The document provides tips for increasing sales through cold calling. It recommends (1) getting the direct line of the person being called to increase the chance they will answer, (2) separating cold calling into prospecting when assistants are available and call blitzing during windows when executives are likely to be available, and (3) knowing how to differentiate persistence from annoyance through consistently communicating added value with each contact via different mediums like voicemail and email.

1. Cold Call Tactics That Increase Sales
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*Via HBR Blog
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Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
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AAyuja © 2013

2. 1
Get the direct line of the person
that you are cold calling
This doubles the probability of the
person
answering
the
phone.

3. 2
Separate your cold calling into two
activities: prospecting to find the
right person, and call blitzing to get
that person on the phone.
We recommend prospecting during
normal business hours (starting around
10-11:30 am) when administrative
assistants are in the office and call
blitzing during “call windows,” before
8:30 am and after 5:30 pm when admins
are gone. Some other great times to call
are five minutes before the top of the
hour, catching the executives before
their next conference call meetings, and
holidays like President’s Day, when
executives are likely to be in the office
and other business may be slow.

4. 3
Know the difference between
persistence and annoyance
Follow these rules of thumb to be
professional while consistently reaching
out to prospects: manage the flow of
information (make sure it’s a constant
flow), personalize each message, vary
the medium (use an alternating
combination of voicemails and emails),
and always add value with each
subsequent touch..
AAyuja Internal and Confidential © 2012

5. 4
Utilize online resources
There are so many new tools to help you
out, including information sources like
LinkedIn, Jigsaw, InsideView, and
ZoomInfo. With ConnectAndSell you can
even outsource your dialing and block an
hour to sit at your desk to only talk to
live prospects when they get a
“connect.”
AAyuja Internal and Confidential © 2012

6. 4
Utilize online resources
There are so many new tools to help you
out, including information sources like
LinkedIn, Jigsaw, InsideView, and
ZoomInfo. With ConnectAndSell you can
even outsource your dialing and block an
hour to sit at your desk to only talk to
live prospects when they get a
“connect.”
AAyuja Internal and Confidential © 2012