Have you ever wondered how you should approach your customers – whether you should send an email or call them on the phone? Sometimes choosing between commercial communication methods (e-mail prospecting versus cold communication or even voicemail) is a matter of preference and a subjective choice for sales representatives. However, finding the right sales activity with a prospect can make or break your deal. This can not be left to chance.
According to a recent study, email is currently the darling of sellers, but it's not always the best solution.
2. The cold call still works – if you do it right
Cold calls are one of the most scary and intimidating aspects of sales. Millennials, in particular, hate impromptu calls because they have the habit of having all the information they need online, at their fingertips. They think it's useless chatter, annoying the customer and not getting the results. The truth is that cold calls still work, with a conversion rate of 6.3%, and that's why everyone still does it.
3. Call the CEO cold – 7 tips to get you in tune with the founder
Calling the CEO cold is the scariest and most intimidating part of sales. In fact, studies have shown that most sales representatives simply refused to call and preferred to send an email because it was more convenient. Most initial contacts are made by email, and most often, sales representatives only send one email before giving up their goals.
However, cold calls still work, if you do it correctly. This is what we established after an analysis of one million unsolicited calls that 6.3% of these calls would result in a meaningful conversation with a potential customer.
But what does it mean, to make cold calls properly?
4. Free download: 3 cold calling templates for meeting in a meeting
Calling cold is hard work, and most seasoned sales professionals can say it is getting harder and harder today. Customers are short of time, impatient and, most importantly, they have the power to buy without the help of a salesman. At InsideSales.com, we've reviewed more than a million unsolicited calls to find out which parts work for you in a meeting. You can download our free cold calling templates to learn some golden tactics for phone sales.
5. How we built $ 1.6 million pipeline just by cold calling
The cold calls still work, and this was the subject of lively debate with Mario Martinez de Vengreso. During our webinar, we discussed the best method for quickly building a quality pipeline: cold canvassing or digital prospecting via social media, email or LinkedIn. Things got a little heated, so we decided to put our cold calls to the test. We wanted to know how many appointments and how much pipeline we could generate by cold calling with the help of a predictive dialer.
6. Cold Call vs. Digital Prospecting – Let the Battle Begun!
Cold calling against digital prospecting has long been a debate among sales professionals. If you want to build a high quality pipeline and build it quickly, you need to know which prospecting methods work best. Some say it's just pick up the phone and call cold. Others say you have to use digital sales channels, such as LinkedIn, emails or other social media.
7. Cold calls are NOT dead: how we built 1.1M in a pipeline using the phone
I've been responsible for building a $ 100 million sales pipeline this year. It's all in perspective, but for me and my team it's a big number. And I'm not alone in this thought. Recent research by InsideSales Labs, InsideSales.com's research and best practice arm, has shown that the biggest challenge facing sales managers, behind people's problems, was building a pipeline . In fact, 62% of executives believe that building a pipeline is more difficult than closing it. Read this article to learn more.
8. The anatomy of a successful cold call
Cold calling is not yet dead, and while some are wondering whether or not successful salespeople are finding new customers and adding new business by simply applying a little bit of art and science to their impromptu calls. This year, I spoke at InsideSales.com's Inside Growth Summit and took the cold call out to try to identify the best strategies for contacting prospects by phone.
9. Free eBook Download: Cold Calls and Digital Prospecting
Cold calling against digital prospecting is a powerful debate that divides the world of sales. Some are considering calling on cold to the old, while others say that the modern salesman only needs LinkedIn and digital prospecting to create a pipeline.
The truth is that technology has changed the way sales representatives work and reach their quota, but that does not mean that impromptu calls are dead. It just means that sales representatives today have more tools in their arsenal to solve the increasingly complex challenge of building a pipeline. Download the free eBook here!
10. Ten things to do to achieve a Power Hour
So we all went through there. You are nearing the end of the quarter and you need to quickly gather more sales opportunities for your account management team. Naturally, I'm not in favor of the crazy end-of-quarter race, but sometimes you have to build a pipeline quickly. One of the activities you can do with the sales team is to organize a Power Hour.
Cold calls are still used in businesses these days because they still produce good results. Even in this digital age, where digital sales channels have become a popular choice, cold calls are still effective. We hope this guide has helped you gather information about this sales strategy and why you should always consider using it in your business.
Do you have questions about cold calls? Do not hesitate to ask us in the comments section below!
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