Pest or Perseverance

When you call a prospective client to request a meeting for the first time, the primary rule is, have something useful to say. That’s the legwork that makes a cold call less chilly. […]

The Cold (Call) War

Is cold calling a necessary part of being a salesperson? Or should a good salesperson never be cold calling? The battle continues because the answer is contextual. Whether cold calling is useful depends on your situation, your industry and your product. […]

Making Initial Contact

Once you have at least a loose connection to your prospective client, you need to communicate it to your client, so when you call and ask for an opportunity to meet them, they already know who you are and how you’re connected to them… […]

Finding the Loose Connection

Getting a “yes” rather than a “no” to a meeting request usually requires just one thing: a connection, however loose, between you and your prospect. Establish some connection, any connection, and your request for a meeting will usually be answered affirmatively. […]

Applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem-solving no matter what sales situation you encounter.
   --Mark Savan, President, Fortune Brands Windows & Doors