Telephone Prospecting By The Numbers

By Tibor Shanto
Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. But facts don’t always support feelings, and a quota is more of a fact that a feeling. Let’s look at telephone prospecting by the numbers.
Let’s Look At The Facts
Telephone prospecting works, if it didn’t people wouldn’t be arguing about it. When was the last time you had a heart to heart about