Cold calling

Capstone Calling

More Qualified Leads Via the Art of Distraction

I’m going to make a bold statement that likely no one in the sales world has ever made before this moment: #ColdCalling. Is. Tedious. I...

Capstone Calling

Dissecting the Subtle Trickery of a B2B Prospecting Call

Earlier this week we looked at a call between one of our opportunity analysts (aka cold caller extraordinaire) and a (initially) less...

Capstone Calling

How to Get a Prospect Talking: A Peek into a B2B Sales Call

Brace yourself for profundity, people: not all #B2B #Prospecting calls lead to well, leads. If you did a thorough job and the result was...

Capstone Calling

Are You Really Working All the Branches of Your B2B Sales Pipeline?

I’ll start by pointing out the reason I chose the term “sales pipeline” over “sales funnel”. I always believed the terms were...

Capstone Calling

Account-Based Marketing: Everything Old is New Again

I have a friend who theorizes that every 20 years, fashion repeats itself. I suppose I noticed bell bottoms did make a comeback in the...