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Saturday, 26 July 2008
 
 

Fighting the Irrational Ghosts of New Account Development

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Fighting the Irrational Ghosts of New Account Development

Using field sales reps for cold calling is the most costly of all sales strategies used in the distribution industry. Field sales reps and their managers value face-to-face time with customers and prospects. Their goal is to increase in-person contacts. Cold calling and lead qualification by the field sales force is a costly, low return on investment exercise. In the past several months, Sales Managers and field sales people have asked the question --- "who should really be responsible for cold calls (prospecting) and for qualifying leads?" One sales manager asked if we could train their field sales force on making cold calls over the telephone. I suggested that this may not be the best use of the field sales person's time?
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