Cold calling without the cold feet

09/23/2010 | Inc. online (free registration)

Cold calling a Fortune 500 firm may be a terrifying prospect, but the rewards of landing a sale can be huge. Expert say a successful sales call starts with lots of research, followed by even more practice -- perhaps with a tape recorder. Once your target is on the line, don't waste much time with introductions: "It's not about what you do, it's about how you help your customers," says sales coach Wendy Weiss.

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