N.C. He gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. Jeffrey Gitomer I hate cold calls. For those of you who are still stuck doing them, here's a refreshing look at the process. You can't get to No. 3 unless Nos. 1 and 2 are executed.
Most cold calls fail miserably.
But not you. The biggest problem in cold calling is not the gate keeper or customer who won't let you in. It's salespeople who are uncreative, take no risk, and have no fun. At the end of a week, he made a list of the high-value prospects that refused to see him. Most of the time he would get escorted right back to the boss' office.