{"id":2925,"date":"2018-05-18T09:12:58","date_gmt":"2018-05-18T13:12:58","guid":{"rendered":"https:\/\/sinalite.com\/printersuccess\/?p=2925"},"modified":"2025-05-28T12:43:12","modified_gmt":"2025-05-28T16:43:12","slug":"creating-a-cold-calling-process-to-increase-sales","status":"publish","type":"post","link":"https:\/\/sinalite.com\/printersuccess\/creating-a-cold-calling-process-to-increase-sales\/","title":{"rendered":"Creating a Cold Calling Process to Increase Sales (Part 1 of 2, with Infographic)"},"content":{"rendered":"

Are you frustrated that your sales force focuses<\/a> more on maintaining existing customers than finding new customers?<\/span>
\nAre you afraid that your company\u2019s sales process is based more on customers calling salespeople as opposed to salespeople calling customers?<\/span>
\nIf you answered yes to either or both questions, you might consider creating a cold calling sales process and manage it with tools. This is the first in a two-part series; the next blog<\/a> will discuss the role of CRM (customer relationship management) software.<\/span>
\nLet\u2019s be honest. Few people like cold calls and most salespeople will avoid cold calls at all costs. The best sales companies build a process and structure to support and monitor cold calling efforts. The support often includes tools to track and schedule events. Some small companies use an Excel spreadsheet and an Outlook Schedule. <\/span>
\nThe advantage of these tools is that they are readily available, but the disadvantage is that others (customer support, production) may not be able to access the data and these tools do not automate processes. However, if these tools are useful, they can demonstrate a \u201cproof of concept\u201d that these tools have value and can motive companies to consider moderately more expensive tools.<\/span><\/p>\n

Prospect Lists <\/span><\/h2>\n

CRM manages contacts by using a database to track phone calls, email records, and other types of communication. A salesperson could use it to track all the contact they have with a prospect. <\/span>
\nThe process typically starts with a list of companies and names. The list could be as simple as existing customers that have not sent work for the last six months, slightly more complicated such as generating a list from LinkedIn, or more complicated as a list that is purchased. <\/span><\/p>\n

Using LinkedIn for Prospect Lists<\/h3>\n

LinkedIn has useful information, but to take advantage of it you must join as a premium member. How to build your network is a subject for another blog, but if you are trying to contact someone outside your network, you may not be able to access their address or email. Instead, you can use LinkedIn\u2019s InMail tool.<\/span><\/p>\n

Buying Prospect Lists<\/h3>\n

Finally, you can buy lists of companies with names and contact information that you can call or email. Identifying the specific demographics of the business to target is a subject for another blog, but some of the factors to consider are:<\/span><\/p>\n