by Jerry Hodge

Created on: May 14, 2008   Last Updated: July 18, 2008

I have much to say on this topic. I have been involved with cold calling for over thirty years. I started back in 1980 with a company called Dial America Marketing. I have designed, developed and implemented telemarketing campaigns for companies such as; MetLife, Prudential Insurance, General Electric, Forbes Newspapers, Hooked On Phonics and Action International Business Coaching.

I also worked in the Computer industry for many years, assisting with new business development and business to business telemarketing. I was among the first to use telemarketing to promote the UNIX operating system and I am considered one of the most effective and experienced telemarketing specialists in the country.

I currently work for a digital imaging firm. The company is a partner with Kyocera. I believe that most cold call sales techniques are not only outdated, but also ineffective and highly offensive to intelligent people. My experience with my current employer has fully vindicated my position.

My current employer disagrees with me (althought I get more new customers than anyone in the company). Much to my utter dismay the company president hired a new sales manger, who feels the best way to get new buisness is with pressure and the old boiler room sales tactics. He is the epitome of the agressive annoying salesman. Frankly, I despise that entire approach. I feel it has really hurt the profession of sales and telemarketing and is directly responsible for the "Do Not Call List."

I have demonstrated time and time again that relationship selling is more effective and much more palatable to the consumer. And it is the right thing to do. Having a positive attitude, connecting with people and putting the needs of the customer first is the key to success in todays highly competitive sales arena.

During my tenure with Dial America Marketing (1980-1985), my co-workers and I proved this time and time again. We called people in their homes to help raise money for the Special Olympics. To do this we offered huge discounts on their favorite magazine subscriptions.

We raised millions of dollars for the Special Olympics and other organizations. We had great fun. I would talk to some real nice people every day. A few people even invited me into their homes. Times were very different. People were willing to talk; if you were professional and didn't call at dinner time. We were trained by some of the best sales managers I have ever worked for. They constantly taught us to be nice, pleasant

• 1
• 2
• Next Page >>