Cold Calling is a great predictor of sales to come. So how were your sales in Q2?
For those of us who have buying cycles of at least 60 days, it is pretty much too late to influence Q2.
The moral of this story, if you will, is that our appointment making activity is a very accurate predictor of sales. If my buying cycle is 90 days, then Initial Appointments I have today will close on approximately July 14th.
Most managers we run into are nervously concentrating their efforts on what is going to close this month. That is obviously necessary. But to also not concentrate on the effort our sales professionals are putting into setting more buying cycles into motion this month will make us nervous nellies in July as well.
The basic element (and therefore predictor) of an Initial Appointment is the dial. We all should be able to tell how many of those are necessary to generate the necessary number of Initial Appointments we need each month. We all should also be able to accurately determine how many of these precious dials are being made each day. Can you?
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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