Changing your cold-calling schedule

Cold calling is part of a sales professional's day. Success may be hard to come by, as many calls are often necessary to secure an appointment.

Here is an idea when cold calling is not working too well: Rework your day and make a small change. Instead of going out between 10 a.m. and 2 p.m., try a few days of visiting businesses between 3 p.m. and 5 p.m.

You'll catch the office off guard, and you’re more likely to get good information and have time for a brief needs analysis conversation.