not-every-call-you-make-is-a-sale 
Partners in Excellence
AUGUST 20, 2017
Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” Not every call or meeting is a sale.
Iannarino
JULY 29, 2021
The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions. There is never a reason to fear calling a stranger, especially since every won deal starts by meeting a stranger. The Mass Infection of Fear.
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Veloxy
AUGUST 6, 2021
For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. What is a Discovery Call?
Iannarino
JULY 3, 2021
You can make the same mistakes when making a cold call by using the same flawed techniques. As a professional courtesy, I accept cold calls. I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession.
Iannarino
JULY 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.
Tibor Shanto
OCTOBER 12, 2021
I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. Few sellers, including myself, aren’t fans of cold calling, but frankly no one really cares. Prospecting is a core element of sales success, so anything done to avoid is counterproductive. By Tibor Shanto.
Veloxy
JANUARY 19, 2022
Make a lasting and memorable first impression. In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. Why do you need a first impression for cold calling ? Gone in sixty seconds.
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