January 19, 2006

Things have been a little quiet at Marqui's World this week since Janet and I are up in Canada sitting in on our annual sales kick-off meetings. It may seem like a no-brainer to some folks out there, but any marketer who is not actively participating in such meetings is really missing out.

Aside from just the bonding aspect of it, these meetings provide a helpful look into what's working (and what's not) for the sales organization. For marketers, this is a perfect opportunity to make sure all programs are in synch with sales needs and are delivering the required results.

This week's event has been particularly interesting since we have a consultant (BJ Bushur, President of Unlimited Results) on site for some "sales optimization" training. In addition to a compelling presentation on best practices in prospecting and lead qualification, she's putting the team through a couple of exercises on cold calling and how to "close the deal."

Now, like most marketers, I tend to roll my eyes a bit whenever I hear sales reps complain about how many leads they are getting and what the quality is. After all, lead generation isn't exactly an easy task and it sometimes seems like sales people only consider a lead "qualified" if it comes with a signed PO.

That being said, cold calling -- or even warm calling -- isn't easy either. And I have to say I was more than a little relieved that it wasn't my name that was selected to do a mock cold call in front of half of the Marqui staff.

But then maybe it should have been me. And perhaps all marketers should spend a little time hitting the phones to see first hand what resonates with prospects. It would definitely provide a different perspective on things.

Anyways, that's just a little food for thought. The sales trainer is starting to stare at me right now so I better stop typing and start paying attention.

BTW, if you want BJ's contact info, drop me a note and I'll send it along.

Posted by at January 19, 2006

Comments

Lindsey email - lindsey.prblogs.org

I agree that cold calling is something everyone needs to try and do more often in sales. I am in ad sales and cold calling used to scare me to death! When I first began my job I would just stare at the phone going over in my head what I was going to say. But I always get a rush after that first call.

Of course that rush subsides when someone hangs up on you or completely cuts you off! But cold calling is an experience. I think of myself as a friendly, outgoing person, but sometimes it is hard to get that through over the phone when people think that you are just trying to sell something.

I understand why you were relieved to not be chosen to demonstrate a cold call. I don't even like talking on the phone in front of my boss with a client. But once again, the first time is always the hardest and then the rush kicks in.

I hope you didn't get into too much trouble with the sales trainer!

I have a quick question. I would like to know more about your business and what exactly you do. I visited the website and I am very intrigued and would love to know more from you. I am a return Marcom blogger from Robert's class and really enjoyed your posts the first time around!

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