Wow, some of my favorite bloggers all wrote great articles over the weekend and posted them this morning for me to read over my afternoon coffee.
Brian Carroll wrote about top performers building relationships with the right people BEFORE they’re ready to buy. These top performers become trusted advisors.
Paul McCord wrote about why decision makers hate cold calls. He looks at answering a cold call from their point of view. And it’s not pretty.
Geoffrey James says that if you must cold call, try these 7 ways to make it easier. Maybe you can have some of your colleagues cold call your boss to get them to understand how effective (or not) cold calling is.
EyesOnSales has a great post from Lee Salz on why expecting a purchasing decision to be rubber-stamped by the boss is a bad idea.
And for another way to look at cold calling fun, take a look at this video by the HubSpot guys.
All About Referral Selling 