Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication.

So how do you make your cold calls effective? Mary Jane—better known as "The Phone Lady"—shares her strategies in this episode of Sales Reinvented.

Outline of This Episode

• [0:47] What is cold-calling? Is it still relevant?
• [2:55] Is cold-calling an art and a science?
• [4:10] How Mary Jane prepares for cold-calling
• [5:47] Mary Jane's effective opening lines
• [8:14] How to keep the conversation going
• [9:27] Indispensable tools, technology, and metrics
• [12:00] Mary Jane's top cold-calling dos and don'ts
• [15:23] How Mary Jane handles objections

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