It used to be a truism that if a salesperson made 100 cold calls,
he or she would get 10 appointments, and out of those 10
appointments, one sale. Entire industries, particularly insurance
and financial services companies, have been built around this strategy.
However, the end result of making 100 cold calls today
is leaving 100 voicemails that are ignored by 100 prospects.
-Koka Sexton in the new The Infinite Pipeline: How to Master Social Media for Business-to-Business Sales Success Sales Person Edition http://bit.ly/InfPipe #socialselling