The fact is that people just don’t want to take a bad call
San Jose, CA (Vocus) January 28, 2009
Mari Anne Vanella-Wright, founder and CEO of The Vanella Group, Inc., has written what may well become “the standard” how-to guide in the telesales industry. 42 Rules of Cold Calling Executives (Super Star Press, 2008) distinguishes itself from the nearly 650,000 books on sales and selling that are listed on Amazon.com and was recently selected by The Sales Book Awards that seeks out the “best sales books on the planet,” receiving a Silver Medal from the group in 2008.
Cold calling is never easy, but it can be particularly challenging when targeting top executives to sell technology ranging in price from $250,000 - $2 billion – The Vanella Group’s sweet spot. The Vanella Group provides strategic telesales services exclusively to the high-tech industry and is widely known for consistently generating predictable, measurable results. Mari Anne Vanella-Wright is a widely recognized expert in the industry and wrote the book to share what she has learned after recognizing that the majority of salespeople have distaste for cold calling, and struggle with doing it altogether.
“A lot of sales reps have developed the mentality that people don’t want to take cold calls, but that’s really not it at all,” says Mari Anne Vanella-Wright.” The fact is that people just don’t want to take a bad call,” she adds. “I wrote this book so people could implement processes that would help them to be effective on calls – to be successful in gaining access to senior executives, decision-makers and key influencers and having meaningful conversations with them that progress toward revenue."
In addition to its recognition from The Sales Books Awards, 42 Rules of Cold Calling Executives has been lauded by industry experts for its results-based advice and actionable recommendations.
Bob Karr, CEO of Link Silicon Valley calls the book “an easy read and a good tutorial with a lot of good ideas about how to get busy and get started.”
“Mari Anne’s book is fantastic for newbies and sales pros alike,” says Garth Moulton, VP and co-founder of Jigsaw Data Corporation. “The Vanella Group has done engagements for many Jigsaw customers that all speak very highly of their high-end telemarketing/lead generation process,” he says.
Mari Anne Vanella-Wright, a thought leader in the field of high technology sales, uses a process-based approach to generate results which she has perfected over time. “Cold calling is a science, it’s not an art,” Mari Anne asserts. “It’s a science because the results are predictable when you know the principles, dynamics, and controls involved and apply them to what you say so it helps to understand the psychology of the call and to focus on the prospect’s point of view.”
"Effective salespeople need to move away from a selling mentality to one in which they’re connecting with prospects on a peer-to-peer level. Understanding what their world looks like empowers you to neutralize sales resistance on a call,” she concludes.
“Our research shows that lead generation and early identification of buying cycles are top challenges for companies today,” says Barry Trailer, managing partner of CSO Insights. “The Vanella Group has been successfully meeting these challenges for its high-tech clients for the past several years,” he says.
42 Rules of Cold Calling Executives is a must-read for anyone in the sales industry and Mari Anne Vanella-Wright is well established as the go-to person for results-oriented advice on how to sell the top-end products to the Highest levels of an organization.
About The Vanella Group, Inc. (http://www.vanellagroup.com)
The Vanella Group, Inc., is the premier expert in telesales programs for enterprise technology companies. Now in its ninth year of business, The Vanella Group’s clients include Sun Microsystems, SAP, Hitachi and many others. The Vanella Group offers a proprietary and proven B2B telemarketing methodology, that is both high-touch and high-quality, called Responsive Account Development™.
About Mari Anne Vanella-Wright (http://www.vanellagroup.com/management.php)
Mari Anne Vanella-Wright is the founder and CEO of The Vanella Group, Inc., and an industry thought leader implementing long-term, successful sales development programs for the enterprise technologies and services sectors. Vanella-Wright has more than 20 years of sales and business management experience including 15 years as founder and CEO of sales development firms in the Silicon Valley. Vanella-Wright was recently invited to sit on the panel of technology leaders at the Women in Technology 2008 National Summit and is a widely recognized go-to source for companies hoping to transform mediocre sales organizations into high-performing sales teams with legendary results.
The Vanella Group, Inc.
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