Everyone in sales has their own views on this topic and I am not speaking for everyone when I write this bog post. I am speaking from my own experiences as a successful account manager turned sales manager. I know that cold calling is a tough business model and some people find it too difficult and sometimes stressful. However, the pros from cold calling far outweighs the cons when you take a look at why cold calling is a much better method than other business models within a B2B environment.

1:            Cold calling is never passive, it is always active. I can’t stress this fact enough because being active makes things happen at a pace that you can control. You are the person who pays your bills and you need to set things in motion for you to be able to sustain your lifestyle. They say that fortune favours the bold and with cold calling this is very true.

2:            You never know what is around the corner with cold calling. Any existing account has only so much unlocked potential… but a new account can offer a hidden treasure of untapped revenue. The key to this is to get into the account and then spread your wings. Find every key contact that you need to in order to fully prospect that account.

3:            People favour the bold. In my opinion nothing is bolder than a cold call and the more cold calls that you do, the bolder you will become. It is a numbers game… the more cold calls that you do, the better you will get at it, which enables you to do more cold calls in return. This will do wonders with your self confidence and will improve other areas of your life in turn.

4:            Cold calling makes everything else a cake walk. Imagine that you spent the day lifting 50lb boxes around the office. Now imagine spending the next day lifting 5lb boxes. Those 5lb boxes will feel light as a feather because you had become accustomed to handling something much more difficult. This is also true with cold calling. Once you get used to converting cold calls to customers it makes it so much easier to get a warm lead to make their purchase.

5:            Self Respect is built over time. Do you know the feeling that you get once you have accomplished something worthwhile? People often get this feeling when they create something from nothing. This is what the most creative people do… the key difference is that your end result is measured in by company revenue and personal income.

Remember:        When you convert a cold call into a paying customer… you did it yourself, nobody did it for you. Take pride in what you do as it is just as important as any other job. Sales make the world’s economy flow. Absolutely nothing happens in the world until someone sells something… and that something usually starts with a cold call.