When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves.
Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief in one—or many—of the cold calling myths that still are being perpetuated.
Most of these are nonsense, and just plain wrong. Perhaps you’ve heard them. I’ve list them, along with the Smart Calling truths.
Cold Calling Myth: “It’s just a numbers game.”
Smart Calling Truth: Actually, prospecting professionally is a quality game. It does not matter how many calls you place; what’s important is the amount with which you have success. A baseball player could swing at every pitch, but only the quality attempts have a chance of hitting the ball. Casino games are numbers games; sales and prospecting is a quality game. With that said, quality and reasonable quantity are
