Carol Osborne, one of my USF Marketing colleagues, showed me some interesting books on selling from Jeffrey Gitomer the other day. Jeffrey Gitomer has quite a little collection of books on selling and whatnot, some of which have been best sellers. (Those of you familiar with Cialdini's Social Proof know that just because "everyone's" buying the book, doesn't mean the book is good - just that more people keep buying it because they think it must be good, because other people bought it....)
Anyway, I was curious about Jeffrey Gitomer and Carol mentioned he had a web page. Cruising around, I stumbled across a wonderful article about "Dialing for dollars, and other idiotic sales actions." (Note that this is a weekly column, so it will have likely changed if you read this more than a week after I posted it.)
The column is/was brilliant! Gitomer goes on about how absurd it is to outsource your prospecting, questioning what kind of impression you make when someone who knows nothing about your product/company calls random (or not so random) people to get a lead. What a charming first impression. Good luck to the sales force trying to follow up on the mess the telemarketers left behind! He also points out that any information about your customers that doesn't conform to your a priori script writing is most likely lost.
Although I have some issues with some of his recommendations for making prospecting calls, as I think they are a bit presumptuous, his main point is spot on!! Nice job!!
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