March 29

Lead Generation via Cold-Calling & Telemarketing

Inside Sales

6  comments

If you’re responsible for generating your own leads then cold-calling makes sense. I hope you find the Editor’s Picks from Entrepreneur.com useful. The site has 17 articles on cold calling.

Cold-Calling & Telemarketing Editor’s Picks

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. I’ve never understood why so much is written about something that is so simple. (And I write this as somebody who has made a career out of working for small, undercapitalized technology companies, thus I’m always developing my own leads, and usually have very limited sales support too). To me, the hardest part of a cold call is just figuring out who in an organization I should call in the first place. Once I get the name right, the rest is easy.

  2. Chris,

    Frankly, I agree with you. There is a lot of information out there on cold calling.

    You’re a rare person because the majority of sales people I know have a slight to extreme case of “telephobia” and they need more than a name.

    Like you, I believe that anyone with the desire can overcome their fear of cold calling and do well. However, it’s like anything in life some people are simply more gifted than others. I posted a link below to a speech I gave last year.

    “Alternatives to cold calling: What can managers do?”
    http://www.increasemysales.com/article.asp?ARTICLEID=77

    Cheers,
    Brian

    Cheers,
    Brian

  3. Many people don’t understand that cold calling requires discipline and actual sales skills. A script is enough to be successful, it requires an understanding of how to sell. My company starts everyone out with required reading, “Soft Sales in a Hard World” by Vass. It’s a primer for sales that even the lead generation people need to master. I’d recommend Vass for anyone who wants to get serious about doing their own cold calling.

    Fred Kessler

  4. I have a recommendation, stop cold calling (read presenting and selling ) and start qualifying with credibility.

    I stopped selling software 3 years ago and have had several clients BUY my products and services. stop selling and start figuring out how people actually determine what is in their own interests.

    Happy to talk further, [email protected]

  5. Cold Calling companies is one of our lead generation devices. We find that the hardest part of it is getting a good list. The better the list, the better our calling rations. So much so that we work hard to stack our odds by getting a good list. How do we do it? Experience!

  6. I would agree that getting the name is important but what is most important is putting your self in thier shoes. Make your presentation so sizzling that even you are intrigued. If you aren’t sold on why they should have your product or service that surely aren’t going to be sold. Also visualize a succesfull sale while you are cold calling. Just some tips that I use.

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