability to be very focused on roles, responsibilities, processes and acceptable outcomes.? This isn’t one of those “Hey, let’s start making outbound calls to cold leads!” moments.
