We have to go back in time to explain how I created this most important strategy. When I started selling, there was no internet, no websites, and no way to learn about a company. There was no email, no iPhones, no texting. You would have to make a cold call, not the cold call you are thinking of, sitting in your office dialing the very few phone numbers. At that time, a cold call meant walking into the client’s office and asking to speak with the right contact. If you couldn’t meet the person, you would have to share your business cards as proof that you were making cold calls.
