Nigel Edelshain of Sales 2.0 was interviewed on yourBusinessChannel recently and he discussed what salespeople need to do today to win more business. Nigel’s call to action is to “…get together and share their rolodexes….to win business and keep their jobs.” He suggests starting online with LinkedIn, AllyForce, SalesConx or Inquisix.
http://www.youtube.com/v/5kEN_73ftZw&hl=en&fs=1&rel=0&border=1
Since I have that fancy letter “C” as the first letter in my title as Chief Sales Officer, I get quite a number of cold calls. Of course it just makes me cringe to be called by someone who hasn’t even spent a minute looking at our business and developing a message about their solution that I’d care about. But I do enjoy critiquing in my mind their pitch.
Some would like to rename cold calling. I recently heard it called “introductory calling” in an interview done on Barry Moltz’s talk radio show. I don’t know, seems analogous to putting lipstick on a pig.
Instead of just renaming the term, Nigel Edelshain of Sales 2.0 has written a 24-page ebook on turning cold calls into social calls. He reviews the new Sales 2.0 techniques and tools to “…help you with the three most critical factors: talking to the right people, establishing relationships and using changes in your buyer’s environment.”
You can download Nigel’s book for free here. Adding his blog to your RSS reader is also well worth it.
All About Referral Selling 