Get Smart: Cold Calling Is Dead

Author: Mark Ippolito
2 / 2 / 2010

Whether you are the dialer or recipient of the dreaded cold call, both parties would agree:  few things in life are as unwanted and painful to endure as “the cold call.” In a study of B2B marketers that use cold calls to build their business, researcher Barbara Johnston of Texas A&M comments that “the cold call [is] one of the most egregious of interactional impositions.” Citing the woeful inefficiencies inherent in cold calling metrics, Jeremy Miller, in his excellent article “Sales People Don’t Cold Call”, unequivocally states, “Cold calling is an act of frivolity.”

Yet in spite of the pain and inefficiencies, how many companies/colleagues do you know that are still relying on cold calls to generate sales?  While businesses try to slug their way out of a tough economy, it may be easy to justify the rationale for this brute force tactic. However, we might suggest that sales managers re-think their approach to cold calling and adopt some 21st century techniques that transform the dreaded cold call into the art of the smart call.

Lenati Voted ‘Best Small Firm to Work For’ in Two Categories

Author: Lenati
9 / 24 / 2009

 

We’re very excited here at Leanti that we’ve been recognized in Consulting Magazine’s 2009 Best Firms To Work For report as one of the “Best Small Firms to Work For” in two categories: Best Culture and Best Strategy Service Line.  

This is directly attributable to the quality and hard work of our consulting team.  Not only do they make our clients successful, but they make Lenati a great place to work!

Mobile Optimized Website vs. Mobile Application – or Both?

Author: Lenati
9 / 24 / 2009

With all of the hype around mobile applications and the success of the iPhone Appstore,  we’ve had a number of our clients ask us how they should approach mobility.  What’s encouraging to me is that they know they need to engage current and potential customers when on-the-go,  but the challenge is, they aren’t sure how.  Should they build a mobile optimized website, a mobile application or both?  I have my ideas that I’ll outline below, but I’d also like to hear from you.  Please comment on this with your own theories and experiences.

The Lenati Blog is Live!

Author: Lenati
8 / 28 / 2009

We’ve finally entered the 21st century and are launching our blog.  Be on the lookout for our Points of View, valuable articles we’ve stumbled across, best practices, fun photos and our observations on how to build connections with your customers and improve their experience.   We’ll start in earnest next week so please come back to participate.  […]