Sales Prospecting into the Enterprise

Stephen Zarick, President, VO Sales Group

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Who said cold calling is dead? Those that do not like cold calling … of course.

Who said SEO and Search, eMailing, Social Media, Trade Shows, and White Paper downloads are the new sales approach? Those that sell those services … of course.

Sales Prospecting is alive and well. Intentional Focused Outbound Sales Prospecting does work if it is done effectively with people that understand the task at hand.

Too many companies have an outbound enterprise effort run by a marketing team that has never picked up the phone and called on behalf of their own company or their company’s solution. They treat sales prospecting like a scripted, canned, questioning call. Too many companies treat outsourced prospecting as a Marketing activity. And then they pick the wrong partner to carry out the duties. The result: Failure and an expensive experiment.

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