Determining the Proper Amount of Preparation for Cold Calls
Changes in workplace settings and technology in recent years have transformed the dynamic of both sales prospecting and meetings, with fewer buyers answering incoming phone calls and taking in-person meetings. While the decrease in travel and face-to-face meetings has made salespeople more efficient, the jury is certainly out as to whether it’s been a net positive in terms of revenue generation. With fewer opportunities to speak with prospective buyers, it’s critical that salespeople make the most of the opportunities they are afforded, starting with the first one. To do so, sellers need to determine how . . .
