Jeb – On Why Cold Calling Days Don’t Work

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Three hours of gardening feels like it’s a lot just like three hours of rejection is too much. But, 15-minutes or 5-minutes, that’s doable.

And, with just 15-minutes a day of effort, she has a pristine garden.

I had this client who was very serious about getting all of his salespeople in the office on Mondays for cold calling day. When I questioned him about it, he balked, “It’s very important for our company,” he said.

So, I said, “Here’s what we’re going to do. I’ll come to your office and we’ll sit together and observed cold calling day so you can show me how it works.”

At eight o’clock everyone came it, got coffee, and netherlands telegram data opened their laptops. At 8:30 a sales manager walks out onto the sales floor and says, “Everybody we need to get on the phones.”

The salespeople slowly start calling. Satisfied, the sales manager goes back into her office where she resumes sending emails.

By 9:00 the salespeople are back up, walking around, getting coffee and talking to each other. The sales manager comes back out tells them to get on the phones.

This occurs several times. By 11:00, the sales manager has given up and the salespeople are roaming halls.

The senior leader I was sitting with was stunned. He truly believed that his salespeople were diligently spending 8-hours making cold calls. But this is not how humans work and it is certainly not how salespeople work.

This is why I’m all about high-intensity prospecting sprints, done a little bit, every day. It’s not about prospecting day, it’s prospecting every day. Small actions add up. Become a More Effective Negotiator
Forget about “win-win” outcomes and start playing to win. That’s your job as a sales professional, to win for your team.

There are few one-size-fits-all solutions in sales and negotiation is no exception.

Negotiation complexity shifts with the situation.