O'Reilly logo

Questions that Sell, 2nd Edition by Paul Cherry

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER

image

19

Cold Calling Questions That Get Prospects Talking

COLD CALLING SEEMS to be out of fashion these days.

I’m constantly hearing from companies promoting all kinds of “lead generation” solutions. Of course, there’s no question that companies need to generate sales leads. But it seems to me that many of these offerings seem to be promising that advanced marketing technology can finally eliminate the cold sales call—that companies can “nurture” prospects through a process, untouched by human hands, until they are “warm” enough to merit a call from a salesperson.

I’m all for making life easier for salespeople. And it’s true that salespeople ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required