Colleen’s Blog
Must Read: No More Cold Calling by Joanne Black
I was intrigued by Joanne’s work after reading a recent Demand Gen study that shows only 3% of sales were made via cold call and 97% of sales were made via warm calls (referrals, inbound leads, web leads, live chat etc). I started thinking… given that cold calling is becoming less effective, what can we do to ramp up other prospecting methods? As luck would have it Joanne and I met this summer at a conference, shared a glass of wine, and discussed sales. I came to discover that Joanne’s work has the answers you need to be successful in a no cold call selling environment. Read this book.
Avoid the Trap of Overselling
Overselling. The act of telling the customer they are getting more than they need. When they don’t need it. Didn’t specify it. And may not ever use it.
Recovering from a missed opportunity: When the mistake is yours!
How do you recover from a missed opportunity that is a result of timing, i.e., customer asked for a detailed quote when you are over scheduled?
