Phil Lauterjung

Posts Tagged ‘cold calling’

There are plenty of theories about this topic and much of it is wrong.  That is if you accept the findings of a study done by MIT (the brainiac university) and InsideSales.com.  They actually had a professor (Dr. James Oldroyd) with a PhD head the study, so I’m guessing that might have a little credibility with you.

They examined 3 years of data across six companies that generate and respond to web leads, from over fifteen thousand leads and over one hundred thousand phone call attempts.

They focused on one question for this study:  Read more... (562 words, 5 images, estimated 2:15 mins reading time)

Photo - Flickr (Kattni)

I have often found it amusing how many sales managers insist that their salespeople must sell to CEOs.  I mean, think about it.  How many salespeople are there compared to the actual number of CEOs?  If all of those salespeople were successful, when would those CEOs get anything done?  They’d spend all their time meeting with you and me.  Hmmm, maybe that’s why it’s so hard to get an appointment with a CEO?  Read more... (629 words, 2 images, estimated 2:31 mins reading time)

I do not intend for this blog to become a sales pitch for specific products or people, but to keep readers informed of what might be useful in doing business.  Every once-in-a-while something specific will come along that really does need to be strongly promoted.  This is one of those times.

Nigel Edelshain is someone that I have followed for some time now and he is offering a free 26 week e-course that I know will be of great value to many of us.  I have read much of what Nigel writes on his Sales 2.0 web site and have attended a couple of webinars where he’s been featured.  I always get very helpful and usable content from him, so this should be well worth your time.  Read more... (338 words, 2 images, estimated 1:21 mins reading time)

Photo - Flickr

There has been a great debate raging for some time now asking if cold calling is dead.  It’s a legitimate question taken in light of some of the issues I raised in my previous post – Has the Sales ‘Game’ Really Changed? .  No one has to tell a sales person that it’s increasingly difficult to secure appointments with key decision makers.  Read more... (494 words, 2 images, estimated 1:59 mins reading time)