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WATCH: How To Drive More Sales With Cold Calling

If you think the days of cold calling are dead, think again. Managed Sales Pros CEO Carrie Simpson has built a business around the tactic and says others can too for the foreseeable future.

“I think we have 10 years left until there’s an entire generation who is terrified of the phone and will never pick it up again, but right now most CEOs and most business leaders are in their 40’s, 50’s, 60s – or higher. They’re still answering the phone,” said Simpson.

Managed Sales Pros was recognized as the 25th fastest growing startup in Canada in 2017. It specializes in sales prospecting solutions for the technology industry. This week at The Channel Company NexGen Conference and Expo in Anaheim, Calif., Simpson discussed the two cold calling campaigns that solution providers need to know in order to drive more sales.

“So a displacement sell is something where you have to eliminate the current vendor. In managed services, everybody is having their needs met somehow. They have a managed services provider already, a guy who is a friend from college or in-house person. They are having their IT needs met somehow, so managed services is a displacement sell based entirely on timing. They are not going to break their contract just because they got a good sales call.”

While a displacement sell requires patience and can take months or years to close, the disruption sell leads to immediate results.

“You can sell something into a company that’s also buying managed services that doesn’t replace the managed services provider they’re doing business with. With the hopes of providing exemplary service, you can eventually pull in a higher managed services contract over to your company.”

For more tips from Simpson watch the video included in this article.

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