Denise Walker’s Personal Development article (Practical Selling Step 1: Cold Calling - Without the Cold Sweat) has prompted anumber of comments

»Brady
As an internal recruitment manager for a FTSE 100 company, I could not disagree more with this article. The biggest turn off is the constant barage of calls from agencies. No means no. The consultancies I engage with are the ones who don’t call me asking the same questions
every six weeks and when I say no, understand that and put the phone down. Most effective by far is the quick call letting me know who you
are, followed up by a quick email with contact details. Finally, e-shots with totally irrelevant candidates on them? NO!

»Miguel Panchon
Talking of people who are new to selling I’d say that having a log of who they call, what they said and setting alarms with valid content for the next contact is one thing they tend to forget. Another thing to add would be the clumsiness when unfolding their arguments. A good script is needed at the beginning so that the call is punchy, quick and doesn’t ‘bother’ the one who is getting called. Additionally to that, I’d add to the ‘never close too close’ syndrome, leave the door open. Find a way to be able to call back; don’t burn yourself out… (maybe your contact doesn’t need anything from you right now but could in six months).