Re: Bringing in the leads--contract work

Subject: Re: Bringing in the leads--contract work
From: John Posada <jposada01 -at- yahoo -dot- com>
To: "TECHWR-L" <techwr-l -at- lists -dot- raycomm -dot- com>
Date: Mon, 3 Dec 2001 18:56:27 -0800 (PST)

--- Andrew Plato <intrepid_es -at- yahoo -dot- com> wrote:
> Cold-calling. Its depressing, but its the only way to get in the
> door. You have to market yourself and services to every company
> in town.

I was in sales for about 18 years...straight commission. I did pretty
good...high 5 figures, some years inched my way into 6
figures...mostly based on referrals and attending/running
professional meetings (I don't mean like STC...STC, at the meeting
level, is Mickey Mouse) or private by-invitation seminars.

However, I knew there was something that I could not bring myself to
do consistently that was holding me from being as successful as I
knew I could be...that was cold calling. Ya gotta do it EVERY DAY.

Some sales people like it. I liked EVERYTHING about sales except I changed careers...instead of presenting proposals, I went
into writing them. I've never looked back.

Cold calling is numbers. After awhile, you get a feel of X cold calls
will achieve Y number of appointments (maybe 30:1), which boils down
to Z number of sales (If I made it to an appointment, I would close
maybe 75%). So, if you do 2X, you should do 2Y, and therefore 2Z.

I just hated cold calling.

> Also, go rent Glengarry Glenross. That will get you into the mood
> of a salesman. :-)

Depressing movie...closest to the hardcore sales grind I've ever
seen...and you can't beat David Mamet's dialog.

John Posada, Senior Technical Writer
mailto:john -at- tdandw -dot- com, 732-259-2874

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Re: Bringing in the leads--contract work: From: Andrew Plato

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