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This is the second book in this list about Salesforce, and this one explores the innovative outbound sales process that added $100 million in recurring revenue to Salesforce’s bottom line.
Dubbed “Cold Calling 2.0,” this sales process is a creative way to grow sales without having to ever make a traditional “cold call” again.
In a nutshell, it works by sending an email to the person 1-2 levels above your decision maker. So for example, if your prospect is a Sales Manager, you might reach out to the Sales Director. Then ask that person to put you in touch with the correct person. From there, you set up the call and proceed with the sales process as usual.
This simple shift in outbound marketing leads to less wasted time, a better response rate, and most importantly—more closed sales. An essential book for anyone who relies on outbound marketing.
