When I started selling technology I was told to get to the
office at 8AM so I could cold call CIOs and catch them before their assistants
came in.
When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. In fact, looking back on my efforts, I agree with them. I was a time waster.
I didn’t have any knowledge of their organization and issues.
All I did was ask for a meeting. But I did a lousy job of bringing value and
conveying why they would want to spend their precious time with me.
I did not get many meetings and pipeline was dry.
Getting in your prospect’s door is not easy, it’s where most
companies and reps struggle.
Some of what I am about to write applies mostly to the big
accounts you want to land. Accounts that matter to you. Accounts
