42 Rules of Cold Calling Executives

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Happy About, 2008 - Business & Economics - 95 pages
1 Review
'42 Rules of Cold Calling Executives (2nd Edition)' is an easy to read book that gives concise, easy to implement methods to get results with cold calls. Many sales professionals find that part of their job difficult and unpleasant yet the 42 Rules gives them ways to redesign their thinking, approach, practices, and tools, to get the best possible results. This book contains some of the fundamental principles Mari Anne Vanella has developed over the course of her career. Her clients and her own company use this approach to execute the top performing programs in the industry for the past seven years.

"Reading this book will deliver the following benefits: " An understanding of the dynamics of a cold call and how you can manage those to get results. A refined vision of the objectives of cold calling and how to get results that realize long term benefits. Identification and practical use of methods and resources that achieve unbounded success in the cold calling process. Practical advice and specific techniques you can start using now that supply how-to solutions to cold calling efforts.

If you are part of sales management looking to give your team something to help them with cold calling challenges or are an account rep wanting better results, this book is for you. In it, you will learn and explore: Easy to implement methods to improve performance Real life examples of what works Techniques for immediately making cold calling easier Ways to deliver consistent results How to get out of a production slump

 

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To become a master, one must learn from a master and Mari Anne is definitely a master of cold calling to executives! For years she has consistently delivered thousands of high-value qualified leads to her enterprise clients just by picking up the phone. This book is crisp, yet full of useful content, and it encourages a different mindset when preparing and making cold calls that will help you focus on the important activities that actually deliver results. Her approach and emphasis on creating long-term value through building relationships, is extremely insightful for effectively capturing business intelligence while discovering opportunities. This is a great book for all sales professionals, and especially those who sell high-value products and services to large accounts.
Regina W. - Sales and Marketing Executive
 

Selected pages

Contents

Be Flexible
52
Admins Are Not the Enemy
54
Choose Your Words Carefully
56
Dont Do All the Talking
58
Quit Trying to Sell on a Cold Call
60
Use Gestures
62
How to Troubleshoot Your Calling
64
Learn as You Go
66

Dont Take the First No for an Answer
22
Ask Good Questions
24
Be Real
26
Keep Detailed Records
28
Can You Automate Yourself?
30
Develop Relationships
32
Track Leads Carefully
34
See Every Project from the Prospects Perspective
36
Use a Script but Dont Be Scripted
38
Be Natural
40
Its Not Always about the Sale
42
Put Yourself in Their Shoes
44
Just Pick Up the Phone
46
Use Voicemail to Connect with Prospects
48
Dont Let a Telephone Change Who You Are
50
Connect the Dots
68
Understand Your Customer
70
Have Fun
72
Use Resources Wisely
74
People Like to Help
76
How to Avoid the Vendor Line
78
Follow Up with Email
80
Dont Focus on a Single Contact
82
Refresh Your Database
84
Be Aware of the Facets of Your Work
86
These Are My Rules What Are Yours?
88
About the Author
90
Write Your Own Rules
92
Other Happy About Books
94
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