Business to business phone sales, cold calling or otherwise, can be very lucrative. At Total Broadcasting Service we’ve been doing it for over 20 years effectively. Even with our growing services and necessity for face to face meetings, closing a customer on the telephone remains our primary venue for revenue. The article in the link below does a good job of making this emphasis.
We wrote a 3-part series on tele-selling which was very well reviewed and you might find interesting. Part 1 of the series is posted here on Michael Schuett’s Biznik.com profile page: http://biznik.com/articles/telephone-sales-important-no-matter-what-your-title
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- The Importance of Storytelling in B2B Sales & Marketing (customerthink.com)
- Is Inside Sales Training Equal in Importance to Field Sales Training? (davesteinsblog.esresearch.com)