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6 Things I Would Train Salespeople on Before Cold Calling

by Robscom
8 replies
I came across this and thought it was interesting.

6 Things I Would Train Salespeople On Before Cold Calling

Hope it helps someone.
#calling #cold #cold calling #sales #salespeople #things #train #training
  • Profile picture of the author Zodiax
    "Social Selling" sounds like a cop out.
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  • Profile picture of the author Ron Lafuddy
    I'm confused. Wouldn't cold calling be "social selling"?
    When did conversation become non-social?
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  • Profile picture of the author Jason Kanigan
    I didn't care for this list. Sounded like theory from a college textbook.

    Businesses do not advertise their biggest problems on their website.

    If you are new to a field, how are you going to know their business, their problems, and how best you can help them?

    The only way to learn this information is to get involved, mix it up with the marketplace, and talk to qualified prospects.

    You can't capture this stuff from an internet search. It isn't in the annual reports. The company websites aren't going to list it. You have to get to know your customer.

    Yes, that is the thrust of what the article is saying. But there's no way you can jump into a new-to-you market and suddenly know these things without ever having talked to anyone.
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  • Profile picture of the author Robscom
    Sorry, guys. I just posted it because I thought it would help. My bad.
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    "Do. Or do not. There is no 'try.'" -- Yoda
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Robscom View Post

      Sorry, guys. I just posted it because I thought it would help. My bad.
      No problem in posting it! What I would have liked to see is some commentary by you about it as well.

      Posting and discussion all contributes to the learning experience.

      Is what the writer says "wrong"? No, not really. However, with many years of experience in this field, I can say there are significant technical issues in between where a newbie begins and where the writer says to go.

      If, however, you have an existing sales organization filled with pros who already know their market, then yes, train the newbie up with this information! Again, however, with experience under my belt this doesn't happen very often. The pros are too busy to train and resent interruptions of their time--with reason! So if there is a sales manager, they can assemble this information for new hires. Some coaching will also be necessary for the info to stick in the newbie's brain and be there for retrieval at action time.

      Keep posting!
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  • Profile picture of the author Jason Kanigan
    Which reminds me...

    Dave Kurlan, a Boston-area sales force developer I've interviewed a couple of times (and posted the recordings of on this forum) had a post from years back (look at the date and then compare to now--NOTHING has changed in the intervening period) that applies to this:

    The Comprehensive 90 Day Orientation for New Salespeople

    Interesting how he ends on a question: "Can you...?"

    Not "Will you...?" Not sure if he intended the distinction or not, but I see it there. To develop an orientation program like this, you need quite a bit of free time and access to all that data. Only the sales manager has the time--IF they are not a "working sales manager"; ie. paid to sell as well as coach.

    That's my impression of why so few organizations create such a thing. They might have the data...but they don't have the free time nor the idea to develop it.
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  • Profile picture of the author Robscom
    Most of the salespeople I know of (for smaller companies, not the big guys) don't get any real training at all. Maybe some product info, but that's it.
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