There are many cold calling tips available to sales people today, but cold calling in today’s economy requires a lot more calls and more emphasis on the benefit statement provided during that call.

Naturally cold calling requires you to identify yourself my name and organization, and that is where it stops being about you!

Too many cold callers babble on about their organization, it’s products or services and that in itself is not engaging. If you do not immediately engage the receiver of the call, they will not want you wasting their time.

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The days of the push strategy in sales and marketing training is over. To be sought after by name in the market place requires a pull strategy which only comes through non traditional sales and marketing training.

Most sales and marketing training today still focuses on the products, services, brand, etc.
Sales and marketing people are out their doing presentations and are constantly chasing customers. It is all about them, their product, service or brand!

Today’s customer demands that it be about them, not you!

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The new people we meet daily can become tomorrow’s best friends / customers, but the challenge is how do you maintain your relationships within your sales network, especially as it grows into the thousands?

Many people can maintain their relationships with their sales network in a local area through meeting at various events, special occasions or simply communicating over the phone or by e-mail. However, as one goes global and meets more and more people in a variety of countries, the challenge to maintain relationships within your sales network becomes more demanding.

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The future of our sales success rests in our sales pipeline. It is imperative that we continually fill our sales pipeline. The steady flow of sales results along our sales pipeline is crucial. We do not want these results to trickle down or eventually stop.

The most important discipline in sales is maintaining the flow within the sales pipeline. Keep in mind, the sales process flows in and the sales results flow out. What transpires in the middle of the sales pipeline depends on our daily discipline.

How do we ensure a constant flow into the sales pipeline? There are many adequate answers however; I would prefer a more suitable question?

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