Sales Prospecting – My 2 Cents

I am going to pick up by adding a few tips of my own to Brian Carroll’s list of cold calling tips.

So here goes…..

#8 – Always target multiple contacts inside an organization

Regardless of the organization size (unless it is a 1 or 2 person shop) you are targeting it is critical when inititially trying to penetrate a given organization that you attempt to reach multiple contacts.  When you pick-up the phone to call cold an organization and do not know exactly who you are supposed to speaking with, you must make sure you are reaching out to a contact at every level of the organization (perhaps a C-level contact, a business decision maker, and a technical decision maker – or 3 contact titles that fall into your target market.)

By reaching out to at least three contacts you will accomplish two things – you will find a quicker path to the most appropriate person as it relates to your call and number two you will be generating awareness inside the organization at different levels that can help you gain insight into the organization and where the  pain/need you are looking for may be festering.

Check back tomorrow for #9!

“My 2 Cents”