If you’ve ever felt a little uncomfortable approaching a stranger at a networking event and then trying to have a normal conversation with this stranger, you’re not alone. If it’s hard enough meeting someone face-to-face, in the flesh and starting a conversation, it’s...

When you’re sending an email to a prospect that you don’t know, you can take your time to write and edit what you want to say and how you will say it. When a salesperson makes a cold call, they have to be able to think on their feet quickly. Unlike a passive email,...

As many of my readers know, I teach sales professionals, territory representatives and business development managers how to use the power of cold calling to find new business opportunities. When I tell sales managers and sales professionals that I can help them...

If you want to become brilliant at cold calling, you need to determine how much time you will spend every day or every week on the phone. This will depend of course on your other commitments and whether you work out of a home office, mainly your car, or a business...

If you want to become brilliant at cold calling, you need to determine how much time you will spend every day or every week on the phone. This will depend of course on your other commitments and whether you work out of a home office, mainly your car, or a business...

When you’re first starting in sales or when your sales pipeline is looking a little empty, cold calling becomes your lifeline. You should expect to spend most of your working hours prospecting and identifying new business opportunities. That might sound daunting at...

If you want to become brilliant at cold calling, you need to determine how much time you will spend every day or every week on the phone. This will depend of course on your other commitments and whether you work out of a home office, mainly your car, or a business...

One of the most effective, and most overlooked, ways to improve your cold calling skills is to record yourself. The good news is that you don’t need any special equipment. Every smartphone has a built-in voice recording app, which means you can easily rehearse your...

One of the most common questions I’m asked when training salespeople across Australia, whether they’re based in Melbourne, Sydney, or working remotely, is this: “What should I include in my introductory cold calling script?” A great question, because your introduction...

There’s a reason movie directors provide actors with a script. A film only works when every actor understands their lines, their timing, and their emotional tone. Even though talented actors might ad-lib occasionally, the strength of the performance comes from knowing...

So, you’ve decided to start cold calling, great! Even committing just one or two hours a week is far better than doing nothing at all. But before you ever pick up the phone, there is one step you absolutely cannot skip: identifying exactly who your ideal prospects...

It was Henry Ford, the famous founder of the Ford motorcar company who once famously said, “If you think you can or you think you can’t, you’re right.” In other words, whatever you believe, is going to be true for you. When it comes to cold calling, the same theory...