Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Your Sales Tracking Form

To record your sales prospecting activities, use a weekly sales tracking form such as the one presented in Figure 13-2 The form has five key segments: prospecting activity, meeting activity, pipeline activity, sales activity, and other pertinent information. The key elements of this form are explained below:

Figure 13-2. The selling life-cycle paradigm.

Completed Calls:

Record the number of times that you reach the person ...