Скачать или смотреть Cold Call success: 1 of 3 - Targeting - Jim Duffy (TALKING SALES 335)

NOTE: This is the 1st in a series of 3 videos on Cold Calling, The series can be found here:    • Cold Calling - Jim Duffy with John Smibert...  
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What makes a successful cold call campaign?

Well first of all let's define success.
If our objective is to achieve a commitment to a meeting, what is a good success rate per 100 cold calls? Three? Five? Ten? Twenty? As my friend Steve Hall says "It depends". Yet if I told you some people can achieve 60 appointments per cold call what would you say?

Well when I heard Jim Duffy claim he achieves this I had to learn how he does it. So I invited him onto the 'Talking Sales' series.

Jim told me that their are three things he focusses on that enables him to achieve this; 1, Targeting, 2. Research and 3. The call itself.

In this 9 minute discussion, the first of three in this series, I ask Jim to explain how he targets.

The microscopic level of targeting that Jim does took me by surprise. Yet , as he explains in this video it is absolutely key to his success.

What success rate do you achieve?
And what level of targeting do you do?

Look for the next in this series of three interviews where I ask Jim to share what research he does in preparation for his cold calls