Before we really get into the meat of the article… Bravo for being here. You clearly have a desire to grow your business and skills in the cold calling and selling arena. Cold calling is the ugly step-sister of sales and most people avoid it like the plague. Mastered correctly, the cold call can be the edge you’re looking for in a competitive market. Here are the tools and resources we use to source leads, prospects and organize pipeline data. I hope it helps your business thrive.
COLD CALLING SALES TOOLS
Please send an email michael (at) b1communications.ca if you think we should add any other tools or resources to this list.
Building Prospect Lists (For Free)
Linkedin.com has an incredible search engine. Without paying, you can build a prospect list based on job title, keywords, location, company, and industry. You’ll also get the bonus of history, other company contacts, and other social profiles.
Google.com is the world’s best search engine. You can search based on industry and location. Entrepreneurs think about SEO and visibility of their own brand but rarely think about it from a prospecting lead development tool.
Data.com is a Salesforce company that gives you updated contacts of decision makers for millions of companies. The free version includes enough prospect information to get the ball rolling.
Local Government websites will often include an excel document you can download with every business license in their jurisdiction with a company name, address, number, employee count, and industry. It might take some sorting, but this information is updated and local.
Organizing Leads, Prospects & Activities
Excel: Nothing fancy here. I want my CRM to be clean, and filled with engaged prospects only… Cold leads go into a fast access excel document designed for rapid cold calling. It includes the company info and 8 empty columns. I will contact & fill in details up to 8 call attempts, then I move on.
Pipedrive CRM is designed for small business sales teams. It’s simple to use yet includes the depth of features that are critical. The dashboard is perfect for visual people who want to see their sales pipeline. Starting at $10 per month per user. Check it out.
Adobe Sign is an e-signature platform for proposals. Those of you who email PDF’s that you expect clients to print, sign, scan, and send back should be ashamed of yourselves. It’s 2017, hello…
Jeffrey Gitomer is a down to earth sales guru from NYC. He shares incredible tips and tricks in short videos & articles. He is my go-to when I’m looking for guidance.
Grant Cardone he is unapologetically aggressive… Too much so if you ask me, but he gets the deal done and is very motivational.
HubSpot has incredible resources around sales and marketing in the modern world.
Salesforce has a great blog, they are focused on software solutions, but they have some great sales strategies.
The 25 Sales Habits of highly successful salespeople – Stephan Schiffman. Very practical pocketbook for the busy salesperson for B2B and B2C.
Profit isn’t everything, it’s the only thing. – George Cloutier. Although not specifically a sales book. It’s a no BS approach to business growth and profitability.
Once you have the tools and strategy down you’re well on your way to cold calling success. It’s honestly much easier than you would imagine and it’s not as painful as imagined.