Getting Warm on Cold Calls

A couple years ago, when my VP of sales--Mara--started out on the phone, she had no fear of placing cold calls. Mara actually got the hang of making cold calls a lot faster than I did when I started out. Her attitude was pleasant and she was not afraid of who was going to greet her at the other end of the line. That was until she called on "Jane-with-four-last-names" who worked at a premier wirehouse in Manhattan.

Get access to this article and thousands more...

All On Wall Street articles are archived after 7 days. REGISTER NOW for unlimited access to all recently archived articles, as well as thousands of searchable stories. Registered Members also gain access to exclusive industry white paper downloads, web seminars, blog discussions, the iPad App, CE Exams, and conference discounts. Qualified members may also choose to receive our free monthly magazine and any of our daily or weekly e-newsletters covering the latest breaking news, opinions from industry leaders, developing trends and growth strategies.

Already Registered?