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Making Cold Calls Work for you

Making Cold Calls Work for you

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Published by John Follett

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Published by: John Follett on Sep 16, 2009
Copyright:Attribution Non-commercial

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02/01/2013

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How To Guide
www.demandmetric.com
Call a Principal Analyst:
(866) 947-7744
Making Cold Calls Work for You
Executive Summary:
This report has been designed to provide practical advice for improving
your \u201ecold calling\u201f direct marketing programs.
Read this brief 7-page report to learn:
\ue000
Definition for Cold Calling
\ue000
Cold Calling Benefits
\ue000
Levels of Cold Calling Process Maturity
\ue000
Cold Calling Best Practices

Read this report to learn how to make cold calling an effective method for generating leads, increasing sales, developing staff, and achieving predictable and reliable results.

www.demandmetric.com
Call a Principal Analyst:
(866) 947-7744
2
Table of Contents
Page
What is Cold Calling?
3
Cold Calling Benefits
3
Levels of Cold Calling Process Maturity
4
Cold Calling Best Practices
5
Conclusions
7
www.demandmetric.com
Call a Principal Analyst:
(866) 947-7744
3
What is Cold Calling?
Cold Calling Benefits
\u201cCold calling is the process of approaching prospective clients, typically
via telephone, who have not agreed to such an interaction. The word
\u201ccold\u201d is used because the person receiving the call is not expecting the
call or has not specifically asked to be contacted by the sales person.\u201d
- Source:W ikip ed ia
\ue000
Lead Generation - cold calling can be argued to be the most
effective and efficient direct marketing technique. Leads are
generated when inside salespeople introduce your company\u201fs
product/service to a prospective client and/or book appointments
for senior Account Executives.
\ue000
Predictable Results - cold calling has the potential to be a fully

defined, repeatable, measured and managed process with predictable results. Since there are clear metrics that exist for dials, contacts, leads, and sales, this process can be consistently improved until the winning formula is established.

\ue000
Direct Sales - with web-conferencing tools widely available

these days, many organizations have found that cold calling results in direct sales which have a much lower cost than traditional, face-to-face, outside sales.

\ue000
Cost-effective Marketing - even when a lead or sale is not

generated from a cold call, value can be extracted in the form of inexpensive marketing. A good inside salesperson can make over 200 calls/day and send out 10-20 \u201cservices overviews\u201d or other collateral that increase brand & product/service awareness.

\ue000
Skill Development - People with limited or no sales experience

can be quickly taught how to effectively introduce your organization, and develop their sales skills very quickly given the volume of calls per day.

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