A Roadmap to Sales Success

Don't you just love receiving cold sales calls?
Oh! No? You don't? But you think your customers do? I see!

		Discover Better ways to contact prospects Entrepreneurship skills - See: http://conted.waketech.edu/schedules/sbc.php#Entrepreneurial National Veterans Freedom Park - See: http://www.ncveteransfrredompark.com
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REMINDER: If your Sales and Marketing efforts seem miles apart: Two Triangle business have forged an alliance to bridge the gap between Sales and Marketing. Please see: http://www.salespartnersinc.com/Alliances.htm		REMINDER: 1st Annual Veterans Story Day: Please see: http://www.ncveteransfreedompark.com/ vetstoryday.htm
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For sales help, click here:		Paul asks: “If cold-calling is annoying, what's a better way to make new contacts? " SP: “Work through your existing contacts." "Networking isn't the only way to improve your personal/professional circustance; it's just the easiest way." – – Joyce’s Law #12
About the "Roadmap..." Each issue of the "Roadmap to Sales Success" will contain items of interest to the business community. This month's topic is: "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls.)" – Part 1 of 2 Some thoughts on this can be found at: http://www.salestraininginc.com/newsletter/2003/ november/ Guess who is the last person a prospect expects to hear from when you make a cold call? If you said "you", you're right! Now you could use the "numbers" approach and just keep "dialing for dollars." But, isn't that a bit like standing in the nightclub door and asking each person who comes in for a date? Yup; it may happen sometime. But it's much better to be introduced. See: http://www.salestraininginc.com/16-shades-referrals.htm		This Month's Sales Tip … "The three word definition of a cold call is - waste of time" – – Jeffrey Gitomer PLAN AHEAD Upcoming Events Involving Sales Partners: May 25, 2007 - Veterens Story Day Veteren's Freedom Park - Cary, NC ncveteransfreedompark.com May 24, 2007 June 7, 2007 June 10, 2007 July 11, 2007   - Wake Technical Community College - Cary 6:30 - 9:30 pm "Planning the Entrepreneurial Venture" Series June 4, 2007 - Knightdale Chamber Bussiness Expo '07 3:00 - 4:00 pm "Effectiveness Can Be Habit-Forming" Sept. 22, 2007 - Wake Technical Community College – Cary (SCORE) 8:00 – 9:00 a.m. "Sales for People Who Don’t Like to Sell" Please see: www.salespartnersinc.com for details
Vol. 9 No. 1 May, 2007 - "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls)" – Part 1 of 2 "- cold calling is not very effective or efficient compared to other marketing methods." - - Bob Boys, Cold Sales Calls: The Myth and Some Revelations... http://home.earthlink.net/~rboys/coldcalls.htm Seriously, if we know our calls are going to be annoying (and mostly non-productive - some say > 95% of the time), then why do we do it? One reason is that some sales managers think that's the thing to do. And, in the "good old days", it might have been. Cold-calling sales people could be successful, in the same fashion as "professional visitors." Just make a call or show up and you'll get a sale. It's different in today's world. First of all, even if you do get past phone mail or the "gatekeeper", or the directory recording, most people just don't have time to listen. Secondly, in many organizations, purchasing departments are all-powerful. If you don't start with them, you could be out of luck - forever! Plus, they may already have their "frozen" preferred vendors list. You need to get to the "decision-makers" and people with needs (and funding) today! We could go on here ad nauseam, but you already know all this. So how do we get to "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls)"? Again, see: http://www.salestraininginc.com/newsletter/2003/november/ And, be on the lookout for the next issue of "Roadmap" Part 2 of 2 - the "rest of the story." Or, if you need assistance sooner, please contact us at: info@salespartnersinc.com Until then, Good Selling! Please note: We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Sales Partners' name and contact information is included: info@salespartnersinc.com / http://www.salespartnersinc.com
Helpful Hints this month: Want to help show appreciation to the people who have ensured your freedoms? Then go to: http://www.ncveteransfreedompark.com/ foundationfunding.htm Like to have a firm that achieves results in promoting your business? Please see: http://www.holycowbranding.com Need help expanding/protecting your I.T. environment? See the solutions folks at: http://www.msystemsintl.com And, of course, to improve your sales situation, please see: SALES PARTNERS, INC.SM www.salespartnersinc.com		SALES PARTNERS, INC. SM Sales Management, Coaching, Training and Consulting to help companies and individuals: Grow Revenue Improve Sales Productivity Enhance Customer Relationships Submit your questions/comments  to: info@salespartnersinc.com Subscribe to the "Roadmap …"
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