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Sixth Century Wisdom For 21st Century Changemasters
Learn work/life balance lessons from the citizens of the sixth century!

Other cold numbers Related Articles

How to Find Lists of Prospects
Recently I was asked: “We are just starting a cold calling process and I was wondering if you had any ideas on what publications we could use to track down businesses based on industry, turnover, staff numbers etc.” - Brendan.

Warm Up to Cold Calling
Cold calling: For many of us, the word "cold" is the key. Just the thought of picking up the phone sends a chill up our spines. Unfortunately, if we approach cold calling with an attitude of negativity, we’ll communicate that attitude to the prospect.

Google Analytics - Just the Facts
It happened one day that I opened up my MC panel on Google Analytics and there they were, on the Keyword Tool, bright and shining....NUMBERS! Real, hard, cold search volume numbers, not just the 1-10 green bar scale of old. And I was a new man unto my Google Analytics clients....yea, verily. a man of...Google numbers.
The Sales Number Game Continues
Sales is about numbers. How many people you touch, how much you sell and how many dollars you make are just a few of the critical numbers that sales professionals need to know. No matter what is said about numbers they remain part of what is, is. So the question is “How well do you understand the numbers game?”
Cold calling is daunting. Got any tips?
Yes I do, in fact - Don't cold call! Not unless you are selling in a way that is radically different or fundamentally better than everyone else. Then maybe you stand a chance, but the odds are stacked heavily against you. I couldn't tell you the last time a cold caller cut-through and engaged me emotionally over the phone. In fact, I dare say I have never purchased something from a cold caller.

What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.
Marketing needs Six Sigma Methodology to Improve
Marketing needs to do a better job of using statistics and especially variation. When I start talking numbers to people, and what they mean, I get looked at like someone that is just trying to complicate a creative process. Improvement is about numbers. Measurement is about numbers. The truth is, marketing is about numbers. So why not employ more of the Six Sigma methodology? I understand that achieving the quality that Six Sigma represents may be difficult but the principles and tools should, nevertheless be utilized.
Stop Cold Calling! Turn Your Prospects Into Clients
Sales should be fun, something you look forward to, and a skill that you are motivated to develop and enhance. For most people, it is something they dread and cold calling is a big reason. Why do people cold call? It always amazes me. It isn't fun, it is stressful and no one really ever feels good after it is over. If you want to turn your prospects into customers then stop cold calling!
Live Consultant Thinking: Step Forward for a Good Work Environment
Smart business owners, managers and supervisors, whatever the business, know that we are dealing with people, product and profit, in that order. Statistical analysis gives us a picture of numbers relative to other numbers, but the numbers do not talk about themselves. They are talking about you and me. These numbers represent human activity. How we relate and communicate with other people, steps we take to have a good work environment, and honor humanity on both sides of the counter, affects the value of product and the quantity of profit.

How Do I Make Sense Of My Numbers?
We had a client the other day who made a great analogy when it came to understanding the numbers in his business. If you've ever seen the movie The Matrix, early on in the movie one of the characters (Dozer) is looking at a screen with a bunch of numbers and he sees all this activity. The main character (Neo) is looking over Dozer's shoulder and all Neo sees is a bunch of numbers. Are you like Neo or Dozer when looking at your financials? Do you see all the activity that goes on in your business, or are you simply seeing a bunch of numbers?
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