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[Video] Is Cold Calling Really Dead?

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[Video] Is Cold Calling Really Dead?Prospecting, Cold Calling and Networking

by Keith Rosen on April 19, 2010 with 0 comment

In times of frustration, it’s easy to cry, “Cold calling doesn’t work!” In this video and accompanying blog, I answer the question, “Is cold calling really dead?” Here are several steps you can take to achieve cold calling success. You get to your office, sit down at your desk and open up your calendar. A …

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[Video] The Primary Objective of a Cold Call

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[Video] The Primary Objective of a Cold CallProspecting, Cold Calling and Networking

by Keith Rosen on March 31, 2010 with 0 comment

What’s the initial objective of a cold call and your new business development efforts? Rather than focusing your energy on getting the appointment or making the sale, first determine if there’s a good fit between you, your prospect and what you are selling. Instead of feeling that the initial objective of a cold call (face …

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Are Your Salespeople Asking Prospects the Wrong Questions?

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Are Your Salespeople Asking Prospects the Wrong Questions?Sales Training

by Keith Rosen on July 1, 2009 with 0 comment

Asking prospects the right questions at the right time is crucial to being an effective salesperson. Make sure your questions move prospects closer to the sale. “Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for …

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Is Cold Calling Really Dead?

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Is Cold Calling Really Dead?cold calling

by Keith Rosen on May 28, 2009 with 0 comment

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. Does this sound familiar? So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on …

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The Anatomy of a Cold Call – The Five Critical ObjectivesProspecting, Cold Calling and Networking, Sales Coaching, sales tips, tele-sales, telesales

by Keith Rosen on May 22, 2009 with 0 comment

“What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking …

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Cold Calling—Shift from Gatekeeper to Concierge

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Cold Calling—Shift from Gatekeeper to ConciergeAll About Selling, Cold Calling Tips

by Keith Rosen on June 28, 2008 with 0 comment

Many organizations are increasing their cold calling efforts in order to stay competitive in today’s market. Here are some solutions to be mindful of for you to use when you run into the barrier that may prevent you from connecting with your desired prospect—the elusive gatekeeper. Think about your reaction to the word “gatekeeper.” What …

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