Information is the key to success in the outside sales field. Who do you contact? How do you find them? I have several ways that are effective and time tested, however, the 21st century has brought some changes that just blow the mind with possibilities.
The internet has provided the greatest prospecting tool at the hands of sales people and the computer itself has provided the greatest organizational tool available in the history of mankind.
When developing a prospect list, do your research. Ever wonder how people land those large accounts. Research. Research. and some more research. How do you research?
Internet searchs of companies and association is a great start.
Find friends and coworkers and use linkedin.com to connect with them.
Network with other sales pros and share contact information and provide referrals.
These cold calling techniques and designed to "warm" the call a little. The warmier the call, the better the result.
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