10 B2B Cold Calling Tips for Sales Success in 2020

While marketers and salespeople have many methods to reach out customers, cold calling remains one of the most effective ways of gaining customers for your business. Well to be honest, cold calling potential prospects can be frustrating and exceedingly difficult, if your executives are not used to it. Many businesses owners and sales reps agree that it is one of the toughest aspects of sales- which is why we have compiled this list of 10 B2B cold calling tips for sales success and connect better with your prospects in the first go and making your experience exciting as well as fruitful.

Know when to call:

You might think is there a right or wrong time to call a prospect? Absolutely, yes! It usually happens that when you call them at your convenience they will either not pick your phone or won’t take much interest in your calls. To combat this issue you can hire a cold calling company, who will be available for you 24/7 at your service. For instance, your dedicated team will only be available in the time slot of 10-3 but your prospect might not always be ready to answer your calls when you call them. And even after their scheduled times, there may be several callbacks and cold calling service providers are ready to answer and do the job superbly.

Take the customer preferences in check with the help of data management:

For your cold calling campaign to be successful, it is important that you understand the needs and preferences of your customers. Having a dedicated software for customer data management will help you to research extensively about the customer before you reach out to the prospect.

Prioritize the calls of high quality prospects:

It is common that sales reps have multiple calls lined up and they can’t decide whom to call. In cases like these, a reliable cold calling company will help you keep up to date and warm up your cold leads before handing them to you.

Prepare for common questions that you might want to address to your prospects:

The most common things the customer want to know about your product or service on their first call with the sales rep are:

• How does the product/service work?
• What are the specifications?
• How the product or service will benefit their company?
• Pricing 

Having the necessary tools in place and being prepared will anticipate a good impression on your prospects.

Consider using a script:

Usually when you are not prepared, you will stumble and your message won’t be clear. Preparing a cold calling script beforehand will simplify your call preparation and you can use the script template customized according to the prospect.

Don’t forget your current customers in a run to find new leads:

Your current customers will definitely help you if they are treated properly. You can easily ask for referrals from a satisfied client. In some cases they might refer about your product or service, the potential benefit of a referral is enormous.

Set the next steps prior to closing a deal:

When you help them through their buying process you get better success. When you think that you are about to close the deal, it is important that you set clear next steps so both- your organization and prospect agree on how to proceed.

Take follow ups:

Sometimes it requires time for a prospect to understand how the product or service will benefit them. So one call is not always enough to convince a customer.

Regularly update your contact list:

It is important that you remove the obsolete contacts that might not be the best use to you and update your list regularly with fresh data and contacts. Otherwise, you will risk your time and energy by reaching leads that may not result in being qualified.


Stay ahead of your cold calling game in 2020, by leveraging the tools and hiring cold calling service providers and stand out from your competitors.

How To Get The Most Out Of B2B Direct Mail Prospecting

Direct mail marketing services may seem old school in the face of digital marketing and online advertising, but it is far from dead. In fact, it is in a revival mode right now, seeing how saturated market has become with excessive online advertisements on every corner of the web. B2B direct mail prospecting feels like a breath of fresh air, a wave of nostalgia that causes businesses to sit up and pay attention.

But sending direct mail itself won’t be useful if the contents of the mail, the campaign and targeting is not done properly. It requires proper planning and execution in order to successfully draw in clients via direct mail marketing, even more so considering the ball is in their park as long as they have the right of decision. That is why it is important for businesses to create the right strategy. Here are 5 essential tips to get the best out of B2B direct mail prospecting practices:

Target Only Relevant Businesses:
Sending out direct mails to every business one can get a hold of is wasteful and inefficient. Instead, one should properly research on what kind of business deals would be beneficial for them, and target only those firms that have a good chance of calling them back or those firms who will bring them a profitable venture. It should be advantageous for both the businesses involved.

Using Verified Mail Addresses:
Many businesses keep switching their offices after every few years. It is the job of the prospecting firm to keep themselves updated with the latest addresses so that direct mails don’t end up at the wrong address. Not many even update their Google Map listing after shifting offices, hence prospecting firms should follow up with complete verification before sending direct mails.

Offer Should Be Direct and Clear:
Businesses don’t like someone beating around the bush when explaining those offers. Most of them prefer a direct and concise approach when studying offers so that they can make an informed decision as soon as possible. It is important to keep the offer short and direct but informative enough that the reader can get the complete idea in a minute or two.

Proper Logistics Management:
The prospecting firm should be efficient with their logistics management. They can either choose a 3 rd party service to deliver direct mails, or they can deliver it themselves with relevant personnel. Whatever they choose to do, it should be an efficient and reliable way to move direct mails fast across cities and states.

Check Campaign Statistics:
Not every direct mail would get a reply. The prospecting company should have a process in place to measure how successful and efficient their direct mail marketing campaign had been, including detail data on how many firms were sent mails, how many replied, and how many of those who replied chose to do business with them. These data metrics will help them tailor future prospecting plans in a better way to incite more positive responses.