Taking the Chill out of Cold Calling with Content Marketing

By Gary Mitchell and Wendy Goeckel
Focus area Process
Functional area SALES & MARKETING;
Position statement An effective cold call campaign strategy must include a lead nurturing program that keeps you in touch with them over six months or a year, they will remember you and your thought leadership in their time of need.
Of all the activities that make up a salesperson’s day, the one that is most often avoided, even dreaded, is “cold calling.” Why? As the name implies, it can be a chilling experience for those on either side of the call. Cold calling can be tedious and expensive; a hit or miss approach that too often leads nowhere.

Cold calling can be valuable. After all, there are buyers out there for goods and services who may not be reached otherwise. Cold calling is sure to remain a part of the standard operating procedures for thousands of sales people, but there must be a better way to initiate contact with prospects, or at least warm up the call a bit in order to get more qualified prospects into the sales cycle.

More and more people search the Internet to learn about solutions that can help their business. Organizations that position their IP so that it is easily found through topical search promote brand awareness and... More
Summary A solid B2B content marketing program can help sales by warming up the targeted contacts for your products and services. With your organization perceived as a thought leader, sales will likely have more productive conversations, taking some of the chill out of cold calling.
Ball Point Pen
  • Marketing Alignment Survey Results are automatically displayed.
  • Assessment to measure sales and marketing alignment Sales and marketing organizations have different goals, which can make it difficult to make sure they are in alignment. This situation assessment can measure the alignment of sales and marketing and help you determine how you can improve the success of your marketing and sales programs.
  • Client facing content assessment B2B content marketing provides your prospects with valuable information and positions your company as a thought leader in the industry. Content marketing differentiates your solution without directly selling features and functions. How does your client facing content stack up?
2010 © ALL RIGHTS RESERVED www.vazt.com