Leaders’ advice

Perhaps one of the most challenging elements of sales, cold calling is a notoriously difficult place to find success—that is, until you've found a practice that consistently and sustainably works for you. And mastering the art of the cold call can be a career-long process (if one even is able to master it at all). "In my honest opinion," Alice Wheaton, business development coach and profitability catalyst says, "only about 4 or 5% of salespeople are elite performers." This, Wheaton notes, is largely due to problems in both training and in growing up in a society that considers certain behaviours, such…