Sales Excellence Blog

We are often asked about the best ways to get through to hard to reach prospects. They might be hard to reach because they are at a bit of a higher level in your customer’s organization than you usually call on, they might be protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to some of your outreach. (VIDEO INCLUDED)

Some prospects are just harder to reach than others. Sometimes it’s because they’re at a higher level in your customer’s organization than you usually call on, or they’re protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to outreach.

Each new year brings with it an opportunity to evaluate how you and your sales team have performed over the past 12 months and to think about what the coming year might bring.

For many sales people, the fear of cold calling is only slightly less than that of death-by-drowning or public speaking. The idea of contacting a prospect by phone for the first time may cause even the most aggressive sales rep to break out in hives.

A participant in one of our recent workshops emailed me with a very interesting dilemma. He explained that he was working with a prospect that was “dragging him through the mud.”