I am amazed at how many vendors cold-call me, without doing
ANY prior research on me or my company.
A little web searching (very little, frankly) would have revealed that I
am NOT a good prospect for these vendors.
In spite of that, they call to talk about their products and services
(“Hey, we’ve just had a new release and I want to tell you all about it! It’s all about us, and nothing about you…”). Most callers offer a demo of their offering,
nearly right away – and very frequently offer a free trial or evaluation.
I often take them up on their offers to see how their
“sales” process operates and to stay up-to-speed with current products and
services. (I use “sales” in quotes
because any opportunity that lists me or my company is HIGHLY likely to end as
a “No Decision” – so sad!)
Typical triggers to receive this type of cold call, in my
experience, include:
-
Signing up for a webinar
-
Downloading a paper or article from a vendor’s
website
-
Having ever answered my telephone…
What’s been your experience?
[I wonder how many of these cold calls are driven by “activity”-based
metrics, such as “You need to make 20 calls and do 15 demos per day…”? Sigh…]
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