This was low-hanging fruit, but not something

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In addition to helping them set up their sales function, we suggested they train their service technicians to ask for referrals.


We thought of it because we went to some executive denmark telegram data level meetings where we met the Service Director and learned about his side of the business.

It was a simple change – an outgrowth of our insider intelligence – that produced a new revenue stream for our client.

Familiarity
Still another way insider intelligence works for you and your clients is when they start perceiving you as “one of them.”

They find it’s easier to work with you than someone new, because you know their company culture, key employees, processes, history and current initiatives.

Simply put, you get things done without them holding your hand. And that, my friends, is priceless.If you want to survive in sales you have to pick up the phone and make calls. The phone is the best tool for connecting with prospects, rather than email or social media because nowadays, phones are connected to people, not desks. Blount notes the qualities of great sales managers, and the importance of mentors, in teaching salespeople the intrapersonal skills they need to be engaging and efficient on the phone. Further, he discusses how the CRM and metrics should be used to manage the activities of salespeople and phone-based performance.

Gryphon Networks: There is a misconception about cold calling. Can you clarify what cold calling actually is? It seems people are under the impression that cold calling is just calling and pitching a random phone number.

Jeb Blount: This is the problem: nobody today can tell you what a cold call really is. If you think about it, most of the people that are using the term cold calling are basically just saying “I don’t want to call.” Why is it that 50% of inbound leads never get a call from the salesperson? They’re not afraid of the cold call, they are just afraid of a call. What they are really afraid of is interrupting somebody, and that essentially is what you have to do with the telephone or with your feet or with an email.