Cold Calling Techniques

A book about how to set up a cold calling sales funnel by Stephan Schiffman.

See also:

• Literary Notes

Links to this note

• A Third of Sales Comes from Doing Nothing at All

  Good salespeople know that a third of their sales come from doing nothing at all. If you talk to enough people, some will buy it. Like the people who sell hats in Times Square, merely asking if you want to buy one results in sales.

• In Sales, Top of the Funnel Growth Cures All Ails

  In sales, the difference between hitting your numbers and not has more to do with the volume of your top of the funnel than anything else. Since a third of sales comes from doing nothing at all, simply increasing the amount of prospecting and appointment setting will improve your sales numbers and can make a big difference.