Comments on: Social Media and Professional Services Business Development

By: How to Sell Professional Services Using the Internet: The Targeting Challenge

How to Sell Professional Services Using the Internet: The Targeting Challenge — Wed, 10 Dec 2008 08:53:20 +0000

[...] I wote on my own blog in Social Media and Professional Services Business Development, the Internet has been a real “playing field leveller” when it comes to marketing for [...]

By: Matthew Brazil

Matthew Brazil — Wed, 06 Aug 2008 15:09:46 +0000

Thanks for mentioning me in your post Ian. The theory behind social media and the tools it provides reducing the dependence on cold calling has certainly stoked a healthy debate. One very good point that has been consistently put forward is that social media/networking will in affect warm the call up.

If anyone wants to connect with me to discuss these theories further please feel free to do so.

By: Sales Management 2.0

Sales Management 2.0 — Mon, 21 Jul 2008 03:44:48 +0000

I think I would make the argument that social media makes cold calling easier, and quite possibly more effective. Imagine how shocked you would be if you were cold called by someone who said “I was reading your blog today and you said XYZ. That got me thinking about an opportunity for you to exploit ABC. give me a call at xxx-xxx-xxxx.” A bit brief I know, but it would get your attention…

-Brad

By: Tim Rohrer - Sales Loudmouth

Tim Rohrer - Sales Loudmouth — Thu, 17 Jul 2008 02:36:06 +0000

I don’t know if social networks will put an end to cold calling but it’s an interesting idea. Very thoughtful! Thanks for an intriguing read.

By: Ian

Ian — Mon, 14 Jul 2008 20:35:30 +0000

Yes – I think the author is using the “nail in the coffin” phrasing as a device to put forward a more interesting and provocative argument – rather than it really being true.

Ian

By: sales training

sales training — Mon, 14 Jul 2008 16:28:05 +0000

I’m skeptical of the “nail in the coffin” theory. I would answer the article writer’s question (the title of his article) with this answer: “no.” In my way of thinking, it’s not an “either-or” proposition. Businesses can still generate copious revenue from cold-calling, and they should also have a presence on the internet and use social networking to do that.

- Skip Anderson

By: Ian

Ian — Mon, 14 Jul 2008 15:14:45 +0000

I’d agree Nesh. I think it especially applies if you have a very targeted prospect base. Rather than cold calling hundreds of prospects, a more focused “outreach” strategy involving social media, sending materials in advance, scouting out the lie of the land with friendly contacts in and outside the organisation etc. can all pave the foundation for a better warm call.

Ian

By: nesh thompson | sales performance

nesh thompson | sales performance — Mon, 14 Jul 2008 11:45:48 +0000

I read with interest your’s and Matt’s article and wondered about the changing frontiers of business development that social media is offering to all types of business. I tend to disagree with the opinion that cold-calling is now obsolete, but instead understand it to be a different part of the sales process than it was originally intended. Social media has transformed the barriers of information gathering for both customer and vendor meaning that gathering information is that much easier. I argue that cold-calling can no longer be truely ‘cold’ because of the potential for so much non-verbal communication beforehand. However, the skills in traditional verbal communication are still as relevant today. The danger I think is that modern selling becomes “all about social media” to the detriment of communication in general.