This article tells it like it is. For some, the pain of dialing seems undefeatable. That was my experience. My "excuse" was a fear of not being able to answer every question. I got comfortable on the telephones only after first getting comfortable in face-to-face opportunities like chamber mixers. The truth is, questions and objections are actually easier to handle on the telephone, where you can look into notes and get quick advice while putting your potential client on hold. I have come to terms with the fact that cold calling is not going to be fun, but essential. I schedule "prime times" in 3 hour blocks and permit NOTHING to interfere.

Great article. I've been selling software for 20 years and have managed sales teams as well. My #1 sales tip has always been a simple one: Sales is a numbers game and how many prospects contacted will have a direct impact on how many sales are closed. The sales process will vary by product but the need for an ever increasing pipeline remains constant.