Cold calling training specialists have claimed that the practice is one of the most important parts of sales. Dale Carnegie Training said that employees should not put off cold calling with unimportant tasks as it can yield up to 50 per cent of all successful sales when done correctly, according to the Philadelphia Business Journal. "How many 'vital' things do you need to do today before you start cold calling? If you're like most sales people you can think of a million excuses not to cold call … but cold calling is necessary to success," the firm explained. It suggested that pre-call planning, following up potential prospects and learning how to manoeuvre emails and voice mail systems that can provide an obstacle in getting to clients should be topics in any cold calling training undertaken. Wendy Weiss, known as the 'Queen of Cold Calling', recently advised companies struggling to turn a profit in the recession to invest in sales training courses.
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