Warm to the cold call.
I recently attended a conference where a consulting firm shared some of their research about some attending sales organisations. The information that they revealed made some people gasp (literally) in disbelief. It made others ask questions that made their scepticism known. The study was conducted for a group of clients, and the information was private. But here is what I can share.
FASTER GROWING SALES ORGANISATIONS COLD CALL
The research that was presented showed that faster growing sales organisations used cold calling as one of their primary methods of prospecting. Their performance was almost a standard deviation above the slower growing organisations that did not use cold calling as one of their primary prospecting methods.
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