Every day, salesmen are confronted with free time in their day and cold calling is inevitable. Is it worth it? It is a colossal waste of time and energy? Maybe.
In this video I talk a little about the preparation needed for cold calling your target accounts. In a later video I will go over specifics for research.
Cold calling can be profitable is you know your target customer and do a bit of research. You should know your average dollar sale and the commission on that average sale. This will determine the amount of time you spend on research. Choose to spend your time wisely and it will pay dividends.