Focus on preparation

Many people think of preparation as just pre-call research about the prospect and his or her company.

There's no doubt that type of preparation is key to any sales situation. But it also refers to the little ways salespeople prepare that help them succeed during the initial sales call.

Some salespeople keep several different cold call scripts on file, which they choose from depending on the prospect's title.

Others pre-empt the initial prospect call by talking to gatekeepers to find out when the best times to contact the prospect are and what types of responsibilities he or she handles for the company.

The more salespeople understand about prospects and their companies, the stronger case they can make during their value proposition.