Calling High

Uncategorized ‌• July 31, 2009

I came across an interesting blog article discussing why telesales professionals often feel uncomfortable in calling high and speaking with senior executive contacts.  The author makes some intriguing observations about one’s social background and status as potential impediments in having the confidence to call on CXO’s.  As a professional sales trainer, he suggests that the fear most sales people have in calling high has to do with a perception of class structure and “place” in society.  Having come from more of blue collar upbringing myself, I can appreciate what the author is saying as I have occasioned similar feelings as described in the article.  That being said, I also know that men and women across all walks of life put their pants/pantsuits on one leg at a time just like we all do.  I think the reality is that in order to feel confident about calling on higher level executives, you have to have some empathy for their daily work routine, priorities, and responsibilities.  If you can put yourself into their shoes, you stand a much better chance of effectively engaging, building rapport and earning initial credibility with this person.  Truth of the matter is, I also agree with the premise the higher you call, generally the more friendly the executive is.  Leaders treat other human beings with higher levels of respect than non-leaders and so the dirty little secret for telesales professionals is that the higher you call – the nicer the contact is – and the better the chance for identifying or creating a new opportunity.

What are your thoughts?

Sam McCue
Inbound Marketing guru, avid fisherman, and all-around backcountry enthusiast.

Leave a Reply

Be the First to Comment!

Notify of
avatar
wpDiscuz
form's img man form

Smash your sales goals

With the only Sales Development Software built for teams and best practices built right in. Get a Demo:

Similar Posts:

Sales Engagement Isn’t About Creating More Tasks

  “I do precision guesswork, based on unreliable data, provided by those with questionable knowledge to meet or exceed formidable expectations.” -Sound familiar?   In the today’s B2B sales world, winning a new deal doesn’t happen without engaging conversations. It…

Read More
Phil Styrlund

Summit Group CEO Phil Styrlund Joins OppSource Board of Directors

Saint Paul, Minn., Aug. 15, 2017⎯OppSource, a leading SaaS-based sales development platform provider, today announced that Philip R. Styrlund has joined the company’s board of directors. Styrlund is an internationally recognized thought leader on business value transformation and the owner…

Read More
All Blog Posts
One Neck - Sales Development Software
Determine
Arcserve Logo
Life touch