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    Walking Does Not Work - Kenny Madden Article

    IT Discussion
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    • K
      kennym Vendor @kennym
      last edited by

      @kennym that's cool. i always listen to feedback. hopefully makes me a better writer.

      1 Reply Last reply Reply Quote 0
      • scottalanmillerS
        scottalanmiller
        last edited by

        Hey @kennym welcome to MangoLassi!!

        K 1 Reply Last reply Reply Quote 0
        • K
          kennym Vendor @scottalanmiller
          last edited by

          @scottalanmiller pleasure to be here. already getting stuck into it with @tonyshowoff love great conversations like this. I kinda forget how a hard bunch you lot are 🙂 LOL and i love you all for it 🙂

          1 Reply Last reply Reply Quote 1
          • Deleted74295D
            Deleted74295 Banned
            last edited by Deleted74295

            Hi @kennym

            If cold calling does work, why do so many vendors lose my business when they do it?

            I've got a company, I want to generate more sales, how do I do it with cold calling then without

            • Turning people off
            • Annoying people
            • Getting added to a phone black list.
            MattSpellerM K C 3 Replies Last reply Reply Quote 3
            • MattSpellerM
              MattSpeller @Deleted74295
              last edited by MattSpeller

              @Breffni-Potter said:

              Hi @kennym

              If cold calling does work, why do so many vendors lose my business when they do it?

              I've got a company, I want to generate more sales, how do I do it with cold calling then without

              • Turning people off
              • Annoying people
              • Getting added to a phone black list.

              Playing advocatus diaboli, as a former salesman (I loath cold calls as well):

              • You will anger people and this should not bother you
              • Some people will never do business with you after the call, this should not bother you either
              • Use a google voice number
              • The tiny fraction (around 1%) who you do sign up will make you $$$$$$$
                <insert "winning" tiger blood coked out sheene gif here>
              scottalanmillerS 1 Reply Last reply Reply Quote 1
              • scottalanmillerS
                scottalanmiller @JaredBusch
                last edited by

                @JaredBusch said:

                @Minion-Queen said:

                I have to agree with @Dashrender on this one. Cold calling is going into a situation with no data, nothing. "Can you put me through to the person who does your purchasing...".

                To me, a cold call does not mean no information. It means not prior relationship. If I was in sales, and had to make cold calls, I would do a quick bit of Google searching to pull up some information to maybe get me past the initial rejection impulse.

                I agree with @JaredBusch and @thanksajdotcom here. If someone calls me and we have no relationship, no matter how much they know about me, that's a cold call to me.

                K 1 Reply Last reply Reply Quote 1
                • Deleted74295D
                  Deleted74295 Banned
                  last edited by

                  @MattSpeller

                  Ok, into the rabbit hole.

                  Is the 1% who listen to cold calls my target market?
                  The people I anger, Will I not be making my customer base smaller?
                  How much does it cost for me to be making those calls? If I take on a sales guy to do it, how much is he costing me for a 1% success rate?

                  MattSpellerM 2 Replies Last reply Reply Quote 0
                  • K
                    kennym Vendor @Deleted74295
                    last edited by

                    @Breffni-Potter yes sir i get it. cold calling does work it's just has to be done in the right way. some good friends who happen to be IT folks helped me out a few years ago with this

                    https://www.linkedin.com/pulse/buyers-manifesto-vendors-kenny-madden?trk=mp-reader-card

                    1 Reply Last reply Reply Quote 0
                    • K
                      kennym Vendor @scottalanmiller
                      last edited by

                      @scottalanmiller ye indeed. a lot of sales and marketing folks say thing klike a social call, or warm, hot call etc. If you are not expecting my call it's cold mate.

                      1 Reply Last reply Reply Quote 0
                      • scottalanmillerS
                        scottalanmiller @MattSpeller
                        last edited by

                        @MattSpeller said:

                        @Breffni-Potter said:

                        Hi @kennym

                        If cold calling does work, why do so many vendors lose my business when they do it?

                        I've got a company, I want to generate more sales, how do I do it with cold calling then without

                        • Turning people off
                        • Annoying people
                        • Getting added to a phone black list.

                        Playing advocatus diaboli, as a former salesman (I loath cold calls as well):

                        • You will anger people and this should not bother you
                        • Some people will never do business with you after the call, this should not bother you either
                        • Use a google voice number
                        • The tiny fraction (around 1%) who you do sign up will make you $$$$$$$
                          <insert "winning" tiger blood coked out sheene gif here>

                        That's the theory and it is one way for things to work. And it DOES work. However, you are fighting for the worst 1% of potential customers with everyone else that uses this method. So it depends on your target audience. If you want discerning customers, this won't work. If you have nothing worth selling and need to sell only to people who are not discerning, this can work.

                        1 Reply Last reply Reply Quote 1
                        • K
                          kennym Vendor
                          last edited by

                          Some thoughts:

                          tThe traditional numbers-focused sales and marketing model has fallen apart. Especially when selling or marketing technology products to savvy, tech folks. They don’t care about our products and services, they care about what those things can do for the businesses they run. The old school strategy of hiring more “feet on the street” or hiring 100’s of inside sales people to cold call 100’s of times a day looking for sales growth or generating volumes of leads is proving wildly inefficient.

                          Here are 4 easy tips to help you get above the clutter and noise in less time than it takes to make a cup of coffee…

                          Go to the website of the company you’re calling before picking up the phone. You are now in the TOP 10% of sales/marketing people in the US.
                          Go to the website and actually read something about the business you’re calling. Congrats you just made the TOP 5% of sales/marketing people in the US.
                          Go to the company’s website, read something , tailor a specific message that fits their business OR tell them something they don’t know. TOP 1% (Read: Exceptional credibility. )

                          1 Reply Last reply Reply Quote 0
                          • MattSpellerM
                            MattSpeller @Deleted74295
                            last edited by

                            @Breffni-Potter

                            You're looking at this from the perspective of a nice person who wants to make friends and shake hands and do good business. This is not the perspective of someone who cold calls (at least in my experience).

                            Deleted74295D K scottalanmillerS 3 Replies Last reply Reply Quote 0
                            • Deleted74295D
                              Deleted74295 Banned @MattSpeller
                              last edited by

                              @MattSpeller said:

                              @Breffni-Potter

                              You're looking at this from the perspective of a nice person who wants to make friends and shake hands and do good business.

                              Nothing as nice as that...I just want to make money. 🙂

                              1 Reply Last reply Reply Quote 1
                              • K
                                kennym Vendor @MattSpeller
                                last edited by

                                @MattSpeller i suppose i am Matt 🙂

                                MattSpellerM 1 Reply Last reply Reply Quote 0
                                • MattSpellerM
                                  MattSpeller @Deleted74295
                                  last edited by

                                  @Breffni-Potter said:

                                  Is the 1% who listen to cold calls my target market?

                                  100% are your target market, it's your job to keep them on the phone, invite them for lunch, offer them deals, occasionally be a jerk, bait and switch, beg, borrow, steal, promise and anything else you can possibly do to get them to be your customer. How far you go with it depends directly on how bad you want their business in my experience.

                                  The people I anger, Will I not be making my customer base smaller?

                                  Yeah absolutely. There's also an argument to be made that you're intentionally sorting out the wheat (dumb rich customers) from the chaff (smart fiscally responsible ones). You want the wheat.

                                  How much does it cost for me to be making those calls? If I take on a sales guy to do it, how much is he costing me for a 1% success rate?

                                  Well, to start an hour a day of your own time. I suggest getting some real hard core sales training first. There is quite the knack to it.

                                  1 Reply Last reply Reply Quote 1
                                  • scottalanmillerS
                                    scottalanmiller @MattSpeller
                                    last edited by

                                    @MattSpeller said:

                                    @Breffni-Potter

                                    You're looking at this from the perspective of a nice person who wants to make friends and shake hands and do good business. This is not the perspective of someone who cold calls (at least in my experience).

                                    Right, making sales and doing good work is often at odds with each other. No good answers around that. But that's why you rarely see awesome products making tons of money, you see mediocre ones with great sales people.

                                    1 Reply Last reply Reply Quote 2
                                    • aaron-closed accountA
                                      aaron-closed account Banned @Dashrender
                                      last edited by

                                      This post is deleted!
                                      K scottalanmillerS 2 Replies Last reply Reply Quote 1
                                      • K
                                        kennym Vendor @aaron-closed account
                                        last edited by

                                        @aaron yep. I have found being upfront honest and really straight to the point works well.

                                        scottalanmillerS 1 Reply Last reply Reply Quote 0
                                        • MattSpellerM
                                          MattSpeller @kennym
                                          last edited by

                                          @kennym said:

                                          @MattSpeller i suppose i am Matt 🙂

                                          Prepare yourself for 110% top quality absolutely disgusting human being, but good lord the man can sell over the phone.

                                          Youtube Video

                                          mlnewsM K 2 Replies Last reply Reply Quote 1
                                          • scottalanmillerS
                                            scottalanmiller @kennym
                                            last edited by

                                            @kennym said:

                                            @aaron yep. I have found being upfront honest and really straight to the point works well.

                                            More than most things 🙂 Once the buyer gets that used car salesman feeling, it's fight or flight in most cases.

                                            1 Reply Last reply Reply Quote 2
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