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- “Let’s compromise. I’ll still do
some cold calling, but it will also be important for me to position myself as
a thought leader. Can we lower the quota, so I can contribute to the company
blog?”
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- “That’s fine.
Colding calling is a key part of transitioning into presentation mode, which
is when you can really add value for the potential buyer.”
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- “Actually, I’ll need
to stop calling altogether. With inbound, everything can be done through our
website forms, automated email, and our CRM. We’ll save everyone time.”
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- “Interesting. Why
not increase the quota? Cold calling is an important part of inbound since it
helps you understand the buyer’s context if you get them to answer the
phone.”
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