Inside Sales Tips Blog

Making Cold Calls is like Playing Third Base

A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.

Just like making cold calls, you dial the phone all day and sometimes no one picks up.

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What is your Biggest Fear when Cold Calling?

The biggest fear many cold callers face is a fear of rejection. There are many ways to deal with rejection before it occurs and after.

Rejection can come in many forms, such as:

	Fear of hearing "no"
	Fear of not being able to answer a prospect's question
	Fear of being hung up on
	Fear of negative feedback

There are many ways to address cold calling fears, and many articles available online, such as those surrounding positive thinking, visualizing different outcomes, and focusing on the prospect rather than yourself.

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Phone Stalking

Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.

So how do you reach your prospect?

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Voicemails and Emails - Better Together or Separate?

Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.

Countless voicemails and e-mail messages can either can either come across as professionally persistent or nagging. Herein lays the million dollar question: How do appear professionally persistent instead of overbearing?

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Warming your Cold Calls

One of the hardest things about cold-calling is opening the call.

The goal of the lead-in should be to quickly establish yourself as a peer to the executive, build credibility, and smoothly transition into the conversation. Executives LOVE talking to peers, they HATE talking to salespeople.

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What is the Purpose of your Call?

What is the purpose of your call with a prospect?

Is it to sell your product or services?

Many salespeople make the mistake of trying to sell their product or services once they get the prospect on the phone.

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Breaking the Telemarketer Stereotype

Let’s face it. We’re inside salespeople. But we don’t sell gadgets or widgets over the phone. We sell something more important; an idea or vision that is worth 30 minutes or more of a prospect’s time to meet with our client. We’re not just appointment setters; we go several steps further in order to identify qualified decision makers and speak directly with these executives to arrange introductory interactions for our clients.

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