Want Better Cold Calling Results? Do Some Homework First

Over the past few weeks, FEI sales leader Zoot has given young salesman Ganymede some valuable tips for winning back customers who have left. This week, Zoot shares a tip for effective cold calling. Remember, fire = print.

Zoot was working in his office one afternoon when a loud, repeating thump grabbed his attention. Concerned, he followed the noise to its source—Ganymede’s office. Here, the young salesperson was banging his head against the wall.