A Lie That Keeps You From Success (Part 1 of 3)
Boldly Stand-up for the Facts
Kleeman wisely reminds us how the degree of sales productivity can be judged by observing. Take a look at what is going on around you. Notice who is adopting practices based on speculation versus the adoption of fact.
Take a look at the output each group is achieving. (How much money they're making!)
In other words, are your sales peers being praised as "social selling leaders" simply for "being on" social media? Or are they being financially rewarded based on the facts—how much business they're winning?
The Best of Both Worlds
Throwing out the old and implementing a very unproven new is hogwash. It's a lazy strategy based on hot air. Tools like LinkedIn are providing a better way to identify and warm-up cold prospects ... and finding "ready to buy" leads. Tons of value there. But ...
"Try telling a broker of refurbished airplane parts that raw list cold calling is not a vital activity for revenue capture ... try telling a manufacturer of plumbing, HVAC, and home improvement products that cold calling aimed at resellers and end users is ineffective," says Kleeman.
"You just might need a degree in martial arts or unfettered access to the US military's drone missile fleet to defend yourself," he jokes.
Cold calling is alive, thriving and (surprise!) feeding winning social selling strategies. Today is your chance to improve cold calling and social selling thanks to new tools.
Forget about reinventing sales prospecting! Make sure your team has a prospecting strategy that exploits what already works using new social tools.