Shirking Cold-Call Duty Could Put Your Business On Thin Ice

The words “cold call” strike fear in the hearts of many jan/san sales professionals. Receivers slamming at the other end of the line, withering glances by receptionists guarding the lobby, waiting in the reception area for hours before you’re told your buyer “had something come up.” Makes you wish you had gone to medical school.

Many salespeople avoid digging up new prospects altogether. Often, for awhile at least, sales professionals might not feel the pinch — especially if they’re growing business via established accounts.

But, business changes, and buying patterns with it; accounts dry up without warning.

In this month’s cover article, “Untapped Opportunities”, we talk to proactive distributors that have come up with some effective approaches for seeking and procuring new business — from new and existing customers. Perhaps some of their ideas could be put to use in your organization.