Cold Calls

Ever wonder why some face-to-face sales calls win, but others fall flat? Wonder no more. According to sales uber-guru Neil Rackham, there are five main reasons for failure during a B2B sales call. And, luckily, they’re ALL within YOUR control. Here they are:


A sales call is a waste of time if…

• (1) …you can’t provide the customer with insight and information that the customer would normally pay to receive.

• (2) …you can communicate about your offerings, but know little or nothing about the customer’s industry and competition.

• (3) …you can articulate the value of your offerings to the customer, but not the value of doing business with YOUR firm.

• (4) …you need to ask the customer contact questions that you could easily learn by browsing around on the Internet.

• (5) …you have not previously determined that this customer is financially capable of buying your firm’s offering.


So now you know ...