Premium Essay

Cold Calling… Not Cold Anymore, Atleast in the B2B Market.

In: Business and Management

Submitted By aruner82
Words 622
Pages 3
When I first left B School my only ambition was to do hardcore marketing. But my first job was as a key accounts manager in a software company. The role was to create your own leads, call them and close the deal. To do something I did not really want to was a big de-motivator. And to do it by cold calling was the worst thing I thought could have happened to me. But today, four years later, I have clearly understood why that wasn’t so bad a thing after all.
Cold calling as Wikipedia describes it is as below:
“Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. The word "cold" is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person.”
This is more or less describes what most of think it is. Every Cold Calling agent is given with a list of leads and then is given a target to finish. So we assume that the cold caller picks up the sheet and dials one number after the other pitching what the company offers. This may have been true until some time ago. But recently cold calling has out-grown its definition. It has become an intelligent process. A cold call can no longer be successfully completed by an “Audiobot”. Pre-recorded messages may have already become a thing of the past. Marketers worldwide have understood that to annoy your customer is not the best way to sell your product. So what is actually happening now?
A typical cold caller in a B2B market today, does not pick up the sheet and start calling. The first task is preliminary research. They research a company on the internet. If the target has a website, then half the work is done. The caller collects as much information as possible and designs his/her pitch. Now once the pitch is designed, they try to locate the right person to talk to. In

Similar Documents

Premium Essay

Manager

...Learning with Cases INTRODUCTION The case study method of teaching used in management education is quite different from most of the methods of teaching used at the school and undergraduate course levels. Unlike traditional lecture-based teaching where student participation in the classroom is minimal, the case method is an active learning method, which requires participation and involvement from the student in the classroom. For students who have been exposed only to the traditional teaching methods, this calls for a major change in their approach to learning. This introduction is intended to provide students with some basic information about the case method, and guidelines about what they must do to gain the maximum benefit from the method. We begin by taking a brief look at what case studies are, and how they are used in the classroom. Then we discuss what the student needs to do to prepare for a class, and what she can expect during the case discussion. We also explain how student performance is evaluated in a case study based course. Finally, we describe the benefits a student of management can expect to gain through the use of the case method. WHAT IS A CASE STUDY? There is no universally accepted definition for a case study, and the case method means different things to different people. Consequently, all case studies are not structured similarly, and variations abound in terms of style, structure and approach. Case material ranges from small caselets (a few paragraphs...

Words: 239776 - Pages: 960

Free Essay

Gd-Pi

...Hundreds(of(real(personal(accounts(of Group'Discussions'&'Personal'Interviews during(MBA(admissions(to(India’s(best(B9schools Written'by Compiled'by Loads'of'MBA'Aspirants The'PaGaLGuY'MadCapz'Group PaGaLGuY.com Antholo gy Hundreds of real personal accounts of Group Discussions and Personal Interviews during MBA admissions to India’s best business schools. In this edition: The IIMs at Ahmedabad, Bangalore, Calcutta, Lucknow, Indore & Kozhikode. Written by Loads of MBA aspirants Compiled by The PaGaLGuY MadCapz Team PaGaLGuY GD-PI Anthology Copyright © 2011, PaGaLGuY.com All text and content in this document is solely owned by PaGaLGuY.com. Reproduction without permission in any form or means is illegal. Special copy prepared exclusively for mustafa rokerya Get your own Free personalized copy (with your name on it) of this book from http://www.pagalguy.com/books/ What this book is about What is a real IIM interview like? What kind of questions do they ask and what judgments do applicants have to make while answering them? Since 2003, those with real Group Discussion and Personal Interview calls from India’s top bschools have been posting entire and detailed transcripts of their admission interviews immediately after they happen, so that others slotted for later interviews can learn what GDPI is going to be like this year. This book is a collection of dozens of handpicked GDPI experiences from the country’s top bschools during the admission...

Words: 178933 - Pages: 716