Cold calling is often cited as one of the least-favorite activities salespeople take part in. Even seasoned members of the sales team can feel a touch of anxiety and uncertainty when faced with a prospect’s name, contact info, and not much else. It is a time-proven method of drumming up business, however, and remains a staple for many sales teams.
The key to successful cold calling is to warm up your conversations with relevance and context, but how? Salespeople need to adopt a different approach to making the first move with a new, unfamiliar customer – one that provides better insights into potential customers. Cold calling success requires that both sales leaders and sales reps overcome five major obstacles.