Tagged With "Cold Calling"

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Interesting on-site cold call yesterday

Art Post ·
While hunting for net new prospects, I knocked on a door (because if was locked), and was greeted by an older woman. As I intro'd my self a younger woman appeared in the door way as I finished my short intro (printers, copiers, IT doc manage). She stated, "where not interested", I then replied with "what are you not interested in", she stated, "we have all small printers", and I replied with "that's okay we also offer IT services", along came another "we're not interested because we are...
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Re: Haven't seen the rep in 5 years.....

VinceMcHugh ·
I believe in the "Rule of Six" You should touch a customer 6 times a year with a mix of personal visit, emails, mailers,Phone calls, shows, lunch & learns, or webinars. That comes down to every other month in different ways so it doesn't seem overwhelming to the customer, but they know who to call if they have an issue or need new equipment. If you don't add value to your customer over the course of the lease why do you think you are worth more when they upgrade the lease?
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Re: Cold Calling today

BCarroll ·
Art- How did the Linkedin call go? Curious, as it seems like this is the (next) future for b2b cold calling (according to the consultants)!
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How to Cold Call

Art Post ·
At HubSpot, we’ve spent the last nine years demonstrating the power of inbound to improve lead generation and customer acquisition. But the grim reality is that many salespeople don’t have enough inbound leads to fill their pipeline and hit their numbers. Cold calling -- working your way through a purchased list or even the phone book -- seems like the easiest way to compensate. So how do you cold call effectively? Step one: You don’t. Cold calling is hard, has an extremely low connect rate,...
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7 Of the Craziest Cold Call Opening Lines That Acutally Work

Art Post ·
Do you struggle to find a really good, engaging opening line for a cold call? Does every cold call recommendation you see online seem over-the-top gimmicky? Have you ever thought one up, just to completely fumble your words and go back to your trusted (and extremely boring) “Hi, this is _____ calling from ____, do you have a moment?” I spent an entire day trying the craziest opening lines for cold calls, and this is what actually worked. And, for your entertainment, I also included what...
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Re: How to Cold Call

Czech ·
"Smart Calling" by Art Sobczak is a great book that taught me how to successfully cold call. You could even say it's the first "social selling" book.
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Memoirs of a Copier Sales Person "The Tag Team Cold Call"

Art Post ·
Who remembers Ricky Steamboat and Jay Youngblood? How about Mr. Fuji nd Professor Tanaka? If not, I'm sure you familiar with the likes of The Hardy Boyz and also the The Hart Foundation in the nineties. If you've never watched Professional Wrestling then you've missed out on some great entertainment. Growing up and then watching Pro Wrestling with my son was always a treat when there was a tag team match. Yeah, those matches got way out of hand and pinning ones head to the floor just so they...
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7 Ways to Permanently Ruin Your Prospect's Opinion of You on the First Call

Art Post ·
You know that one person that you detest, but everyone else loves? For me, that was Alex. Something about him drove me up a wall -- yet whenever I asked my friends how they felt about him, they couldn’t compliment him enough. It took me a long time to figure out the cause of my distaste. One time, Alex mentioned “the day Maya introduced us,” and I suddenly remembered I’d gotten a bad first impression of him. He’d seemed standoffish and arrogant. read the rest here
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A CEO's response to telemarketing

Art Post ·
Pulled this from the web, it is an answer to a sales blog where the blogger offers up only four questions when making a cold telephone call.  I thought there was some valuable insight from the CEO. Jonathan12/15/2013 2:41:00 PMSo....Aaron...
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I Suck at Prospecting "Part One"

Art Post ·
In between appointments today I had made a short list of three net new suspects that I wanted to cold call. All three of those cold calls turned up a fat ZERO. I'm okay with that because I'll be following up in the near future with phone call and email. Sooner or later I'll get an appointment but hoping it doesn't take 10 or more years like some of the ones I've had. At my age 10 years is not going to cut it. In Between Drives About mid-day I pulled into a park so that I could check my...
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Cold_Calling_FINAL.pdf

Art Post ·
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How to Get a Warm Response to Cold Calling

Art Post ·
It’s a rather daunting prospect: you, a telephone, a potential client and a thousand possible outcomes. Cold-calling is a nerve-racking experience. Everyone has his or her own, unique, style, but a number of common elements can help you to be persuasive and successful when speaking with potential clients. 1. Attitude One of the simplest ways to increase your effectiveness at generating new opportunities on the telephone is to be yourself and smile. You need to have confidence in your...
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3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone

Larry Levine ·
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Sales suffers' may have no problem communicating face to face, but have difficulty doing so over the telephone. Here we come, walkin' Down the street We get the funniest looks from Ev'ry one we meet Hey, hey, we're the Monkees And people say we monkey around But we're too busy singing To put...
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15 Hilarious and All-Too-Accurate Sales Memes

Art Post ·
The greatest antidote to pain? Humor. That must be why nearly every salesperson I know loves sales memes. And there's plenty of material, because selling is a crazy profession. Check out the top 15 funniest sales memes. 1) When my prospect tells me they're checking out my competitors Source: Cold Call Me Maybe 2) When it's been a long month quarter Source: Sales Humor 3) Sweet, sweet victory Source: The Daily Sales 4) Guess not Source: ThinkAdvisor 5) They finally answered See the rest here
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Color-Logic Certifies Gallus Labelfire 340 for Cold Foil

Art Post ·
PRESS RELEASE For Immediate Release For more information, contact: Mark Geeves at 513-258-0047 or mark@color-logic.com Color-Logic Certifies Gallus Labelfire 340 for Cold Foil West Chester, OH; September 2018 --Color-Logic has certified the Gallus Labelfire 340 digital production system for cold foil applications with the Color-Logic process metallic color system. The Gallus press is the first production hybrid label system to be certified for overprinting CMYKGOV inks on cold foil.
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Re: Haven't seen the rep in 5 years.....

Art Post ·
nothing???
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Re: Haven't seen the rep in 5 years.....

Dcallahan4 ·
At our dealership, we are required to do Reviews with our clients. The frequency is based on the number of devices they have and/or their potential. The highest level client we see every quarter with a Business Review. Our clients love them and we win ZBO business by selling the Review. Ultimately, we leave it up to the client, because some don't want that many touches.
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Re: Haven't seen the rep in 5 years.....

Old Glory ·
Originally Posted by Dcallahan4: and we win ZBO business What is ZBO business?
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Re: Haven't seen the rep in 5 years.....

David Whitten ·
Production Accounts, once per quarter unless issues arise. Major Accounts, I reach out to SOMEONE once per month at least and always reference my last communication with the next person.
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Re: Cold Calling today

txeagle24 ·
I have scheduled quite a few meetings via LinkedIn. Sometimes, it has been through InMail, but more times it has been the result of a client or prospect seeing something of interest that I posted and asking to schedule a time to discuss whatever that is.
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Cold Calling Is Dead: 15 New Prospecting Strategies Salespeople Should Use

Art Post ·
Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged. A good prospecting strategy is: Consistent: It reliably generates new leads. High-return: It generates a high number of potential customers for the amount of energy and resources required. Targeted: It connects you with the right prospects, not just any prospects. Why doesn't cold calling fit this criteria? read...
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Cold Calling today

Art Post ·
Rainy day here in NJ, was going to have a full day of knocking on doors, however only got two in.  Thus, today was the first day that I looked to connect with someone that I cold called with LinkedIn.  Sent an inmail, waiting to see if I get...
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Haven't seen the rep in 5 years.....

Art Post ·
was a response when I cold called an production print account today.  Needless to say that vendor who is the incumbent will not be in the mix when they are ready for a new system (so the dm stated). Just curious on how often...
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Is Document Management Relevant in a Paperless Organisation?

Art Post ·
We used to know them as ‘scanning solutions’. With the advent of the CD in the mid-80’s, there suddenly arrived a new medium for storing data which ensured that the data could not be tampered with. Many software vendors jumped on this ‘bandwagon’ and began to provide solutions for storing data on tamper-proof CD’s. Initially, the solutions were all about storing output from core applications, output such as daily reports, financial statements, etc. The concept became known as COLD – Computer...
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Re: How to Cold Call

Art Post ·
"I started making my calls at 9:15 a.m. that day. For the next 70 minutes, I left 22 voicemails. I was bored out of my mind, trying to keep awake after reciting the same robotic script over and over again." read more here if you want I'm claiming bull****! 1985 and running into 22 voice mails?? No way, no how. Voice mail was not that prevalent then.
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"

Larry Kirsch ·
Nice idea. Novel Keep me posted with results
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"

Art Post ·
Larry WoW! That was fast. I will post a follow up blog on this! Ty for the comment
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"

Art Post ·
Wow. that was fast! I will be posting a follow up blog on this! Thanx for the comment!
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Telemarketing & The Person with the BAD Attitude!

Art Post ·
T here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to.    In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site.  In that...
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Ten plus Tips for Cold Calling in the Field

Art Post ·
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG  ...
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Cold Calling and Telemarketing Tips for Multifunctional Copiers

Art Post ·
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010.  Enjoy! How many calls will it take to get...
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Our Top 5 Forum Threads About Cold Calling for Copiers

Art Post ·
I picked up a connection on LinkedIn last week where the person was asking for advise about cold calling for copiers.  Gesh, I thought this is right up my alley!  I contacted that person and had them put the thread here on the forums section...
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Selling Copiers & MFP's "First Contact"

Art Post ·
A Star Trek flick from 1996 had the crew of the Enterprsie travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans.  The last few days I've been busy on the phone prospecting for new...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field

Czech ·
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field

Old Glory ·
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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Eagle Systems’ Cold Foil Installed at Utah PaperBox Marks a Significant Milestone in Cold Foil Implementation

Art Post ·
NEWS – For Immediate Release Eagle Systems’ Cold Foil Installed at Utah PaperBox Marks a Significant Milestone in Cold Foil Implementation SALT LAKE CITY – April 11, 2018 -- Eagle Systems, Inc. , a U.S. based developer and manufacturer of foil enhancement equipment, today announced that Eagle has installed their cold foil system at the production facility of Utah PaperBox (UPB)in Salt Lake City, Utah. Upon the installation, Eagle’s President and CEO Mike King declared that the UPB now has...
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Re: Why I Still Cold Call in Person!

kathie ·
I ALWAYS cold call in person. No one wants to speak to a disembodied voice on the phone. Sometimes I walk in and find someone I used to work with in the office. SCORE! You just have to get out of the office if you want to make something happen.
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Re: Why I Still Cold Call in Person!

Art Post ·
When I cold call in person, I'm after a few things. Usually I do not bring a brochure unless I already know who the DM is. Here's what I want when I get in: The name of the DM for Office Technology The name of the gatekeeper When the DM maybe available or best time to call Does the DM have an assistant that will schedule appointments, if so what is the name of the assistant I also want to get a good look around, make mental notes of any hardware that I see. My old boss used to ask to use the...
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Re: Why I Still Cold Call for Copiers after 33 Years

John Saramak ·
Could agree more to the cold calling as well as the planning and preparation. I can send an intro letter in the mail, but if I take it to the reception desk to personally deliver, chances improve. A planned segment of cold calling/hot knocks along with a few scheduled appts makes for a good day. That cold call is your first impression and make the reception person or initial contact a VITO!
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Re: A Funny Thing Happened while Phone Cold Calling Today

JeffR ·
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
Blog Post Premium

31 Ways to Close More Sales (#9 of 31)

Art Post ·
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
Blog Post

A Funny Thing Happened while Phone Cold Calling Today

Art Post ·
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out.   So, what do you do?  Simple, you make more phones and or stop ins.  Since, I'm back...
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5 Reasons Why Cold Calling is NOT Dead

Art Post ·
What exactly does a Cold Call mean?   To me, it's the first contact with a potential prospect by either a phone call or stop in.   Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
Blog Post

Why I Still Cold Call for Copiers after 33 Years

Art Post ·
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
Blog Post

Why I Still Cold Call in Person!

Art Post ·
Last month was excellent!  The prior month was not so excellent, thus with the end of the quarter fast approaching I figured I would venture out on knock on some doors after my first two appointments in the AM.   I had a plan for three...
 
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