Cold Calling 2.0 (Requires 35 seconds to read)

Have you ever wondered if anyone picks up their phone anymore? Do you wonder if the Internet has made cold calling obsolete? Well it is not dead at all. Prospecting has however, certainly evolved in the last few years. If you want to turn your sales organization into a selling machine and create predictable revenue, you need to understand the best ways to prospect in 2010.

Aaron Ross, founder and CEO of PebbleStorm and former Salesforce.com exec, offers a system he designed at Salesforce.com that generated $100M in new revenues. The system, called Cold Calling 2.0 has the following key elements:

1. Prospecting into cold accounts without ever making any cold calls (using tools such as simple emails to generate referrals to the right people, who then expect/welcome a call)

2 . Separate the core functions of marketing, sales development, sales, and account management and focus your reps on what they do best: work active sales cycles and close.

3. Focus on results, not activities (qualified opportunities per month, or closed revenue are critical outcomes)

4. Everything is systematically process-driven (emphasize repeatability and consistency, to make the pipeline and revenue curve very predictable).

You can read more about ColdCalling 2.0 here and how to implement this in your company visit here Cold Calling 2.0.

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