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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker

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Chapter 11TELEPHONE PROSPECTING

“Typical” Telephone Prospecting

When salespeople and the companies they work for think about prospecting, they think about cold-call telephone prospecting. It’s the de facto standard and has been for years. Think about the sales training programs you’ve attended. If they contained a prospecting component, it was probably a discussion and practice around cold calling. We still cover it in our CustomerCentric Selling and Prospecting and Business Development Workshops, and we are going to talk about it here.

Some companies assign their salespeople a specific number of outbound cold calls that they have to make each day. It’s part of their daily performance standards or criteria. Unfortunately, monitoring the number ...

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