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Follow on Google News | Executives Say Emails Preferred over LinkedIn for Cold CallingNew York Times best-selling sales author Frank Rumbauskas was recently tasked with finding the leading cause of sales turnover for a client organization, and interesting facts about decision makers' preferences for salesperson contact were uncovered.
By: NeverColdCallAgain.net This fact was discovered while compiling a large amount of research in preparation for a presentation on the causes of sales turnover, by New York Times best-sellng sales author Frank Rumbauskas of Never Cold Call Again fame. "When I received this request and accepted the project, I tasked my research assistant, Kristen, to put together a research report giving me all the facts I'd need. And one in particular really got my attention." That came from a survey done by CR Cards, a firm specializing in business marketing. Their survey of over 300 small, medium, and enterprise-level business owners and decision makers revealed some interesting facts: First, that cold calling remains the most disliked, and downright hated, form of contact by a salesperson. Over 80% of decision makers surveyed said that no way, no how will they ever buy as the result of a cold call. Second on the most disliked forms of salesperson contact was what respondents called "LinkedIn spam." In other words, if you're a salesperson, don't bother sending a "cold" introduction on LinkedIn. But, here's the surprise in all this: Email came in as the number one most liked and most preferred method of contact! "This seems counter-intuitive," Rumbauskas recommends that salespeople who have been using LinkedIn as a sales prospecting tool -- and he still heartily recommends LinkedIn as a necessary sales tool -- that they use the "Export Connections" For more sales tips like this from Frank Rumbauskas, visit his website and blog at http://www.nevercoldcallagain.net End
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