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Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead. It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts. Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you 'talk to a potential customer with the intent of making them a customer.' When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. Article: A few summers ago I started running Triathlons. At my age, simply crossing the finish line overflowing is a real thrill. As my training continues my focus is on aerobic conditioning. Simply stated this is the brilliance to perform some form of exercise for longer and longer periods of time. The method recommended by all of the professional trainers and doctors is Long Slow Distance, LSD. That is swim, bike, and run for longer and longer distances while maintaining a relatively stable heart rate. The results should be a stronger fitness to perform at higher heart rates. As you maintain this training regimen, you will perform faster your style to replace oxygen increases. So, you will be able to swim, bike and run faster while maintaining the same heart rate. Now, simply equip this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get outweigh and forward at the skill. Also, you go into to dilate up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead. It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts. Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you 'talk to a potential customer with the intent of making them a customer.' When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the unimpeachable prospect that is only half a Prospecting call. You simply have ancillary lead. When you call back or get that person on the phone, then you have made a Prospecting call. Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind? Most of us have all round 40 full weeks out of work in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea. In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is 'speed work.' This builds up our supply to go faster in the long haul. What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your 'aerobic selling.' Next, you could add a few 'anaerobic' weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose to when. What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else's. The important thing is that you in very sooth DO the calls. The more I train the more I see the similarity performance and selling performance. Unfortunately for me we have to go out there everyday, we can't just think hereabout it. If you don't train or you don't Prospect the results are obvious. The next time you show up at a 'Triathlon' you may have trouble finishing. Now you know why I feel that Persistence in Prospecting is Simply the Aerobic Training of Sales. Sell Well and Often Bill Truax Bill@BlitzCall.com © Copyright 2006 WJ Truax
In this role, based in New Jersey/New York or based at VCI HQ in Westford, MA the candidate will be responsible for post sales implementation of NxTop to customer locations. The candidate will work closely with the project team to ensure success of the roll out. The candidate will understand all the different technologies used in the customer-s environment and work with the different teams on site in order to successfully deliver the end user desktop experience desired by the customer.
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