{"id":2743,"date":"2018-12-28T17:11:26","date_gmt":"2018-12-28T22:11:26","guid":{"rendered":"http:\/\/www.alighaemi.com\/wp\/?p=2743"},"modified":"2019-01-22T19:20:14","modified_gmt":"2019-01-23T00:20:14","slug":"cold-calling-before-during-and-after","status":"publish","type":"post","link":"https:\/\/www.alighaemi.com\/wp\/?p=2743","title":{"rendered":"Cold Calling: Before, During And After"},"content":{"rendered":"
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Photograph Credit: Geralt<\/p><\/div>\n

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Cold calling for an enterprise product or service is not the same as cold calling for a low cost item. A high value cold call is not a hit and run. It is not a quickie. Respectfully, it is not B2C. It is not to sell the product or service. Sellers should internalize the difference.<\/p>\n

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Let\u2019s assume that sellers understand that a cold call should never be a cold call<\/a> by now. So what is it for if enterprise prospecting is not to close a sale? It is to start a process. It is to understand the process. It is to go from cold to lukewarm. It is about a human connecting with a human and to lay the foundation for a relationship. Hard selling will not work.<\/p>\n

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This is not an easy process, which is why sellers must take the time to not make it any harder for both sides. The caller needs to garner enough interest to begin a conversation and a process. That is all. Let\u2019s compare the process to a marriage (OK don\u2019t get excited). No one begins the process by proposing and getting a \u2018yes\u2019 on the first date or meeting. With the obvious said how does the dance, which is the process to gain interest, show industry and role-based relevance and prove merit begin?<\/p>\n

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