Leslie Buterin
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Cold Call this Person First ALWAYS
Dave recently asked, "If I know the Chief Financial Officer is the decision maker I ultimately want to reach, should I still call the President's office first?"nnWith every decision it is a good idea to think through: what you have to lose and what you have to gain.nnSuppose you call the CFO first and he says, no, to an appointment. Then, you get your dander up because you know in your heart of hearts that your product/service is perfect for this prospect. In an desire to hel
August 22, 2007
Article
Cold Call This Person First ALWAYS
Dave recently asked, "If I know the Chief Financial Officer is the decision maker I ultimately want to reach, should I still call the President's office first?"nnWith every decision it is a good idea to think through: what you have to lose and what you have to gain.nnSuppose you call the CFO first and he says, no, to an appointment. Then, you get your dander up because you know in your heart of hearts that your product/service is perfect for this prospect. In an desire to hel
August 22, 2007
Article
A Cool Little Trick So Youâll Spend Less Time Cold Calling
A Cool Little Trick So Youâll Spend Less Time Cold CallingnBy Leslie Buterinnwww.ColdCallingExecutives.comnnThis whole idea about cold calling company presidents and using audio email to leverage your time for more face-to-face meetings is about an amazing technology but at the same time-- itâs really not about the technology at all.nnI know that sounds whacked, just stick with me on this.nnJohn Naisbett and author of Megatrends spoke at a convention I attended. He really
February 16, 2007
Article
Avoiding the Worst Cold Calling Mistakes Made By Sales Pros
Sales pros frequently ask, âWhatâs the #1 change I need to make, as I prospect by phone instead of face-to-face?ânnHereâs the emotional truth behind this seemingly innocent question:nnMost sales pros confess theyâd rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought a
November 4, 2005