C-Level Relationship Selling: Relationship Selling Eliminates Cold Calling
Successful sales people spend 50% of their time with existing customers trying to develop selling relationships. These connections produce far more sales than knocking on doors. There are better ways to prospect than cold calling.
The biggest handicap to increasing market share is the inordinate amount of time that sales people spend cold calling trying to get into new accounts. This is tough duty. It’s tough because there are no relationships to leverage for information and upward introductions. Precious time is wasted calling or pounding doors to leave advertisements to generate interest. Sales people cost too much to do that. They should not be used as an advertising arm of marketing.
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