The Biggest Cold Calling Mistake in a B2B Industry

Inside Sales Training in India

The Biggest Cold Calling Mistake in a B2B Industry: 

Many a time inside sales reps shows their concern that the prospects don't want to listen over the phone or they say that there are not any requirements or just told to send emails 

So, this is a genuine concern for all inside sales reps  Even in my initial days I felt the same. We were trying aggressively to generate meetings for our field sales team but, disappointed when we aren't able to generate any meetings, forget about the quality of the meetings. 

So, I would like to share with you the strategy that I used in my work to get over to this situation. 

The trick is not to call randomly to all the prospects without knowing anything about them or the company they are working with.

  
This is the most important aspect to become successful inside sales reps. All the experience inside sales reps knows the importance of knowing your prospects before making a call. It's always recommended to collect some information about the company and prospect you are calling. 
This can be done by company websites, newsletters, customer use cases and websites such as LinkedIn. 
Now the question is why knowing your prospects before making a call will help? 
The answer to this lies in the fact that when you know someone in terms of his skill sets, experience, organization that he worked with, specialization, interest and so on, it would be more easier to initiate a communication and help is building a rapport with them. This research about your prospects can be done in 3-4 minutes but the benefits of this are huge. 
So, never think that cold calling is a numbers game  It requires a much-needed research about your prospects and then calling. Also, don't try to sell or make an appointment for your field sales team from the first call. First, convey your product/services property in your first one or two calls and then try to convince for meeting with your field sales team. This is done to avoid a quick rejection from your prospect. We need to understand that there are cost and time involved in making calls to our prospects. We have to utilize the costs and the time properly get maximum benefits. The basis of all this to have an understanding of your prospects before making a cold call. 
In India, I would recommend you to create a professional profile on LinkedIn and search your prospects on LinkedIn and study about them before making any cold call. 

Do check my related articles Here:

Inside Sales Training in India | Cold Calling Techniques

Inside Sales Training in India | insidesalestraining.in

I would like to request you all readers to do some necessary research about the company and the prospects before making a cold call and the results will be clearly visible to you and your professional growth. 
It would highly be appreciated if you share your inside sales experience in the comment section. 

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All the Best!!!

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