There's a heated discussion about a cold subject going on at the AA&B LinkedIn readers' network.
It all started when a reader posted a link to a blog entry by sales consultant Steve Kloyda about his unpleasant experience with a salesperson who cold called him, then lied that he'd already spoken to him — when Kloyda knew he hadn't.
It sound innocuous enough, but the posting started a debate among several readers about the ethics — and efficiency — of the practice of cold calling, and the right and wrong way to do it. The debate essentially boiled down to what exactly is acceptable in cold calling, and morphed into a discussion of more controversial cold calling practices, such as dropping in on prospects unannounced, or following a script on a phone cold call that's clearly fake. Even AA&B columnist Chris Amrhein got in on the controversy, defending the practice of the drop-in while reviling the fakery of an aggressive canned pitch, a la the “boiler room” denizens in David Mamet's masterful play (and movie) on the sales mentality, “Glengarry Glen Ross.”
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