Mari Anne Vanella
42 Rules of Cold Calling Executives (2nd Edition) is an easy to read book that gives concise, easy to implement methods to get results with cold calls. Many sales professionals find that part of their job difficult and unpleasant, yet the 42 Rules gives them ways to redesign their thinking, approach, practices, and tools to get the best possible results. This book contains some of the fundamental principles Mari Anne Vanella has developed over the course of her career. Her clients and her own company use this approach to execute the top performing programs in the industry for the past 15 years.
Reading this book will deliver the following benefits:
"People don’t listen, they just wait for their turn to talk."
That is a saying many of us have heard before; many of us have also seen it in action when we are conversing and then the other party responds with something totally out of line with what you said and you think “you didn’t listen to anything I said…!!”
This happens all the time in sales. You wouldn’t immediately think it, but the culture within a sales organization contributes to the lack of listening skills. Many teams are pressed into results and are forced to quickly qualify or dump prospects in order to build their pipeline. Good relationship building and conversation skills aren’t rewarded, revenue is. Unfortunately, the thing that happens is the rush to qualify also misses many revenue opportunities because prospects aren’t going to open up when they are being “sold” or told to come back later when they have money.
Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.
Mari Anne’s background includes successful performance as Vice President and Director at well-known technology firms. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, AmeriPro, and many others.