Tag Archives: leads

Cold Calling – Part 3: What is a Lead?

In my last post in this series, we learned that cold calling is considered the most ineffective method of lead generation. Still, calling prospects – be they hot, cold or warm – is required to generate leads. But what exactly is a lead, and what makes a good one? For under-performing sales people with below-quota […]

Cold Calling – Part 2: Types of Prospecting Tools & Methods

Types of Prospecting Tools and Methods, and the One Thing They Have in Common In part 1 of this series, I listed the common complaints salespeople and their organizations have about prospecting. Today we’ll examine different prospecting methods, how effective they are, and the common denominator that links the methods and the complaints. The University […]

Cold Calling – Part 1: Identifying Common Complaints about Prospecting

Common Complaints Salespeople and Their Organizations Have About Prospecting I am always amazed to hear sales people complain about how difficult it is to build their pipeline, and therefore meet or exceed their revenue target. I often hear gripes like: Marketing is sending me poor leads and I am wasting my time going after them […]