The value of a good cold calling list.
When we deliver our Prospector’s Academies (sales training), sales management is responsible to provide each caller in the program with a list of targets to call. In too many cases, this is an afterthought and done at the last minute.
In a recent program, one team threw 80% of the names they processed ‘off the sled’. They were out of business, too small, too big, didn’t use what they sold, etc. That is very frustrating for the sales rep and expensive for sales management.
Part of the Coldcalling101 solution is a tool called Klpz (www.contactscience.com) that provides those effectiveness metrics, by the way. When a rep makes the required number of dials yet doesn’t get the appointments you expected, can you tell why? Our customers can and there are a number of variables – including the quality of the list.
Unless you’ve got more money and time than you know what to do with, we recommend that you invest time studying your best current customer profile and then looking for lists that mirror those. We also suggest that you measure the effectiveness of your calling programs so that you can improve them.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. 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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