This book is a must for the rain makers. It is the lessons learned from salesforce.com, how they manage to grow their company, what works and what didn’t work for them during the period of growth.
Cold Calling 2.0
Cold calling 2.0 is a sweet spot between Proactive, Predictable and Revenue as shown below.
Breakthrough #1: Short and sweet email – asking referral to the next person to speak to. Typically 10% response rate.
Breakthrough #2: Mass email C-Level executive with “Specific” kinds of email, generate 9% response rate.