Business Strategy for Space & Defense Firms and Agencies

Sales Force Developer Dave Kurlan Interviewed by Jason Kanigan

Dave KurlanTwo years have passed since my last interview with Boston-area sales force developer Dave Kurlan–and he agrees it’s felt like a much shorter period! Today we talk about his recent article in Top Sales magazine, downloadable here (starts on page 16), and the topic of prospecting by phone.

Dave and I discuss:

* Who is using cold calling to prospect? When should we use it?

* The surprising truth about how many attempts are frequently necessary to reach prospect—and how the new phenomenon of “passive rejection” could be hurting you

* How to start conversations effectively, particularly with the use of Pacing

* How to leave voicemails that get returned—and what it takes today, including the odd connection between Halloween and prospecting

* And much more!

Listen right here:

More from Dave Kurlan: – Dave’s blog

More about pacing and starting calls

My 2012 interview with Dave

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