Comments on: Being Good At B2B Cold Calling Is Like Being A Functional Drunk

By: jka

jka — Fri, 06 Jan 2012 04:25:48 +0000

Agreed, Trevor. Show me the proof and not just a low blow. Cold calling works, if properly executed. Mail goes in the trash, email overwhelms…personal touch is necessary.

By: Mark

Mark — Mon, 14 Mar 2011 22:25:27 +0000

Great Article! I currently am working in a marketing position for a company and while I want to continue to build systems that will remain in place after I am gone, they insist that I spend the day making cold calls. While I have to say that cold calling can be effective. You are correct in that it is grunt work and their marketing will end the day I leave.

By: mike

mike — Wed, 16 Feb 2011 16:32:05 +0000

Just found this article via google.

The problem with B2B cold calling is when the salesperson calls someone based on nothing more than a weak lead, then pulls the “can you tell me who I should talk to” card.

No, I am NOT going to give out an internal phone number. I will shut you down immediately. I am not a switchboard operator, and I will not risk angering an executive by giving out private information. There will be no followup.

Cold calling may work from time to time, but it is a crass practice and reeks of amateurism. The proper way to land clients is to get your product in trade shows, online, fishing for RFPs through networking, etc.

Calling John Doe the Finance Manager and asking him who handles the company’s point-of-sale technology is the height of stupidity.

By: Anonymous

Anonymous — Fri, 28 Jan 2011 10:38:00 +0000

To be an effective cold caller you must be friendly, outgoing, assertive, and helpful. There are too many people in the game now that think you can just read a script and be effective.

By: Trevor A Page

Trevor A Page — Thu, 17 Sep 2009 02:37:02 +0000

I see that you have a lot of opinions, and what I would like to see, personally, is a solid solution to the problems you are examining. I'm assuming this person walked away because you had offered him your opinion, hadn't really given a solution, and then compared him to something negative – if that is really how the situation occured, I would have done the same, envisioning you as arrogant and opinionated. So, what I've read is that cold calling is okay, but you need an automated marketing system (in a nutshell). Great, awesome, what kind of automated system? Why should I believe you? When I SEE the words automated marketing system, I actually HEAR e-mail blasts, snail mailing “marketing slicks,” and online newsletters. Well, if that's what you are trying to suggest as more effective than cold calling – I'd like to (politely) disagree. If that is NOT what you are trying to convey – again I'd personally like to examine your theory.

I've read three of your blogs, and have started losing interest already. This is my personal feeling and interpretation, so I certainly don't speak for the masses.

By: Jennie

Jennie — Thu, 06 Aug 2009 08:44:00 +0000

It’s absolutely necessary when getting started to spend lots of time cold calling. The trick is FOLLOW UP. No simply means not right now. Simply stay in touch over time and build a relationship. Numbers don’t lie and the numbers say that 80% of the sales are closed by 20% of the people out there ON THE 7TH OR 8TH TOUCH. Ideally, as clientele builds, the cold calling will reduce as the referrals, networking and the budget for other mediums ALL increase. I totally agree with the functional alcoholism analogy but only IF a salesperson never takes steps to free himself from dependency on cold-calling alone.

By: Jenn

Jenn — Tue, 07 Jul 2009 04:25:00 +0000

I believe cold calling can definately have its advantages and disadvantages. But having been there and done that, it give you such low self-esteem. Its such a hard job to do, regardless of all the people that say its easy!

By: Arthur

Arthur — Thu, 21 May 2009 22:53:14 +0000

Lead this horse to the water. I have a new janitorial service with a limited budget. So what do I do. Yellow pages suck so do not even say to go there. I hate cold calling but what else do you do. Mail is expensive and just as crappy of results as cold calling except a lot cheaper. What should I do walk into the local doctors office and say… You know this place could use a good cleaning because it aint so clean. Even my own Dentist that charged me $1800 to fix one tooth said no and his office is dirty. That is dirty to me. It is fine for the average person and they would not notice the things I do.
So riddle me this Batman; what do you suggest.
Thank you so kindly.

By: Anonymous

Anonymous — Tue, 14 Apr 2009 21:32:00 +0000

Ive started a company which generates leads and meetings for other companies. We are looking for staff to do some cold calling in many different areas. Some would say the company is a call centre, but its more of a company which brings other companies products to their interested buyers with the help of our own sales people.

By: Anonymous

Anonymous — Sat, 11 Apr 2009 09:29:00 +0000

I’ve yet to find a single person able to present a compelling reason why it makes more sense to have them digging around for prospects instead of having qualified prospects seek them out instead. To do so is a complete and utter failure on the part of whoever is in charge of marketing. In a small professional firm, like the guy I wrote about, there is no excuse whatsoever other than being ignorant of alternatives.