Cold Call Coach

ADVICE. DIRECTION. SUCCESS.

  • Book
  • About Us
  • Services
    • Group Coaching
    • Individualized Coaching
    • Workshops
    • Keynote Speaking
  • Blog
  • Our Success
    • Testimonials
    • Success Stories
  • Videos
  • Training System
  • Contact Us
  • Cold Call University
    • Course 101: Introduction
    • Cold Call University: Courses 101 to 401 – All Courses!
    • Printable Brochure
  •  

Could Inc. be Wrong about Cold Calling?

By Scale Squad

“For decades, companies have been getting diminished returns from cold calling. Now they’re flogging a dead horse.”

  • Preface to com column written by Geoffrey James, Contributing Editor

If it’s on Inc.com, one of the most venerable sources of online business journalism … it must be true, right?

Well, maybe not. Or, at least debatable. Or maybe highly debatable.

The headline of a recent column on the well-trafficked web site declared “Cold Calling Is a Waste of Time,” followed by the aforementioned introduction. The accompanying photo? Wait, didn’t that guy work with Don Draper?

The column itself is well written and, on its surface, well reasoned. Its premise is that technology and human behavior have changed in ways that render cold calling useless as a modern sales practice.

Is this true? Very possibly so, if you’re a salesperson who personally knows 10,000 people who will actually take your call … or one who just avoids the heavy lifting, and hard work, that comes with being a successful sales rep.

Mr. James’s opinion is just another high-profile salvo in the “cold calling is dead” theme preached by people who are supposedly smarter than the average salesperson. Or, maybe they just have bigger megaphones, or higher soapboxes, to make their thoughts known.

Anyhow, I began deconstructing this argument in my last post … and am eternally grateful to Mr. James for providing real, tangible fodder with which to carry on.

Let’s be clear: No one is saying that cold calling should be your only sales tactic. Sales are built around relationships. Relationships have to start somewhere. Networking and referrals are great. But are they enough for you to hit quota?

Abandoning what can be a very effective sales technique, done correctly, is unilateral disarmament in the midst of a hot conflict. You have competitors gunning for the same customers, correct?

To use a sports analogy: Would Olympian Usain Bolt, the “fastest man in the world,” run a 100-meter race with just one shoe? Granted, he could probably still beat any of us with ease … but you get the point.

Speaking of which, Mr. James’s central thesis is that changes in the world around us have rendered cold calling obsolete. No, his perspective is obsolete. He presumes that cold calling is still done the old-fashioned way: find a list of numbers, dial, and pray.

Think again. Smart cold calling strategy is like water. It runs around the obstacles in its path. It’s not static … and neither are the practices of smart salespeople who employ cold calling as a successful tactic.

Here’s how: They identify ideal clients. They research them. They don’t try to become best friends on initial contact. Oh, and they don’t sound like salespeople.

Mr. James’s column is so intriguing – and wrong – that we’re not going to leave it here. We’re going to dissect his argument, point by point, in future posts. It will be fun.

I’m already rubbing my hands in gleeful anticipation. Don’t believe it? Watch this. You can gauge the credibility for yourself … but then again, we can’t all be affiliated with big-name journalism brands.

Filed Under: Anouncement, News

Testimonials

Paul is inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Matthew Gillard

Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very...
Cold Call Coach
2018-07-10T07:06:11-05:00
Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very few voicemails got returned. Now about 50% of my conversations become appointments and about 20% of my voicemails get returned. That's life changing - and I couldn't be happier."
https://coldcallcoach.net/testimonials/matthew-gillard/

David Cantliffe

President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going...
Cold Call Coach
2018-07-20T06:57:00-05:00
President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going through the training and booking several one-one sessions, Paul’s approach has radically changed my appointment setting results. With my "C"-level executive prospects, very few answer their phone. Paul’s training includes invaluable insights for effectively working with executive gate keepers to get messages returned as well as getting voice mail returned from executives that were previously unresponsive. If you read the testimonials listed on Paul’s web site, you’ll see the reoccurring theme of "life changing". I wholeheartedly agree and recommend Paul Neuberger’s cold call training to anyone serious about improving their results. I also recommend that you engage Paul one-on-one for several sessions to experience his skill at fine-tuning a message that will resonate with your target audience."
https://coldcallcoach.net/testimonials/david-cantliffe/

Chillon Leach

Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging...
Cold Call Coach
2018-08-02T19:52:39-05:00
Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging delivery and his personal, caring approach to his vocation suits me and my learning style."
https://coldcallcoach.net/testimonials/chillon-leach/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/
0
0
Cold Call Coach

CONTACT US

E-mail: coldcallcoachllc@gmail.com
Phone: 414.313.8338
Location: Menomonee Falls, WI

Buy The Cold Call Coach Training DVD today!

To learn more, click here, or purchase your DVD here.
© The Cold Call Coach, LLC | Privacy & Security Policy | Refund Policy | Shipping Policy