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QUESTION
Rick Greene
Regional Vice President
HALO Branded Solutions
UPIC: HBS
If walking into a large business cold
is one of the most difficult tasks for a
salesperson … don’t do it. Why go in
‘cold’ when you can turn up the heat a
bit? First, collect your intelligence.
When you identify a large prospect,
spend some time doing some research
via Google, LinkedIn and city and state
business sites. Put the name of the
company in a Google search and add
‘vp of sales’ or ‘director of marketing’
and get the names of your targets. Read
articles about the company, understand
their challenges, their lingo, their com-
petition. If you want to knock their
socks off, first verify that they are wear-
ing socks.
Then, work with SAGE or your
favorite small-programs site developer
and launch a simple webstore with their
branding and logos on the product. It’s
easy and inexpensive to do, and when
you tell them, “I’ve taken the liberty of
Q
A Distributor Asks:
Walking into a large business cold is one of the most difficult
tasks for our salespeople. What are some effective ways to
approach front desk staff and successfully connect with the right
decision maker?
TURN UP THE HEAT ON
COLD CALLING
NOVEMBER 2015 •
PPB
• 19
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