An Important Story: The Cold Call

It was a good meeting. The company is a well-run, family-owned, growing manufacturer; they were a cold call for us. Our sales manager was going through lists of companies nearby, called, asked for the benefits manager, and was rejected. She did get to talk briefly with the benefits manager, made a note of the rejection and followed up six months later to be rejected again. The second time she had a nice conversation with the benefits manager who allowed materials to be mailed “for her files”. Several months later, our sales manager received a call from the benefit manager. “Let’s talk.” 

Read the rest at Cultural Offering.