barath13Contributing Member - Member Since: Jan 2011 Subject - cold calling will not work!
This is an article I am writing to all my beloved sales guys out there on the field. This is a hard reality that you need to understand that cold calling doesn’t work these days as it worked 20 years back. Why? The answer lies in the buyer’s behaviour, in old days there were fewer products in the market place and there were no television, internet, mobile phones and the mass media. But today, a buyer has access to all the modern day gadgets and he is been influenced by so many messages online and offline. Before a buyer buys he goes on to the internet to do a research online making comparison with other products and reviews about the product he intends to buy, so the buyer today is more informed than ever. As a sales person, getting a lead without understanding the prospect is like riding a bicycle blind folded.
All sales guys have a general belief that the product is different from that of marketing, but the hard reality is that there is a marketing component in every product and the products which have the highest amount of marketing components inside will have an edge over others. As seth godin says these products are stand alone products which are unique and they are called purple cows. So, as an organisation the sales guy’s feedback is very important for the refinement of the products and services and only when there is a proper feedback mechanism put in place, purple cows can be created.
So, as sales guys, you need to go beyond cold calling and start creating value in the market place and I think many companies need to make a radical shift in their thinking in handling the sales teams and empower them to be more than a mere sales guys.
About the Author:
Mr.Barath Surendran, Director of Techemate leadership Academy. He has a wide experience working for various corporate for more than 11 years. He has worked both in technology and as well as in sales and marketing. His previous assignments include working for companies like GE Capital, naukri.com and Manipal Group to name a few.
He has appeared as visiting faculty to many Institutions and business schools. Voracious reader who has read more than 400 books on personal development, business and management.
MickypapnejaContributing Member - Member Since: Jun 2011 Subject - Re: cold calling will not work!
Cold Calling Is Like Gambling Unless You Can Determine High Probability Outcomes.
barath13Contributing Member - Member Since: Jan 2011 Subject - Re: cold calling will not work!
@Mickypapneja: thank you for your post, but please tell me what do you mean by your statement "high probability Outcomes ?"
Quote:
Originally Posted by Mickypapneja
Cold Calling Is Like Gambling Unless You Can Determine High Probability Outcomes.
MickypapnejaContributing Member - Member Since: Jun 2011 Subject - Re: cold calling will not work!
Quote:
Originally Posted by barath13
@Mickypapneja: thank you for your post, but please tell me what do you mean by your statement "high probability Outcomes ?"
Hi Barath,
I just want to tell that a cold calling work only if the goals and strategies are well defined. If one start-up with the right products or services (see adding value) it can be a viable route to market to begin with. This is what i talked of high probability Outcomes.
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