Cold-calling is regarded as one of the most effective ways of building a healthy pipeline of sales leads, so it’s important to enhance your techniques in approaching every call you are going to make. That is why we constantly get together with our team to improve their skills and production numbers. We make sure that coaching is done and that they are able to get constructive feedback from their work. Some say that a longer list of prospects is key to a successful cold-calling, but it actually depends on the quality of the leads as well.
Active listening is not just giving the person you’re conversing with enough time to speak and then continuing with your predetermined agenda. Through active listening, you learn new information throughout the conversation that could steer the dialogue in unexpected directions. Without active listening you will have no choice but to fall back on a pre-planned script and grind the conversation to a halt. In B2B selling, it is always about your customer and not your product. They are granting you their time because they have a specific pain point they need resolved.
Cold calling should still be included in the sales strategy. Demand formation is crucial, and the phone is the most effective way to communicate with potential customers. Social media and other channels of active sales are more popular, but "cold" calling can not be ignored. With the right team and management you can really make sales campaign work just be sure to keep your sales team motivated. Its is one of the most crucial aspects for the success of the campaign.