Drive Your Channel Productivity Globally

Each of us knows what it feels like to receive a cold call and know that the caller is reading questions from a uninspired script. While from a process standpoint it makes sense to have a standardized example of what you expect from your callers, for maximum effectiveness we should always be looking for new ways to innovate and improve cold calling scripts. What many people fail to realize, however, is that there is a key ingredient most companies completely overlook when writing a cold calling script. Over and over again, we have heard the expression, “People follow other people,” but that statement is just the tip of the iceberg when it comes to sales and marketing techniques. The very best salespeople and marketers understand the implications of the statement and how to apply that knowledge, which is that people will instinctively be attracted to and follow the values of other people. While it may not be feasible for a company looking to do telemarketing to allow callers to go completely off-script, it is