Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Depending on the type of project, an inside sales rep may have many different campaigns to follow up on, calling both warm and cold prospects.
Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. Reaching out to a prospect who already has a relationship with your client or that you have previously engaged with is considered “warm calling.” It is also common for a sales rep to prospect campaigns in which the prospect has had no prior engagement with a client. This type of situation is commonly referred to as “cold calling.”
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Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research.
Salespeople are always looking for the holy grail when it comes to making cold calls. They can sort their lists, segment criteria but what’s most important? Timing.
I’m here today to argue that timing is more than finding the best day of the week or the time of the day to pick up the phone. In fact, it varies by industry and type of prospect anyway.
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